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Framing the Price: Practice

By Tim J. Smith, PhD July 21, 2004

Lincoln Mercury proudly announced their one and only clearance sale on the 2004 Lincoln Navigator. Corporate executives took out a full page…

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Communicate your Message – Alphameric

By Tim J. Smith, PhD July 21, 2004

With over 25 years of experience, this UK public company achieved roughly $120 million in revenue in 2003. Currently, they are seeking…

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Strategy for Networking

By Tim J. Smith, PhD July 7, 2004

From the numerous books, articles, and lectures on the subject, it is clear that face-to-face networking at business professional gatherings is as…

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Investing in Networking

By Tim J. Smith, PhD July 7, 2004

Networking is an investment, and like all other investments the return must exceed that which can be gained elsewhere. Whether you network…

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Sell with the Right Staff – Reflexis

By Tim J. Smith, PhD July 7, 2004

Founded in 1998, Reflexis has grown to 50 employees by helping retailers dynamically manage their workforce and work requirements. For instance, retailers…

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4+1 Pricing Mechanism

By Tim J. Smith, PhD June 23, 2004

When businesses charge different customers different prices, what are the determinant factors? Is this pure value-perception pricing or are underlying factors used…

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Legality of Price Discrimination

By Tim J. Smith, PhD June 23, 2004

Are pricing mechanisms that charge different prices to different customers in business markets legal? More than any other issue, concerns of the…

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Listen to Customers – Descartes Systems Group

By Tim J. Smith, PhD June 23, 2004

Founded in 1981, this public company achieved $62 million in revenue in 2003 and has over 2500 customers in 60 countries. Recently,…

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High Five of Direct Mail

By Tim J. Smith, PhD June 9, 2004

Getting direct mail to produce business results requires addressing five qualitative issues according to Lewis R. Elin. He is the former owner…

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Valuing Direct Mail

By Tim J. Smith, PhD June 9, 2004

Using direct mail to prospect for new business presents a decision dilemma for salespeople and business marketers. On one hand, it is…

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