Description
This book, the first of its kind, provides a comprehensive look inside the world of small package pricing, including a 20-year historical review, and the strategies used by carriers to maximize revenue and profit. The cost to ship a package has evolved from a simple formula of weight and distance to a variety of base prices, surcharges, value-added services, dimensional weighing, and minimum charges. Every company has a unique set of package characteristics – a shipping fingerprint – that determines a carrier’s profit margin and, ultimately, the discount opportunity. The reader discovers how to identify and analyze package characteristics to attain a fair and equitable discount, using a proven, time-tested Discount Matrix during price negotiation.
This book is an excellent educational text for undergraduate and graduate students who are pursuing careers in supply chain management, logistics, transportation management, and business administration. It focuses on pricing structure, key cost components, carrier profit margin and its role in determining a discount, and a proven negotiation process. Students assigned this book will gain a thorough understanding of a complex subject, someday applying their knowledge to real world situations.
This book is must reading for all professionals – executive, manager, administrator, and consultant – directly and indirectly involved in small package shipping who desire an in-depth understanding of pricing and successful negotiation tactics. After completion, it will serve as an excellent reference source.
