Motivated by the recent adoption of tactical pricing strategies in manufacturing settings, this paper studies a problem of dynamic pricing for a multiproduct make-to-order system. Specifically, for a multiclass Mn/M/1 queue with controllable arrival rates, general demand curves, and linear holding costs, we study the problem of maximizing the expected revenues minus holding costs by selecting a pair of dynamic pricing and sequencing policies. Using a deterministic and continuous (fluid model) relaxation of this problem, which can be justified asymptotically as the capacity and the potential demand grow large, we show the following: (i) greedy sequencing (i.e., the cμ-rule) is optimal, (ii) the optimal pricing and sequencing decisions decouple in finite time, after which (iii) the system evolution and thus the optimal prices depend only on the total workload. Building on (i)-(iii), we propose a one-dimensional workload relaxation to the fluid pricing problem that is simpler to analyze, and leads to intuitive and implementable pricing heuristics. Numerical results illustrate the near-optimal performance of the fluid heuristics and the benefits from dynamic pricing.
