Facing Any of These Challenges?

Pain Points

Neglecting the 80/20 Principle on Profit-Driving Customers
MROs often struggle with a lack of visibility into the customers who contribute the most profit to their business. Failing to identify and prioritize these key customers in line with the 80/20 principle (where 20% of customers typically generate 80% of revenue) can result in missed opportunities for focused growth and customer relationship management.
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Tedious Governance and Financial Reporting with Dependency on Excel Spreadsheets
Establishing a comprehensive governance structure to track financials can be a complex and challenging task for MROs with most relying heavily on Excel spreadsheets, leading to administrative burden, unclean data, and individual resource constraints. Without a clear structure in place, optimizing revenues and cost drivers becomes increasingly difficult, affecting profitability and financial stability.
Lack of Strategic Visibility in Purchasing Activities Impeding Volume Rebates
MROs often lack high-level strategic visibility in their ordering activities, focusing on tactical aspects.
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Underutilized and Dormant Capabilities
MROs frequently encounter the issue of dormant capabilities, where certain repair services remain underutilized. This underutilization can hinder operational efficiency and revenue potential, necessitating a review and revitalization of these dormant capabilities to maximize their value.

Solutions

Analyze internal data to identify the top revenue-generating clients and tailor services and incentives to enhance their loyalty and satisfaction, utilizing Big Data Analytics for in-depth customer insights. Implement the 80/20 rule to upsell existing customer portfolios and expand to new customer reach. Find the true whitespace opportunity among all customer segments, Airlines, OEMs, MROs, lessors, and brokers.

Implement modern financial management dashboards that automate governance and financial reporting processes. This should enable real-time tracking of financial data, streamline reporting, and reduce dependence on Excel spreadsheets, leading to improved accuracy, efficiency, financial transparency, and clearly presented KPIs (Key Performance Indicators).

A strategic overview of purchasing activities empowers MROs to negotiate volume rebates with a comprehensive view of parts requirements, reducing costs, account for lead times proactively and ultimately enhance efficiencies.

Conduct a thorough assessment of all existing repair capabilities within the organization. Identify which capabilities are underutilized or dormant and the reasons behind their low utilization. Analyze their market demand, if opportunities exist, revamp a marketing strategy to promote these capabilities with targeted campaigns. Explore partnerships with other MROs that may require the dormant capabilities and engage with existing customers to understand how the dormant capabilities can address their needs.