How do you calculate aftermarket revenue per installed unit?

Multiply active installed units by gross aftermarket revenue per unit and by your capture share to get captured revenue, then add any fixed adjustment. The example yields $1,048,320 captured plus $25,000 fixed for a $1,073,320 total, or about $256 of realized revenue per unit.

What is revenue capture share?

It is the percentage of available aftermarket spend on each unit that flows to you rather than to independent parts and service providers. At 64%, you are capturing roughly two-thirds of the wallet and ceding the rest.

What is a good aftermarket capture rate?

Strong OEM parts programs capture 60-75% of in-warranty spend but often far less out of warranty. The 64% in the example is respectable; lifting it even five points across 4,200 units is worth tens of thousands in revenue.

Why is realized revenue per unit lower than the input revenue per unit?

Because capture share haircuts it. The $390 gross potential per unit drops to about $256 realized once you apply the 64% capture share and spread the fixed adjustment across the fleet.

How do I increase aftermarket revenue per unit?

Raise capture share with genuine-parts loyalty programs and service-attach offers at point of sale, push connected-machine telematics that trigger proactive parts orders, and extend coverage into the out-of-warranty years where leakage is worst.

Does this include service contract revenue?

It can, depending on how you define revenue per unit. If your per-unit figure already bundles contracts, do not double-count them in a separate service-contract model.

Aftermarket, Field Service & Service Parts calculator

Aftermarket Revenue per Installed Unit Calculator

Aftermarket revenue per installed unit measures how much parts, service, and consumables revenue you extract from each machine in your active installed base, then rolls it up into a total opportunity estimate. OEM aftermarket and dealer-network leaders live by this number because the installed base is an annuity: every unit shipped is a multi-year stream of filters, kits, repairs, and upgrades — but only if you capture it before a third party does. The capture share is the crux. Most manufacturers leave a large slice of aftermarket spend on the table to independent parts suppliers, and this calculation makes that leakage visible by separating raw potential per unit from the revenue you actually realize across the fleet.

What this calculator does

Estimate aftermarket revenue from installed units, revenue per unit, attach or capture share, and fixed revenue adjustment.
an aftermarket sales manager needs to estimate revenue potential from the active installed base
It multiplies your active installed units by gross aftermarket revenue per unit and your capture share to get captured revenue, then adds a fixed adjustment to estimate total aftermarket revenue.

Formula used

Captured aftermarket revenue = active installed units × revenue per unit × revenue capture share
Aftermarket revenue estimate = captured revenue + fixed revenue adjustment

Inputs explained

Active installed units:
Aftermarket revenue per unit:
Revenue capture share:
Fixed aftermarket revenue adjustment:

How to use the result

Use it for installed-base monetization planning, dealer performance reviews, and sizing the prize before a parts-loyalty or service-attach campaign.
It assumes a single average revenue-per-unit and capture rate; a fleet spanning new and end-of-life units will spend very differently, so a blended figure can mislead on either end.

Common questions

How do you calculate aftermarket revenue per installed unit? Multiply active installed units by gross aftermarket revenue per unit and by your capture share to get captured revenue, then add any fixed adjustment. The example yields $1,048,320 captured plus $25,000 fixed for a $1,073,320 total, or about $256 of realized revenue per unit.
What is revenue capture share? It is the percentage of available aftermarket spend on each unit that flows to you rather than to independent parts and service providers. At 64%, you are capturing roughly two-thirds of the wallet and ceding the rest.
What is a good aftermarket capture rate? Strong OEM parts programs capture 60-75% of in-warranty spend but often far less out of warranty. The 64% in the example is respectable; lifting it even five points across 4,200 units is worth tens of thousands in revenue.
Why is realized revenue per unit lower than the input revenue per unit? Because capture share haircuts it. The $390 gross potential per unit drops to about $256 realized once you apply the 64% capture share and spread the fixed adjustment across the fleet.
How do I increase aftermarket revenue per unit? Raise capture share with genuine-parts loyalty programs and service-attach offers at point of sale, push connected-machine telematics that trigger proactive parts orders, and extend coverage into the out-of-warranty years where leakage is worst.

Last reviewed 2026-05-12.