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certainty
The buyer’s action is to shift its purchasing decision
toward the supplier offering the preferred transport
service
The profit may defray a premium transport service
and encourage supplier to seek the transport service
appealing to the buyer rather than simply the one
offering the lowest cost
transport service selection becomes a joint decision
between supplier and buyer
supplier competes for the buyer’s patronage through
the choice of a transport mode
buyer responds to the choice by offering the supplier
more business
more business will depend on the transport service
differential created among competing suppliers
supplier will not settle on a single transport service in a
dynamic, competitive environment
Example 2
A manufacturer purchases 3,000 cases of plastic
parts valued at $100 per case from two suppliers
purchases are currently divided equally between
the suppliers
supplier uses rail transport and achieves the same
average delivery time
if for each day that a supplier can reduce the
average delivery time, the manufacturer will shift
5% of its total purchases, or 150 cases, to the
supplier
supplier earns a margin of 20% per case before
transportation charges
Supplier A would like to consider whether it would
be beneficial to switch from rail to air or truck
modes
Transport Mode Transport Rate Delivery Time
Truck 6.00 4
Air 10.35 2
Profit comparison for Supplier A’s
Transport Modal Choices
one-way streets, or