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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Valuing Direct Mail

By Tim J. Smith, PhD June 9, 2004

Using direct mail to prospect for new business presents a decision dilemma for salespeople and business marketers. On one hand, it is…

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Merge with Similarly Market Focused Companies – Marimba

By Tim J. Smith, PhD June 9, 2004

Founded in 1996, this public company achieved $40 million in revenue in 2003 and has over 450 customers including name brands such…

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SPL Takes First Step in Acquisition Strategy

By Tim J. Smith, PhD May 26, 2004

In December of 2003, Harry Debes, CEO of SPL, announced his intent to execute an acquisition strategy. A few months later, on…

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Pricing Electricity: More Questions than Answers

By Tim J. Smith, PhD May 26, 2004

How are prices set at the industry level? In a competitive market, Adam Smith’s invisible hand drives prices to a dynamic equilibrium…

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