The cost-plus model has been the de facto spare parts pricing technique among most organizations, but it isn’t the only applicable model. Multiple, dynamic pricing models enable businesses to grow service revenue while ensuring customers have the parts the need to maintain operations.
What are the service parts pricing trends and best practices you should look to as you consider your pricing strategy?
Part classification, or how parts are assigned within your pricing model, can be decided based on multiple factors. Keep in mind that part characteristics, such as what the part is, are far less important than pricing characteristics, which determine whether the part in question is competitive.
By segmenting based on part pricing, you can develop different pricing strategies for different segments and decide which parts you want to price aggressively and where you have more elasticity.
Your organization’s engineering information can be critical to appropriate service part pricing. The length, width, or depth of a part, how long a part is expected to last, and how that part reacts to environmental conditions should all affect the final price.
Remember that spare parts become more expensive to maintain over time, so you’ll want to adopt a pricing solution that is forward-looking as well as one that considers your engineering information.
One of the key challenges in setting optimal service parts pricing is gathering enough historical and competitive data in order to make the best pricing decisions or formulate a strategy. More than that, even organizations that have data are bogged down by the fact that the pricing data they have is years or months old, and isn’t forward-looking or predictive.
In a global, dynamic marketplace, forecasting prices is even more important than knowing historical prices. Consider the presence of alternative channels for service parts, internal channel conflicts for your end-users, and your competitors supply when building a pricing strategy.
In highly competitive segments, inappropriate pricing can quickly lead to unhappy customers and rapid loss of market share, and yet service parts pricing solutions that factor in classification, value, and data remain underutilized. To learn more about how to leverage your spare parts pricing as a competitive differentiator, read about JLG Industries’ success with this practice here:
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