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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TWO OFF-THE WALL BUT ON-THE-MONEY TECHNIQUES FOR MORE EFFECTIVE COPY & BETTER CAPTION/PICTURE COMBOS.

By Tim J. Smith, PhD January 5, 2005

Here are two off-the wall, but right-on-the-money techniques for writing better copy faster and combining captions and pictures for a more powerful…

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Productivity Costs of Spam

By Tim J. Smith, PhD January 5, 2005

How much does Email Spam affect your company? If your company has 150 computer users making an average salary of seventy five…

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Machiavelli, Evolving, and Appreciation

By Tim J. Smith, PhD December 1, 2004

Learning from Machiavelli’s Career One might think that Machiavelli had a great career. His seminal masterpiece, The Prince, broke from the strictures…

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Purchasing Motivators

By Tim J. Smith, PhD November 10, 2004

What makes customers buy? Obviously, “need” acts as a strong purchasing motivator but “needs” are poor indicators of how purchasing desires are…

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