Cream skimming

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Cream skimming is a pejorative conceptual metaphor used to refer to the perceived business practice of a company providing a product or a service to only the high-value or low-cost customers of that product or service, while disregarding clients that are less profitable for the company.

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A cream separator, which uses manual centrifugal force to separate cream from milk. Separator, Klosters bruksmuseum.jpg
A cream separator, which uses manual centrifugal force to separate cream from milk.

The term derives from the practice of extracting cream from fresh milk at a dairy, in which a separator draws off the cream (which is lighter, and floats) from fresh or raw milk. The cream has now been "skimmed" or captured separately from the fresh milk.

The idea behind the concept of cream skimming in business is that the "cream" – high value or low-cost customers, who are more profitable to serve – would be captured by some suppliers (typically by charging less than the previous higher prices, but still making a profit), leaving the more expensive or harder to service customers without the desired product or service at all or "dumping" them on some default provider, who is left with less of the higher value customers who, in some cases, would have provided extra revenue to subsidize or reduce the cost to service the higher-cost customers, and the loss of the higher value customers might actually require the default provider to have to raise prices to cover the lost revenue, thus making things worse.

Whether or not the perceived negative effects of cream skimming actually do occur – or only occur in limited circumstances – is a matter of judgment and debate.

Examples

The term has been used in relation to the concept of school vouchers in which it is claimed that the vouchers could be used by parents of "better" students (e.g., students with above average grades who are not disciplinary risks) to move them out of lower performing or substandard state schools and into less-crowded private ones, leaving the "worse" students (e.g., students with learning disabilities or who are troublemakers) behind in the state schools, making the situation worse.

For example, it was believed that MCI and Sprint long-distance telephone companies would end up taking away very high value business and some residential accounts from AT&T, leaving AT&T primarily with higher-cost to service accounts or ones producing less revenue (such as customers in less-densely populated or rural areas), meaning all customers of AT&T would end up paying more. [1] This could conceivably lead to a vicious circle as more customers leave the high-price carrier for the lower priced carrier, thus forcing still more price increases to cover the upward spiraling costs of providing service to a shrinking revenue base. This scenario did not occur, as various technological changes (spurred in part by the availability of competition) eventually lowered the net cost for most long-distance telephone calls. [2]

The United States Postal Service has a monopoly on the delivery of "non-urgent" first-class mail, where delivery is not time-sensitive. It also has the exclusive right to use customer-owned mail boxes for placing the customer's mail for delivery. This means that, even though mail boxes, such as those in the door of a house, or on the curb, or in the front lobby of the customer's building, are owned by the customer, and not owned by the Postal Service, by law only the Postal Service may use them to deliver mail. This law is in effect because it is believed that were the Postal Service to not have this monopoly, other competing mail carriers would take over the most lucrative parts of the business (e.g. local delivery of bills in dense urban areas), leaving the Postal Service with more expensive urban deliveries and rural service. [3]

See also

Related Research Articles

A monopoly, as described by Irving Fisher, is a market with the "absence of competition", creating a situation where a specific person or enterprise is the only supplier of a particular thing. This contrasts with a monopsony which relates to a single entity's control of a market to purchase a good or service, and with oligopoly and duopoly which consists of a few sellers dominating a market. Monopolies are thus characterized by a lack of economic competition to produce the good or service, a lack of viable substitute goods, and the possibility of a high monopoly price well above the seller's marginal cost that leads to a high monopoly profit. The verb monopolise or monopolize refers to the process by which a company gains the ability to raise prices or exclude competitors. In economics, a monopoly is a single seller. In law, a monopoly is a business entity that has significant market power, that is, the power to charge overly high prices, which is associated with a decrease in social surplus. Although monopolies may be big businesses, size is not a characteristic of a monopoly. A small business may still have the power to raise prices in a small industry.

<span class="mw-page-title-main">Deadweight loss</span> Measure of lost economic efficiency

In economics, deadweight loss is the difference in production and consumption of any given product or service including government tax. The presence of deadweight loss is most commonly identified when the quantity produced relative to the amount consumed differs in regards to the optimal concentration of surplus. This difference in the amount reflects the quantity that is not being utilized or consumed and thus resulting in a loss. This "deadweight loss" is therefore attributed to both producers and consumers because neither one of them benefits from the surplus of the overall production.

<span class="mw-page-title-main">United States Postal Service</span> Independent agency of the U.S. federal government

The United States Postal Service (USPS), also known as the Post Office, U.S. Mail, or Postal Service, is an independent agency of the executive branch of the United States federal government responsible for providing postal service in the U.S., including its insular areas and associated states. It is one of the few government agencies explicitly authorized by the U.S. Constitution. The USPS, as of 2021, has 516,636 career employees and 136,531 non-career employees.

<span class="mw-page-title-main">Mail</span> System for transporting documents and other small packages

The mail or post is a system for physically transporting postcards, letters, and parcels. A postal service can be private or public, though many governments place restrictions on private systems. Since the mid-19th century, national postal systems have generally been established as a government monopoly, with a fee on the article prepaid. Proof of payment is usually in the form of an adhesive postage stamp, but a postage meter is also used for bulk mailing.

<span class="mw-page-title-main">Price discrimination</span> Microeconomic pricing strategy

Price discrimination is a microeconomic pricing strategy where identical or largely similar goods or services are sold at different prices by the same provider in different market segments. Price discrimination is distinguished from product differentiation by the more substantial difference in production cost for the differently priced products involved in the latter strategy. Price differentiation essentially relies on the variation in the customers' willingness to pay and in the elasticity of their demand. For price discrimination to succeed, a firm must have market power, such as a dominant market share, product uniqueness, sole pricing power, etc. All prices under price discrimination are higher than the equilibrium price in a perfectly-competitive market. However, some prices under price discrimination may be lower than the price charged by a single-price monopolist.

Canada Post Corporation, trading as Canada Post, is a Crown corporation that functions as the primary postal operator in Canada. Originally known as Royal Mail Canada, rebranding was done to the "Canada Post" name in the late 1960s, even though it had not yet been separated from the government. On October 16, 1981, the Canada Post Corporation Act came into effect. This abolished the Post Office Department and created the present-day Crown corporation which provides postal service. The act aimed to set a new direction for the postal service by ensuring the postal service's financial security and independence.

<span class="mw-page-title-main">Package delivery</span> Type of delivery service

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Price skimming is a price setting strategy that a firm can employ when launching a product or service for the first time. By following this price skimming method and capturing the extra profit a firm is able to recoup its sunk costs quicker as well as profit off of a higher price in the market before new competition enters and lowers the market price. It has become a relatively common practice for managers in new and growing market, introducing prices high and dropping them over time.

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<span class="mw-page-title-main">Royal Mail</span> Postal service company in the United Kingdom

International Distributions Services plc, trading as Royal Mail, Parcelforce and GLS, is a British multinational postal service and courier company, originally established in 1516 as a government department. The company's subsidiary Royal Mail Group Limited operates the brands Royal Mail and Parcelforce Worldwide (parcels). GLS Group, an international logistics company, is a wholly owned subsidiary of Royal Mail Group. The group used the name Consignia for a brief period in the early 2000s and Royal Mail until October 2022.

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<span class="mw-page-title-main">Rural Free Delivery</span> American mail delivery program

Rural Free Delivery (RFD) was a program of the United States Post Office Department that began in the late 19th century to deliver mail directly to rural destinations. Previously, individuals living in remote homesteads had to pick up mail themselves at sometimes distant post offices or pay private carriers for delivery. RFD became a political football, with politicians promising it to voters, and benefitting themselves to reach voters.

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<span class="mw-page-title-main">La Poste (France)</span> Postal service company in France

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<span class="mw-page-title-main">Jeanette Dwyer</span>

Jeanette P. Dwyer is a former President And current national board member of the National Rural Letter Carriers' Association. When she was elected President in 2011, she became the first female President of a labor union in the history of the United States Postal Service. She served as NRLCA President until 2018, when she chose not to run for reelection. She was reappointed to the national board to fill the remainder of Executive Committeeman Johnny Miller's unexpired term on November 21, 2020. When the 2021 convention was canceled due to COVID-19, Dwyer was re-elected to the board at the 116th national convention in Orlando, Florida on September 9, 2022.

References

  1. An example of how it is believed competitors may take advantage of cream skimming off the carrier of last resort in telecommunications, who otherwise would be making monopoly profits, is given by Peter Smith, "Subscribing to Monopoly" in Public Policy for the Private Sector, The World Bank, September, 1995, available at "Archived copy" (PDF). Archived from the original (PDF) on 2007-06-18. Retrieved 2008-03-11.{{cite web}}: CS1 maint: archived copy as title (link), (179K, retrieved March 11, 2008)
  2. Examples of how extreme competition in telephone service drove prices down and cream skimming did not occur are given in Martin Ostermayer, Christian Nobs and Darrell Gualco, Business: Local Service Market including ILEC and CLEC, 17 February 1999 at "Archived copy". Archived from the original on 2004-12-27. Retrieved 2008-03-11.{{cite web}}: CS1 maint: archived copy as title (link) (Microsoft Word Document, 172K, retrieved 11 March 2008)
  3. An analysis of this particular factor is given in Michael A. Crew and Paul R. Kleindorfer Emerging Competition in Postal and Delivery Services, in Chapter 10, "An Analysis of the Potential of Cream Skimming in the United States Residential Delivery Market" by Robert H. Cohen, William W. Ferguson, John D. Walker and Spyros X. Xenakis. A sample from this chapter is available from Google Book Search at this link (Retrieved 11 March 2008) The same article also appears as a web page on the website of the Postal Regulatory Commission at http://www.prc.gov/prc-docs/library/refdesk/techpapers/prcstaff/cohen.pdf%5B%5D (Retrieved 14 April 2011)