MODELING WHOLESALE PRICE SCHEDULES TO REDUCE DOUBLE MARGINALIZATION

1 ) A method executed by a computer, comprising:

determining, for a sale of a product and a post-sale service for the product from a supplier to a retailer, an expected supply chain profit for the sale as a function of an effort cost function of the retailer, a quantity of the product ordered, and an expected revenue of the retailer; and

determining a wholesale price schedule that is a function of the quantity of the product ordered by the retailer, wherein the wholesale price schedule reduces effects of double marginalization on the sale of the product and the post-sale service.

2 ) The method of claim 1 , wherein the expected revenue of retailer R(Q, ν) is given by:

R ( Q, ν)=( p′−s ) E min( Q, D ν )+ sQ,

wherein Q is the quantity of the product ordered by the retailer, ν is a sales effort for the product exerted by the retailer, p′ is a retail price of the product plus an expected profit for the post-sale services minus cost of sales effort for services, D ν is a demand for the product, and s is a salvage value for the product.

3 ) The method of claim 1 , wherein the expected supply chain profit π c (Q, v) is given by:

π c ( Q, ν)=− k (ν)− cQ+R ( Q, ν),

wherein Q is the quantity of the product ordered, ν is a sales effort for the product exerted by the retailer, k(ν) is a cost of product sales effort ν, c is a unit cost of the product to the supplier, and R(Q, ν) is the expected revenue of the retailer.

4 ) The method of claim 1 wherein the wholesale price schedule w(Q) is given by:

w ( Q )=γ c +(1−γ)[ R ( Q, ν( Q ))− k (ν( Q ))]/ Q,

wherein γ is a fraction of the expected supply chain profits given to the retailer, c is a unit cost of the product to the supplier, Q is the quantity of the product ordered by the retailer, k(ν(Q)) is a cost of effort exerted by the retailer to sell Q, and R(Q, ν(Q)) is the expected revenue of the retailer. 5) The method of claim 1 further comprising, determining a retail price of the product plus an optimal expected profit for the post-sale service net of effort cost p′ which is given by:

p′=p+r′a′−v ( a ′),

wherein p is the retail price of the product, a′ is a level of effort made by the retailer to attach services, r′ is a total margin earned on each unit of services by the supplier and retailer, ν(a′) is a cost of attach effort a′ incurred by the retailer to sell the product.

6 ) The method of claim 1 , wherein the supplier sells the post-sale service to the retailer at cost leaving profit from a sale of the post-sale service to the retailer.

7 ) The method of claim 1 , wherein the wholesale price schedule includes prices that decrease with increased order quantity by the retailer of the product.

8 ) A method executed by a computer to build a model of expected profits of a retailer and a supplier in a supply chain, the method comprising:

calculating, for a product and an ancillary service sold to the retailer by the supplier, expected profits of the retailer and the supplier as a function of a quantity of the product ordered by the retailer, product sales effort by the retailer, and an effort parameter of the retailer; and

building the model of the expected profits of the supply chain as a function of the quantity of the product ordered by the retailer, the product sales effort by the retailer, and the effort parameter of the retailer.

9 ) The method of claim 8 , wherein the expected profits of a coordinated supply chain π c (Q, ν, a) are given by:

π c ( Q, ν, a )=π R ( Q, ν, a|c, r ′),

wherein Q is a quantity of the product ordered by the retailer, ν is the product sales effort by the retailer, a is the effort parameter of the retailer, c is a unit cost of the product to the supplier, and r′ is a total margin earned on each unit of services by the supplier and the retailer.

10 ) The method of claim 8 , wherein expected profits of the supplier π s (Q, ν, a|w, r) are given by:

π s ( Q, ν, a|w, r )=( w−c ) Q +( r′−r ) aE min( Q, D ν ),

wherein Q is a quantity of the product ordered by the retailer, ν is the product sales effort by the retailer, a is the effort parameter of the retailer, c is a unit cost of the product to the supplier, r′ is a total margin earned on each unit of services by the supplier and the retailer, and w is a wholesale price of the product.

11 ) The method of claim 8 , wherein expected profits of the retailer π R (Q, σ, a|w, r) are given by:

π R ( Q, ν, a|w, r )=− k (ν)−( w−s ) Q +( p+ra−v ( a )− s ) E min( Q, D ν ),

wherein Q is the quantity of the product ordered by the retailer, ν is the product sales effort by the retailer, a is the effort parameter of the retailer, D ν is a demand for the product, and s is a salvage value for the product, k(ν) is an effort exerted by the retailer, r is a margin earned by the retailer on the ancillary service, and w is a wholesale price of the product.

12 ) The method of claim 8 , the model of expected profits shares profits between the retailer and the supplier from the sale of the product to reduce double marginalization on the sale of both the product and the ancillary service.

13 ) A method executed by a computer, comprising

calculating costs for attaching a post-sale service to a product when a supplier provides the product to a retailer and sells the post-sale service to the retailer for no profit leaving profit from a sale of the post-sale service to the retailer; and

generating, from the costs, a wholesale price schedule of prices to sell the product to the retailer to reduce effects of double marginalization on a sale of the product and the post-sale service.

14 ) The method of claim 13 further comprising, determining the wholesale price schedule with the prices that decrease with increase order quantity by the retailer of the product.

15 ) The method of claim 13 , wherein the supplier chooses what fractions of a supply chain profit are received by the supplier and by the retailer.

16 ) The method of claim 13 further comprising, computing prices at which to sell the product from the supplier to the retailer given that the supplier performs the post-sale service for a customer who purchases both the product and the post-sale service from the retailer.

17 ) The method of claim 13 , wherein the supplier sells the post-sale service to the retailer for no profit but recoups lost profit on sale of the post-sale service by increasing wholesale prices for the product sold to the retailer.

18 ) The method of claim 13 , wherein the wholesale price schedule provides wholesale prices for the product to the retailer such that some profit from a sale of the post-sale service are given to the retailer and the wholesale prices are higher than prices in absence of the retailer selling the post-sale service.

19 ) The method of claim 13 , wherein the wholesale price schedule has an upper bound to limit an amount of the product the retailer is allowed to order from the supplier.

20 ) The method of claim 13 , wherein the retailer controls a sales effort and retail sale prices for selling both the product and the post-sale service when the supplier provides the post-sales service to a customer who purchases the product.