Need
Identifying potential - this was the focus of a study for a group of suppliers and spare parts manufacturers in the commercial vehicle segment. In addition to information on distribution channels, market volumes for more than 40 products according to OES and IAM share were to be determined for strategic sales planning.

Solution
For the more than 40 spare parts, the repair and replacement rate of the previous 12 months was determined based on 1,000 vehicles. For this purpose, we conducted F2F interviews with fleet managers and workshop managers. Based on these results and taking into account a structural measurement, the extrapolation for the total market was then made.
 
Benefits
Not only the market volumes determined for the OES and IAM shares provided important information for sales planning. The findings on market structure were also extremely valuable for the client. Among other things, it was shown that there are significant differences in maintenance behaviour depending on the type of fleet, regardless of vehicle age and mileage. Findings that flow into sales planning as an aid to decision-making.