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…

Read More

In This Issue

unsplash default post photo-350px

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…

Read More
unsplash default post photo-350px

CSA Explains… Quality Software Programming – Presentation Synopsis

By Tim J. Smith, PhD March 2, 2003

I have heard people say “Quality isn’t very important, just look at the software produced by Microsoft.” Well, how important is quality?…

Read More
unsplash default post photo-350px

Buzzbait’s Growth Challenge

By Tim J. Smith, PhD February 19, 2003

If at first you don’t succeed, try, try again. Buzzbait, a creative web design, development, and integration firm, has been repeatedly praised…

Read More
unsplash default post photo-350px

Patents and Licensing

By Tim J. Smith, PhD February 19, 2003

An expected competitive advantage resulting from a new product improvement generates considerable excitement in your workplace. You share in the excitement but…

Read More

WIGLAF, STRAIGHT
TO YOUR INBOX