Our industry expertise
for component manufacturers and suppliers
Markets in a state of upheaval and increasing pressure on margins characterize the business of component manufacturers and suppliers. Despite the same conditions, these companies achieve very different levels of profitability. Some are evidently better at dealing with tough market conditions and customer (OEM or Tier-1) power. As our experience shows, they leave negotiations with greater success and are more professionally positioned on the market side. EbelHofer Consultants knows the market and its players: We support companies on their way to higher profitability.
One of the key challenges of the industry is to generate growth and to set the right strategic course for the future. EbelHofer Consultants works alongside these companies and offers data-based, in-depth consulting in the following areas of expertise:
- Definition of price-performance positioning
- Market evaluation and identification of market potentials
- Development and assessment of new business models
- Development of growth strategies
- Derivation of market entry strategies
Many companies set themselves very ambitious growth targets. In order to achieve them, it is also necessary to review and optimize the sales approaches. EbelHofer Consultants supports ambitious companies in the development of appropriate processes, revenue enhancing tools and growth-oriented strategies:
- Manufacturer-specific sales and pricing strategy
- Customer-specific customer battlecard
- Definition of online strategy/multichannel strategy
- Remuneration systems for sales staff
Profitability can be improved, especially in the context of pricing. In this regard, we speak from extensive experience. After all, EbelHofer Consultants has already successfully advised a large number of companies in this area. Thereby our consultants find the potential for optimization in every phase:
- Pricing process in the original equipment/project business
- Value-based pricing: Determination of product benefits and willingness to pay
- International/channel-specific price differentiation
- Data-based optimization of price structure and price positioning
- Pricing of innovations
- Pricing for service components
- Efficient and effective change management
First closing, renegotiations or changes in quantities and costs: It is one of the most important tasks of the sales department at component manufacturers and suppliers to successfully enforce prices on clients. EbelHofer Consultants has a broad and highly specialized know-how in the field of price management. We offer individual solutions for price enforcement to companies in the industry:
- Lifecycle pricing and renegotiation of conditions
- Dealing with changes in quantities and costs
- Negotiation preparation
- Handling of objections and assistance in argumentation
- Negotiation training
Many companies still do not focus sufficiently on the aftersales area. However, there is often great untapped potential here, which can provide more growth and profitability. EbelHofer Consultants identifies and raises these potentials with well-founded concepts and strategies (among others):
- Growth strategy in the aftersales area
- Strategy for independent ET trade
- Value-based and market-oriented pricing structures for spare parts
- International pricing strategies and pricing models
- Dealer margins and bonus systems
- Marketing of options/special equipment/accessories