Johnstone_Dainty_Wilkinson_ISSSM08_paper.pdf (1.11 MB)
Capturing the aftermarket in engineering organizations: opportunities and challenges
conference contribution
posted on 2009-05-07, 16:03 authored by Stewart Johnstone, Andrew Dainty, Adrian WilkinsonThe provision of additional services to accompany
the sale of products is increasingly central to the business
strategies of companies in manufacturing and engineering, often
referred to as aftermarket services (AMS). The purpose of this
paper is to explore the experience of expanding AMS in the
context of a leading organization in the engineering sector. The
paper explores the meaning of – and rationale for - AMS
provision and the manifestations of aftermarket service offerings.
AMS enthusiasts envisage an array of benefits including: higher
margins, better exploitation of an installed asset base and
smoother revenue streams. However, the paper reveals that
whilst organizations may find lifecycle AMS attractive, the
transition to becoming an integrated provider of product and
AMS is likely to be more complex than much of the extant
literature suggests.
History
School
- Architecture, Building and Civil Engineering
Citation
JOHNSTONE, S., DAINTY, A.R.J. and WILKINSON, A., 2008. Capturing the aftermarket in engineering organizations: opportunities and challenges. International Conference on Service Systems and Service Management, Melbourne, Australia, June 30 - July 2, pp. 1-5Publisher
© IEEEVersion
- VoR (Version of Record)
Publication date
2008Notes
This is a conference paper [© IEEE]. It is also available at: http://ieeexplore.ieee.org/ Personal use of this material is permitted. However, permission to reprint/republish this material for advertising or promotional purposes or for creating new collective works for resale or redistribution to servers or lists, or to reuse any copyrighted component of this work in other works must be obtained from the IEEE.ISBN
9781424416714Language
- en