MLC

page 178-179Pricing done well is hard work. The price advantage requires a rich arsenal of knowledge to make informed decisions—detailed facts about customers, competitors, and your own capabilities and economics. Pricing technology plays an essential role in delivering the right information to those who make pricing decisions, whether a salesperson negotiating a price for a large customer, a product manager contemplating a price repositioning on a key line, or a general manager evaluating the opportunity to assume price leadership in an industry.Getting this information accurately and continuously is not a luxury; it is an essential component of building the ongoing pricing capabilities of a company.Unfortunately, getting the right facts to the right place at the right time is challenging. The effort required simply to access the appropriate historical information could be monumental. But recent advances in technology hold great promise for removing the obstacles to data collection an