Revenue & Commercial
The Aftermarket Illusion
Parts share is slipping to grey-market stock. Win the aftermarket conversation without racing to the bottom on price.
WHAT’S HARD
The brief is short. The conversation isn’t.
Grey-market parts are eating your share. Vikram knows the invoice difference.
Cheaper isn't a strategy when uptime is the argument.
HOW A SESSION WORKS
Four steps. About twenty minutes.
- 1°
Read the brief
The context, your role, and who you’re about to meet. No framework recap.
- 2°
Have the conversation
The other person pushes back, holds things back, and reacts to how you actually behave.
- 3°
Get the coaching debrief
What you did, what it cost you, and the specific move to change next time.
- 4°
Keep the evidence
Transcripts and cohort patterns your programme can actually show a sponsor.
BEFORE YOU START
Two things 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.
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