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Pricing Software For Transport And Logistics Open Pricer


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Pricing Software For Transport And Logistics Open Pricer

  1. 1. Pricing Software
Transport & Logistics Smart Pricing. Higher Profit.
  2. 2. Price is the most powerful profit lever Typical P&L Impact on profit of a 1% 
 improvement in… Profit 5 Price + 20% Variable
 + 12 % Costs 60 Costs Sales
 +8% Volumes Fixed
 Costs 35 Fixed
 +7% Costs Revenue % •  Price is the first decision criteria when choosing a transportation service •  Setting the right price for each transaction is challenging Smart Pricing. Higher Profit. 2
  3. 3. References Smart Pricing. Higher Profit. 3
  4. 4. 10 bad pricing practices that cost millions every year 1.  Sales people cannot easily find the target and floor prices for each deal 2.  Price is aligned with (or below) competition without consideration of service differentiation and customer perceived value 3.  Quotes are based on the average order/usage of the customer without consideration of its true order/ usage profile, causing up to 5% error in profitability forecast 4.  No systematic workflow to enforce pricing policy and to review/approve quotes with pricing exceptions or non standard costs 5.  Negotiated tariff is not correctly implemented in the billing system resulting in customer claims, extra work for billing staff and money left on the table 6.  Customer actual orders/usage are not systematically monitored versus their commitment 7.  Unprofitable customers are not identified and re-rated 8.  Customers at risk due to price significantly higher than market price are not identified and no action is taken to retain them 9.  No KPIs and reporting to monitor pricing performance. Sales people do not receive incentives to sell at target prices 10.  No regular data-driven process aimed to tune pricing policy on the basis of updated costs and market conditions Smart Pricing. Higher Profit. 4
  5. 5. Unique On Demand CCRM Technology CCRM = Customer Centric Revenue Management Smart Pricing. Higher Profit. 4
  6. 6. Pricing Software Maturity Framework 12-18 months 6-12 monthsProfit Increase Maturity Stage Smart Pricing. Higher Profit. 12
  7. 7. Optimization : Market Value, Competition Smart Pricing. Higher Profit. 13
  8. 8. Office 54 avenue Hoche
 75008 Paris - France 
 ContactThank you! +33 172 712 510