Systems
The name of the customer facing platform used to request a UP rail rate.
PQM
Boxcar vs. Intermodal is an example of a consideration when addressing which key pricing question?
How does similar business compare?
LTVC is the acronym for this.
Long-term variable cost.
This is the first thing you should do when a customer requests a new rail rate.
Check for an existing rate.
The topic that was not covered in this module.
1. Price
2. Delegation of authority
3. Core competencies
3. Core competencies
This UP business intelligence tool provides volume and revenue information, but not the financials tied to shipments.
F990
When considering market position, name one of UP's leverage points.
Customer experience, resources, accessibility, optionality.
DOA stands for.
Delegation of Authority
This financial term refers to revenue minus cost.
Contribution
Name of the subject matter expert who talked to us about ROI.
Cindy Kastens
Described as an, "Orbitz-like experience," what is the name for Loup's transactional Intermodal price quote system?
Quoteline
Short term strategies to maximize assets is an example of this.
Pricing for excess capacity (Does the pricing fit our assets and capacity)
Rent, salary, utilities, raw materials, packaging, distribution -- these are examples of what?
Fixed and variable costs.
True or false -- a rail customer can ship without a rate?
True
The name of the Market Strategy Module leadership sponsor AND his/her current role.
Mike Parker, AVP - Loup Logistics.
This UP business intelligence tool includes shipment profitability data.
CPMS
Name one of the four key Loup Intermodal pricing questions.
1. Has the BCO been penetrated by Union Pacific?
2. What is the customers relationship with the shipper?
3. Do we have an effective drayage solution?
4. Are the freight dynamics conducive to intermodal?
Increasing price, reducing costs and reducing capital needs are levers one can pull to increase this.
ROI (return on investment)
This financial term refers to revenue divided by cost.
PI
Name at least three (of seven) key pieces of information needed to develop a rail rate for a customer.
Send Freight, Shipper, Origin/Serving Carrier, Destination/Serving Carrier, Volume, STCC, Equipment Type
This web based pricing application was introduced to M&S as a way to reduce low value work.
PROS
A substitute product is a key consideration when analyzing this pricing question.
What are the next best alternatives?
The CPMS 'flag' that indicates fully costed shipments.
Gold-book indicator
Rate + Fuel Surcharge – Handling Carrier Fees is this.
Net revenue.
This musical group is also the name of an internal price document management system.
Genesis.