Transportation & Logistics

Simon-Kucher has partnered with leading players in the logistics market when they want to extract profit for the value they deliver. Our projects over the last decade cover everything from letters to containers and strategy to implementation. We have conducted projects on four continents for carriers, freight forwarders and ports.
The logistics arena has experienced many changes of fortune over the last decade:

  • Highly dynamic fuel prices and developing effective fuel surcharge policies
  • Previously state-owned/run services, learning to operate more efficiently in highly competitive, deregulated markets
  • Many big deals and longer term contracts causing long-term forecasting issues
  • Ports and container organizations dealing with turnover decreases and in response, turning to damaging price defense activities
  • Organizations facing complex price lists and lots of price points
  • Firms suffer from lack of “sales orientation“ in maturing markets

These issues alone provide transport and logistics organizations with a multitude of challenges.

  • End-to-end pricing process optimization for an aircargo carrier; realizing benefits of 0.7m (annualized) within three months
  • Development of innovative discount structures and surcharges for a CEP business; just one new surcharge delivering an upside of 1m euros in under a year
  • Product development and price optimization for post-deregulation phase in the postal market; gaining more within existing customer base
  • Price optimization in the rail cargo industry from pricing process redesign to price level changes
  • Optimization of global sales and bidding process for multinational tender
  • Reconfiguration of sales force compensation
  • Peer pricing model developed for an international parcel delivery organization

Selected clients

  • Chronopost
  • DB Schenker
  • De Post
  • Deutsche Post DHL
  • DHL Express
  • DHL Global Forwarding
  • Hellmann
  • Hermes Logistik Gruppe
  • La Poste
  • Lufthansa Cargo
  • Österreichische Post
  • Parcelforce
  • Sernam
  • Swiss Post
  • TFG Transfracht
  • TNT
  • Trans-o-flex