“look, it's a positive trajectory on rev per piece and it's clearly an area of focus as we move from our year-one to our plus two strategy.”

In context

“er, base rate added about 90 basis points of improvement to rev per piece. In the third quarter, that jumped to 170 basis points. Now as we translate into the fourth quarter, we actually expect rev per piece to inflect positive in the U.S. and that's really driven by a couple of things. Look, we talked about actions that we were going to take around specific customers that were enabled by our architecture of tomorrow and the work that we've been doing and investments have been made to create more sensitive demand channels, DAP and AOT and the modifiers. And we're leveraging those in order to make adjustments to help drive rev per piece. The other thing is what we're doing on the surcharging and the GRIs that we will continue to see lift as we go through the fourth quarter and into '25. So look, it's a positive trajectory on rev per piece and it's clearly an area of focus as we move from our year-one to our plus two strategy. Carol Tome: And pricing architecture of tomorrow is really moving from the art to the science of pricing. And one of the elements of this architecture are modifiers that we use, modifiers that can provide discounts to our customers or modifiers that allow us to increase the price. And I'll just give you a real life example of what happened in the third quarter to help you understand. In the third quarter, we had a discount modifier that we adjusted, basically test the elasticity. We reduced the discount by 25%, which increased the RPP by 12% and reduced the volume by 26%. We liked that trade. And because it's a modifier, it's not a contract that has to be reopened and renegotiated. You just adjust the model. And this is just one element of pricing architecture of tomorrow that we will use”