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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Deep Innovation: The Well-Oiled and the Cantankerous

By Tim J. Smith, PhD August 4, 2004

What factor drives innovation into large companies versus entrepreneurial firms? Should firms fund deep innovation within or should innovation be driven through…

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Leverage Analysts – Inovis

By Tim J. Smith, PhD August 4, 2004

Inovis, privately held by Golden Gate Capital, did $100 million in revenue in 2003 and has over 17,000 customers. Their focus has…

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The Value of Frame: Theory

By Tim J. Smith, PhD July 21, 2004

“She who controls the frame, controls the decision.” Frame refers to the perspective used in evaluating different options in a decision making…

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Framing the Price: Practice

By Tim J. Smith, PhD July 21, 2004

Lincoln Mercury proudly announced their one and only clearance sale on the 2004 Lincoln Navigator. Corporate executives took out a full page…

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