For the most part, business-to-business companies neglect active pricing of the “long tail.” These products represent little revenue individually but significant margins collectively. By taking three steps, business-to-business companies can set appropriate pricing tailored to specific product and customer segments and achieve winning results.
Since June 19, 2011, the European automobile industry has been subject to EU Regulation 566/2011, which was meant to encourage intense competition on all levels of the repair and parts value chain, and improve strengthen the customer's position. In summer 2011, the European Automobile Manufacturers Association (ACEA) contracted BCG to analyze the European aftermarket's competitive state and overall customer satisfaction. This report details current market dynamics and the trends, opportunities and challenges facing the market players in the coming decade.