Featured Article

Trump’s Tariffs

By Tim J. Smith, PhD March 12, 2025

Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…

Read More

In This Issue

unsplash default post photo-350px

Extending the Power of the Price Waterfall to Customer Value

By Tim J. Smith, PhD October 1, 2007

Price waterfalls, by definition, deal with price.  While price and value should be intimately related, we know this is not always true. …

Read More
unsplash default post photo-350px

Ease Up on Sales Button For New Ventures

By James T. Berger October 1, 2007

New ventures would be wise to go slowly with the initial sales effort and carefully manage the “sales learning curve (SLC),” according…

Read More
unsplash default post photo-350px

Fire Sale or Hold Inventory? Hovnanian Enterprises, Lennar, KB Homes

By Tim J. Smith, PhD October 1, 2007

When demand for a product decreases dramatically and the company overshoots production requirements, what should executives do?  Hold prices and be patient…

Read More
unsplash default post photo-350px

Letter to the Editor: ‘Dancing Together: xBox, PS3, and Wii’

By Tim J. Smith, PhD October 1, 2007

I wanted to comment on a couple things from, ‘Dancing Together: xBox, PS3, and Wii‘. Fist of all I’d like to respond…

Read More

WIGLAF, STRAIGHT
TO YOUR INBOX