In the dynamic world of aftermarket parts, systematic price updates are crucial for maintaining competitiveness and maximizing revenue. As the past few years of the COVID-19 pandemic and its aftermath have shown, organizations need efficient, predictive pricing strategies that withstand economic volatility and inflationary pressures.
Earlier this month, the Syncron team attended and sponsored the Pricing Strategy World Summit, an intimate conference that brought together global leaders from the pricing, revenue management, commercial, marketing and digital transformation communities, in Barcelona. With comprehensive insights into pricing innovations, transformation and analysis, the conference was a valuable opportunity to hear what’s top of mind for pricing leaders, what challenges they’re currently facing and what insights they have about the future of pricing.
Realigning pricing is key
At the summit, many pricing leaders we spoke to agreed that reactive pricing approaches are no longer sufficient, and a shift toward a more predictive model is vital to the success of an organization. Recent years of economic volatility have forced businesses into a pattern of reactive pricing, making rapid adjustments based on changes their suppliers make. In responding in such a way, prices have become increasingly misaligned with key business objectives. Moreover, organizations without effective pricing systems can’t effectively anticipate pricing changes, are slower to adjust and execute updates and, as a result, risk prices that are out of alignment causing lost revenue.
Now that we’re a few years out from the beginning of COVID-19, organizations must evolve their pricing strategies to become more proactive and anticipatory. If pricing leaders have a finger on the pulse of their respective markets and indexes, they can better predict what their suppliers will do ahead of time. As a result, organizations don’t have to wait until suppliers update their costs before responding and can instead anticipate these changes for swift, informed pricing decisions.
Now more than ever, organizations must explore avenues for getting their pricing operations back into alignment to reduce costs and optimize their entire aftermarket parts pricing operation.
Top-down price optimization helps facilitate aftermarket price realignment
Top-down price optimization is a holistic approach organizations can take to realign their pricing models. It starts with base prices and runs an optimization process that considers historical pricing, estimates customer sensitivity and allocates price updates across all parts.
Compared to other strategies, this approach offers more precision and efficiency in achieving pricing goals. Instead of a bottom-up price optimization approach, which looks at categories and segments to determine where to change the pricing logic to meet the end goal, top-down price optimization starts with a high-level corporate objective, followed by a process that determines the best way to achieve this end goal through granular pricing adjustments factoring in the necessary constraints.
By implementing a top-down pricing approach, organizations can achieve greater precision and accuracy in pricing updates. This approach enables a proactive and predictive price update process ensuring corporate goals are met. As a result, these companies can stay ahead of the competition and avoid potential revenue loss caused by delayed adjustments.
Implementing a top-down pricing approach requires careful consideration of its effects across the entire pricing system, and companies operating with a specific pricing logic over a long period will need to adjust. While the theoretical benefits of top-down optimization are appealing, practical complexities may arise. Adopting a new approach to pricing affects every aspect of a pricing system, and organizations must acknowledge these challenges and take steps to address them head-on.
The path forward in aftermarket parts pricing
To remain competitive and maximize profitability, organizations in the aftermarket parts industry must adopt a strategic approach to pricing that makes sense in theory and works effectively when executed. Top-down price optimization offers a proactive strategy for realigning prices, reducing costs and optimizing the entire aftermarket pricing operation.
Syncron Price enables top-down price optimization and addresses the challenges associated with this model. A sophisticated aftermarket pricing platform, it offers comprehensive analysis at both the part and segment levels. By analyzing segments, Syncron Price can incorporate pricing goals and parameters put on the pricing logic to determine updated prices for entire segments that meet your established pricing objectives.
Additionally, Syncron Price can consider customer characteristics when customer segments are required, allowing for customized pricing strategies such as discounts for specific customer groups. It also has robust functionality for list prices and MSRP prices, enabling organizations to implement a top-down pricing optimization strategy more accurately.
With Syncron’s comprehensive functionality and aftermarket expertise, organizations can confidently execute top-down pricing strategies, aligning their pricing logic with corporate objectives and achieving sustained success in the aftermarket parts industry.
Unlock your potential value with Syncron
While we can’t predict when or exactly how external factors like supply chain bottlenecks and economic instability will affect aftermarket parts pricing, organizations can mitigate these uncertainties by optimizing their approach.
If you feel like you’re missing out on potential revenue and margins in your parts business or if you’re afraid of losing market share and customers when you raise your prices, it’s time to explore your potential value from the Syncron Price Value Calculator.
The Syncron Price Value Calculator uses industry-specific benchmark data to estimate the potential value of price optimization to your organization. Explore the results you could see by optimizing your pricing strategy with the Syncron Price Value Calculator.
Kimberly Long is the Global Director of Value Engineering at Syncron. She has more than 25 years of in-depth experience across all aspects of the pricing process, from building the business case and creating the vision, to the execution and measurement. In addition, she has proven capabilities in building organizations to support complex business functions, integrating automation into the work-flow process, and reducing operating costs.