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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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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