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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Tapping Salespeople’s Market Knowledge

By Tim J. Smith, PhD April 28, 2004

During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best…

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Are “Best Practices” Yielding “Worst Results” in Pricing?

By Tim J. Smith, PhD April 28, 2004

Executives favor using “Best Practices” when managing business activities. For the most part, these “Best Practices” enable businesses to deliver the optimal…

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Relevancy of Market Research in Business Markets

By Tim J. Smith, PhD April 14, 2004

Competitive Advantages and Results from Implementing Researched Information Market segmentation in business markets is an underutilized tool. The subject of pricing readily…

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Metering Billing CRM/CIS Americas

By Tim J. Smith, PhD March 31, 2004

The Metering Billing CRM/CIS Americas 2004 conference organized by Spintelligent was distinguished by a depth of information provided through speaker sessions, development…

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