Study: Pricing Maturity in T&L

Summary

Open Pricer has conducted a study to assess the maturity of transportation companies in terms of Pricing in partnership with ESSCA (Graduate Business School) / University of Angers, specialized in Pricing, and the Professional Pricing Society (PPS), the leading global organization for Pricing professionals.

One hour qualitative interviews were led among 10 representative companies of the industry (express, courier, cargo), followed by a quantitative phase to which 50 participants of 36 companies answered.

These respondents, mainly based in Europe, work in pricing, sales, marketing or management within companies with an annual turnover between 20 millions and tens of billions euros.

If most respondents estimate that their company is quite effective in terms of pricing, an in depth analysis shows there is a variety of approaches, organizations and tools.

These differences can partially be explained by the diversity of activities covered by goods transportation, from the integrator focusing on groupage to the carrier offering custom-based solutions.

But beyond these structural differences, the most advanced companies in terms of pricing are characterized by:

• An organization placing Pricing at the heart of responsibilities.
• A dynamic management of required data, including price grids, based on powerful systems and structured databases.
• Documented processes, including quotation, offering the best balance between simplicity for most cases and precision for demanding cases.
• The importance given to price and value markup against competitors, at least as important as the importance given to margin.
• The ability to constantly improve business processes in order to keep one step ahead of competitors.

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