EPP IMPACT – Spare Parts
Agenda
Forum Day 1 | October 14
18:00
Welcome
Welcome & Registration
18.30
Opening Remarks – The Revenue Revolution in Spare Parts and Aftermarket
Pol Vanaerde – Chair – EPP Pricing Platform
18.35
Welcome from Conference Chair
18.40
Keynote session
The Spare Parts Goldmine – Transforming Components into Profit Centers
- Discover how to drive spare parts gross margins compared to new equipment
- Navigate the complexity of pricing thousands of individual SKUs with varying demand patterns
- Transform spare parts from necessary cost items to strategic revenue drivers through intelligent pricing
19:10
Keynote session
Service Contracts vs. Spare Parts: Strategic Pricing Integration
- Balance individual parts pricing with bundled service contract offerings
- Implement performance-based pricing models that guarantee uptime and outcomes
- Strategic frameworks for cross-selling parts within maintenance agreements BCG
19:10
Round Table Discussion
Value-Based Pricing for Service Contracts – Moving beyond cost-plus to outcome-based pricing for maintenance agreements, extended warranties, and performance guarantees
Parts vs. Services Revenue Mix Optimization – Balancing individual spare parts sales with bundled service offerings to maximize customer lifetime value
Digital Services Monetization – Pricing strategies for IoT monitoring, predictive analytics, and software-as-a-service offerings in the aftermarket
Global Aftermarket Pricing Harmonization – Managing pricing consistency across spare parts and services while accounting for local market conditions
20:10
Networking Dinner
Forum Day 2 | October 15
8:00
Welcome
Welcome Breakfast & Networking
8:30
Opening Remarks
Pol Vanaerde – Chair – EPP Pricing Platform
8:35
Welcome Insights
Conference Chair
PRICING STRATEGY FOUNDATIONS
8:45
Keynote Session
AI-Driven Spare Parts Demand Forecasting
From Reactive Inventory to Predictive Parts Planning
- Leverage machine learning to predict which parts will be needed when, reducing stockouts
- Implement AI models that analyze equipment failure patterns, maintenance schedules, and seasonal variations
- Use demand forecasting to optimize parts pricing based on predicted scarcity and availability
9:15
Keynote Session
Service Lifecycle Pricing: From Warranty to Performance Contracts
Strategic Pricing Across the Complete Customer Journey
- Navigate pricing evolution from initial warranty through long-term service partnerships
- Design tiered service offerings: basic maintenance, comprehensive care, and outcome guarantees
- Implement subscription-based pricing models for continuous aftermarket engagement
- Ethical considerations in service pricing during equipment emergencies
9:45
Round Table Discussion
Service Lifecycle Pricing: From Warranty to Performance Contracts
- OEM vs. Third-Party Parts Pricing Strategy – Balancing premium pricing for genuine OEM parts against competitive pricing pressure from aftermarket alternatives
- Critical vs. Consumable Parts Pricing – Developing differentiated pricing approaches for safetycritical components versus high-volume consumable parts
- Managing Massive SKU Portfolios – Automated pricing strategies and ABC analysis for manufacturers managing 50,000+ different spare parts
- Customer Segmentation for Aftermarket – Tailoring pricing strategies for different customer types: cost-focused vs. uptime-critical
10:15
Break
Networking Break
TRANSLATING STRATEGY TO EXECUTION
10:55
Your Next Parts Pricing Breakthrough
Conference Chair
11:00
Keynote Session
Building the Smart Parts & Aftermarket Pricing Organization
Structuring Teams for Data-Driven Parts Excellence
- Design organizational structures that support both parts expertise and pricing analytics
- Develop cross-functional teams bridging technical parts knowledge with commercial pricing skills
- Create systems that enable pricing decisions across thousands of SKUs efficiently
11:30
Keynote Session
Breaking Through Implementation Barriers: Real-World Aftermarket Transformation
From Siloed Operations to Integrated Excellence
- Overcome the five critical challenges preventing successful aftermarket pricing integration
- Build scalable systems that handle both parts transactions and service contract management
- Implement governance frameworks that optimize pricing across the entire aftermarket portfolio
12:00
Panel Discussion
Advanced Parts Pricing Metrics and KPIs
Measuring Success Beyond Basic Margin Analysis
- Implement sophisticated metrics for parts pricing performance: velocity-adjusted margins, market share by part category
- Track competitor pricing intelligence and market positioning for key component families
- Measure customer price sensitivity and loyalty at the individual parts level
12:30
Break
Networking luch
ADVANCED TECHNIQUES
13:50
Parts Pricing Insights So Far
Conference Chair
14:00
Keynote Session
Machine Learning for Parts Price Elasticity
Data-Driven Optimization for Individual Components
- Deploy ML algorithms to understand price sensitivity across different part categories and customer segments
- Implement dynamic pricing for parts based on availability, demand patterns, and competitive landscape
- Balance algorithmic price optimization with relationship-based pricing for key accounts
14:30
Keynote Session
Customer Behavior Analytics in Aftermarket Pricing
Understanding Service Buying Patterns and Preferences
- Segment customers based on service preferences: reactive maintenance vs. proactive partnerships
- Implement behavioral pricing models that reflect urgency, criticality, and value perception
- Develop personalized aftermarket offerings that combine parts, services, and digital solutions
15:00
Round Table Discussions
Customer Behavior Analytics in Aftermarket Pricing
Understanding Service Buying Patterns and Preferences
- Parts Data Quality and Standardization – Cleaning parts databases, standardizing descriptions, and building reliable datasets for pricing decisions
- Legacy Systems Integration for Parts Pricing – Implementing modern pricing tools with existing ERP and parts management systems
- Change Management in Parts Pricing – Getting buy-in from sales teams and customers when implementing new parts pricing strategies
- ROI Measurement for Parts Pricing Programs – Establishing KPIs and measuring incremental revenue from parts pricing initiatives
15:30
Break
Networking Break
COLLABORATIVE FUTURE-BUILDING
16:00
Keynote Session
Predictive Analytics for Parts Demand and Pricing
Using Machine Learning to Optimize Parts Portfolio Performance
- Deploy algorithms to predict parts demand fluctuations and adjust pricing accordingly
- Implement clustering techniques to identify parts with similar demand patterns for pricing optimization
- Use decision trees to automate pricing decisions across large parts
16:30
Keynote Session
Breaking the Cost-Plus Trap in Parts Pricing
- Move beyond traditional cost-plus models that ignore customer value perception
- Implement attribute-based pricing for manufactured parts using physical characteristics
- Strategic frameworks for pricing purchased vs. manufactured components differently
17:00
Round Table
Breaking the Cost-Plus Trap in Parts Pricing
- Heavy Industry: Comprehensive Aftermarket Strategy – Implementing integrated pricing for parts, maintenance services, and performance contracts in mining, construction, and industrial equipment
- Automotive: Multi-Channel Aftermarket Optimization – Developing cohesive pricing strategies across OEM parts, independent service, and digital offerings
- Medical Equipment: Lifecycle Service Pricing – Balancing parts availability, service quality, and affordability across medical device aftermarket offerings
- Cross-Industry: Digital Aftermarket Transformation – Building foundational capabilities for datadriven pricing across parts, services, and digital solutions
17:30
Closing remarks
Conference Chair