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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Starting with the dot.com bubble of a few years ago, marketers have been intrigued by the new Internet technologies and their profit-making potential. Huge amounts of investment capital have flowed into these ventures and most quickly collapsed victimizing both employees and investors. Now, we find ourselves in the midst of another round of promising schemes based on the “social networking” movement. One of stars of this movement is “Twitter.” The problem is how is this concept going to make money?
Read More Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right?
To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.
Appreciating Adam Smith’s “Invisible Hand” contributions to market coordination based on supply, demand, and price, and understanding his argument of allowing markets to allocate goods and resources based on individual incentives, I pose the question, “How much value is created by managerial competency and organized business entities?” In other words, why do firms exist?
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To Western Politicians: We elected you to make decisions. Decisions require tradeoffs and compromise. Now do your job. U.S. and European countries…
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