The challenge
Our client built and sold quality equipment - but everything after the sale was reactive. Parts and service moved only once a machine had already failed, and a wealth of usage data sat unused.
A reactive aftermarket, lost to competitors
Across every business area, spare-part and service sales started only when the customer called, usually after a breakdown. By then customers often turned to a competitor, and the most profitable part of the business was left to chance.
Manual, slow, hard to scale
Sizing, design and quoting were manual and laborious. That tied experts up in routine work, invited errors, and made it hard to expand into new markets.
Data collected, never used
Valuable equipment and configuration data was already accumulating, but it was scattered and never put to commercial use or fed back into product development.
What we built
We built a company-wide data and AI strategy that reframes the business from selling products to selling outcomes - 50+ ideas gathered with the leadership team, narrowed to ten prioritized initiatives, and a concrete roadmap to 2030. Not a slide deck.
Results
The strategy gave the client a board-ready path from a product business to a data-driven service business - with the targets and the sequencing to pursue it. The figures below are the goals the strategy sets, not delivered results.
The strategy charts a path to grow aftermarket revenue from about €2M toward €16M - roughly €11M of it gross margin - by turning reactive parts sales into proactive, predictive service.
The plan targets a tenfold increase in aftermarket operating profit, with parts margins doubled or tripled through more efficient direct sales.
A long-term goal of €50M in revenue from digital solutions and services, starting with a parts webshop targeting €1M in its first year.
Predictive-maintenance models in the strategy aim for 95% accuracy two weeks before a failure (50% at six months), generating service leads automatically - and targeting roughly 25% less monitoring workload for technical staff.
