PTC > 实例探究 > JLG Industries Revamps Service Parts Pricing Strategy with PTC’s Solution

JLG Industries Revamps Service Parts Pricing Strategy with PTC’s Solution

PTC Logo
公司规模
Large Corporate
地区
  • America
国家
  • United States
产品
  • PTC’s Service Parts Pricing
技术栈
  • Cloud Services
实施规模
  • Enterprise-wide Deployment
影响指标
  • Revenue Growth
  • Customer Satisfaction
技术
  • 平台即服务 (PaaS) - 数据管理平台
适用行业
  • 设备与机械
适用功能
  • 销售与市场营销
  • 商业运营
服务
  • 云规划/设计/实施服务
关于客户
JLG Industries, Inc. is a globally recognized company that has been earning customer confidence and trust through innovation since 1969. The company manufactures JLG® aerial work platforms and JLG and SkyTrak® telehandlers. JLG’s customers are their greatest priority, and the company remains steadfast in its commitment to understanding customer challenges. The company was facing competitive pressures on its replacement parts business and needed a solution that enabled more strategic service parts pricing to meet mission-critical goals to increase profit, increase revenue, and improve data integrity to better compete in the marketplace.
挑战
JLG Industries, a renowned manufacturer of aerial work platforms and telehandlers, was facing increasing competitive pressures on its replacement parts business. The company was using a cost-plus pricing strategy for its service parts, which was proving ineffective. This approach created a 'blind spot' and lacked market adaptation. Customers were seeking more cost-effective solutions and started buying non-OEM replacement parts from competitors, compromising quality for lower pricing. This trend signaled to JLG the need for a new approach to parts pricing. The challenge was to optimize pricing for 140,000 service parts with a department of one.
解决方案
JLG Industries adopted PTC’s Service Parts Pricing (SPP) solution to revamp their pricing strategy. The SPP solution allowed JLG to organize and develop their strategy and assess their competitive environment. The solution was presented to JLG’s leadership team by the JLG IT department and Dali Ribeiro, Parts Pricing Manager at JLG. The value analysis of SPP, along with a commitment to closely monitoring and tracking SPP’s impact on service parts revenue and profit, led to SPP being adopted as a strategic initiative for JLG. The implementation of SPP moved JLG away from managing pricing strategy through an extensive array of spreadsheets. The solution was hosted on PTC's servers, alleviating the burden of maintaining an on-site solution by JLG’s IT department.
运营影响
  • JLG was able to communicate their pricing strategy to their customers and show them that in many cases, they were able to offer a lower price with OEM commitment to quality and service support.
  • The implementation of SPP improved data integrity at JLG, and they gained visibility into cost changes coming from their suppliers.
  • The solution was simpler to adopt and teach, making it easier to bring people on board.
  • The solution allowed for exception-based management, giving local input with about 20% of parts while automating the pricing of 80%.
数量效益
  • The tool paid for itself in less than 12 months.
  • After one year, a follow-up analysis concluded that the three-year cumulative value to JLG would be 60% higher than originally projected.
  • Revenue growth continues to outpace the rest of the legacy-managed parts, while the growth of gross margin contribution outstrips the field by even greater margins.

Case Study missing?

Start adding your own!

Register with your work email and create a new case study profile for your business.

Add New Record

相关案例.

联系我们

欢迎与我们交流!
* Required
* Required
* Required
* Invalid email address
提交此表单,即表示您同意 IoT ONE 可以与您联系并分享洞察和营销信息。
不,谢谢,我不想收到来自 IoT ONE 的任何营销电子邮件。
提交

感谢您的信息!
我们会很快与你取得联系。