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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Search Engine Optimization…
If It Sounds Too Good To Be True – It probably Is

By James T. Berger December 1, 2006

As e-marketers strive to make it to the top of the search engine optimization heap beware of the fraudsters and charlatans who…

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GM May Be Learning Price Discipline
Growing Margins While Lowering Prices by Tilting the Price Waterfall Vector

By Tim J. Smith, PhD December 1, 2006

When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of…

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The Wiglaf Brand Challenge:
How Well Do You Know Your Brands?

By James T. Berger December 1, 2006

Here’s a little quiz for all you Wiglaf Journal readers? Each year Interbrand and Business Week calculate the top 100 brands. See…

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iPod v. Walkman
Winning Price to Quality Competition Using Customer Perceptions and Market Segmentation

By Tim J. Smith, PhD November 1, 2006

The old adage of “you get what you pay for” has long driven both customer behavior and pricing strategy. Some people are…

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