Heavy Truck & Equipment · Front of the Field
How motor vehicle leaders built aftersales into predictable growth
The companies with the steadiest results treat aftersales as a core business in every quarter. Ducker Carlisle documents what separates them, and what it means for Truck, Agriculture, and Construction leaders positioned to compete on service.
Format
White Paper
Sector
Truck, Agriculture & Construction
Read Time
12 minutes
52%
Of revenue from aftersales at leading heavy equipment OEMs
$73.10/hr
Cost of an idle Class 8 truck and driver, on-highway
8.6%
Rise in repair and maintenance costs, 2025
The companies with the steadiest results treat aftersales as a core business in every quarter. That discipline is set in the good years, and it decides what is left standing in the bad ones.
The Uptime Spectrum
There is no single correct level of aftersales support. There is only the right level for the customer and the machine in front of you.
The report maps four zones, from engineering out the failure to fixing it after it breaks. Pricing every machine the same wastes money on one end and risks the customer on the other.
Key Findings
Three Shifts suppliers should be planning for
FINDING 01
When equipment sells itself, service sales don’t happen
When equipment sells itself, nobody bothers selling the service contract, and that is exactly when attach rates fall.
FINDING 02
Repair and maintenance costs keep rising
A stopped Class 8 truck and driver still cost $73.10 an hour on-highway. Repair and maintenance costs rose 8.6 percent in 2025, more than double the rate of inflation.
FINDING 03
Availability decides who keeps the customer
Customers already have aftermarket alternatives for high-volume parts, usually priced below what the OEM charges. Immediate availability is what keeps them from shopping elsewhere.
The riskiest moment for an aftersales program is not the downturn. It is the boom.
Front of the Field
Read the report that names what separates the steadiest performers
Twelve minutes. Sourced to ATRI, Komatsu, O’Reilly, and AutoZone.
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