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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Underdogs Achieve When Strategy Aligns with Market Needs

By Tim J. Smith, PhD March 1, 2006

It is natural to expect that those who won in prior battles will continue to win in future ones, but underdogs can…

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Creating “Monopolies” from Customer Value Propositions

By James T. Berger March 1, 2006

I have always believed that essence of creativity is the ability to see relationships. As a student of today’s super-competitive marketing environment,…

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Why waste time with your Corporate Background?

By Tim J. Smith, PhD March 1, 2006

The time that salespeople spend with prospects is a valuable and precious commodity. Who wants to waste it with a corporate backgrounder?…

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Peeling the Customer Loyalty Onion

By James T. Berger February 1, 2006

As marketers seek to develop lasting relationships with customers and clients, the conventional wisdom focuses on developing these relationships through loyalty programs.…

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