Revenue & Commercial
The Aftermarket Illusion
Parts share is slipping to grey-market stock. Win the aftermarket conversation without racing to the bottom on price.
- You
- Area Parts Manager
- Across the table
- Vikram Singh, Fleet Technical Director, Falcon Freight Lines
He speaks first.
I like you, and I like your trucks. But I'm a businessman. I can buy the exact same OEM-equivalent parts from Global Parts Co. and save sixty thousand dollars a year. Same factory. Just without your logo on the box. Unless you can match Global's thirty percent discount right now, I'm signing with them at four o'clock this afternoon.
The brief comes after you sign in.
The situation
The parts dashboard is already red.
Friday morning, and spare-parts share is slipping. Grey-market stock is on the invoice Vikram Singh can quote from memory. When the fleet buys through your dealers, the warehouse and the service bay get paid. When it does not, that money walks.
You are the Area Parts Manager. Vikram has been buying elsewhere. Cheaper is the number he can see today. Uptime is the argument you have to earn.
- He already knows the price gap on the invoice.
- Your network only gets paid if the parts stay in the dealer channel.
- A discount race is the easy sentence in the room.
The session
About twenty minutes.
You sign in with your email, read the brief, and have the conversation. A short reflection comes first. Then the coaching debrief, on what you did. The transcript stays with the session. You do not see a score.
- Email sign-in
- Coaching debrief
- Up to 20 turns
Before you start
What people ask.
Who am I in this conversation?
You're the Area Parts Manager. Vikram Singh is Falcon Freight's fleet technical director, and he's been buying elsewhere. You get the full brief after you sign in.
Do I need aftermarket or fleet experience to practise this?
No. The brief covers share loss and pricing pressure. You're practising the parts conversation without racing to the bottom.
What do I leave with?
A transcript of what you actually said, and a coaching debrief on what it cost you. You answer a short reflection before that debrief appears. You do not see a score.
Can a team run the same scenario?
Yes. Each person gets their own conversation. A pilot is how a cohort starts: same brief, separate transcripts, one place for the programme lead to read them.