Optimize spare parts pricing amid global tariffs: insights, strategies, and expert opinions for OEMs facing market volatility and supply chain shifts.
Recently, MARKT-PILOT hosted the English-language webinar “Navigating Tariffs in Spare Parts Pricing,” addressing one of the most pressing challenges currently facing OEMs and aftermarket businesses: the impact of global tariffs and trade disruptions on spare parts pricing. The event brought together Wade Holeman (VP Sales & Head of North America), Andris Mikulis (Head of Nordics), and James Hom (Customer Success Manager), all of MARKT-PILOT, to share insights, strategies, and real-world experiences from both sides of the Atlantic.
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The session opened with a clear message: global trade tensions, shifting tariff policies, and ongoing supply chain instability are no longer distant headlines—they are directly affecting the profitability and competitiveness of manufacturers’ parts businesses. While the webinar referenced a specific case in which most competitor prices for a particular—with some cases even higher—while the average has settled around 8-10% to date. However, the industry now faces another period of uncertainty, as a new wave of price volatility is expected following the expiration of the reciprocal tariff pause in July. The full impact of these changes remains to be seen.
James Hom identified volatility—not only in prices but also in organizational operations and resource allocations as the defining trend of the past year. Companies are being forced to “pivot” and “throw the right resources and the right strategies at the right things to account for the macroeconomic changes we see”. Andris Mikulis emphasized that leveraging data, especially external data on tariffs, is now more relevant than ever. The integration of advanced technologies like generative AI is accelerating the pace of change and opening new opportunities for pricing and sourcing.
“The biggest change I’ve seen in the last year is volatility... not just in pricing, but in how we operate as an organization. We’re being forced to pivot and rethink our strategies constantly.”
A central question was whether OEMs should update their prices dynamically in response to changing tariffs. Mikulis cautioned that while dynamic adjustments might be necessary, they should not come “at all costs”. Reliability remains crucial for B2B customers, so the first step must be a thorough understanding of the market landscape and competitive responses before making any pricing moves.
James Hom added that before even considering dynamic updates, organizations must assess their readiness in terms of people, processes, and technology. Many companies face internal constraints, such as contractual obligations to dealers or outdated processes, which limit their ability to change prices frequently. Technology is also a key factor: “If our suppliers and vendors are frequently changing costs for us and we must pass those costs through; can we even do that? Is it automated? Is it manual?”
When it comes to implementing price changes, Hom noted two prevalent approaches:
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The complexity of tariffs—sometimes hidden in supplier costs—makes it difficult to apply a one-size-fits-all method. The decision to use surcharges versus building costs to base prices is also nuanced. Surcharges require technological capability and transparency, but they may reveal sensitive cost information to customers, potentially encouraging them to seek alternatives.
In Europe, Mikulis observed that most existing pricing processes are not aligned with the rapid changes brought by tariffs. “Leveraging and understanding data is more relevant than ever. Tariffs are accelerating this need, and technologies like Gen AI are opening entirely new opportunities”, said Mikulis. Some companies have responded quickly, while others have adopted a “wait-and-see” approach, absorbing increased costs temporarily in hopes of greater clarity. However, the inflection point appears to have arrived: “The wait-and-see-method is over. There are changes that are being reflected in the market,” Holeman remarked, referencing recent data showing widespread price increases among competitors.
“Reliability is something that remains very important to B2B customers. Before making dynamic price changes, it’s crucial to fully understand the market landscape and competitive reactions.”
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MARKT-PILOT’s software solutions, trusted by over 200 OEMs globally, were presented as critical tools for enabling data-driven, market-based pricing. The ability to monitor competitor actions, automate pricing updates, and leverage AI-driven insights is increasingly seen as a competitive necessity rather than a luxury.
Balancing Agility and Trust: Tailored Solutions for Tariff Complexity
The Q&A session at the end of the webinar provided participants with the opportunity to address practical challenges and clarify uncertainties around tariff-driven pricing strategies. Several audience questions focused on the operationalization of dynamic pricing, specifically how frequently companies should adjust prices in response to tariff changes and what internal hurdles might arise. The panelists emphasized that there is no universal answer; the right frequency depends on a company’s technological readiness, contractual obligations, and the expectations of its customer base.
“The wait-and-see-method is over. There are changes that are being reflected in the market, and manufacturers need to respond proactively to protect profitability.”
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One participant asked about the use of surcharges versus integrating tariff costs directly into the base price. The speakers explained that while surcharges can offer transparency and flexibility, the OEMs might also be hesitant to expose sensitive cost structures to customers.
Another key question addressed was how to ensure competitiveness when competitors may be slower or faster to react to tariff changes. The panelists advised that continuous market monitoring and benchmarking are essential. They recommended leveraginglagging, thus maintaining a balanced and competitive pricing stance.
Finally, questions were raised about the long-term impact of tariffs on customer relationships and brand reputation. The speakers agreed that transparent communication and reliability remain paramount. They encouraged companies to explain necessary price adjustments clearly to customers, positioning these changes as a response to external market forces rather than arbitrary decisions.
Overall, the Q&A session highlighted the complexity of navigating tariffs in spare parts pricing and reinforced the need for a tailored, data-driven approach that balances agility with customer trust.
The MARKT-PILOT webinar made it clear: navigating tariffs in spare parts pricing requires a proactive, data-driven approach. Companies must invest in technology, re-evaluate internal processes, and continuously monitor the market to remain competitive. As global disruptions become the new normal, those who adapt quickly and intelligently will be best positioned to protect and grow their aftermarket business.
Read more about tariffs and their impacts on the parts pricing in our blog “Adapting to Tariff Pressures: How AI Enables Machine Manufacturers”
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