Accenture Parts Optimization has helped Manitou, a world leader in manufacturing rough-terrain forklifts, to improve the performance and profitability of its Services Business Unit and of its network of dealers by introducing an innovative and industrialized approach to spare parts pricing.
This new approach, which aligns pricing policies to customer’s perceived value, has helped to optimize revenues generated by the 6,300 spare parts included in the program. It has also improved Manitou’s pricing consistency, thus driving greater customer satisfaction and brand loyalty.
Manitou needed to reinforce its network to deal with increased competition in the forklift industry and identified spare parts pricing optimization as a key lever to improve performance and profitability.
Manitou’s executive management selected Accenture to support the company in developing and implementing a new pricing approach for its spare parts business.