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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Smart Money: Investors That Bring More than Cash to the Table

By Tim J. Smith, PhD February 18, 2004

Securing initial investments for a new venture is an early hurdle for entrepreneurs. While most executives are delighted to receive a cash…

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MeterSmart in Brief

By Tim J. Smith, PhD February 18, 2004

In partnerships with utilities, MeterSmart provides commercial and industrial (C&I) submetering solutions through hardware and services. Born out of a project in…

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Price Boundaries
Balancing Profits and Customer Acquisition

By Tim J. Smith, PhD February 4, 2004

At what price should your product or service be sold? When releasing new products or services or reviewing existing practices, executives address…

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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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