PRICING FOR THE 21ST CENTURY

As category captains, manufacturers have expanded their relationships with retailers by taking on the role of trusted advisers in all these areas.Until now, pricing has been conspicuously absent from that list. Supermarket pricing, sometimes referred to as a "black art," has traditionally involved a combination of standard markups, pricing to the competition and intuition. Retailers do a heroic job,

As category captains, manufacturers have expanded their relationships with retailers by taking on the role of trusted advisers in all these areas.

Until now, pricing has been conspicuously absent from that list. Supermarket pricing, sometimes referred to as a "black art," has traditionally involved a combination of standard markups, pricing to the competition and intuition. Retailers do a heroic job, but with thousands of items to price in multiple price zones, it has been impossible

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