Epitomy is proud to have sponsored the Nordic Aftermarket Forum held in Stockholm 21-22 April 2009.

Speakers and delegates included VPs and Executives from major manufacturers and distributors across Europe and the Nordic region.

Two distinct themes came out of the conference as ways to maximise revenue margins and profitability:

• Move from cost-plus pricing to value-based pricing
• As products become more commoditised, it becomes essential to compete on services
  

While cost-plus pricing is relatively straightforward to calculate, employing a value-based pricing strategy requires a lot of market research into what the market is prepared to pay for parts/service. However, the consensus from companies such as ABB, Atlas Copco and Kone is that the time and effort pays rewards on the aftermarket bottom line.
If one phrase could summarise the conference it would be that “Service development drives growth”. All the speakers and delegates acknowledged that customers increasingly rely on services as a point of differentiation which helps them make their purchasing decisions.