From Service Costto Growth Engine.
A field guide, self-assessment workbook and KPI dashboard for aftermarket leaders in marine, offshore and industrial equipment — built to turn service from a cost centre into a durable growth engine.
Why it matters
Most aftermarket organisations underperform by design.
Service is measured on cost, not contribution. Installed base data is scattered. Pricing is inherited rather than designed. Field teams execute heroically but without commercial leverage. The result is a business that quietly leaves 30–50% of its potential on the table — while customers churn to competitors offering structured lifecycle support.
This toolkit is the operating system I use with clients to fix that — condensed into three artefacts you can put to work this quarter.
What's included
Three artefacts. One coherent system.
The Guide
PDF · 7 chapters
From Service Cost to Growth Engine — the frameworks, diagnostics and moves used to grow aftermarket revenue by 50–70% without adding headcount.
Self-Assessment & Action Plan
PDF workbook
A structured workbook to score your current state across the five categories, identify the highest-impact gaps and build a 90-day action plan.
KPI Dashboard
Excel template
A ready-to-use dashboard covering the operational, commercial and installed-base KPIs that actually drive aftermarket contribution.
How teams use it
Five steps from purchase to decisions.
- 01
Read the Guide
Align the leadership team on the shared language and frameworks — one week.
- 02
Run the Self-Assessment
Score current state across the five categories, honestly, with the workbook.
- 03
Populate the KPI Dashboard
Load 12 months of service, spare parts and contract data to see the real picture.
- 04
Prioritise 3 moves
Use the action plan to select the highest-leverage bets for the next 90 days.
- 05
Execute and measure
Track progress against the dashboard. Revisit the assessment each quarter.
The five categories that define aftermarket performance.
Installed base visibility
Knowing what you have sold, where it is, and how it is performing — the foundation of every other move.
Service performance & field execution
Response, resolution, utilisation and quality — the operational spine customers actually feel.
Commercial discipline: pricing & contracts
Structured pricing, contract architecture and margin protection — where most value quietly leaks.
Spare parts & lifecycle offerings
From transactional parts to structured lifecycle programs, upgrades and service agreements.
Organisation, KPIs & governance
The team design, incentives and cadence that turn a service function into a commercial engine.
Who it is for
Written for the people accountable for aftermarket P&L.
Credibility
Built from 15+ years running aftermarket P&Ls, not slideware.
70%
Documented aftermarket revenue growth achieved through commercial discipline, installed base focus and field execution.
15+ yrs
Leading service, aftermarket and commercial functions in marine and offshore equipment across multiple regions.
Turnaround
Restructured a struggling North American region to profitability while protecting customer relationships and team morale.
Erik Røed — VP Service Aftermarket and strategic advisor. The frameworks in this toolkit are the same ones used in live advisory engagements with marine and offshore equipment companies.
Three artefacts. One quarter to a different aftermarket.
Prefer to talk it through first? Book an aftermarket review instead.