SUCCESS STORY

LTW increases sales thanks to a market-based spare parts pricing strategy 

Strengthened Future Positioning Through Strategic Pricing

In the face of increasing uncertainties and market dynamics, machine manufacturing companies and their spare parts businesses encounter significant challenges. Remaining competitive and future-proof requires resilience as the foundation. LTW Intralogistics GmbH, a leading intralogistics company, has embraced the MARKT-PILOT solution to conduct comprehensive analysis of the spare parts market and develop market-oriented pricing strategies.

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LTW increases sales thanks to a market-based spare parts pricing strategy
THE CHALLENGE

Missed sales potential due to opacity and inflexible processes in the spare parts business

Lost sales potential due to opacity and inflexible processes in the spare parts business. Static price lists and reactive price adjustments no longer suffice in meeting current market demands. The traditional cost-plus logic must be re-evaluated, particularly in dynamic and volatile times, where adapting to changing customer requirements is essential.

Machine and plant manufacturers often lack a comprehensive overview of the global market, leading to setting spare parts prices either too high or too low, thus leaving valuable sales potential untapped. Simultaneously, automation and digitalization of processes are increasingly crucial for long-term success.

Thomas Narbeshuber, Business Unit Manager Service at LTW Intralogistics GmbH, aptly summarizes the current situation in service: "The challenge in after sales is to meet the constantly changing requirements of customers as a logistics supplier, especially in increasingly dynamic and volatile times."

But how can these processes be made more efficient and profitable?

LTW Intralogistics warehouse
Innovative pricing strategies to create trust
THE SOLUTION

Innovative pricing strategies to foster trust

To maintain competitiveness, an intelligent pricing strategy is imperative. This entails creating a simple pricing model seamlessly integrated into existing processes and easily maintained. With the implementation of MARKT-PILOT, LTW Intralogistics has adopted a lean and scalable solution, positioning the company as a fair and reliable partner for its customers in terms of both availability and prices. The software's swift deployment without the need for extensive implementation enables a quick start. Narbeshuber elaborates: "Our aim was to find a lean and scalable pricing solution aligning with current market data. With MARKT-PILOT, we have reliable information on prices and delivery times for our purchased parts, providing a solid foundation for negotiations with our customers."

LTW increases sales thanks to a market-based spare parts pricing strategy
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Thomas Narbeshuber Business Unit Manager Service LTW Intralogistics GmbH

"The cooperation takes place at eye level, and you can see that they are constantly working on their product. It's fun to work with a company like this."

Thomas Narbeshuber
Business Unit Manager Service
LTW Intralogistics GmbH
CONCLUSION

From 8 to 40 percent of spare parts priced in line with the market   

LTW Intralogistics has demonstrated tangible results: the initial implementation of identified price potential has increased the proportion of market-driven prices from 8 to over 40 percent.  

MARKT-PILOT facilitated the attainment of spare parts targets within a short timeframe. By streamlining the pricing process and saving working hours, LTW significantly enhanced price quality while reinforcing the scalability of PRICE-RADAR. This enhancement extends to customers, who benefit from fair and market-based spare parts prices, thereby fostering sustainable increases in customer satisfaction and loyalty. 

LTW Logo

 

As part of the Doppelmayr Group, LTW has been an established name in intralogistics for over 40 years. With 320 employees at 4 locations, the company supplies customers from all industries worldwide with logistics systems for the internal transportation of goods. The Customer Care Center is a central interface with a digital platform and 24/7 hotline support that is directly geared to the needs of customers.  

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Amanda Smith

FOUNDER, CEO & EXECUTIVE CHAIRMAN

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