IPRI seminar on "Customer-oriented pricing of industrial services"
Dr. Mischa Seiter
Press Office
International Performance Research Institute gGmbH
29.09.2010 17:24
The additional range of industrial services in highly product-oriented companies to the machine and plant additional revenue gains. Examples are consulting services around the product or even a full-service contracts for machinery and equipment. To the supply of this new "products" not to run into a case of cost, the IPRI was part of a research project developed an approach for the customer-oriented pricing of industrial services.
Yields in the equipment servicing business often exceed those for the traditional product business many times over. To use this potential, it is the offer of services as a professional and systematic as in the case of machinery and equipment plan. Finally, a new "non-touchable" product available, which brings different challenges, such as for example the provision of capacity or the establishment of processes with it.
In the research project "Cost management in the development of industrial services in drive technology has been developed for this purpose a procedure that allows a customer-oriented development and costing of industrial services specifically for companies in engineering and plant construction. On the basis of a software tool to customer requirements raised about the design services required by the market and the target costs are derived.
In the seminar the basis for the implementation of target costing for industrial services using the software tools will be taught. Participants will learn to inter alia a case study:
• How can the supply of industrial servicing machinery on the basis of a portfolio analysis systematically planned and structured.
• As with the collection and evaluation of customer requirements to proceed to the service configuration needs.
• As the basis of the specific customer requirements, a target-cost-oriented development and costing of services is made.
The one-day seminar is aimed at experts and executives from the fields of controlling and after-sales service. It takes place on 27.10.2010 and on 11.24.2010. The participation fee is EUR 400, - plus 19% VAT This includes working papers, refreshments and lunch as well as the software tool for target costing.