The challenge
Fleet customer needs are shifting as the operating environment changes, putting pressure on how parts suppliers win and keep business.
The client needed to adapt its fleet strategy faster, but lacked a clear, fact-based view of which strategies would best secure unit sales, protect its premium value proposition, and keep service revenue flowing to its own locations and independent distribution partners. As a result, it was hard to commit to a direction or size the investment required.
The solution
BCE began by defining hypotheses, potential strategies, and key assumptions to frame the work. The team then reviewed existing data, identified gaps, and conducted targeted research to fill them.
Finally, BCE analyzed the strategic options and recommended a fleet strategy tailored to the client's objectives.
The results
BCE developed a fleet strategy built around three primary objectives: securing more unit sales, protecting the client's premium value proposition, and driving service revenue to client-owned locations and independent distribution partners.
The strategy defined the products, services, and solutions to offer by segment, along with the go-to-market approach and investment needs, giving the client a clear plan for adapting to a changing fleet market.
