In the aftermarket, many range decisions are made by looking at historical sales, rotation, stock and supplier catalogues.

It makes sense: sales are visible, measurable and easy to analyse.

But they have one important limitation: sales only show what you have already managed to sell.

They do not show the products the market is demanding but that never become a sale because they are not part of your range.

That is where an opportunity appears that many companies are not seeing.

This is not about expanding your catalogue without criteria, or reviewing thousands of references. It is about identifying specific products, with sufficient demand, that are currently outside your offer and could represent new sales opportunities.

That is Product Discovery applied to the aftermarket.

The value is not in finding more products. The value is in finding the right products.

Products that already show demand signals.
Products that fit your market.
Products that can help you improve your range, increase recurring sales and offer better service to your customers.

A simple example:

If every month you detect between 8 and 10 relevant products outside your range, after 12 months a company may have identified between 96 and 120 product opportunities.

With a prudent assumption of 0.5 monthly sales per product and an average price of €100, those opportunities could represent between €48,000 and €60,000 per year in recurring potential.

But the benefit is not only economic. It also means improving customer service and making range decisions with more evidence and less intuition.

The question is not how many products your range includes. The question is:

Which high-potential products is demand pointing to that still do not appear in your sales?

 

NEO Radar is designed to answer precisely that question: to discover products with real demand that are missing from your range and prioritise them by potential.

 

By Joan Cabós
CEO & founder