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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Entrepreneurial Insights

By James T. Berger May 1, 2007

For those looking for insight into how to become a successful entrepreneur, Harvard Business School’s Working Knowledge (A FREE Website and on-line…

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A New Way to Segment B-T-B Markets – Put Your Product to Work

By James T. Berger May 1, 2007

A group of four academicians and innovation consultants have come up with a new twist on segmentation. Rather than analyze the traditional…

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The Sales, Marketing, and Entrepreneurship Imperative

By Tim J. Smith, PhD May 1, 2007

Five years on, the Wiglaf Journal continues to pursue its mission to uncover, codify, and reveal winning practices in sales, marketing, and…

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Top 6 – May 2007

By Tim J. Smith, PhD May 1, 2007

Succeeding as an Entrepreneur Just get on with it. Hope, Vision, Action, Perseverance, and Luck, are, in that order, the route to…

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