Why B2B-OEMs Can’t Afford to Wait Out the Storm
Tariff volatility is now a defining feature of global trade. For B2B OEMs, this means capital expenditure is slowing, supply chains are being reconfigured, and pricing pressures are mounting. The temptation is to wait for clarity. But those who act now, by pivoting to their installed base, will seize the advantage while others hesitate.
The Hidden Opportunity in a Volatile Market
Every new tariff announcement triggers a chain reaction: disrupted supply lines, rising input costs, and customers putting off new equipment purchases. The result? Assets are held longer, and the need for maintenance, replacement parts, and upgrades increases. This is not a temporary shift. The data shows a clear trend: aftermarket demand is rising as end users delay capital investments.
Aftermarket: The Reliable Revenue Engine
While new equipment sales fluctuate, your installed base remains. These existing assets create a steady pipeline for services and parts. In fact, 67% of industry professionals are already seeing an uptick in aftermarket business as customers shift focus from buying new to maximizing what they have.
Installed Base Data: Your Competitive Edge
Most OEMs have only a fragmented view of their installed base data scattered across ERP, CRM, and service records. Unifying this data isn’t just a tech project; it’s a growth strategy. With a consolidated view, you can:
- Identify high-propensity customers for targeted campaigns
- Predict service and parts demand
- Offer proactive lifecycle management and upgrades
- Prioritize efforts for maximum wallet share
Move Beyond Price Wars
Passing tariff costs straight to customers is a losing game. Instead, optimize pricing around value, supported by deep insights from your installed base. Focus on segments with the highest aftermarket potential and deliver tailored offers that reinforce loyalty and drive recurring revenue.
Invest Where It Matters
Automation and data-driven processes are no longer optional. Streamlined quoting, predictive maintenance, and real-time asset monitoring free your team to focus on high-impact activities. But don’t leapfrog maturity—build your foundation with the right people, processes, and then tools.
| The winners in this environment are not those who wait for tariffs to settle, but those who turn installed base certainty into their growth engine. |
Ready to Lead the Aftermarket Era?
Download the full report, Fight Tariff Uncertainty with Installed Base Certainty, to learn:
- How to map and leverage your installed base for aftermarket growth
- Practical steps to consolidate and analyze customer data
- Proven strategies for value-based pricing and customer retention
- How leading OEMs are building resilience and revenue in uncertain times
Don’t let uncertainty dictate your next move. Get the insights and playbook to become your company’s aftermarket champion.
