The Aftermarket Does Not Need a Strategy. It Needs an Owner.

Three gaps, one cause. Across every engagement where we found an invisible installed base, uninvoiced service and unowned reach, we could not find the person accountable for closing them. That is not a strategy gap - it is a governance gap.

Your installed base is not an asset register. It is a demand forecast.

Part one of three on why OEMs under-capture the aftermarket they already own. The most useful number in one filtration mandate was a competitor's installed base, not our client's.

The service you already deliver and never invoice.

Part two of three on why OEMs under-capture the aftermarket they already own. A large share of the leakage never reaches a competitive contest — it is given away internally, before any independent shows up.

Reach you do not own.

Part three of three on why OEMs under-capture the aftermarket they already own. Independents run most of the service footprint, and partnership fails on measurement rather than strategy.