Articles
RSSQuit Giving It Away! By Louis Columbus, Cincom Systems
October 30, 2006
•Article: Improve Pricing And Quoting Process
Manufacturers are leaving money on the table by not paying attention to bringing more accurate and timely pricing into their quotes.
In discussions with dozens of manufacturers, a simple truth emerges: Quoting systems, even the most manual, are the lifeblood of any sales pipeline. Pricing has become the competitive weapon of choice in many industries; however, it's the last differentiator in several consolidating markets.
With such a critical role in defining profitability, pricing is getting much attention this year, from the CEO level down.
Amazingly even CIOs who have at times fought re-defining selling systems in favor of spending IT money and time on consolidating ERP systems, databases, or portals, are being driven to make selling systems a priority by CEOs, Sales VPs, and General Managers who all see margin being sacrificed due to pricing inaccuracies and disconnects on quotes. The combination of accurate pricing and quoting is emerging as a priority in 2006, and it's because so many manufacturers realize that thousands if not millions of dollars are being left on the table due to pricing inaccuracies.
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Former Senior Analyst at AMR Research and manager at Gateway and Ingram Micro, Louis Columbus has published 15 technology books. Currently a manufacturing business consultant with Cincom Systems, Columbus is a weekly columnist for CRMBuyer.com and Informit.com and gives graduate-level international business and marketing courses for Webster Loyola-Marymount University. He can be reached at lcolumbus@cincom.com.
