SUCCESS STORY

Win-Win for HOLMER: More Revenue in After Sales and Higher Customer Satisfaction at the Same Time

For Christian Läpple, prices in line with the market and customer satisfaction are decisive above all. With the solution from MARKT-PILOT, HOLMER can pursue both goals and also increase sales and profits in spare parts distribution.

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Holmer increases sales in spare parts business with pricing software
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CHALLENGE

Lack of insight on prices and delivery times

To define the prices of spare parts, HOLMER used to work with the classic cost-plus approach and a markup factor - like most other mechanical engineering companies. Additional research to check the price positioning could only be carried out for two to three larger components and involved a lot of effort. The market remained a black box. "Every now and then, I manually checked individual parts and was able to estimate whether the price made sense or not. But of course, that is only feasible for a fraction of the spare parts and is too time-consuming and inefficient in the long run," explains Christian Läpple, Head of Spare Parts Sales at HOLMER Maschinenbau GmbH. "The delivery time is also crucial - because this is usually not apparent from manual searches and, therefore, you don't know whether the part is available," adds Christian Läpple.

Holmer detailaufnahme Motor
SOLUTION

The Proof of Value convinced and could be amortized immediately

"Everyone talks about market-driven prices, but no one tells you how to do it. And then MARKT-PILOT came along," says Christian Läpple. The MARKT-PILOT solution provides market insight and in turn, makes market-based pricing possible.

With the database and the resulting potential for price reductions, price increases and monopoly positions, spare parts prices can be adjusted to the current market in a fact-based and competitive manner. The first market price research by MARKT-PILOT convinced Christian Läpple right away: Price increase potentials could be realized directly and the Proof Of Value could be amortized by the increase for just three parts alone. For Mr. Läpple, this was more than proof that the investment in PRICERADAR would pay off for HOLMER.

"I can rely on the data from the PRICERADAR's market price research and align my spare parts in a market-based way. Especially in the event of price increases, this gives me the necessary security," concludes Läpple.

"I honestly did not expect the high added value that the software offers us and am more than convinced by the quality. I find it remarkable how quickly and reliably results are delivered and I can only praise the entire team at MARKT-PILOT."

Christian Läpple
Head of Spare Parts Sales at HOLMER Maschinenbau GmbH

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RESULT

Win-win for HOLMER: More revenue in after sales and higher customer satisfaction at the same time

For Christian Läpple, prices in line with the market and customer satisfaction are decisive. With MARKT-PILOT's solution, HOLMER can pursue both goals and increase sales and profits in spare parts distribution."MARKT-PILOT's approach is different. No theory, but practical implementation and strong results that convince. The team and I had not anticipated such fast results and high added value for HOLMER, but we are convinced," Christian Läpple summarizes. The solution delivers what it promises and is continuously optimized to exploit the potential even better.

 

Logo-Holmer

HOLMER Maschinenbau GmbH is the world market leader in the field of self-propelled sugar beet harvesters. The medium-sized mechanical engineering company with around 400 employees has subsidiaries in France, Poland, the Czech Republic, Ukraine, Turkey, the USA, Egypt and China. In 1974, the company developed the world's first 6-row self-propelled sugar beet harvester and has been helping customers worldwide to achieve success ever since.

 

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FOUNDER, CEO & EXECUTIVE CHAIRMAN

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