Market analysis and pricing policies for sea canals: the case of the Greek Corinth Canal

This paper develops a pricing policy for sea canals gained from the experience of a research programme on the Corinth Canal in Greece. The methodology followed is based on the dual role of the canal, as a private management company, operating in a competitive maritime market and as an instrument for the development and application of transport policy by the national authorities. The elaborated pricing strategy uses as inputs the canal's users profile as well as its competitors characteristics, that were determined through a survey conducted in the Corinth Canal market. The paper concludes with a policy that satisfies the goal of profit maximization and promotion of sustainable mobility at a national and international level.