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…

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In This Issue

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Expanding Markets: Mathew Miller of OSIsoft

By Tim J. Smith, PhD July 25, 2002

There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy…

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Getting Funded – Synopsis of CSA Explains Funding Sources

By Tim J. Smith, PhD July 23, 2002

A necessary process for every new business is attaining sufficient capitalization for developing their product/service, operations, and market. That need for the…

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Sales Management by RJ Calvin Book Synopsis

By Tim J. Smith, PhD July 22, 2002

What questions should a business manager ask in the interview process in selecting a sales person? How should she create the sales…

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Looking Outside

By Tim J. Smith, PhD July 19, 2002

A danger in all firms is myopia. Companies can focus too long on creating excellence using internal data while the competitive landscape…

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