Aftermarket Part Sales is a Challenging Business to Master
Most B2B manufacturers need a robust aftermarket parts business to ensure customer satisfaction and capture low-touch recurring revenue. However, managing an aftermarket parts business efficiently can be a complex challenge for several reasons. From providing easy part identification to streamlining ordering processes, there are several key aspects you should consider.
Over the years, we have helped manufacturers take their aftermarket part business to the next level by enabling easy aftermarket part identification and purchasing through ecommerce. In our time working with our customers, we have learned there are five must-have features if you want to build a sustainable, self-service e-commerce business that impacts both your top and bottom lines.
Here are the top five must-have features we’ve compiled from our customers for any B2B manufacturer’s aftermarket parts business:
1. 2D and 3D Parts Search with Exploded Views
When your customer needs a replacement part for their equipment but needs help finding the exact part number, serial number, BOM (Bill of Materials), or a clear way to identify the part, what do they currently do? Chances are they call you or your partner’s service rep and spend valuable time searching for a way to identify the part they need. The experience becomes frustrating for everyone involved, including costly wasted time and resources that everyone could spend on more valuable tasks. With the right aftermarket search solution, your customers can identify and search based on part number, serial number, BOM search, or 2D /3D exploded views.
Look for a system that allows customers to search for parts by exploring a CAD-based 2D exploded view of the product. In the best cases for complex parts, a 3D model search will enable customers to visualize and identify the exact parts they need. Take your parts search to the next level with exploded views. These digital visual representations showcase how a product is assembled, highlighting individual parts and their relationships within the larger assembly. The visual aids significantly improve part identification, especially for complex machinery.
2. Single Source of Truth for All BOMS
Maintaining accurate and up-to-date BOMs (Bills of Materials) is crucial for managing aftermarket parts effectively. A single source of truth for BOMs ensures all departments – sales, engineering, and manufacturing – have access to the same information.
Depending on the number of entities involved in servicing a product, there could be many variations of BOMs across many systems, leading to confusion about how information maps back to manufacturer systems and requiring various ways to keep that mapping together. Choosing an aftermarket part search solution that utilizes a single source of truth for all BOMs eliminates discrepancies and confusion regarding parts lists, which leads to faster part search, sales, and improved customer success.
3. Integration into E-commerce for Easy Search and Buying
Customers expect the same seamless online buying experience they get for personal purchases. Integrating your aftermarket parts business with an e-commerce platform allows customers to easily search for, view details, and purchase parts directly from your webshop. The integrated experience streamlines the ordering process, reduces manual intervention, and improves overall customer satisfaction.
Integrating into robust B2B e-commerce platforms like Salesforce Commerce Cloud or Intershop offers a powerful solution for your customers and partners to search and buy aftermarket parts. If your parts search solution integrates seamlessly with your website, you enable visual representation of your aftermarket parts and the option to add to the cart and complete the purchase.
4. AI-Powered Image Search: Snap a Picture, Find Your Part
Take your aftermarket parts identification to the future with AI-powered image search. The B2C feature utilized by Amazon, Google, and other shopping platforms enables users to snap a photo, identify the exact product (and related products) they need, and quickly add to their carts and purchases. For manufacturers, the innovative feature works the same by allowing customers to take a picture of the aftermarket part they need using their smartphone camera and upload it to your system. The AI engine then analyzes the image and recommends potential matches, significantly reducing the need for manual part number searches and improving efficiency.
5. Seamless Integrations with Your PLM Solution
For optimal aftermarket parts management, ensure your aftermarket parts system integrates seamlessly with your existing Product Lifecycle Management (PLM) solution. Aftermarket parts are a necessity to effectively manage the complete lifecycle of a product as products change, evolve, and get replaced. PLM integration allows for real-time updates on part availability, engineering changes, and revision history. The data then reflects in your e-commerce platform and parts search functions, ensuring customers have access to the most accurate information, whether they are repairing an old or new machine.
Incorporating these five features into your aftermarket parts business can bring several benefits, including improved customer satisfaction, increased aftermarket part sales, reduced costs, better inventory management, and improved decision-making for your customers and partner network (See how ESG exploded their aftermarket part sales by 900%)
A robust aftermarket parts business is no longer a luxury but a necessity. By implementing the five must-have features outlined above, you can empower your business to deliver exceptional customer service, increase sales, and achieve operational excellence. Don’t let outdated parts management systems hold you back – invest in your aftermarket parts business today and reap the rewards of a satisfied customer base and a thriving B2B operation.
CDS Partable is the leading aftermarket part search solution that helps manufacturers drive e-commerce sales. Contact us to learn more or see a demo!
