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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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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