Featured Article

Trump’s Tariffs

By Tim J. Smith, PhD March 12, 2025

Trump initiated tariffs with major U.S. trading partners on 1 February, then retracted them on 3 February. Executives across the North American continent expressed uncertainty regarding their preparedness for the possible supply chain and economic shocks. For executives at manufacturing and distribution companies with supply chains that stretch across borders, pricing decisions must be made at a highly accelerated pace to manage the economic shocks associated with new tariffs. Today, more than…

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In This Issue

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Relationships vs. Deliverables

By Tim J. Smith, PhD March 17, 2004

Which drives revenue success, the ability to forge strong customer relationships or the ability to create a compelling products and services? Not…

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Understanding the Fundamentals of Managed Availability

By Tim J. Smith, PhD March 17, 2004

The amount of data at our disposal can only be described as fantastic, increasing dramatically every day, as does the degree to…

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The Case for Price Discrimination

By Tim J. Smith, PhD March 3, 2004

It is a simple fact: different customers will place different values on your offering. Some will greatly value your product or service…

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The Licensing Model

By Tim J. Smith, PhD March 3, 2004

In an earlier edition of The Wiglaf Journal Bob Brill and Carmen Patti, of Patti and Brill LLC, discussed the key role…

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