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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4+1 Pricing Mechanism

By Tim J. Smith, PhD June 23, 2004

When businesses charge different customers different prices, what are the determinant factors? Is this pure value-perception pricing or are underlying factors used…

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Legality of Price Discrimination

By Tim J. Smith, PhD June 23, 2004

Are pricing mechanisms that charge different prices to different customers in business markets legal? More than any other issue, concerns of the…

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Listen to Customers – Descartes Systems Group

By Tim J. Smith, PhD June 23, 2004

Founded in 1981, this public company achieved $62 million in revenue in 2003 and has over 2500 customers in 60 countries. Recently,…

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High Five of Direct Mail

By Tim J. Smith, PhD June 9, 2004

Getting direct mail to produce business results requires addressing five qualitative issues according to Lewis R. Elin. He is the former owner…

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