AFTERMARKET & SERVICE MANAGEMENT
Companies experience decreased profit from traditional product sales and therefore aftermarket offerings and service sales are more important than ever to increase margins. With customers expecting high customization, availability and flexibility in their products - more advanced services and solutions are being offered. There are several steps to take to become an integrated solution provider where quality and secure processes in aftermarket sales are as important for some companies as shifting from product use to output focus are for others.
Triathlon has a long history of helping their customers to create profitable aftermarket businesses. We have repeatedly shown success in supporting customers in the creation and implementation of strategies for aftermarket and service offerings.
Aftermarket improvement
Aftermarket offerings are not only an excellent way to gain profit, it can also be a deal breaker for customer retention. Triathlon holds great expertise in aftermarket strategies and operations. We help our customers to develop and optimize aftermarket business.
Product as a service
Customers are increasingly expecting capacity availability instead of traditionally transaction based products. Offering products as a service comes with large investments and organizational challenges. Triathlon have repeatedly shown success in the field by helping customers within different industries to take the step from product manufacturer to integrated solution providers, and steps in between.
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SERVITIZING BUSINESS MODELSWhat do you sell? When taking the step into a service provider this is one of the key questions. Based on the answer, an applicable business model should be built. Triathlon holds expertise and experience from analyzing and developing service based business models. |
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TRANSFORMING THE ORGANIZATIONTraditional product sales require an organizational setting that is not optimal for service offerings. Triathlon helps your organization to eliminate silo thinking and work cross-functional to develop new processes, but also to identify internal benefits from service and solution sales. |
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WORKSHOP IMPROVEMENTDealers and workshops can both bring high value to a business and drive high costs, it can be a challenge to stay on the positive side. Triathlon supports with front-line transformations, sales concept integrations and on-site sales training, as well as performing workshop optimization assessments, lead time efficiency and improve first time fix rates. |
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CONNECTIVITYDigitalization of businesses and enabling IoT technology is the basis for creating new and more advanced services. It is not the connected “Things” that are providing the value individually, it is the integration of a number of IoT into “Services” targeting a specific area that brings the value. Developing connected services often need to comply to European regulation about data privacy. Triathlon help their clients to create value from connected “Things” while managing regulations. |
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OWNERSHIP AND REGULATORYWhen servitizing a business, the ownership structure can change radically. It is important for the organization to create structures enabling the value transactions. Robust agreements are needed to make sure that legal aspects are taken into consideration but also that financial flows are secured. It is also important to develop accounting models and sufficient KPIs. Triathlon holds expertise about the needed structures and how to secure them. |
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PARTNER STRATEGY MANAGEMENTBecoming an integrated solution provider comes with a need of broaden capabilities and new knowledge. To partner with external actors is a good strategy to gain new capabilities while keeping core strengths. Triathlon help you to build partner strategies, identify potential partners and secure a low level of vulnerability. |
Service & Solutions Insights
SERVITIZATION FROM THE CUSTOMER PERSPECTIVE
ARE YOU TRANSFORMING YOUR PRODUCT INTO SERVICE?
THE 4TH INDUSTRIAL REVOLUTION IS COMING