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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Driving Repeat Business Part 2: Direct Contact Tactic

By Tim J. Smith, PhD August 9, 2002

Business-to-Business companies are increasing their focus on repeat and referral business. While this may represent a sound strategy, the devil is in…

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Driving Repeat Business Part 1: Critical Success Factors

By Tim J. Smith, PhD August 8, 2002

Lather, Rinse, Repeat…Lather, Rinse, Repeat…Lather, Rinse, Repeat… We don’t just buy one bottle of shampoo in our lifetime. Likewise, we shouldn’t expect…

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From “Techno Message” to “Business Message”: Developing a Return-on-Investment Sales Tool Internally

By Tim J. Smith, PhD August 7, 2002

“We can’t just state ‘our product will let you do more.’ Instead, we have to go the next step and say by…

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Marketing is a Luxury?

By Tim J. Smith, PhD August 2, 2002

It is said that Marketing is a luxury, especially in B2B or Industrial Markets. When the economic outlook is poor, many firms…

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