Case Study: PostNord achieves smarter, more competitive pricing with PA Consulting

Using sophisticated pricing techniques to compete more intelligently

PostNord, the state-owned parcels and logistics provider in Denmark, needed a simpler and more competitive pricing model for its e-Commerce & Logistics business unit. With more than 10,000 customers and varying rates by profile and volume, the company wanted to move to standard pricing for smaller customers and cost-based pricing for major customers. PA Consulting helped address this challenge with a sales calculation tool and pricing approach.

PA Consulting developed a sales calculation tool that estimates customer-specific cost-to-serve using factors such as parcel volume, destinations, and redelivery likelihood. This gave PostNord’s sales teams faster, more accurate pricing guidance for major accounts while protecting margins, improved invoicing and contract monitoring, and strengthened compliance documentation. The cost-to-serve approach was rolled out across all service lines, giving PostNord clearer insight into costs and margins to support smarter business planning.

PostNord

Christopher Øtsby Andersen

Head of Customer Consulting