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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10 Easy Ways to Lose a Customer

By James T. Berger April 15, 2005

While businesses will willingly invest large sums of money to try to attract new clients or customers, they often let valuable relationships…

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FUD – Use with Care.

By Tim J. Smith, PhD April 15, 2005

Sowing the seeds of FUD (Fear, Uncertainty, and Doubt) has a long history as a tool for swaying decision making. It would…

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Search Engine “Bait and Switch”

By James T. Berger March 11, 2005

As the World Wide Web continues to become a dominant marketing communications force in the business-to-business marketplace, the power of the search…

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The Decline and Fall of the AT&T empire

By James T. Berger March 11, 2005

It’s hard to imagine a more perfect marketing machine than was AT&T before the 1984 divestiture. This company virtually owned local telephone…

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