Featured Article

IDEX Pricing Spineometer: 2 of 5 Vertebrae

By Tim J. Smith, PhD January 9, 2025

IDEX, a global applied solutions provider, had a mixed Q3 2024. Revenue rose 0.6% to $798 million while earnings before interest and taxes fell 6.1 % to $168 million over the same period last year. A review of IDEX’s 30 October 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. IDEX is a diverse and complex business. It has three reporting units, Fluid & Metering…

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In This Issue

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Sales and Marketing Survey of Manufacturing Sector

By Tim J. Smith, PhD March 19, 2003

US Manufacturers have been hit with one management improvement revolution after the other. Total quality management, lean production, just-in-time inventory, work-in-motion, reduced…

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Adding A Little Strategy to the Juice: The Quaker-Snapple Debacle Revisited

By Tim J. Smith, PhD March 19, 2003

Even given today’s disastrous mergers and acquisitions environment, Quaker’s handling of its 1993 acquisition of Snapple remains the quintessence of what not…

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Closers, Industry Dynamics, and Improving Revenue

By Tim J. Smith, PhD March 5, 2003

When prospects’ decision cycle elongates towards infinitum and the overall revenue stream turns into a trickle, many an executive has turned to…

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Sales Territory Alignment: Grow Sales Without Adding Resources

By Tim J. Smith, PhD March 5, 2003

For many companies, the sales force is one of their most expensive human resource investments, with sales calls costing upwards of several…

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