transportation costs and pricing transportation costs fob vs delivered pricing value of...
TRANSCRIPT
![Page 1: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/1.jpg)
Transportation Costs and Pricing
Transportation Costs
FOB vs Delivered Pricing
Value of Service/Differential Pricing
Optimal Pricing
Factors that Affect Rates
Weight Breaks
Rate Negotiation
![Page 2: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/2.jpg)
Transportation Costs and Pricing
Types of CostsFixed Costs
Variable CostsCommon CostsJoint Costs
Sources of Costs
The WayTerminalsVehicles
Transportation Costs
![Page 3: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/3.jpg)
Transportation Costs and Pricing
Free on BoardFOB Origin (Buyer Owns Goods in Transit)FOB Destination (Seller Owns Goods in Transit)Prepaid vs Collect/Allowed vs Charged Back
Delivered Pricing
Seller Retains Ownership in TransitSeller Arranges TransportationSeller Files Freight ClaimsAverage Transportation Market ExpansionPhantom FreightFreight Absorption
FOB vs Delivered Pricing
![Page 4: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/4.jpg)
Transportation Costs and Pricing
.C1C2
Delivered Price to all = $13/cwt
FOB vs Delivered Pricing
FOB Plant= $10/cwt
Rate to C2 = $4/cwtRate to C1 = $2/cwt
C1 pays more than fobC2 is subsidized
![Page 5: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/5.jpg)
Transportation Costs and Pricing
FOB Destination, Freight Allowed: Buyer is allowed to deduct the freight charges from the invoice. FOB Origin, Charged Back: Seller is allowed to add freight charges to the invoice. FOB Destination, Collect and Allowed: Buyer pays freight but deducts it from the invoice. FOB Origin, Prepaid and Charged Back: Seller pays the fright but adds it to the invoice.
Forms of FOB Pricing
![Page 6: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/6.jpg)
Transportation Costs and Pricing
What is it?Why Use it?
High Fixed CostsExcess CapacityOpportunityCompetition
When is it Profitable?
When Above Full CostWhen Below Full Cost If:
Above Variable CostExcess CapacityElastic Demand
Value of Service/Differential Pricing
![Page 7: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/7.jpg)
Transportation Costs and Pricing
Unwise Truck Lines
The Unwise Truck Lines Company operates five pieces of equipment daily over five routes with end points in common. The company just hired a new comptroller who is studying the profitability in order to determine which, if any, of the routes are not covering full costs, and, thus, not contributing to profits. He found that each route incurred $500 per day in variable operating expenses and earned the following revenue per day: Route 1 = $1,440; Route 2 = 1,220; Route 3 = 960; Route 4 = 800; Route 5 = 640. The new comptroller has stated that any route showing a loss after variable costs and a prorated share of overhead will be eliminated. Presently, the daily overhead is $1,500, or $300 per route. If any run is eliminated, overhead will decline by $50. Equipment will be sold to payoff any outstanding debt.
![Page 8: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/8.jpg)
Transportation Costs and Pricing
Should any routes be eliminated?
Revenue Variable Over-Route per Run Cost/Run Gross head Net
1 1,440 (500) 940 (300) 640.002 1,120 (500) 620 (300) 320.003 960 (500) 460 (300) 160.004 800 (500) 300 (300) 0.005 640 (500) 140 (300) (160.00)
![Page 9: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/9.jpg)
Transportation Costs and Pricing
Eliminate Route 5
Revenue Variable Over-Route per Run Cost/Run Gross head Net
1 1,440 (500) 940 (362.50) 577.502 1,120 (500) 620 (362.50) 257.503 960 (500) 460 (362.50) 97.504 800 (500) 300 (362.50) (62.50)
![Page 10: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/10.jpg)
Transportation Costs and Pricing
Eliminate Route 4
Revenue Variable Over-Route per Run Cost/Run Gross head
Net 1 1,440 (500) 940 (466.67) 473.332 1,120 (500) 620 (466.67) 153.333 960 (500) 460 (466.67) (6.67)
![Page 11: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/11.jpg)
Transportation Costs and Pricing
Eliminate Route 3
Revenue Variable Over-Route per Run Cost/Run Gross head Net
1 1,440 (500) 940 (675.00) 265.002 1,120 (500) 620 (675.00) (55.00)
Eliminate Route 2
Revenue Variable Over-Route per Run Cost/Run Gross head Net
1 1,440 (500) 940 (1,300) (360.00)
Eliminate Route 1
![Page 12: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/12.jpg)
Transportation Costs and Pricing
Price Elasticity of Demand
Elasticity = Response in Quantity Sold to a Change in Price
Q%
P%E =
Q%
P%E =
Q%
P%E =
= 1 = Unitary Elasticity
> 1 = Elastic
< 1 = Inelastic
![Page 13: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/13.jpg)
Transportation Costs and Pricing
Elastic
Inelastic
Unitary
P
Q
Price Elasticity of Demand
![Page 14: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/14.jpg)
Transportation Costs and Pricing
Price Elasticity of Demand
Changing Prices
Increase price in an elastic market and decrease revenue
Decrease in price in an elastic market andincrease revenue
Increase in price in an inelastic market andincrease revenue
Decrease in price in an inelastic market anddecrease revenue
![Page 15: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/15.jpg)
Transportation Costs and Pricing
Optimal Pricing
Maximize Profit Where: Marginal Cost Equals Marginal Revenue
Which Financial Statement has Marginal Cost?
Which Financial Statement has Marginal Revenue?
![Page 16: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/16.jpg)
Transportation Costs and Pricing
Optimal PricingMaximizing Revenue
Optimal Pricing
Revenue Curve
Price*
$
Zero Price, Large Q, 0* = 0
High Price, Zero Q, P*0 = 0
8
Inelastic Range Elastic Range
![Page 17: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/17.jpg)
Transportation Costs and Pricing
Profit = Revenue - Cost (p = R - C)
Revenue = Price * Quantity (R = P * Q)
Cost = Fixed Cost + Variable Cost * Q (C = F + VQ)
Quantity = a + bP (Q = a + bP)
(p = R - C)
(R = P * Q)
(C = F + VQ)
(Q = a + bP)
Optimal Pricing
![Page 18: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/18.jpg)
Transportation Costs and Pricing
Y
X
Y = a + bX
a
b (Slope)Intercept
General Form of a Straight Line
Optimal Pricing
![Page 19: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/19.jpg)
Transportation Costs and Pricing
Q
P
Q = a + bP
a
b (Slope)Intercept
Optimal Pricing
General Form of a Straight Line(Quantity Sold is Dependent upon Price)
![Page 20: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/20.jpg)
Transportation Costs and Pricing
Optimal Pricing
Q = a + bP
However, the slope (b) is probably negative, but that must be determined)
General Form of a Straight Line(Quantity Sold is Dependent upon Price)
![Page 21: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/21.jpg)
Transportation Costs and Pricing
p = [PQ - (F + VQ)]Q = a + bP
p = [P(a + bP) - (F + V(a + bP))]
p = [aP + bP2 - (F + aV + bVP)]
p = aP + bP2 - F - aV - bVP
To maximize Profit, set 1st derivative = zero, solve for P
Optimal Pricing
![Page 22: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/22.jpg)
Transportation Costs and Pricing
p = aP + bP2 - F - aV - bVP
First Derivative =
p' = [aP + bP2 - F - aV - bVP]
To maximize Profit, set 1st derivative = zero, solve for P
p' = a + 2bP - bV = 0
2bP = -a + bV
-a V+
2b 2P* =
Optimal Pricing
![Page 23: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/23.jpg)
Transportation Costs and Pricing
Price
Slope Positive Slope Negative
Slope = Zero
*
Profit = aP + bP2 - F - aV - bVP
Optimal Pricing
$ Profit Curve
![Page 24: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/24.jpg)
Transportation Costs and Pricing
Cost Related Commodity Factors
Route Factors Demand Related Commodity Factors
Route Factors
Factors that Affect Rates
![Page 25: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/25.jpg)
Transportation Costs and Pricing
Commodity Factors Loading CharacteristicsSusceptibility to Loss and DamageVolume of TrafficRegularity of MovementEquipment Requirements
Route FactorsDistanceOperating ConditionsTraffic DensityBackhaul
Factors that Affect RatesCost Related
![Page 26: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/26.jpg)
Transportation Costs and Pricing
Commodity FactorsValue of CommodityEconomic Conditions of User IndustryCompeting Rates
Route Factors
Competition with Other CarriersCompetition in Shipper Industry Competition in Receiver Industry Traffic Density
Factors that Affect RatesDemand Related
![Page 27: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/27.jpg)
Transportation Costs and Pricing
Weight Breaks
A point of indifference between a given rate and a rate charged for a larger volume
TL
LTL
Volume
$
![Page 28: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/28.jpg)
Transportation Costs and Pricing
TL * MW = LTL * X
Example:TL = $8.00/cwtMW = 40,000LTL = $20.00
8*400 = 20* X3200/20 = XX = 160 or 16,000 lbs
If shipment is less than 16,000 lbs, ship LTLIf shipment is over 16,000 lbs, ship TL as full TL (40,000lbs)
Weight Breaks
![Page 29: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/29.jpg)
Transportation Costs and Pricing
New Business
Threat of Loss of Old Business
Rule of Analogy (Protests)
Bases of Power
Reward
Coercive
Legitimate
Referent
Expert
Know the Cost of Your Next Best Alternative
Rate Negotiation
![Page 30: Transportation Costs and Pricing Transportation Costs FOB vs Delivered Pricing Value of Service/Differential Pricing Optimal Pricing Factors that Affect](https://reader035.vdocuments.site/reader035/viewer/2022081503/56649de95503460f94ae4b11/html5/thumbnails/30.jpg)
Transportation Costs and Pricing
Determining PricesLTL vs TLTapering RatesClass RatesTariff Example