Blog · Industry
Which customers buy two product lines and are qualified for six. Which distributor channel has stopped ordering a family. Which plant's book depends on three accounts. From the ERP order history, reconciled to shipped revenue.
How an industrial manufacturer measures aftermarket capture per customer from the installed base register and the parts and service ledger: expected annual aftermarket per unit from the customers who buy it all from the OEM, actual per customer, the attach rate, and the list of customers running the OEM's equipment on someone else's parts, ranked by the revenue at norm.
16 Sept 20262 min readA method for industrial and component manufacturers to measure, per customer, the product lines bought against the lines customers of that type buy, value the gap, keep direct and distributor channels from double counting, and reconcile to shipped revenue.
16 Sept 20263 min readHow a manufacturer that sells direct and through distributors builds one roll-up where the same shipment is never counted twice: channel as a dimension, separate reconciliation per channel, point-of-sale data where it exists, and the assertion that channels sum to shipped revenue.
16 Sept 20263 min readHow an industrial manufacturer measures the share of quotes that become orders per customer, per product family and per estimator, from the quote log and the order book: conversion by count and by value, the customers who request many quotes and place few orders, the product families where the price is losing, the lead time on quotes that convert against those that do not, and the identity that ties converted quotes to booked orders.
16 Sept 20263 min readHow an industrial manufacturer builds a service contract calendar from the installed base register: units by warranty end date and contract end date per customer, the attach rate for units in their first year off warranty from the manufacturer's own history, the customers with units coming off warranty in the next two quarters and no contract offer logged, the value of a contract at the norm per unit, and why the call belongs to the service sales team before the parts desk hears from the customer.
16 Sept 20262 min readThe ten questions a vice president of aftermarket at an industrial manufacturer puts to the service and parts teams, which customers run our equipment on someone else's parts, which units come off warranty next quarter with no contract offer, is the installed base register complete, which batches are claiming above the model's rate, which customers claim above the norm across batches, which quotes convert and which are price checks, which distributors and direct accounts double count, what is catalogue fit per customer, which service contracts renew with a bad claims history, and what changed, each with the table from the installed base register, the claims file and the ledger, and the answer to send back.
16 Sept 20263 min readHow an industrial manufacturer reads its warranty claims against the installed base register and the ledger: claims per unit per model, claim cost per customer against the revenue the customer brings, the customers whose claim rate is well above the model's norm, the models whose rate rose with a production batch, and the two findings, a product problem by batch and a customer application problem, that the same claims file separates.
16 Sept 20263 min readHow manufacturers should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe complete aftermarket attach calculation on five customers, small enough to check by hand: installed units by model and age band from the register, the norm per unit per year from the two customers with every unit under contract, expected aftermarket per customer, actual parts and service revenue from the ledger, attach and gap, the register check against units shipped that finds a customer whose expected figure is understated, and the identity that actual sums to the ledger, so a reader can reproduce every figure and then run it on their own register and ledger.
17 Sept 20263 min readThe complete quote-to-order conversion calculation on ten quotes from three customers and two estimators, small enough to check by hand: the quote log's requested and issued dates and value, the order book's quote references, conversion by count and by value per customer, per product family, per estimator and per turnaround band, the price-check customer, the family losing on value, the slow quotes that lose, the order that references no quote, and the identity that converted quote value equals booked orders from quotes, so a reader can reproduce every figure and then run it on their own quote log.
17 Sept 20263 min readThe ten sales KPIs an industrial manufacturer should run on, each with its formula, the export it comes from and what it tells you: aftermarket attach on the installed base, installed base register completeness, service contract renewal by fleet age, quote conversion by count and value, catalogue fit per customer, direct and distributor sales without double counting, warranty claims by customer and product, customer concentration, price realisation, and order intake against backlog. Also the three measures most manufacturers miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readAccount coverage analytics for manufacturers. Every customer, every product line, against the full catalogue.
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