Under a context of low margins with opacity in cost distribution between businesses and customers, as well as the lack of a value proposition suited to each customer's reality, a transportation and logistics company needed to review its service model and commercial system based on a clear value proposition.
At SummaPartners, we helped them develop a standardized and unique methodology to evaluate the total cost per route, customer, and type of cargo (costing model). We segmented their customers based on characteristics and needs, as well as on the company's strategic objectives with each one of them. We developed a service model and value proposition by segment, a pricing strategy associated with value, and a robust commercial system with processes, tools, KPIs, and incentives according to the defined model.
This project introduced a series of guidelines and tools to manage their client portfolio coherently and competitively:
Systematization of the new costing model
Redefinition of tariffs
Adjustments to the commercial structure
If your company is considering working on a clients and revenue strategy to reach its maximum potential, please contact us.