Performance improvement for aftermarket operations

A passenger vehicle manufacturer in Brazil wanted to improve the revenue and profitability of its aftermarket operations. The challenge included developing new capabilities and processes both internally and with the dealers.

Strategy& formed a joint team with the client to develop new processes, areas of improvement, strategies for older vehicles, and logistics and inventory cost reductions. We recommended changes to the planning and execution of key accounts and established performance targets based on market potential to achieve bottom-line benefits of $18M/year. As a result, the client implemented a new pricing process and key account process.