This document discusses revenue management techniques in supply chains. It begins by defining revenue management as using pricing to increase profits from limited supply chain assets like capacity and inventory. Revenue management is most effective when product value varies between customer segments, products are perishable, demand has peaks and valleys, or products are sold in bulk and on the spot market. The document then examines pricing strategies for multiple customer segments, dynamic pricing of perishable assets over time, and optimizing contracts between bulk and spot sales. Throughout, it highlights tradeoffs between committing capacity early at lower prices versus waiting for higher prices.

1. PowerPoint presentation to accompany
Chopra and Meindl Supply Chain Management, 5e
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Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
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Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
16
Pricing and
Revenue
Management in a
Supply Chain

2. 16-2Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Learning Objectives
1. Understand the role of revenue
management in a supply chain
2. Identify conditions under which
revenue management tactics can be
effective
3. Describe trade-offs that must be
considered when making revenue
management decisions

3. 16-3Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
The Role of Pricing and Revenue
Management in the Supply Chain
• Revenue management is the use of pricing to
increase the profit generated from a limited
supply of supply chain assets
• Supply assets exist in two forms – capacity and
inventory
• Revenue management may also be defined as
the use of differential pricing based on customer
segment, time of use, and product or capacity
availability to increase supply chain profits

4. 16-4Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
The Role of Pricing and Revenue
Management in the Supply Chain
• Revenue management has a significant impact
on supply chain profitability when one or more of
the following four conditions exist
1. The value of the product varies in different market
segments
2. The product is highly perishable or product waste
occurs
3. Demand has seasonal and other peaks
4. The product is sold both in bulk and on the spot
market

5. 16-5Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Multiple Customer Segments
• Differential pricing increases total profits for a
firm
• Two fundamental issues must be handled in
practice
– How can the firm differentiate between the two
segments and structure its pricing to make one
segment pay more than the other?
– How can the firm control demand such that the lower-
paying segment does not utilize the entire availability
of the asset?

6. 16-6Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Multiple Customer Segments
Figure 16-1

7. 16-7Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Multiple Customer Segments
Figure 16-2

8. 16-8Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing to Multiple Segments
Demand curve for segment i = di
= Ai
– Bi
pi
Supplier maximizes pi
– c( ) Ai
– Bi
pi( )
Optimal price = pi
=
Ai
2Bi
+
c
2
Max pi
– c( ) Ai
– Bi
pi( )
i=1
k
å
Ai
– Bi
pi( )£ Q
i=1
k
å
Ai
– Bi
pi
³ 0 for i =1,...,k
Subject to
For capacity constrained by Q

9. 16-9Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing to Multiple Segments
Customers unwilling to commit d1
= 5,000 – 20p1
Customer willing to commit d2
= 5,000 – 40p1
c = $10
p1
=
5,000
2´ 20
+
10
2
=125+ 5 = $130
p2
=
5,000
2´ 40
+
10
2
= 62.5+5 = $67.5
d1
= 5,000 – 20´130 = 2,400 and d2
= 5,000 – 40´ 67.5 = 2,300
Total profit =130´2,400+ 67.5´2,300 –10´ 4,700 = $420,250

10. 16-10Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing to Multiple Segments
d1
= 5,000 – 20´88.33 = 3,233.40
d2
= 5,000 – 40´88.33 =1,466.80
Total profit = 88.3310( )´ 3,233.40+1,466.80( )= $368,166.67
Same price to both segments
p –10( ) 5,000 – 20p( )+ p –10( ) 5,000 – 40p( )
= p –10( ) 10,000 – 60p( )
Optimal price p =
10,000
2´ 60
+
10
2
= $88.33

11. 16-11Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing to Multiple Segments
Total production capacity is limited to 4,000 units
Max p1
–10( ) 5,000 – 20p1( )+ p2
–10( ) 5,000 – 40p2( )
Subject to
5,000 – 20p1( )+ 5,000 – 40p2( )£ 4,000
5,000 – 20p1( ), 5,000 – 40p2( )³ 0

12. 16-12Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing to Multiple Segments
Figure 16-3

13. 16-13Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Allocating Capacity to a Segment
Under Uncertainty
• Basic trade-off is between committing to an
order from a lower-price buyer or waiting for a
higher-price buyer to arrive
– Spoilage
– Spill
RH
CH( )= Prob(demand from higher-price segment > CH
) ´ pH
Prob(demand from higher-price segment > CH
) = pL
/ pH
CH
= F–1
1– pL
/ pH
,DH
,sH( )= NORMINV 1– pL
/ pH
,DH
,sH( )

14. 16-14Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Allocating Capacity to a Segment
Under Uncertainty
• Effective use of revenue management increases
firm profits and improves service for the more
valuable customer segment
• Create different versions of a product targeted at
different segments
• Tactics for multiple customer segments
– Price based on the value assigned by each segment
– Use different prices for each segment
– Forecast at the segment level

15. 16-15Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Allocating Capacity to
Multiple Segments
Revenue from segment A, pA = $3.50 per cubic foot
Revenue from segment B, pB = $2.00 per cubic foot
Mean demand for segment A, DA = 3,000 cubic feet
Standard deviation of demand for A, sA = 1,000 cubic feet
CA
= NORMINV 1– pB
/ pA
,DA
,sA( )
= NORMINV 1– 2.00 / 3.50,3,000,1,000( )
= 2,820 cubic feet
CA
= NORMINV 1– 2.00 / 5.00,3,000,1,000( )
= 3,253 cubic feet

16. 16-16Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Perishable Assets
• Any asset that loses value over time is
perishable
• Two basic approaches
– Vary price dynamically over time to maximize
expected revenue
– Overbook sales of the asset to account for
cancellations

17. 16-17Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Dynamic Pricing
• Effective differential pricing increases the level of
product availability for the consumer willing to pay
full price and total profits for the retailer
Demand for period i = di
= Ai
– Bi
pi
Max pi
Ai
– Bi
pi( )
i=1
k
å
Ai
– Bi
pi( )£ Q
i=1
k
å
Ai
– Bi
pi
³ 0 for i =1,...,k
Subject to

18. 16-18Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Dynamic Pricing
• Effective differential pricing increases the level of
product availability for the consumer willing to pay
full price and total profits for the retailer
d1 = 300 – p1, d2 = 300 – 1.3p2, and d3 = 300 – 1.8p3
Maxp1
300 – p1( )+ p2
300 –1.3p2( )+ p3
300 –1.8p3( )
Subject to
300 – p1( )+ 300 –1.3p2( )+ 300 –1.8p3( )£ 400
300 – p1
,300 –1.3p2
,300 –1.8p3
³ 0

19. 16-19Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Dynamic Pricing
Figure 16-4

20. 16-20Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Dynamic Pricing
Figure 16-5

21. 16-21Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Evaluating Quantity with
Dynamic Pricing
d1 = 300 – p1, d2 = 300 – 1.3p2, and d3 = 300 – 1.8p3
Maxp1
300 – p1( )+ p2
300 –1.3p2( )+ p3
300 –1.8p3( )–100Q
Subject to
300 – p1( )+ 300 –1.3p2( )+ 300 –1.8p3( )£ Q
300 – p1
,300 –1.3p2
,300 –1.8p3
,Q ³ 0

22. 16-22Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Evaluating Quantity with
Dynamic Pricing
Figure 16-6

23. 16-23Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Overbooking
• Basic trade-off is between having wasted
capacity because of excessive cancellations or
having a shortage of capacity because of few
cancellations requiring expensive backup
s* = Prob cancellations £ O *( )=
Cw
Cw
+Cs
O* = F–1
s*,mc
,sc( )= NORMINV s*,mc
,sc( )
O = F–1
s*,m L +O( ),s L +O( )( )= NORMINV s*,m L +O( ),s L +O( )( )

24. 16-24Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Overbooking
Cost of wasted capacity, Cw = $10 per dress
Cost of capacity shortage, Cs = $5 per dress
s* =
Cw
Cw
+Cs
=
10
10+5
= 0.667
O* = NORMINV s*,mc
,sc( )= NORMINV 0.667,800,400( )= 973
O = NORMINV 0.667,0.15, 5000+O( ),0.075 5000+O( )( )
O* =1,115

25. 16-25Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Seasonal Demand
• Seasonal peaks of demand common in many
supply chains
• Off-peak discounting can shift demand from peak
to non-peak periods
• Charge higher price during peak periods and a
lower price during off-peak periods
• increases profits for the owner of assets,
decreases the price paid by a fraction of
customers, and brings in new customers during
the off-peak discount period

26. 16-26Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Bulk and Spot Contracts
• Problems constructing a portfolio of long-term
bulk contracts and short-term spot market
contracts
• Decide what fraction of the asset to sell in bulk
and what fraction of the asset to save for the spot
market
• The amount reserved for the spot market should
be such that the expected marginal revenue from
the spot market equals the current revenue from
a bulk sale

27. 16-27Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Pricing and Revenue Management
for Bulk and Spot Contracts
Optimal value p* =
cS
– cB
cS
Q* = F–1
p*,m,s( )= NORMINV p*,m,s( )

28. 16-28Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Long-Term Bulk Contracts versus
the Spot Market
Bulk contract cost, cB = $10,000 per million units
Spot market cost, cS = $12,500 per million units
p* =
cS
– cB
cS
=
12,500 –10,000
12,500
= 0.2
Q* = NORMINV p*,m,s( )= NORMINV 0.2,10,4( )= 6.63

29. 16-29Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Using Pricing and Revenue
Management in Practice
1. Evaluate your market carefully
2. Quantify the benefits of revenue
management
3. Implement a forecasting process
4. Keep it simple
5. Involve both sales and operations
6. Understand and inform the customer
7. Integrate supply planning with revenue
management

30. 16-30Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
Summary of Learning Objectives
1. Understand the role of revenue
management in a supply chain
2. Identify conditions under which
revenue management tactics can be
effective
3. Describe trade-offs that must be
considered when making revenue
management decisions

31. 16-31Copyright ©2013 Pearson Education, Inc. publishing as Prentice Hall.
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