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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Accelerate Rapport-Accelerate Your Sales

By Tim J. Smith, PhD February 5, 2003

Business developers know the importance of relationship in winning and growing business. Even in IT, sales is still a people business and…

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Valued Strategies

By Tim J. Smith, PhD January 22, 2003

Michael Porter, author of Competitive Advantage and father of the 5 Forces industry analysis, has said that there are three fundamental strategies…

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The fall of PR and the rise of Community-Centric Communications

By Tim J. Smith, PhD January 22, 2003

In his controversial new book “The Fall of Advertising and the Rise of PR,” marketing legend Al Ries argues that traditional advertising…

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Value and ROI

By Tim J. Smith, PhD January 1, 2003

Customers demand value. Customers want to be sure that when they buy a product or service they can use it and, in…

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