Equipment and Aftermarket Growth Strategy

Authors:
Jon T. Gabrielsen

When aftermarket support is seen as critical, best-in-class suppliers put in place effective models for integrating their original equipment and aftermarket businesses into a single seamless cohesive whole.  We have identified seven key dimensions that individually and in combination can lead to the opportunity for suppliers to achieve great success by pursuing integrated equipment and aftermarket strategies.  A scoring system and examples of the evaluation that results from using this system are presented and discussed.  For those firms where an integrated approach to equipment and aftermarket opportunities makes sense, a roadmap for strategy development and implementation is presented.  Case study examples are provided to illustrate how the elements of this process apply to equipment markets.

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Equipment and Aftermarket Growth Strategy