Case study packaging industry

Market leader in filling and packaging machines and systems



  • Declining sales in the service business (spare parts business)
  • Share of total sales too low compared to benchmark




  • Design and implementation support of a service strategy to increase the share of supply with existing customers and to win back customers
  • Differentiation of pricing strategies for purchased, drawing and know-how parts
  • Intensification of conversion and spare parts sales through incentive systems for service sales
  • Increasing capacities in design for conversions (retrofits) and in technical service for spare parts
  • Creation of a rebuild product portfolio (retrofit catalogue)




  • Significant potential for increasing sales identified
  • Service sales increase by 15 % after 12 months

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