Our client, a port operator, had started identifying tariff adjustment opportunities that had proven to have a relevant impact on margins. However, it lacked a defined methodology for the survey and evaluation of initiatives of this nature.
In this context, SummaPartners helped them to identify additional initiatives, prioritize efforts, detail and identify enablers for each initiative, and accelerate the capture of the opportunities addressed, scaling them to all ports in a differentiated manner according to the market reality of each one.
Understanding the competitive environment in three different ports, we developed an opportunity identification methodology based on various levels (fix the basics, value-based pricing strategy, and commercial systematics) and raised opportunities in all three dimensions. In addition, we identified commercial planning processes and rituals necessary to perpetuate the Pricing and Revenue Management (PRM) culture, and we conducted a workshop with ten port terminals to roll out the methodology.
The work carried out resulted in the identification of +45 PRM initiatives with a potential impact of USD 18 MM, while the implementation pipeline for opportunities of Wave 1 corresponded to a total of USD 4.5 MM.
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