IMPACT – Aftermarket Pricing 2026
Agenda
Forum Day 1 | June 18
Welcome coffee & Registration
Opening Remarks – The Revenue Revolution in Spare Parts and Aftermarket
Welcome from Conference Chair
Keynote session
From basic to brilliant: the pricing transformation blueprint
A provocative look at why treating aftermarket as “parts management” is killing your competitive edge.
- Discover how to transform spare parts into a competitive advantage by focusing on uptime, solutions, and customer outcomes. Learn how this fundamental shift moves pricing away from cost-plus commodity thinking toward value-based differentiation.
- Understand why aftermarket represents your greatest opportunity to build long-term customer relationships and recurring revenue streams.
- Explore real-world examples of how leading companies have shifted from selling parts to selling performance, and from reactive repairs to predictive solutions.
- Challenge conventional assumptions about aftermarket pricing and gain a clear view of the future already being implemented by the most successful companies.
Keynote session
The Golden Age of Aftermarket: Why This Is the Best Time to Lead Pricing
- Discover the hidden advantages you already possess and learn how to monetize your technical expertise, customer relationships, and operational knowledge at premium margins.
- Leave with a clear framework for shifting from cost-plus pricing to value-based models that capture what customers truly pay for: uptime, predictability, and peace of mind.
Museum Visit
Alfa Romeo Museum Private Tour
Experience a century of Italian engineering excellence and automotive innovation. Walk through the evolution from precision parts to iconic performance. The perfect inspiration between today’s insights and tomorrow’s transformation.
Welcome Drinks
The best insights often come from casual conversations—start building connections that extend far beyond these two days.
Networking Dinner
An intimate dinner designed for meaningful conversations, not small talk. The relationships built over tonight’s meal often prove more valuable than any presentation—this is where honest discussions happen and lasting partnerships form.
Forum Day 2 | June 19
Welcome
Welcome coffee & Networking
Opening Remarks
COMPETING BEYOND PRICE
Welcome from Conference Chair
Keynote Session
Quick Wins That Finance Your Transformation
- Explore proven spare parts pricing opportunities that deliver immediate margin improvement and help fund broader pricing initiatives.
- Learn simple analytical frameworks to identify low-hanging fruit in your current portfolio and implement changes using your existing systems.
Keynote Session
The Service Transformation: From Selling Parts to Selling Uptime
Nokia, iPhone, and Tesla did not win on price. They won on service models.
- Escape the commoditization trap before it is too late and learn a proven playbook for shifting from transactional sales to high-margin service partnerships that customers depend on and competitors cannot replicate.
- Transform reactive “fix it when it breaks” relationships into predictive maintenance contracts and subscription revenue streams that deliver recurring income, increase customer lifetime value, and make switching providers extremely difficult.
Keynote Session
From Excel to AI: The Real Implementation Journey
A brutally honest case study on building AI capability the right way.
- See the complete journey from Excel chaos to an AI-ready infrastructure at a real company.
- Discover the foundational data work that 80% of companies skip and why their AI projects fail.
- Learn the practical sequence: clean master data → segmentation → analytical blocks → AI use cases.
- Understand realistic timelines, actual costs, and predictable obstacles at each maturity stage.
- Leave with the “building blocks” framework you can start implementing on Monday morning.
Break
Networking Break
Deep-dive Roundatbles
These extended peer discussions give you genuine time to go beyond surface-level insights—share what’s really working (and what isn’t), learn from practitioners facing identical obstacles, and leave with frameworks you can implement immediately. With only 8-10 people per table, every voice is heard. No presentations, no vendor pitches – just honest conversations with the pricing leaders who understand your reality.
Roundtable 1
Taming Long-Tail SKU Complexity | Segmentation Strategies
Every SKU can impact price perception. Managing large portfolios requires ruthless prioritization. Discuss proven segmentation approaches with your peers.
Roundtable 2
AI Tools That Actually Work Today | Bridging the Excel-to-AI Gap | Practical Implementation
Cut through the hype. Explore practical AI applications delivering ROI in spare parts pricing—not theoretical futures, but Monday-morning implementations. What works, what does not, and what it costs.
Roundtable 3
Roundtable 4
Distributor Perspectives | Value-Based Pricing | Customer Expectations
What do your customers actually value? Hear directly from distributors about manufacturer expectations beyond competitive pricing. Close the gap between what you think matters and what actually drives decisions.
Roundtable 5
Building Pricing Teams for the Future | Skills & Capabilities | Transformation Readiness
The skills that worked yesterday will not work tomorrow. Define the modern pricing professional—data scientist, change agent, or business strategist? How to hire, develop, and structure teams.
Keynote Session
Competing Beyond Price: The Value Factors That Win
- Discover the non-price value factors customers are willing to pay for, and learn how to quantify and communicate differentiation across quality, lead times, service levels, and technical support.
- Learn how to identify where you truly outperform, where competitors are vulnerable, and which battles are worth fighting versus walking away from.
Panel discussion
The Maturity Journey: Honest Answers on Timelines, Budgets, and Resistance
- Hear candid discussions on realistic timelines—not vendor promises—actual budget requirements at each maturity stage, and proven strategies for overcoming organizational resistance from leaders who have navigated the journey from Excel to AI-ready infrastructure.
- Discover how successful pricing leaders framed their business cases to secure funding, including the financial metrics and risk arguments that resonated with board-level decision makers.
Break
Networking Lunch
BUILDING THE FUTURE
Keynote Session
Why Pricing Transformations Fail and How to Beat the Odds
- Identify the predictable human resistance patterns that derail transformation, including sales skepticism, middle management territorialism, and leadership impatience. Learn proven change management frameworks that turn resistance into commitment before it escalates.
- Learn how successful pricing leaders earn sales team trust and adoption and secure sustained leadership commitment when transformation takes longer and costs more than initially projected.
Keynote Session
Taming the Beast: Portfolio Complexity Meets Transformation Strategy
- Master the challenge that defines spare parts pricing at scale and discover how leading organizations manage 100,000+ SKU portfolios across 40+ markets profitably through effective segmentation, scalable data foundations, and prioritization frameworks that prevent paralysis.
- Identify which battles to fight first based on your portfolio size and market complexity, and leave with a 90-day action plan that delivers results while building toward comprehensive transformation.
Deep-dive Roundatbles
These extended peer discussions give you genuine time to go beyond surface-level insights—share what’s really working (and what isn’t), learn from practitioners facing identical obstacles, and leave with frameworks you can implement immediately. With only 8-10 people per table, every voice is heard. No presentations, no vendor pitches – just honest conversations with the pricing leaders who understand your reality.
Roundtable 1
Managing Volatility | Global Complexity | Risk Management
Tariffs, supply chain disruption, and pricing volatility. Learn how to manage unpredictability when global trade wars and ongoing disruptions make traditional forecasting obsolete.
Roundtable 2
European Pricing Coherence | Grey Markets | Regional Strategy
Balance local market realities with global brand consistency across 20+ European markets with vastly different GDP levels.
Roundtable 3
Roundtable 4
Your 90-Day Action Plan | Quick Wins | Implementation Roadmap
Leave with a concrete plan. What will you implement first? What is the quick win? How will you prove value?
Roundtable 5
Wholesale vs. Manufacturer Perspectives | Business Models | Value Chain Dynamics
Different business models require different pricing approaches. Learn from both sides of the value chain.
