Everything began with the purpose to guarantee assistance to customers who bought our machines. For each model imported, we got spare parts catalogue.
Then we realized that there was the opportunity to sell parts in a different way: directly from the maker to the final user. Long analysis on interchangeability of parts and considerable financial means, allowed us to converse in "makers' language" (over 8 months for delivery and orders annual planning) and in "final users' language" (I need the spare parts for…yesterday).
Currently spare parts sale represents 70% of our turnover and more than half goes abroad.