Case study: India's largest genset OEM

18% improvement in AMC renewals, 11% rise in spares consumption, and 15% growth in service revenue: how India's largest genset OEM unlocked its aftermarket potential with Tor Equip

Industry: Industrial equipment, power generation

Segment: Genset OEM

Scale: Largest genset manufacturer in India, with an active export presence

Product deployed: Tor Equip

The client

A market-leading genset OEM with the largest installed base in India and a growing international footprint. With thousands of units deployed across diverse applications, from critical infrastructure to commercial facilities, the company had built a dominant position in manufacturing. The untapped opportunity lay in what happened after the sale.

The challenge

Despite an extensive field presence, the OEM had limited visibility into how its gensets were actually being used in the field. Service and AMC teams were operating on assumptions rather than data, offering uniform packages to customers whose usage patterns varied significantly by kVA rating, deployment type, and operating hours.

The consequences were predictable:

• AMC packages were misaligned with actual usage, leading to underpricing for heavy users and over-servicing of low-utilisation units
• Spares forecasting was reactive, driven by breakdown calls rather than consumption patterns
• Service revenue was underperforming relative to the size of the installed base
• No mechanism existed to proactively identify which customers were due for renewal, at risk of lapsing, or candidates for upselling

The solution

Tor.ai deployed its Tor Equip telematics solution across the OEM's entire genset fleet, establishing full connectivity across the installed base. Every unit was equipped with a Tor.ai gateway, enabling continuous data capture on operating hours, load patterns, fuel consumption, fault events, and runtime by deployment type.

A dedicated war room was established to operationalise the data, bringing together service, sales, and product teams to analyse fleet performance and act on insights in real time.

Key actions taken:

• Fleet-wide data capture: historic and live performance data collected across all connected gensets
• Segmentation by kVA, deployment type, and usage pattern: enabling precise customer profiling for the first time
• Correlation of usage with kVA rating: revealing the true cost-to-serve and value delivered for each customer segment
• Differentiated AMC packages introduced: moving from one-size-fits-all contracts to usage-aligned tiers that reflected actual operating intensity
• Spares demand forecasting: driven by real consumption data rather than time-based assumptions

The results

18% improvement in AMC renewals, driven by targeted outreach to lapsing customers and packages priced to reflect actual usage.

11% increase in spares consumption, a direct outcome of better demand visibility and proactive parts recommendations aligned to equipment operating cycles.

15% growth in overall service revenue, the compound effect of higher renewal rates, right-sized AMC packages, and data-driven spares management.

Beyond the numbers:

• The OEM now operates with a real-time view of its entire installed base, segmented by geography, kVA rating, deployment type, and service status
• AMC pricing is grounded in actual utilisation data, improving margin on high-usage accounts and competitiveness on low-usage ones
• The war room model has created a repeatable process for fleet intelligence that improves with every additional data cycle
• Export markets are now addressable with the same remote visibility framework, without proportional increases in field service headcount

What made the difference

The shift was not simply technological; it was analytical. Connecting the fleet was the foundation, but the value came from correlating usage patterns with commercial outcomes: which customers were underserved by their current AMC, which were overdue for spares, and which represented the highest renewal risk.

For a fleet of this scale, even marginal improvements in AMC capture rates and spares attach translate into material revenue at the portfolio level.

Tor Equip: built for OEMs who want to turn field data into aftermarket advantage.

www.tor.ai