Pricing Strategies and Revenue Analysis of HTL International (International Freight Forwarder) in Response to Volatile FCL (Full Container Load) Shipping Rates from China
DOI:
https://doi.org/10.46799/ajesh.v4i1.494Keywords:
Full Container Load (FCL), HTL International, Pricing Strategies, Revenue AnalysisAbstract
HTL International faces dynamic variable rates attached to Full Container Load (FCL) shipments from China hubs. HTL has no prospective pricing strategy. To stay afloat in the tide of competition, HTL employs an integrated workforce through pricing policy, financial management, and risk disposition. If HTL considers the cost and risks forehand, it willn’t just remain afloat and position itself on top in Indonesia’s freight forwarding market. This study develops a financial strategy for HTL International to handle Chinese FCL shipping rate fluctuations. The study used internal and external data. There are findings as follows: dynamic pricing proved to be more flexible and profitable, cost-plus pricing provides stability but limits opportunity, 40FT container volumes have the most significant impact on revenue, the freight rate 40FT showed a stronger correlation with revenue compared to 20FT, and sensitivity analysis revealed that HTL’s profitability is highly sensitive to changes in freight rates, variable costs, and container volumes. These findings support the idea that implementing a pricing strategy supported by volume optimization and operational efficiency allows HTL to navigate market volatility effectively. HTL must enhance its operational performance, reduce variable costs, and aim at 40FT container volumes to improve its financial situation. HTL International should implement hybrid pricing policies, maximize 40-foot container usage, and include sensitivity in financial planning, forecasting, predictive analytics, and revenue diversification.
Published
Issue
Section
License
Copyright (c) 2025 Mochamad Ikhsan Adityatama Wiratisna, Subiakto Sukarno

This work is licensed under a Creative Commons Attribution-ShareAlike 4.0 International License.
Authors who publish with this journal agree to the following terms:
- Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution-ShareAlike 4.0 International. that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.
- Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.
- Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work.