About the Book
After-sales pricing has become a key priority of every company that manages parts operations. Written in a simple and readable way, Smart Parts Pricing is a concrete guide to support the transition to a modern and robust pricing strategy for parts and after-sales pricing.
In Smart Parts Pricing, pricing expert Dan Zatta explains how to boost profitability and build a competitive advantage, transforming the way companies set and manage after-sales prices. It uncovers all the key aspects of monetization: price strategy, price setting, price implementation, price steering, and price enablers. It also includes parts pricing quick wins that can be actioned immediately. Concrete use cases from a diverse range of industries are presented, as well as how to gain insights about competitors’ prices and how to successfully use parts pricing software.
This practical manual provides a clear guide to everyday decisions on parts pricing and is particularly relevant for companies with after-sales business units, consultants offering part pricing services, and market research companies offering parts benchmarks.
Table of Contents:
PART I. After Sales Profit Relevance Chapter 1. Spare parts pricing: the hidden profit source Chapter 2. Four pillars of parts price setting Chapter 3. Transforming Spare Parts Pricing: From Foundation to Foresight Chapter 4. The 7 sins of spare parts pricing PART II. 10 Quick Wins in Spare Parts Pricing Chapter 5. Hierarchical Pricing Chapter 6. Rounding routines Chapter 7. Outlier elimination Chapter 8. Low margin optimization Chapter 9. Tail pricing Chapter 10. Life-cycle pricing Chapter 11. Market intelligence Chapter 12. Minimum-order threshold Chapter 13. Price quantity breaks Chapter 14. Capacity planning & optimization PART III. Learning from Parts Pricing Transformations Chapter 15. Philips Healthcare: Customer-Centric Parts Pricing Chapter 16. Terex: Parts Pricing Excellence with RGM, Data and Technology Chapter 17. Ariston Thermo: Automation in Parts Pricing Chapter 18. Tenneco: Adapting Value Communication to Evolving Parts Purchase Decision-Makers Chapter 19. OPTIMA: Market Intelligence for Proactive Parts Distribution Chapter 20. Nokia Hardware Services: Shift to a Value-Centric Commercial Strategy Chapter 21. Mercedes Benz: Advancing Parts Pricing Maturity via a Unified EU Spares Strategy Chapter 22. Maserati: From Cost Plus to Value Pricing PART IV. How to Win in Parts Pricing Chapter 23. Getting started Chapter 24. From Excel to state-of-the-art parts pricing software Chapter 25. From intransparency to market visibility Chapter 26. The Future of Spare Parts Pricing
About the Author :
Danilo Zatta is one of the world’s leading advisors and thought leaders in the field of pricing and topline excellence. As a management consultant for more than 20 years, he advises and coaches many of the world’s best-known organizations. The Financial Times defined him as "one of the world’s leading pricing minds".
Review :
"After-sales excellence, precision and pricing are crucial to sustaining brand prestige and profitability. This book offers a strategic approach to after-sales pricing, ensuring that brands can maximize value while maintaining the excellence their customers expect." Stephan Winkelmann, President and CEO, Automobili Lamborghini
"A game-changer for the industry. Danilo Zatta distills complex parts pricing strategies into clear, actionable insights. This book is essential for anyone serious about unlocking hidden profits in aftersales." Markus Schrick, Managing Director at XPeng Motors Germany
"Especially in the premium segments, individualization plays a key role. Consequently the pricing should be well differentiated in line with the value for the client. Applying this to the whole customer journey for products and services means that a comprehensive pricing strategy has to include the after sales business accordingly.
Thankfully Danilo Zatta offers in his new book valuable guidance for exactly this topic." Henning Jens, Executive Director & Chief Financial Officer at Ducati Motor Holding
"This book delivers great insights and inspiration for unlocking your untapped potential in the world of Aftersales and Spare Parts Pricing. It clearly shows how a well-defined pricing strategy and smart price differentiation can drive customer loyalty, boost competitiveness, and fuel profitable sales growth. A big thank you to Danilo for this long-overdue and incredibly valuable contribution to the field!" Andrea Seyfang, Head of Global Pricing MT, Trumpf
"This is a book needed to be written! Aftermarket pricing requires a very specific approach and this book is a solid roadmap towards your spare parts pricing excellence. Warmly recommended." Pol Vanaerde, Chair EPP European Pricing Platform
"Aftermarket sales and parts pricing are often the best way for manufacturers to improve their monetization and profitability. Danilo Zatta is a world-renowned expert in ‘price setting’ and ‘price getting.’ This book will give you and your company a great plan with instructions on how to achieve higher margins." Kevin Mitchell, President – Professional Pricing Society
"This book is a must read: Smart Parts Pricing extends Danilo’s series of mandatory readings for business leaders and pricing professionals. Danilo, whom I have the honor to know personally as a pricing thought leader and pricing enthusiast, has created another piece of inspiration, which is – by the way – also entertaining to read." Johannes Lehr, Director Marketing Services, Fendt, part of AGCO Corporation
"Spare parts pricing is often overlooked in terms of pricing focus as it's considered a given that this is a better than average contributor to profitability; and in many companies this leads to money being left on the table. This book offers an excellent approach to both price setting and price getting for aftermarket and spare part pricing, and is highly recommended." Karl Holm, Director & Head of Pricing at ASSA ABLOY Global Solutions
"This book will help to take a significant step forward in aligning parts pricing with customer value and market dynamics, making your spare parts pricing more strategic and consistent." Gabor Kapus, Vice President Pricing and Quotation Transformation Deployment, Schneider Electric
"Smart Parts Pricing is a must-read for executives who understand that aftersales is no longer just support - it’s a strategic profit engine. Danilo Zatta provides a clear and actionable framework for transforming spare parts pricing into a robust revenue stream.
Zatta speaks the language of senior management: the book bridges pricing theory with practical execution, showing how to modernize pricing strategies, implement smart tools, and lead cultural change. It offers concrete use cases.
For general managers, pricing leaders, and operational heads tasked with driving EBIT improvements in parts-heavy businesses, Smart Parts Pricing is not just insightful - it’s a strategic playbook for sustainable profit growth." JJ Heldt, Sales Director, Bosch Rexroth
"Danilo doesn’t just explain spare parts pricing; he redefines it as a strategic advantage. He delivers a holistic methodology, blending rigorous analytics with customer-centric narrative, to transform aftermarket margins. As Manager Pricing at MS Motorservice International, I can attest that these insights will empower any team to build a strategy with sustainable processes and workflows, that will lead to a predictable, high-growth revenue stream." Frank Runde, Pricing Manger, MS Motorservice International – Rheinmetall Group
"Spare parts pricing is not just about aftersales—it shapes the entire customer journey, influencing future equipment sales and long-term brand loyalty. This book brings light on a critical yet often overlooked topic, providing a strategic framework to turn spare parts into a powerful business advantage." Alexandr Mitin, Spare Parts Revenue Management Team Manager, Sidel
"As a specialist in pricing strategy myself, I can confidently say that the insights and frameworks presented in this book are not only spot-on but also perfectly aligned with the best practices in our industry. Danilo’s expertise shines through as he navigates the complexities of pricing in the automotive sector, offering practical solutions and strategies that are both innovative and actionable. This book is an invaluable resource for professionals looking to enhance their understanding of pricing dynamics and drive profitability in the automotive parts market. Highly recommended!" Jean de Oliveira Salim, Pricing Manager Marketing & Aftersales, Nissan Motor Corporation
"Danilo Zatta’s Spare Parts Pricing is a masterclass in unlocking hidden value in the aftermarket. With clear insights and real-world strategies, this book gives after-sales leaders exactly what they need to transform pricing into a true competitive advantage. A must-read for anyone serious about driving profitability through pricing." Claire Rychlewski, Chief Revenue Officer, Syncron
"Smart Parts Pricing by Danilo Zatta is an essential, pragmatic guide that distills complex aftersales pricing strategies into actionable insights, empowering companies to unlock hidden profits, boost competitiveness, and achieve spare parts pricing excellence." Johanna Sandbichler, Senior Service Pricing Manager and Operational Pricing Team Lead, INNIO Jenbacher Gas Engines
