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.