Featured Article
PACCAR, a multinational truck, parts, and financing company, had a negative 2024. Examining PACCAR’s Truck, Parts, and Other business specifically, revenue fell 5% to $31 billion and earnings before interest and taxes fell 17% to $4.5 billion over the last year. (This article excludes PACCAR’s financial services business and makes no comments regarding how pricing should be managed in that line of business.) A review of PACCAR’s 28 January 2025 earnings call…
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Despite abundance of available and accessible literature, value-based pricing (VBP) as a concept remains mystified. The key reason is the difficulty of implementation. This article’s aim is to provide the reader a concise review of the ‘do’s and ‘don’t’s of VBP.
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“You can’t ‘manage’ a crowd – or a community – through transactional exchanges or economic incentives. You need something stronger: shared purpose.”…
Read More Who should oversee pricing decisions? Marketing? Sales? Finance? Research by Homburg, Jensen, and Hahn showed it was none of them, all of them, and it depends.
Read More Like many marketing professionals, I was highly skeptical when Facebook did its Initial Public Offering about a year ago. My feeling was that Facebook had no clear-cut business model that would lead to sustainable profits and earnings. How wrong one can be!
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