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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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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