We detail how a logistics client tackled fragmented pricing data across three distinct systems, impacting their operational efficiency and sales.
The Problem with Silos
Our client, a mid-sized logistics provider, faced a common issue: pricing data was scattered. Three separate operational systems each held their own version of rate tables and customer-specific discounts. This created significant friction.
Imagine a sales representative quoting a rate for a new route. They had to cross-reference three different screens, sometimes even calling operations to confirm. This wasn't sustainable.
We saw quote accuracy drop to 85% on new business, based on internal audits. Existing customers often received inconsistent rates for the same service, leading to friction and renegotiations.
This manual reconciliation cost them an estimated 15 hours per week in sales and operations time, just on pricing discrepancies.
Our Approach to Consolidation
We began by mapping the existing pricing logic within each system. Each had its quirks; one prioritized origin-destination pairs, another focused on weight breaks, the third on specialized freight types.
Our goal was not to rebuild, but to create a single source of truth for pricing. We designed a central pricing engine that could ingest data from all three systems.
This engine applied a hierarchical rule set. If a specific customer contract existed, that took precedence. Otherwise, it defaulted to a lane-based rate, then a general service rate.
- We identified 24 distinct pricing rules across the three legacy systems.
- We consolidated these into 9 core rules within the new engine.
The Outcome
Implementing the central pricing engine took 14 weeks. The initial integration was complex, but the long-term benefits were clear.
Accuracy improved dramatically. Quote accuracy for new business jumped to 98% within two months. This meant fewer re-quotes and faster sales cycles.
Operational teams saved an average of 10 hours per week previously spent on correcting pricing errors. They could now focus on service delivery.
The sales team reported a 20% increase in the number of quotes issued per day. They spent less time on data retrieval and more on customer engagement.
This project demonstrated that even with entrenched legacy systems, strategic consolidation can deliver tangible results. Fragmented data costs money; unified data generates value.
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