As manufacturers ramp up their pursuit of aftermarket business, three primary strategies are emerging: partnerships, acquisitions and increased blending of new equipment and support-services agreements with greater emphasis on securing long-term benefits. Boeing’s purchase of parts distributor KLX Inc. is a recent example. Viewed by some as an aftermarket-focused buy, nearly half of KLX’s aerospace revenue is from sales to OEMs. About 40% is true aftermarket business. The split ...

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