Many OEMs are sitting on a goldmine… but not digging. While unit sales may drive revenue headlines, it’s aftermarket services that quietly generate the margins. From spare parts and repairs to support and training, aftermarket activities can deliver up to 4× higher profit margins than new product sales.
In a market where growth is hard won and loyalty is fragile, high-margin aftermarket revenue isn’t just a bonus, it’s a strategic priority. The most forward-thinking OEMs are turning to digital-first solutions to tap into this potential, and they’re seeing the results in both customer retention and bottom-line growth.
New equipment might bring in big revenue numbers, but spare parts and services bring in profit. Research shows:
General Motors is doubling down on aftermarket investment as a strategic pillar beyond new vehicle sales. With car sales disrupted by chip shortages and rising vehicle prices, more consumers are choosing to maintain their existing cars, many of which are over 12 years old. In response, GM has seen double-digit growth in parts sales since Covid and is investing over $100 million to modernise its largest parts processing centre in Michigan.
“We know people are seeking out genuine GM parts” said John Roth, GM’s global VP of customer care and aftersales. “Now it’s time to lean into that even further.” The company currently ships over 15,000 parts orders daily, underscoring the rising importance of aftermarket operations in driving long-term profitability.
Source: Forbes, 2023 – GM’s Aftermarket Parts Sales Rise; So Does Warehouse Investment
Too often, OEMs view the aftermarket as an add-on. Sales teams chase the next big unit deal, while service teams are underfunded and reactive. This mindset leads to:
When your parts ordering process is confusing or slow, customers leave. Research shows that over two-thirds of spare parts sales are lost to e-commerce sites or local suppliers when OEMs fail to provide a digital, self-service experience
A slow PDF or clunky phone process can push even loyal customers toward Amazon or eBay.
Outdated PDFs and static diagrams cause friction, misorders, and support overload. A modern interactive 3D parts catalog, synced with your CAD and BoM, solves this by:
Customers expect 24/7 access and real-time part availability. A branded, mobile-optimised parts portal:
When you meet buyers online, you stay in the revenue loop.
Digital tools don’t just increase sales, they reduce cost:
These savings flow straight to the bottom line.
Your customers compare your support to Amazon and Apple, not your competitors.
Digital parts platforms unlock insights. You can track:
Start by asking:
If you’re only capturing 25%, the opportunity is massive.
Modern tools like interactive 3D catalogs, e-commerce integration, and mobile ordering improve:
Make sure every part of your organisation, from dealers to engineers, understands the value of aftermarket. Incentivise parts sales and reward teams for customer retention, not just acquisition.
Offer more than just parts: maintenance contracts, digital upgrades, refurbishment, subscription features. More touchpoints = more margin opportunities.
Even small lifts in retention can unlock massive profit growth.
OEMs who embrace a digital-first aftermarket strategy are seeing 4× higher margins, better customer retention, and scalable growth.
They’re not just selling products, they’re building ecosystems.