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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Lodestar: Rising in Low Tides

By Tim J. Smith, PhD January 21, 2004

It has often been said that rising tides lift all ships, but what happens when the tide is going out? Will all…

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Lodestar in Brief

By Tim J. Smith, PhD January 21, 2004

Lodestar Corporation’s products solve a highly complex business process for power suppliers and transmission and distribution companies. They have produced load and…

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Value Base Pricing
Pricing Above the Competition and Still Winning the Market

By Tim J. Smith, PhD January 7, 2004

If a pricing manager claims that a product could be sold for twice the price of your competitor’s or nearest substitute, most…

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A Dozen Sales and Marketing Commitments

By Tim J. Smith, PhD December 31, 2003

Improving the sales and marketing effort is a ongoing process in which commitment is a prerequisite. To get the thought juices flowing,…

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