Increased Profit Margin in the Spare Parts Business Through Price Management

Profit margin increase of 10% in spare parts business

The German mechanical engineering sector is growing predominantly in the service business. WALDRICH COBURG has recognized this relevant key success factor and has expanded its spare parts business through a systematic price management strategy. UNITY led this project to success, from conception to worldwide implementation. In the conceptual phase, a global, marketdriven pricing model was developed and the price management process was defined. WALDRICH COBURG also benefited from the fact that the interchange between the relevant departments was fostered. At the same time, transparency was created regarding the relevant levers for improving the spare parts margin. The jointly developed governance model has enabled the internationally operating organization to introduce and continuously adapt the new pricing system. During the implementation phase, the IT systems were optimized together with the IT department of WALDRICH COBURG. Product and price data were adjusted so that the new pricing model could be implemented in all related processes, e.g., in the preparation of quotations. With this process, functions were also established to drive forward the digitalization of pricing. The expert support in communicating with customers enabled WALDRICH COBURG to further develop its internal organization to provide a better customer experience. Finally, the new price management model was systematically rolled out globally. By measuring defined key performance indicators, the management team has always had clear transparency about the effect of the pricing measures. Just a few months into the program, WALDRICH COBURG recorded a significant margin increase of 10 % in its spare parts business.

Support from conception to implementation

Profit margin increased in spare parts business by 10%

Active expansion of the service business initiated

“UNITY supported us in the conception and the implementation of our new, global price management strategy on site in our international markets through its high level of technical expertise and experience in change management. Together, we succeeded in significantly increasing the profit margin in our spare parts business. A key success factor was UNITY’s systematic approach.“

Thorsten Steinle

Head of Global Customer Care | Member of the Management Board


“UNITY was the best consultancy that I have worked with so far. Through the trust-based collaboration with the consulting team, we received optimal support in terms of expert knowledge, impulses and experience. We will continue to use UNITY‘s structural approach to constantly improve our results.“

Julia Menz

Customer Care Pricing & Process Management


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Dr. Verena Joachim

Senior Manager, Team Leader

Paderborn, Germany
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