Pricing in After Sales for the Machinery Industry – Challenges, Trends, and ProvenPaths to Success
In recent years, I have supported numerous mechanical engineering companies – often during phases of declining order ntake and growing market uncertainty. This picture is also reflected in the current PwC Machinery Industry Barometer: the industry is facing a persistently challenging market environment that is already having a noticeable impact on many companies.
While revenues in the new machinery business are stagnating or declining, after-sales revenues are also beginning to decrease with a certain time lag. One key reason is the lower utilization of machines at end customers, which reduces demand for spare parts and services. However, this is only one aspect of a far more complex market environment.
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