Featured Article

IDEX Pricing Spineometer: 2 of 5 Vertebrae

By Tim J. Smith, PhD January 9, 2025

IDEX, a global applied solutions provider, had a mixed Q3 2024. Revenue rose 0.6% to $798 million while earnings before interest and taxes fell 6.1 % to $168 million over the same period last year. A review of IDEX’s 30 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. IDEX is a diverse and complex business. It has three reporting units, Fluid & Metering…

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In This Issue

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40 Years of Profitable Service: A Case Study on Southwest Airlines and Target Pricing

By Tim J. Smith, PhD April 6, 2011

Most pricing strategists would agree that having a low price is not a competitive advantage in and of itself. In fact, thinking that low prices are always a good strategy for competition is deeply misguided. However, at times, targeting low prices can lead to a strategic focus which delivers tremendous results. For example, Ikea, Wal-Mart, and Southwest Airlines all have low prices and profitably take market share. In this article, we will examine the flaws of assuming low prices is a good competitive strategy, then demonstrate how one firm, Southwest Airlines, redefined the product through target pricing to win the market profitably.

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Top 6 – April 2011

By Tim J. Smith, PhD April 6, 2011

Spring is nigh. Krokus přijí Kdy? Co chcěš? There is a gigantic leap between a good idea and a successful, money-making business.…

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Entrepreneurial Musings

By James T. Berger April 6, 2011

The pattern is pretty similar: the erstwhile entrepreneur usually has a wonderful idea for a money-making business. Often they have done enough research to determine that their idea is unique and they haven’t found anybody else doing precisely what they have in mind. They are excited about their concept and seek advice on how to take it to the next step and go into business for themselves. Here is some of the advice I usually hand out to these entrepreneurs.

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H-P and Wal-Mart – The Peril of Expectations

By James T. Berger March 2, 2011

In one of the most turbulent and bizarre weeks on Wall Street in recent memory, two of the most important indicators of the future of American business announced their earnings and quickly took a U- turns south. The two companies are Hewlett-Packard and Wal-Mart. Read why.

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