Let’s talk price

Getting the C-suite involved boosts the ability to get high rates

Pricing power—or the ability to raise rates without losing a customer—is hard to achieve in a commoditized business like transportation.  But a report from Simon-Kucher & Partners gives reason to hope. The firm’s Global Pricing Study 2012, a survey of more than 2,700 executives and managers, said profits rise sharply when C-level executives take an active role in pricing.  When the bigwigs commit to owning price, the result is a whopping 28% increase in EBITDA.

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