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25 октября, 16:57

PACCAR (PCAR) Misses Q3 Earnings Estimates, Guides 2017

PACCAR's (PCAR) third-quarter 2016 earnings decreased to 98 cents per share, marginally missing the Zacks Consensus Estimate of 99 cents.

25 октября, 16:25

PACCAR (PCAR) Q3 Earnings Miss Estimates, Fall Y/Y

PACCAR (PCAR) delivered earnings of 98 cents per share in the third quarter of 2016 that marginally missed the Zacks Consensus Estimate of 99 cents.

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24 октября, 15:48

Auto Stocks' Q3 Earnings to Watch on Oct 25: GM, FCAU, PCAR

Let's see what awaits these three auto stocks that are slated to release their third-quarter 2016 results on Oct 25.

20 октября, 14:58

What's in Store for PACCAR (PCAR) this Earnings Season?

PACCAR Inc. (PCAR) is set to report third-quarter 2016 results before the market opens on Oct 25.

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26 июля, 16:29

PACCAR (PCAR) Beats Q2 Earnings Estimates, Revises View

PACCAR's (PCAR) second-quarter 2016 adjusted earnings decreased to $1.06 per share but topped the Zacks Consensus Estimate of $1.03.

26 июля, 16:23

PACCAR (PCAR) Q2 Earnings Top Estimates, Fall Y/Y

PACCAR (PCAR) delivered earnings of $1.06 per share in the second quarter of 2016 that topped the Zacks Consensus Estimate of $1.03.

22 июля, 16:07

Will PACCAR's (PCAR) Earnings Disappoint Investors in Q2?

PACCAR Inc. (PCAR) is set to report second-quarter 2016 results on Jul 26.

20 июля, 22:36

Idea of the Week: StarMine Models Pick Companies to Beat Q2 Earnings Consensus

StarMine models choose companies that may post positive earnings surprises for Q2.

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20 июля, 13:00

To Increase Sales, Get Customers to Commit a Little at a Time

Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. In this model, sales people are expected to make the process as friction-less as possible for the potential buyer and to close the deal at the end by using certain phrases and techniques to “overcome objections.” This perspective is promoted in books and seminars, but research indicates it is not how people buy. As one of us noted in a previous article, buyers work their way through parallel streams (rather than a funnel) as they explore, evaluate, and engage in purchase decisions via web sites, white papers, social media, and contact with other buyers through sites like Marketo, and so on. This why the end of a sales process is the worst time to handle objections — prospects typically contemplate their objections long before “close,” and, to avoid conflict, often cite a socially-acceptable rationale such as price, which may not be the real barrier to buying. To better address this reality, sellers should ask prospects to make incremental commitments throughout the process. Along with improving sales results, research has shown that incremental commitments can boost charitable giving, increase show rates for blood drives, and reduce smoking. In a seminal study, a team posing as volunteer workers canvassed a neighborhood and asked residents to put a large “Drive Carefully” billboard in their front yards. Most residents, over 80%, refused to do so, mostly because the signs would have obstructed the views of their homes. Researchers had better luck in a near-by neighborhood, however, by first asking residents to display a smaller, three-inch sign that read “Be a Safe Driver.” This request was met with almost universal acceptance. Then, two weeks later, when researchers returned and asked this second-group of homeowners to put the large “Drive Carefully” billboards in their front yards, 76% agreed to do so. An incremental approach to sales has many benefits. It allows reps to glean more information from prospects and to gauge their commitment rather than just their comprehension — a crucial difference in a customer conversation. Usually, reps are taught to listen for phrases from prospects such as “that makes sense” or “that’s a valid point” or nonverbal signals such as head nods. But these cues mean only that a prospect is comprehending what you’re saying. They’re analogous to the conversational si in Spanish and many other languages, which means “I hear you,” not “I agree with you.” Commitment, on the other hand, requires action. For instance, if you were to periodically prompt prospects to confirm that they agree with the data or objective you’ve cited, and then ask them if they’d be willing to act on that agreement via some small action, you’d receive much clearer feedback. If the prospect commits, you can move on; if not, you should identify the objection or barrier, and deal with it. Because incremental commitments are so vital, you must be intentional in securing them. As a general rule, the earlier you can identify objections, the more likely the sale will occur. Incremental commitments can also convince prospects to change, which is vital in selling new products or services. Unless the proposed benefits of a new product significantly outweigh their perceived losses of a change, prospects tend to stick with what they know, a phenomenon known as the endowment effect. The incremental-commitment approach can help to overcome status-quo inertia. Consider Paccar, a designer and manufacturer of premium trucks, which has consistently introduced new products and maintained a price premium of 10-20% over its rivals. One reason for Paccar’s success is its online interactive that shows potential customers the expenses that accrue during the lifetime of owning a truck. You can input gasoline costs, tire rolling coefficients, and vehicle weight to quantify the benefits of a Paccar truck versus those of competitors. You can do the same for resale value, maintenance, driver retention (useful data if you run a fleet), and financing costs. The interactive makes it easy for prospects to comprehend the relative economics at play and allows them to make small but meaningful commitments during the search and sale process, alleviating their fears. This is no small feat since truck owners, like Harley riders, are often beholden to a particular brand, and sometimes even tattoo its logo on their bodies. The process also improves prospecting and sales productivity because it allows reps to gauge the willingness of customers to commit before Paccar devotes expensive resources to closing the deal. Other companies have found similar success. One firm, which sells complex technical services to telecom companies, was spending 9 to 12 months of its 24-to-30 month selling cycle in proof-of-concept meetings with multiple groups at the customer — a big sunk cost if the sale was not closed. By instituting  demos at various parts of their buyers’ journeys, the firm decreased its selling cycle by 6 to 12 months, increased close rates, and freed-up more time for selling to other prospects. To add to that, many companies are using content marketing campaigns to uncover potential objections, generate initial commitments to successive aspects of their value propositions, and identify more promising leads. This is more productive than relying on downloaded white papers or blogs, which often generate a broad and often unproductive array of leads. New sales enablement tools are making it possible to make incremental commitments a measurable pipeline activity. Showpad and other services allow reps to forward materials to prospects and observe how the prospect engages (or not) with the content. Does the prospect look at the price list? Does she forward the document to others in the buying unit? Which collateral or trial offers do and do not generate action? This helps to pinpoint where incremental commitments can be best located. It’s important to keep in mind that it’s not the customer’s responsibility to make selling easy; it’s the seller’s job to align sales activities with actual buying behavior. So don’t treat closing as the last step of a linear process; instead, you should always be closing — always — throughout the sales process via incremental commitments.

19 июля, 19:58

ЕК оштрафовала производителей грузовиков на €3 млрд

Европейская комиссия предъявила рекордный штраф крупнейшим мировым производителям грузовых автомобилей, обвинив компании в ценовом сговоре.

19 июля, 15:03

EU Fines Truck Makers Record $3.2 Billion For Price-Fixing Cartel

BRUSSELS - Daimler, Paccar and two other truck makers were fined a record 2.9 billion euros ($3.2 billion) by EU antitrust regulators on Tuesday for taking part in a 14-year cartel. The European Commission said the companies fixed prices and coordinated on the timing of introducing new emission technologies in 1997 and on passing on costs of those new technologies. Its overall fine was more than double the previous record for a group operating a cartel in the EU. Daimler received the biggest fine at 1.01 billion euros, while Volkswagen-owned MAN escaped a penalty because it had alerted the cartel to the European Commission. “It is not acceptable that MAN, Volvo/Renault, Daimler, Iveco and DAF, which together account for around 9 out of every 10 medium and heavy trucks produced in Europe, were part of a cartel instead of competing with each other,” European Competition Commissioner Margrethe Vestager said in a statement. Volvo, Sweden’s biggest company by revenue, received a 670.45 million euro fine and Iveco, which is part of Italian truck and tractor maker CNH Industrial, was fined 494.61 million euros. DAF Trucks, owned by Paccar, was handed a penalty 752.68 million euros. The four companies admitted wrongdoing in return for a 10 percent cut in the penalties imposed. Scania did not settle and will continue to be investigated. Truckmakers have to change, but so do regulators; they need to create competition on environmental performance. The highest fine prior to the truckmakers’ sanction was 1.4 billion euros levied against a TV and computer monitor tubes cartel in 2012. Campaign group Transport & Environment’s director William Todts said regulators should do more to improve the environment. “Truckmakers have to change, but so do regulators; they need to create competition on environmental performance. Introducing fuel economy standards is one key way of doing that,” he said. Truck makers have invested heavily in recent years to make their engines compliant with so-called Euro VI standards, which focus on reducing health-threatening nitrogen oxides. The Commission has introduced more stringent regulation to curb pollution of health-threatening nitrogen oxides and introduced it in stages. So-called Euro 1 standards were unveiled in 1993 and since the start of 2014 any new vehicle must comply with Euro VI standards. The more stringent emissions standards have forced truck makers to invest in expensive technologies such as exhaust treatment filters.  (Additional reporting by Alissa de Carbonnel and Edward Taylor in Frankfurt; Editing by Philip Blenkinsop and Susan Fenton) -- This feed and its contents are the property of The Huffington Post, and use is subject to our terms. It may be used for personal consumption, but may not be distributed on a website.

19 июля, 14:45

Еврокомиссия оштрафовала производителей грузовиков на рекордные 2,93 млрд за картельный сговор

Европейская комиссия (ЕК) оштрафовала на рекордную сумму в 2,93 млрд евро пять компаний-производителей грузовиков - MAN, Volvo/Renault, Daimler, Iveco и DAF, обвинив их в 14-летнем картельном сговоре с целью манипулирования ценами на автомобили, а также сроками внедрения новых технологий по выбросам вредных веществ.

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27 июня, 23:14

Paccar downgraded to underweight from neutral at J.P. Morgan

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18 июня, 04:30

Nikola Electric Trucks Promise a Tesla-Like Revolution

With diesel emissions a huge concern for the transportation industry, Nikola electric trucks are arriving at just the right moment.

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03 июня, 18:14

Paccar stock price target cut to $63 from $67 at Goldman Sachs

This is a Real-time headline. These are breaking news, delivered the minute it happens, delivered ticker-tape style. Visit www.marketwatch.com or the quote page for more information about this breaking news.

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03 июня, 18:14

Paccar downgraded to neutral from buy at Goldman Sachs

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09 мая, 17:57

Paccar Inc. upgraded to buy from neutral at Bank of America

This is a Real-time headline. These are breaking news, delivered the minute it happens, delivered ticker-tape style. Visit www.marketwatch.com or the quote page for more information about this breaking news.