Featured Article

PACCAR Pricing Spineometer: 2 of 5 Vertebrae

By Tim J. Smith, PhD May 16, 2025

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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In This Issue

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Starbucks Discovers Marketing Myopia

By James T. Berger November 1, 2008

Prospects for Starbucks, the once high-flying coffee giant continue to implode.  The new fourth quarter 2008 earnings statement that came out Nov.…

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Chicken Feed, Nothing To Laugh At: Manage the Customer Value Proposition to Stave Off Hemorrhaging

By Tim J. Smith, PhD November 1, 2008

While Lonnie “Bo” Pilgrim, Pilgrim’s Pride Chairman, has sailed his ship into near abyss, A.G. Lafley, CEO of P&G, is guiding his…

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Top 6 – November 2008

By Tim J. Smith, PhD November 1, 2008

Each snowflake is unique. Is your market proposition unique? Manage and track your branding. You could be a global star and not…

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Referrals: Getting the Most From the ‘Low-Hanging Fruit’ of Sales

By Tim J. Smith, PhD October 1, 2008

Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are…

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