Transportation National Group

By tapping into yield management techniques used by the airline industry, can a trailer leasing company optimize pricing?
Garret J. van Ryzin  | Spring 2008
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Consultant Tom Li, an expert on the airline industry's use of yield management, had been asked by two colleagues to speak with trailer-leasing client TNG about the technique, which incorporates customer segmentation and other steps to optimize pricing. Li felt unsure whether the technique would work in trailer leasing, a highly fragmented commodity business in which companies rent out semitrailers to customers needing to ship merchandise. In this case students examine the trailer-leasing industry and lease data from one of TNG's branches before deciding whether yield management should be introduced by TNG management.

Case ID: 070202
Supplemental Materials: Teaching Note, Solutions Spreadsheets , Student Dataset

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