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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Tantalus Emerges in AMR

By Tim J. Smith, PhD November 26, 2003

In our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth…

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Dialing for Dollars: Anatomy of Prospecting Calls

By Tim J. Smith, PhD November 12, 2003

Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in…

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TWACS® Attacks AMR Market

By Tim J. Smith, PhD November 12, 2003

As discussed in our recent article, new business requirements in automatic meter reading (AMR) has increased market demand for AMR and repositioned…

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Four Quotes on the Thin Line of Progress

By Tim J. Smith, PhD October 29, 2003

Challenging conflicts exist between the desire to institutionalize past accomplishments and the need to create of new ones. While it remains appealing…

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