Our industry expertise
for the mechanical and engineering sector
Companies in the mechanical and engineering sector are facing a changing competitive landscape with Asian players that have emerged from their established "low-tech markets". For years now, both this and massive growth in the "emerging markets" have led to changes in the way markets are approached. Established product, pricing and sales models are facing pressures. Besides new business, success in the aftermarket will also play a major role for companies in the future. Their task is to secure sustainable competitive advantages in one of the most competitive industries worldwide. The consultants of EbelHofer Consultants support them in this task - with grown experience in the industry as well as extensive topic and implementation competence.
Market changes and digitalization require adjustments, also with regard to Industry 4.0, which is why machinery and engineering companies have developed new products and innovative business models in recent years. Their transformation often offers the opportunity to improve competitive distinction and price quality - for example, through new, value-based revenue models. EbelHofer Consultants is the right partner here to make such processes sustainably profitable:
- Value-based revenue and pricing models
- Development of profitable business models
- Business cases and simulation of business models
Pricing for machines is a multidimensional optimization task that takes place in a field of tension involving many factors (e.g., competitors, sales and revenue quality, list and transaction price). EbelHofer Consultants is also excellently positioned in this context and offers proven, data-based approaches for various areas:
- Price positioning of variants and equipment
- Measurement of internal cannibalization and portfolio price optimization
- Upselling and bundling of special features
- Performance-based condition systems
In the project business, it is necessary to ensure optimal interaction between sales, development, production planning, purchasing and controlling already in the bidding phase. EbelHofer Consultants supports many clients in optimizing such processes. Our consultants provide tools that enable companies in the mechanical and engineering sector in the project business to meet the customer's requirements and to ensure sustainable profitability for the supplier. Our expertise:
- Integrated offering and pricing processes with specific tools (CPQ)
- Change management (processes and tools)
- Profitability simulation
- Pricing structures, bundling and upselling
- Negotiation preparation and value argumentation
In operational sales, the potential for significant sales and profit can be realized through process improvements, tools and effective control. For this purpose, EbelHofer Consultants provides proven strategies and many years of sales and consulting experience. We are experts in the following areas, among others:
- Potential-based sales network optimization
- Sales processes
- Training for price enforcement and negotiation tactics
- Remuneration systems for sales professionals
The aftersales business plays a key role in ensuring profitability for manufacturers and other partners in the value chain. These have to face two challenges in particular: securing customer loyalty and tapping growth and earnings potential in competition with wholesalers and independent repair providers. In large parts of the industry, the concept of "preventive maintenance" is also barely established. This is a field with significant earnings potential and real added value for clients. In these fields of competence, EbelHofer Consultants offers itself to the mechanical and engineering industry as a competent partner:
- Value-based and market-oriented pricing structures of spare parts
- International pricing strategies and pricing models
- Dealer margins and bonus systems
- Configuration and pricing of service contracts
- Market introduction of preventive maintenance
