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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Intellectual Property: Overlapping Types

By Tim J. Smith, PhD April 1, 2007

Many people are familiar with patents, trademarks and copyrights, yet still do not appreciate the distinctions between these various types of intellectual…

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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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