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"Because of the importance Ingersoll-Rand places on aftermarket sales, service and support efforts, we had been looking for a comprehensive solution that would help our dealers improve this critical part of the business and also integrate directly with our existing business infrastructure." John Stout, Vice President of IT, Ingersoll-Rand
The problems
The process of publishing and distributing updated parts and service information to a vast array of global dealers and distributors can be a costly and inefficient process, especially if it is outsourced to a third party. Multiple deployment methods are needed to support various environments: paper, web, CD/DVD and wireless devices. Catalog updates, whether new part numbers, service bulletins, supercession updates or collateral, often take too much time to be processed and released to the field. Revisions can take several weeks to be distributed, even on the web, meaning that dealers are forced to rely on out-of-date information. Costs keep rising as OEMs typically pay an annual fee to the outsourcing vendor and an additional fee for every change, based on the amount of content being added/ modified. Add-in the distribution costs and updates to the field can get very expensive.
The second problem is that dealers and distributors can often buy the parts they need from a variety of vendors, and they will buy from whichever company provides the best customer support, most accurate information and easiest process. Nearly half of the profits made in the automotive industry are generated in the aftermarket through parts and services. The key to driving aftermarket sales is to make it straightforward for customers to identify and order the right parts. Most OEMs have captured only a fraction of the potential market share for parts because they haven’t implemented the technology that makes business transactions fast and accurate.
The solution
For equipment manufacturers in the agriculture, construction and mining industries, the Enigma InService Electronic Parts Catalog (EPC) provides a comprehensive, integrated platform for aftermarket service and support. This out-of-the-box application assembles, integrates, and delivers a comprehensive part catalog containing all relevant service information—such as maintenance manuals, service bulletins, training videos, product collateral, installation updates, diagrams and schematics—for both offline (stand alone) and online usage.
Information from different databases and format sources is intelligently combined and delivered to a dealer/distributor network through the web and CD/DVD. The result is a single, unified application that provides dealer mechanics and parts managers with a "one-stop-shop" for all parts and service information.
The parts catalog software can be tied directly into key applications such as dealer management systems, enterprise resource planning (ERP), maintenance planning, order processing, diagnostic, warranty and parts inventory systems, menu pricing, software downloads, fault tracing and onboard diagnostics. For dealers and independent repair shops, this means that ordering parts from the OEM is made quick and easy, allowing both dealer and OEM to capture a larger share of aftermarket profits.
Enigma's InService EPC application
1) Reduces the cost of creating and distributing parts catalogs
2) Makes it easier for dealers/distributors to find and order OEM parts.
Read about the success of some of our customers, such as Bobcat and Ingersoll Rand.
Learn about the benefits of EPC. |
