SUCCESS STORY

Market Data Enables Proactive Parts Distribution – OPTIMA Packaging Shares Their Success Story   

OPTIMA implements the data provided by PRICERADAR into proactive parts sales: Pricing is in line with market and customers, as price adjustments can be made on a weekly basis. This leads to cross-selling effects and, in the long run, more turnover and sales of related parts.

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OPTIMA Market Data enables Proactive Parts Distribution
CHALLENGE

Spare Parts Distribution: A global challenge at the Pulse of the Market

OPTIMA’s operational processes in After Sales are centrally organized, and among them is the spare parts sector, which is responsible for customers of all business units. The global challenges in the spare parts business are immense and can be grouped into the following categories:

  • The market for spare parts is highly competitive.
  • Simultaneously, there is little to no insight on the parts’ prices and delivery times.
  • Speedy delivery as well as the quality of parts must be ensured in order to compete.
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A Parts Pricing Strategy based on the market

Particularly in purchased parts, buyers have a variety of purchasing and further comparison options. "I was not aware of the fact that in Germany alone, there are more than 5,000 sources," states Pascal Wolf, Team Leader Spare Parts Management at OPTIMA packaging group GmbH. Therefore, what machine manufacturers need, but do not have access to, is insight about prices and delivery times. "Market-based pricing had been on our minds for a long time – what we were lacking was a solution to execute this strategy," says Wolf.

SOLUTION

MARKT-PILOT delivers: Using the PRICERADAR Software, OPTIMA creates intelligence for tens of thousands of spare parts in the US, DACH and South American market

The initial conversation between Pascal Wolf and MARKT-PILOT instantly sparked: A cooperation with MARKT-PILOT would prove highly beneficial for OPTIMA.

In a first step, the SaaS solution, PRICERADAR, was presented to OPTIMA using their own parts data, an analysis where the results directly sealed the deal: "The findings of this initial market analysis including only a compact selection of our spare parts were impressive. We instantly knew: the potential that the analysis laid bare is immense for OPTIMA. So naturally, we wanted to implement the solution for our DACH, USA and South America markets as quickly and extensively as possible," Pascal Wolf explains. Thanks to the software’s user-friendly structure, OPTIMA was able to fully integrate all its functions and act on the data just a few days after onboarding.

“MARKT-PILOT succeeds in providing a trusted solution to a crucial issue within the engineering sector, mapping the quintessence and benefits in their software. The added value for OPTIMA is massive - thanks to newly acquired insights on prices and delivery times, we can align our prices with the market and optimize our supply chain. MARKT-PILOT speaks the language of machine manufacturers!" 

Pascal Wolf
Team Lead Spare Parts Management at OPTIMA packaging group GmbH
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OPTIMA Market Data enables Proactive Parts Distribution
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RESULT

Proactive Parts Distribution: OPTIMA increases parts sales

Due to never-before-seen intelligence of prices and delivery times for each spare part, OPTIMA can offer spare parts in a market-based structure, thus increasing customer satisfaction and loyalty. The innovative approach to spare parts pricing also makes a significant contribution to revenue, growth and overall success. "For our customers, we are among the best global suppliers for spare parts of all kinds. This intelligence has helped us to further expand and strengthen proactive parts sales," Wolf adds.

OPTIMA implements the data provided by PRICERADAR into proactive parts sales: Pricing is in line with the market and customers, as price adjustments can be made on a weekly basis. This leads to cross-selling effects and, in the long run, more turnover and sales of related parts.

The collaboration has been successful since the beginning and is coined by quick responsiveness, agility and fast decision-making channels and processes. From the very beginning, Pascal Wolf has appreciated MARKT-PILOT's genuine interest in the company, their position and feedback. Any suggestions concerning further improvement and optimization of the software are not only welcomed but realized directly, making the analyses even more effective.

Optima Packaging Group

OPTIMA is a leading global technology corporation founded in 1922, with its headquarters located in Schwäbisch Hall, Germany. The family business is now in its third generation of family management, counting over 20 international locations and more than 2,800 employees. OPTIMA and its subsidiaries design and implement packaging machines, filling systems and manufacturing plants ranging from individual machines to complex turnkey machinery systems.

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Amanda Smith

FOUNDER, CEO & EXECUTIVE CHAIRMAN

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