4
A holistic framework successfully g
through the pricing model transfo
AT A GLANCE
GOETZPARTNERS SPARE PARTS EXCELLENCE PROGRAM
goetzpartners Spare Parts
Excellence Program acts as
master plan for a successful
pricing model transformation.
STRATEGY
SPARE PARTS STRATEGY DEFIN
with focus on positioning and targ
DEVELOPMENT of a spare parts
PRICING strategy as starting
point for the overall approach.
Three-step procedure as core
of the program consisting of:
• Segmentation
• Price Setting
• Price Implementation
guarantees PROVEN
METHODOLOGIES as well as a
tailored and agile pricing approach.
THREE-STEP
CORE
PROCEDURE
SEGMENTATION
• Clustering of all spare
parts into segments based
on analysis of different
industry-specific factors:
- Financial performance
- Technical criteria
- Market and competitor
environment
- Stage of spare
parts life cycle
SETTING
• Allocation of proper
price models to each
spare parts segment
• Setting prices
according to:
- Differentiated
cost-plus pricing
- Differentiated
competitive pricing
- Value-based
pricing plus
- Other factors
Optimizing the organizational
setup and IT infrastructure
according to new spare parts
pricing approach as basic factors
for a successful transformation.
BASICS
ORGANIZATIONAL
SETUP
IT
INFRASTRUCTURE
Setting up spare part pricin
governance with cross-func
Implementing agile method
and analysing pricing data
Source: goetzpartners