BLOGS

Best practices and strategic insights from the OEM industry experts.

The Power of Data and Insights from the Installed Base: How OEMs Unlock Value and Growth

Nikhil Dudhawat
May 14, 2025
For original equipment manufacturers (OEMs), the installed base is no longer just a static record of deployed assets. It is now a dynamic source of actionable intelligence that powers operational excellence and revenue growth. By adopting advanced analytics, IoT, and machine learning, OEMs can transform installed base data into a
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Financial Advantages of Leveraging the Installed Base: A Practical Guide for OEMs

Vivek Joshi
May 6, 2025
For original equipment manufacturers (OEMs), the installed base is more than a record of equipment in the field – it’s a critical driver of ongoing business value. As markets for new equipment fluctuate and competition intensifies, leading manufacturers are shifting their focus to the financial advantages of installed base management. By
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A Recall That Built Trust with Our Most Demanding Customers

Sam Klaidman
April 1, 2025
This blog post presents a first-hand experience from Sam Klaidman (Principal Adviser, Middlesex Consulting), who served as Vice President of Service in the late 1980s. In this narrative, Klaidman shares his account of a significant product recall involving some of the company’s most demanding customers, including major financial institutions and
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Is Your Aftermarket at Risk Due to Poor Consumer Data Management? Lessons from Automotive’s Multimillion-Missed Recall Crisis

Sam Klaidman
March 25, 2025
Consider a stark reality unearthed within the automotive sector: over 3.2 million recalled cars and vans remained non-rectified between 2018 and 2023. This is not a marginal oversight; it represents a significant failure in ensuring vehicle safety and highlights a critical vulnerability in customer data management. The data, obtained through
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From Bottlenecks to Breakthroughs: How AI Agents are Transforming Aftermarket Operations

Pooja Dalvi
February 19, 2025
The OEM Industry today faces unprecedented operational challenges. From manual processing bottlenecks to the risk of losing decades of tribal knowledge, these issues are creating an unsustainable environment where competitiveness suffers and opportunities slip away. The most pressing concerns? Teams are overwhelmed by routine tasks, critical expertise is locked in
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The Cost of Neglecting Aftermarket: A Hospital’s Struggle for a Simple Part

Shashank Parab
February 4, 2025
Imagine a busy hospital where a critical medical machine broke down, requiring a replacement part manufactured by a Global OEM. The hospital promptly reached out to the company for assistance, only to be met with silence. With no response from the manufacturer, they were left with no choice but to
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Faster Quotes, Better Sales: How AI is changing Aftermarket with Order-Desk Co-Pilot?

Nikhil Dudhawat
January 15, 2025
Imagine leading an aftermarket sales team. Every day, you face multiple inquiries – emails, phone calls, quotes for spare parts, and endless questions about obsolete equipment. These requests span multiple generations of products, each with unique configurations and replacement parts. To complicate things further, much of this data sits fragmented
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OEM Aftermarket CRM: Why Standard CRMs Fall Short for Parts

Tahseen Ahmad
November 3, 2025
TL;DR: Standard OEM aftermarket CRM systems track customer contacts and sales pipelines, but they weren’t designed to manage complex equipment assets across their lifecycle. For OEMs generating 40-70% of revenue from aftermarket parts and services, this gap means missed cross-sell opportunities, reactive service delivery, and invisible revenue potential sitting in
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The Executive Visibility Gap: Why Industrial OEM Leaders Can’t See Their Installed Base

Tahseen Ahmad
October 28, 2025
What Is the Executive Visibility Gap in Manufacturing? Most industrial OEMs have real-time visibility into their sales pipeline—but almost none into their installed base. This “Executive Visibility Gap” has become one of the most overlooked challenges in modern manufacturing. Leaders can track every opportunity, forecast, and quarterly target, yet remain
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From Deal Thesis to EBITDA Reality: Why PE-Backed OEMs Must Fix Their Aftermarket Execution

Tahseen Ahmad
October 14, 2025
When private equity firms acquire industrial OEMs, the investment thesis looks bulletproof: unlock recurring revenue from the installed base, expand aftermarket margins, and drive sustainable EBITDA growth. It’s compelling on paper. Six months post-close, though, operating partners face a different story—the aftermarket engine promised during diligence is still idling in
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6 PackExpo 2025 Observations That Define the Future of Manufacturing

Vivek Joshi
October 8, 2025
Something felt different at PackExpo 2025. The energy was there demos running, conversations flowing but underneath the optimism, a pattern kept emerging in conversations with OEM leaders across the show floor. As Entytle’s CEO Vivek Joshi noted in his own reflections from PackExpo, the tone this year was noticeably pragmatic.
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