The Intersect
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Cruise Lines: When do you Upgrade versus Discount?

Cruise Lines continue to encounter an all-too-familiar issue that many in the travel industry face: how do you sell inventory before it expires?  Once a voyage departs, empty cabins are expired inventory, which means no ticket, on-board, or excursion [...]

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Leverage Data like a World Cup Champion

The World Cup finals are here, and already we’ve seen four matches resolved via penalties! Negotiating a long-term shipping contract can feel much like a showdown at the penalty spot against your client. Do you have the insights and analytics to secure a [...]

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Your customers aren’t all the same, so why do you price them that way?

The ideal pricing strategy for most B2B companies is to charge every customer exactly how much they are willing to pay in order to extract every last drop of consumer surplus (Figure (a)).

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Don’t Engage in the Race to the Bottom – Fill Your Ship Strategically

With everything going on in the world today, from political trade wars to increased commoditization of your industry, the last thing you want to do is guess how the market will respond to your price.

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Auto Industry Leaders Need to Act Now Against Slowing Sales

It’s a good time to be a car buyer. The hurricane-replacement bump aside, new car sales are softening after seven years of growth since the Great Recession, and dealers are offering the biggest discounts in years. Market conditions are the main culprit, [...]

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Testing Procedures for Enterprise Revenue Management and Pricing Systems

As I described in a previous blog, an Enterprise Revenue Management and Pricing System (ERMPS), is a long-term commitment of your company towards increasing the sophistication and personalization of Revenue Management practices, leading to a significant [...]

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RA Mile 0: Are You Ready to Battle Amazon?

In the last two years, Amazon has set its sights on expanding and controlling the shipment of their deliveries to consumers. If you are a trucking or intermodal shipper, now is the time to take a closer look at the history of Amazon’s prior expansions, [...]

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You can drive 200+ basis points of margin

A well-known, highly-valued brand? Check. A strong market position? Check. A talented leadership team? Check. A competent sales team with strong customer relationships? Check. You’ve seemingly got all the pieces in place, so why’s it so hard to drive [...]

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