What is a Fractional Aftermarket Director?
A seasoned aftermarket executive with Board-level experience
Who provides high-level strategic leadership to multiple companies on a flexible, part-time basis
Functions as a dedicated member of your C-suite
For a fraction of the time and cost of a full-time permanent hire.
It’s the flexible, cost-efficient option, highly effective during transitions, funding rounds, market launches, or when a business lacks the budget for a permanent senior-level aftermarket executive
Who is it for?
Companies wanting to grow, develop or establish their aftermarket parts and service business
Original Equipment Manufacturers (OEMs) and Parts Manufacturers
Aftermarket Distributors, Parts Retailers and 3rd Party Logistics Providers
Equipment Dealers, Maintainers, Repairers, Fleet Managers and Users
Why companies hire them
Fractional directors embed directly into your leadership team, attend Board meetings, make strategic decisions and are directly accountable for the execution of their work alongside your permanent directors
Cost-Efficiency: You gain access to top-tier expertise and know-how, often with 20+ years of experience – without paying a full-time executive salary or benefits
Specialist Expertise: They are highly effective during launch, development and growth phases, bringing proven aftermarket experience into your business overnight
Flexibility: They typically work between 1 to 3 days a week for a business, which can be scaled up or down based on your current company needs and situation
“Be in no doubt, Servispart can add considerable growth and value to your aftermarket business”
What results can you expect?
A small section of our clients from different industry sectors
and what they have achieved through working with us
Innovative capability approach increases OEM revenues by £1.3 billion and delivers savings of £510 million
This global OEM was encountering obstacles to growing its aftermarket business. Servispart assessed the company’s aftermarket strengths and weaknesses and recommended solutions to unlock more growth. Analysis also revealed a significant opportunity to save £200 million from improving arising rate management and inventory management capabilities, which were two of the root causes of its growth obstacles. Our team was retained to help implement the recommendations.
In just 3 years, revenues grew from £0.25 billion to £1.3 billion, going on to generate £6 billion+ of additional air sector revenues alone.
International parts distributor unlocks growth and almost doubles equity value in under 2 years
A Management Buy In (MBI) team wanted to unlock the equity value of their parts business in advance of a sale within 2-3 years. However, growth was stalled, IT systems and processes outdated and staff demoralised. Value creation involved addressing these issues, refocusing the business and devising a value proposition to enable winning long-term parts contracts to stabilise revenues.
The result was 18% sales growth, 41% profit growth and a valuation multiple increase from 6.26x to 8x, thereby increasing equity value by 1.8x when sold two years later.
Specialist vehicle OEM refocuses to grow parts sales 5x and profits 10x in less than 12 months
This European OEM needed to transform its incidental parts business into a fast-growing aftermarket business to protect its lumpy, core manufacturing business. Our analysis identified a parts availability service opportunity and a service partner approach as the best way to access and leverage the necessary parts management capabilities quickly.
Within a year, parts sales grew 5-fold and profits 10-fold, generating total revenues of £190 million over the next 10 years.
Specialist industrial OEM unlocks a $5.1 billion contract win to secure its long-term future
This USA and International manufacturer was on the verge of closure because of its dwindling pipeline of short-term orders and struggling competitiveness. Our assessment identified tailored capability improvement plans for each of its three sites, requiring $multi-million investment. We were retained to advise on solution designs, implementations and provide independent governance/assurance at periodic and gated reviews to keep benefit realisation for the site-level and over-arching transformation programmes on track.
This resulted in a successful transformation and a new $5.1 billion, 10-year product supply and service support contract.
Domestic appliance OEM restores lost profitability with field service management improvements
This division of a global multi-national OEM was leaking £100,000 of profit every month for the last 5 years. A last ditch operational upgrade was expected to address the issues but went badly wrong just days before Christmas – its busiest time of the year. Servispart were called in and quickly identified multiple root causes and pain points. A robust plan was agreed with the board, to recover the integrated call centre, mobile service engineering operation and service parts centre. Ongoing project management, specialist aftermarket expertise and governance was provided to help deliver it.
First Time Fix improved by 11.5%, customer satisfaction by 18% and profits by £1.2 million per annum.
FAQs
With many years of relevant aftermarket experience, including the last 15+ years working as aftermarket consultants, interim managers and fractional directors, we have the expertise, know-how and confidence to deliver what we promise. If the results you seek seem unrealistic to us, or we have any doubts at all about our ability to deliver them, then we will say so before we contract with you and are prepared to walk away.
We’ve worked with companies of all sizes from Small and Medium Enterprises (SME) to large corporates and your company size doesn’t matter. For our intervention to be successful it depends on the results you seek being realistic and achievable within the bounds of the contract we agree and you ensuring we have access to whatever is required to deliver those results, be that data, people, etc.
If we think this is likely to happen, e.g. because you have unrealistic needs or your leadership team doesn’t have the conviction to work effectively with us, then we advise not to engage us. Some would say that there is success in discovering that a particular solution is ‘not for me’ so let’s just agree to disagree. On our side, we guarantee the work we do, so if for some reason we have not delivered the value we agreed before we started, then we will fix it.
There is no doubt that we have seen the greatest success when your company leadership team demonstrates full conviction and embeds our Fractional Aftermarket Director into your C-suite team as if we were a permanent hire.
Ultimately, success is down to teamwork – so it depends at least as much on you as it does Servispart! All those who stay focused on the delivery of their agreed plan have gone on to achieve their goals. Sadly though, clients sometimes become distracted or good intentions are overtaken by other things, e.g. key people leaving or joining; mergers, takeovers or acquisitions; or industry environment changes beyond everyone’s control e.g. Covid. However, where there’s a will, there’s a way and issues like these can be accommodated if we work together appropriately to make adjustments and achieve your goals.
We provide lots of testimonials and case studies from our clients in all of our sales literature, which is one of the reasons why it is our policy not to provide client references. The main reason though, is because we don’t believe it is our client’s job (or yours in future if you become a Servispart client) to do our selling job for us. We will answer any relevant questions you have and provide all the evidence we can.
The simple answer is an obvious question – why would you want to put off something that will drive immediate and long term value? We recognise there are certain events in any company that could reduce the value of Aftermarket-as-a-Service, but if you have a genuine desire to grow your aftermarket, then there really is nothing that should get in the way.
Aftermarket-as-a-Service is usually delivered in a face to face environment. Servispart is based in the UK and we are able to travel all over the world from our UK base to deliver short term fractional assignments. However where this is not practical or when the client prefers, we have also delivered it remotely using Zoom/Teams, which was a method we pioneered during Covid. We can also provide a blend of the two if your leadership team is geographically spread and it can save you a lot of travel time and costs too.
“We’re always happy to answer your questions if you’d like to contact us.”
“If your business is being challenged in this area, these are the people you will want to find solutions.”
Managing Director, Aftermarket parts and service provider (Industrial)
“Their ideas are at the leading edge of their discipline. That said, advice is always pragmatic, well thought through and very detailed.”
Managing Director, Aerospace and Defence, Deloitte
“Adds value on many fronts, from initial concept to full capability transformation.”
Senior Programme Manager, Original Equipment Manufacturer (Aerospace)
“No-nonsense approach wins respect and gets the job done. Highly Recommended.”
Practice Leader, McKinsey & Co. (Strategy Consultancy)
“Hugely experienced aftermarket professionals with a great depth of theoretical and practical skill.”
Global Logistics Director, Rolls-Royce (Aerospace, Defence, Industrial and Marine)
“The diligence, professionalism and drive for success demonstrated throughout the process has been of the highest standard.”
Commercial Director, Original Equipment Manufacturer (Automotive)
