Heavy-duty commercial vehicles pricing project: Detailed pricing, sales strategies of competitors, and evaluation of the strengths and weaknesses of own dealership network.

The client was able to strategically adjust its marketing and sales approach, enhance warranties, and optimize its maintenance and repair policy. This led to increased market share within segments where they had had low penetration.

Outcome

  • Comprehensive pricing analysis allowed the client to optimize pricing strategies and increase competitiveness in the market.
  • In-depth evaluation of competitors’ M&R policies provided the client with valuable knowledge to enhance their maintenance and repair offerings, improving customer satisfaction and loyalty.
  • Detailed assessment of the client’s local dealers, including their focus segments and sales force proficiency, helped identify areas for improvement and implement targeted strategies to enhance dealer performance and customer engagement.

KEY INTELLIGENCE OBJECTIVES

  • Gather comprehensive pricing intelligence to inform the client’s pricing strategies and maximize competitiveness in the market.
  • Collect insights on standard and extended warranty offerings to help the client enhance warranty programs and provide customers with valuable coverage options.
  • Analyze competitors’ maintenance and repair policies to identify best practices and improve the client’s service offerings.
  • Conduct due diligence on the client’s local dealers, assessing their focus segments and sales force proficiency to support effective dealer management and optimize sales performance.
  • Investigate additional equipment options such as tippers and trailers, enabling the client to diversify their product portfolio and meet broader customer requirements.
  • Explore financing options available in the market, providing the client with knowledge of different financing models to facilitate customer purchasing.
  • Examine the most common payment methods utilized by customers in the industry to guide the client in offering convenient and preferred payment options, improving customer satisfaction.
  • Assess the availability of equipment and average waiting times in the market, allowing the client to manage inventory effectively and provide accurate delivery estimates to customers.

Geography

  • Wester Europe
  • Central & Eastern Europe
  • Middle East
  • Africa
  • North America
  • South America
  • Other

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