Featured Article

Xylem Pricing Spineometer: 3 of 5 Vertebrae

By Tim J. Smith, PhD December 17, 2024

Xylem, a global water treatment company, had a positive Q3 2024. Revenue rose 1.3 % to $2.1 billion and earnings before interest and taxes rose 47% to $280 million over the same period last year. A review of Xylem’s 31 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. Mathew Pine, the CEO of Xylem since January this year, was proud of his team’s…

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In This Issue

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2005: The Pricing Year in Review

By Tim J. Smith, PhD December 5, 2005

As the New Year approaches, and “slow news days” become more common, it is customary for journalists and broadcasters to do their…

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Profiting with Yield Pricing

By James T. Berger December 5, 2005

Increasing numbers of companies are taking elements of “yield pricing” or “yield management,” a pricing strategy originally developed for perishable service sector…

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Differential Pricing Needs More Than Differentiated Functionality

By Tim J. Smith, PhD December 5, 2005

Why does the price of pen vary so much? Functionally, they are all simply writing instruments for applying ink to paper. We…

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The Peril of Price Cuts

By James T. Berger December 5, 2005

When I first started teaching marketing to DePaul University undergraduates, I used a textbook that had short one-page cases. In solving the…

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