Decision technologies for new bid pricing processes in distribution industries

The vast majority of business-to-business purchases are performed through contract bidding. For any business involved in bidding for contracts a significant problem exists: How to increase their number of successful bids while maintaining or increasing profit margins upon those bids? Chapter 11 examines the current processes used by businesses for setting bid prices and highlights their failures. By re-engineering the current approaches a new generic bid pricing process has been created that provides a well-structured, formal method of pricing bids that can be adapted to many industries. A set of software tools providing decision support for the new process has also been developed. An adaptation of the process and its application within the handling and distribution industry through a successful case study are also described.

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