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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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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