Aftermarket Growth Strategy

Project Overview

A leading renewable energy equipment manufacturer sought to strengthen its aftermarket spare parts business by improving visibility into installed base opportunities, streamlining catalogue development, and creating a scalable commercial framework across wind and industrial segments.
Varka partnered with commercial, engineering, sourcing, finance, and master data teams to analyze historical sales data, identify growth opportunities, and build integrated spare parts catalogues and analytical tools.

• Limited Opportunity Visibility: The organization lacked visibility into aftermarket revenue pools, high runner parts, and cross platform commercial opportunities across customers and regions.

• Fragmented data: Spare part information was fragmented across systems and functions, making it difficult to identify replaceable units, standardize catalogue creation, and scale the process efficiently.

• Cross Functional Misalignment: Engineering, sourcing, commercial, and master data inputs were not integrated into a unified catalogue development process, resulting in incomplete technical visibility and delays in brochure creation.

• Opportunity Assessment: Collaborated closely with Key Account Managers and cross functional teams to analyze historical sales data, estimate revenue pools, identify high runner parts, and prioritize the most attractive platforms and customer opportunities.

• Analytical Tools: Built automated analytical tools that consolidated historical product sales, mapped product structures, identified lowest replaceable units, and validated outputs through technical drawing analysis and engineering collaboration.

• Catalogue Development: Led the development of integrated spare part catalogues and detailed technical brochure figures by coordinating across engineering, sourcing, commercial, finance, and master data teams.

• Opportunity Prioritization: Improved visibility into aftermarket growth opportunities across segments and customers, leading to fact based prioritization. Opportunities provided access to unlock multi million revenue.

• Sales Catalogues: Developed 10+ spare part catalogues covering nearly 500 LRUs across 5 product categories and 4 customer, improving commercial readiness and technical visibility for aftermarket sales teams.
• Risk Mitigation: Created a scalable and partially automated catalogue development framework that enabled the client to efficiently expand and maintain future spare part catalogues.