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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Is GM Really Focused on Value or Low Prices?

By Tim J. Smith, PhD April 1, 2007

Is GM reverting to MSRPs and high promotional discounts, or is it serious about its strategy to focus on value?  We put…

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The Perils of Hiring Bad Salespeople

By James T. Berger April 1, 2007

Ever thought what it costs a company to hire an inferior sales person? In their new book, “Never Hire a Bad Salesperson…

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Pricing for Volume Is Just Hard to Justify

By Tim J. Smith, PhD April 1, 2007

Complimentary analysis spreadsheet provided courtesy of the Wiglaf Journal. At a fast-growing entrepreneurial firm last month, I found myself casually drifting into…

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Top 6 – April 2007

By Tim J. Smith, PhD April 1, 2007

Sales Performance, IP, and Volume Chasing Don’t let inertia or apathy allow poor performance to persist. Make decisions and take action. Specific…

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