Pricing and Revenue Management in the Supply Chain
Outline The
Role of Revenue Management in the Supply Chain
Revenue
Management for Multiple Customer
Segments Revenue Management for Perishable Assets Revenue
Management for Seasonable Demand
Revenue
Management for Bulk and Spot Customers
sing
Revenue Management in Practice
Summary
of !earning "b#ectives
The Role of Revenue Management in the Supply Chain Revenue
management managem ent is the use of pricing to increase the profit generated from a limited supply of supply chain assets
Supply
assets e$ist in t%o forms& capacity and inventory
Revenue
management managem ent may also be defined as the use of differential pricing based on customer segment' time of use' and product or capacity availability to increase supply chain profits
Most
common e$ample is probably in airline pricing
Conditions Under Which Revenue Management Has the Greatest Effect The
value of the product varies in different market segments ()$ample& airline seats* The product is highly perishable or product %aste occurs ()$ample& fashion and seasonal apparel* Demand has seasonal and other peaks ()$ample& products ordered at Ama+on,com ma+on,com** The
product is sold both in bulk and on the spot market ()$ample& o%ner of %arehouse %ho can decide %hether to lease the entire %arehouse through long-term contracts or save a portion of the %arehouse for use in the spot market*
Revenue Management for Multiple Customer Segments .f
a supplier serves multiple customer segments %ith a fi$ed asset' the supplier can improve revenues by setting different prices for each segment
Prices
must be set %ith barriers such that the segment %illing to pay more is not able to pay the lo%er price
The
amount of the asset reserved for the higher price segment is such that the e$pected marginal revenue from the higher priced segment e/uals the price of the lo%er price segment
Revenue Management for Multiple Customer Segments p! 0 the price charged to the lo%er price segment p1 0 the price charged to the higher price segment D1 0 mean demand for the higher price segment σ1 0 standard deviation of demand for the higher price segment
C1 0 capacity reserved for the higher price segment s egment R 1(C1* 0 e$pected marginal marginal revenue from reserving more capacity 0 Probability(demand from higher price segment 2 C 1* $ p1 R 1(C1* 0 p! Probability(demand from higher price segment 2 C 1* 0 p! 3 p1 C 0 4-5(5- p 3p ' D 'σ * 0 6"RM.67(5- p 3p ' D 'σ * 1
!
1
1
1
!
1
1
1
Eample ! To "rom Truc#ing Revenue from segment A 0 p A 0 89,:; per cubic ft Revenue from segment B 0 p B 0 89,:; per cubic ft Mean demand for segment A 0 D A 0 9';;; cubic ft Std dev of segment A demand 0 σA 0 5';;; cubic ft C A 0 6"RM.67(5- pB3pA' DA'σA* 0 6"RM.67(5- (<,;;39,:;*' 9;;;' 5;;;* 0 <'=<; cubic ft .f pA increases to 8:,;; per cubic foot' then C A 0 6"RM.67(5- pB3pA' DA'σA* 0 6"RM.67(5- (<,;;3:,;;*' 9;;;' 5;;;* 0 9'<:9 cubic ft
Revenue Management for $erisha%le &ssets Any
asset that loses value over time is perishable
)$amples&
high-tech products such as computers and
cell phones' high fashion apparel' underutili+ed capacity' fruits and vegetables T%o
basic approaches&
> 7ary price over time to ma$imi+e e$pected revenue > "verbook sales of the asset to account for cancellations
Revenue Management for $erisha%le &ssets "verbooking
or overselling of a supply chain asset is valuable if order cancellations occur and the asset is perishable
The
level of overbooking is based on the trade-off bet%een the cost of of %asting the asset if to too o many cancellations lead to unused assets and the cost of arranging a backup if too fe% cancellations lead to committed committe d orders being larger than the available capacity
Revenue Management for $erisha%le &ssets p 0 price at %hich %hich each unit of the asset is sold c 0 cost of using or producing each unit of the asset b 0 cost per unit at %hich a backup ccan an be used in the case of asset shortage C% 0 p > c 0 marginal cost of %asted capacity Cs 0 b > c 0 marginal cost of a capacity shortage "? 0 optimal overbooking level s? 0 Probability(cancellations @ "?* 0 C% 3 (C% Cs*
Revenue Management for $erisha%le &ssets .f the distribution of cancellations is kno%n to be normal %ith mean µc and standard deviation σc then -5
c
c
c
c
"? 0 4 (s?' µ ' σ * 0 6"RM.67(s?' µ ' σ * .f the distribution of cancellations is kno%n only as a function of the booking level (capacity ! overbooking "* to have a mean of µ(!"* and std deviation of σ(!"*' the optimal overbooking level is the solution to the follo%ing e/uation& " 0 4-5(s?'µ(!"*'σ(!"** 0 6"RM.67(s?'µ(!"*'σ(!"**
Eample Cost of %asted capacity 0 C % 0 85; per dress Cost of capacity shortage 0 C s 0 8: per dress s? 0 C% 3 (C% Cs* 0 5;3(5;:* 0 ;, µc 0 =;; σc 0 E;; "? 0 6"RM.67(s?' µc'σc*
0 6"RM.67(;,'=;;'E;;* 0 F9 .f the mean is 5:G of the booking level and the coefficient of variation is ;,:' then the optimal overbooking level is the solution of the follo%ing e/uation& " 0 6"RM.67(;,';,5:(:;;;"*';,;:(:;;;"** sing )$cel Solver' "? 0 5'55:
Revenue Management for Seasonal 'emand Seasonal
peaks of demand are common in many supply
chains
)$amples& Most retailers achieve a large portion of total annual demand in December (Ama+on,com (Ama+on,com** "ff-peak
discounting can shift demand from peak to non-peak periods
Charge
higher price during peak periods and a lo%er price during off-peak off-peak periods
Revenue Management for (ul# and Spot Customers
Most consumers of production' %arehousing' and transportation assets in a supply chain face the problem of constructing a portfolio of long-term long -term bulk contrac contracts ts and short-term sho rt-term spot market contracts
The basic decision is the si+e of the bulk contract
The fundamental trade-off is bet%een %asting a portion of the lo%-cost bulk contract and paying more for the asset on the spot
market Hiven that both the spot market price and the purchaserIs need for the asset are uncertain' a decision tree approach as discussed in Chapter should be used to evaluate the amount of long-term
bulk contract contra ct to sign
Revenue Management for (ul# and Spot Customers 4or the simple case %here the spot market price is kno%n but demand is uncertain' a formula can be used cB 0 bulk rate cS 0 spot market price J? 0 optimal amount of the asset to be purchased in bulk p? 0 probability that the demand for the asset does not e$ceed J? Marginal cost of purchasing another unit in bulk is c B, The e$pected marginal cost of not purchasing another unit in bulk and then purchasing it in the spot market is (5-p?*cS,
Revenue Management for (ul# and Spot Customers .f the optimal amount of the asset is purchased in bulk' the marginal cost of the bulk purchase should e/ual the marginal cost of the spot market purchase' or ce$pected B 0 (5-p?*cS Solving for p? yields p? 0 (cS > cB* 3 cS .f demand is normal nor mal %ith mean µ and std deviation σ' the optimal amount J? to be purchased in bulk is J? 0 4-5(p?'µ'σ* 0 6"RM.67(p?'µ'σ*
Eample Bulk contract cost 0 cB 0 85;';;; per million units Spot market cost 0 cS 0 85<':;; per million units µ 0 5; million units σ 0 E million units
p? 0 (cS > cB* 3 cS 0 (5<':;; > 5;';;;* 3 5<':;; 0 ;,< J? 0 6"RM.67(p?'µ'σ* 0 6"RM.67(;,<'5;'E* 0 ,9 The manufacturer should sign a long-term bulk contract for ,9 million units per month and purchase any transportation capacity beyond that on the spot market
Using Revenue Management in $ractice )valuate
your market carefully
Juantify
the benefits of revenue management
.mplement a forecasting process Apply optimi+ation to obtain the
revenue
management decision .nvolve
both sales and operations
nderstand .ntegrate
and inform the customer
supply planning %ith revenue management
Summary of )earning O%*ectives Khat
is the role of revenue managem management ent in a supply chainL
nder
%hat conditions are revenue management tactics effective effectiveLL
Khat
are the trade-offs that must be considered %hen making revenue management decisionsL