Viele Unternehmen der herstellenden Industrie beklagen die mangelnde Ertragsqualität im Verkauf von Investitionsgütern oder langlebigen Gebrauchsgütern. Damit rückt das Angebot von Dienstleistungen und der Verkauf von Ersatzteilen stärker in den Fokus. Denn dieser Bereich wird zum elementaren Treiber des Unternehmensgewinns, mit dem sich erhebliche Margen erzielen lassen. Ein Potential, das viele Unternehmen noch immer unterschätzen. Zuweilen schrecken sie auch davor zurück – durch falsche Preispolitiken mit viel zu hohen Preisen sind Aftersales sogar als „Abzocke mit Ersatzteilen“ in Verruf gekommen. Damit Aftermarket-Services ihr Gewinnpotential voll entfalten können, ist eine strategische Ausrichtung des gesamten Aftersales-Bereichs nötig. Mit aktivem Preismanagement für Ersatzteile,
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