Rethinking Cost-Plus: The Journey to Market-Based Pricing

Effectively pricing spare parts remains a substantial challenge for machine manufacturers, as an estimated 73% of commodity parts are sold below their optimal price points. Traditional pricing models, such as cost-plus and value-based pricing, exhibit significant limitations in this evolving market. To navigate these challenges, Original Equipment Manufacturers (OEMs) must adopt market-based pricing strategies. This approach not only enables them to enhance their parts business but also accelerates revenue growth and cultivates stronger customer loyalty.

Tim Geyer leads MARKT-PILOT in North America. Prior to joining MARKT-PILOT, Tim led the charge into new markets helping international startups scale. Additionally, he was a member of the Energy Strategy practice of Accenture. Early in his career, Tim was an innovator in the manufacturing industry driving revenue in sales and service roles. Learning at the forefront of new technology inspired Tim to help lead the change in the aftermarket parts industry with MARKT-PILOT. He brings to the US market, best practices from 100+ European manufacturers to share with OEMs across the US and Canada.

Tim earned his BA in Industrial Management from DHBW Stuttgart and his MSc in International Business Development from ESB Business School with research stays in Rotterdam and Melbourne. Tim is also an active tennis player and avid soccer fan, rooting for VfB Stuttgart every chance he gets.