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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Concerns of a Sales Manager

By Tim J. Smith, PhD January 21, 2004

While getting a team of sales people to perform at their highest potential challenges every sales manager, some come closer to reaching…

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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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