[Transportation Case Study] Granular Pricing Delivers Results

January 29, 2015

This global, $8 billion logistics, shipping and transportation service provider knew there was significant room for improvement in the way prices were set. After all, it had 150 operations in six continents that shipped about 20 million containers on hundreds of vessels around the world. Prices were set based on where the shipment was coming from, where it was going and the weight of the shipment.


To price these transactions, sales reps sent requests to centralized price analysts who tackled the queue one request at a time. In most cases, a request would bounce back and forth between sales reps and price analysts until the customer accepted the price. At times, this back-and-forth process resulted in ten pricing iterations. The company badly needed to collapse and streamline its quoting process. Read this case study to learn how pricing analysts and sales teams went from good to great in their pricing practices and realized a gross margin dollar benefit of more than two percent of sales. 

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