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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What’s In a Name?

By James T. Berger August 10, 2005

Microsoft might very well have shot itself in the foot with the branding of its new Windows operating system. The code name…

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Branding in Business Markets

By Tim J. Smith, PhD August 10, 2005

Repeatedly, executive teams in business markets are frustrated by the issue of branding. While a marketing executive pushes for a greater branding…

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Marketing Playbook Review

By James T. Berger August 10, 2005

If there is one book that every marketing department should have it’s John M.. Fox’ new “MARKETING PLAYBOOKTM The Manual for Growing…

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Why Fly in the Days of Webinars?

By Tim J. Smith, PhD July 13, 2005

In the age where technology and communications has brought us instantaneous and continuous connectivity, why do we still make customer visits? Isn’t…

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