Shipment Flow Analysis & Competitive Pricing
Turning real shipment data into practical pricing insights that helped Local Sales evaluate opportunities and compete for customer volume.
This was a local sales-support activity, not a central tender-management or pricing-team function. I worked behind the scenes to help Local Sales representatives assess customer shipment flows and evaluate proposed rates. I did not contact customers or lead negotiations.
Make a complex shipment flow easier to price
Sales representatives sometimes received a prospective customer’s shipment-flow data, often exported from a competitor’s system. The files contained real shipment parameters such as weight, quantity, volume, loading location and delivery destination.
The task was to calculate what that same flow would cost under our proposed offer and understand how competitive the total would be — as well as how the result differed by transport direction.
Behind-the-scenes analytical support
Prepare and calculate
I used Excel formulas to apply our proposed rates to the customer’s shipment data and calculate the resulting costs across the flow.
Summarise and compare
I used pivot tables to aggregate results and compare pricing across different directions and shipment groups, making the findings easier for the sales representative to use.
From raw shipment data to a pricing decision
01. Analyse the flow
Review shipment weights, quantities, volumes and origin–destination combinations in the customer’s file.
02. Apply our proposed rates
Use Excel formulas to recalculate the same shipment flow using the rates prepared for the prospective customer.
03. Compare by direction
Use pivot tables to assess the overall cost and identify lanes where our offer was cheaper or more expensive than the competitor’s.
04. Support rate adjustments
Share the analysis with the sales representative, who could review proposed rates and decide how to position the offer in negotiations.
Example of a lane-level price comparison
Fictional dataNote: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
Show where the offer could win
The analysis gave Local Sales a clearer view of the commercial opportunity. Sometimes the proposed rates could support a lower total cost; in other cases, the strongest opportunity was limited to selected directions. That helped the sales representative focus on where the offer could compete and potentially win part of the customer’s shipment volume.