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…

Read More

In This Issue

unsplash default post photo-350px

Sarbanes Oxley Act and Small Businesses Owners

By Tim J. Smith, PhD September 1, 2004

Preface Your financial business infrastructure needs to be made aware of the SOA “role” of its Internal Auditor, who has primary responsibilities…

Read More
unsplash default post photo-350px

Between Solution and Transactional Selling

By Tim J. Smith, PhD August 18, 2004

“You get rich quicker by working smarter, not faster” has long been a mantra that guides our competitive drive to improve. In…

Read More
unsplash default post photo-350px

Solution Selling Tips

By Tim J. Smith, PhD August 18, 2004

If you have made the choice to conduct a solution selling approach, you have chosen to execute an approach that requires a…

Read More
unsplash default post photo-350px

Turn Data into Actionable Information – Business Objects

By Tim J. Smith, PhD August 18, 2004

Business Objects has become a household name in industrial markets. Founded in 1992, they achieved 20% growth to just below $1 billion…

Read More

WIGLAF, STRAIGHT
TO YOUR INBOX