Featured Article

Johnson Controls Pricing Spineometer: 5 of 5 Vertebrae

By Tim J. Smith, PhD September 26, 2024

Johnson Controls, an engineered environmental solutions company, had a positive Q3 2024. Revenue rose 1.4% to 7.2 billion and earnings before interest and taxes rose 63% to $1.3 billion over the same period last year. A review of Johnson Controls’ July 31 Q3 2024 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. Appropriately, pricing was not the main topic of the call. Many other issues…

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In This Issue

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Is Rolodex Marketing the Right Answer?

By Tim J. Smith, PhD April 3, 2002

It seems to be a dominant philosophy among many managers that the mark of a great sales person is the size of…

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NanoBrief

By Tim J. Smith, PhD April 1, 2002

Chicago is getting some good hype in Nanotechnology. For those of us used to IT, let’s discuss the basics of nanotech. A…

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Selling Messages

By Tim J. Smith, PhD March 22, 2002

During the last month, I have attended a number of trade shows with vendors selling business software and hardware to large corporations.…

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Hanging Your Net Shingle, Part 6: Conclusion: Driving Action

By Tim J. Smith, PhD March 13, 2002

If corporate web sites are communication tools that can influence decisions and encourage positive actions, how can they drive actions? In this…

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