News & Media From Dale Furtwengler
'Tis the season for insane pricing strategies
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In times of heavy discounting, retailers are ignoring the power of convenience.
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Seven lessons in upselling, learned from a trip to the mechanic
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Customers typically don't question your motivations when you bundle offerings. They do when you try to upsell.
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How to communicate price increases to your customers
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Your customers need to be gently reminded of the value they are receiving from you.
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Big data, value pricing and fairness
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Value pricing has long recognized that products and services have different utilities and, consequently, different values for customers.
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A tale of two pricing strategies
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Imagine two companies. One touts the results the customer can expect and charges premium prices, the other touts its low prices. Which one wins?
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Pricing lessons from the 2014 Corvette
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
If you’re serious about wanting to increase demand for your products, raise your prices and limit the supply.
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Walmart: Pricing perseverance or insanity?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
"Wal-Mart rolls out 'Black Friday-like' spring sales event to drum up sales." The St. Louis Post-Dispatch headline raises the question, does perseverance pay…
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Selling into dead markets
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
I'm sure you're wondering, "Who in the world would do that?" More people than you might imagine. Here's what triggered this post.
read nowChanging prices, changing value?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A newscast recently reported that some companies are changing prices as often as 5,000 times a day. Why are they doing this? How well is it working? More…
read nowHow and why price discounts impact customer experience
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
What are the odds that discounting your price is going to lead to a positive customer experience? It'll be interesting to see whether your reactions to the…
read nowPricing and human behavior modification
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A recent study cited in The Australian suggests that charging fees for road usage would not only improve traffic flow, it would improve labor productivity.
read nowYour price is too high!
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
These words strike fear into the hearts of CEOs and salespeople like no others. The reality is that this is the one statement we should long to hear. Why?
read nowPrice and profit
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A January 9, 2014 Washington Post/Associated Press article, "Retailers of all stripes sing holiday blues," states that seven retailers have cut fourth quarter…
read nowChaChing! Using value pricing to grow sales and profits, part 3
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In part 1 of this series, we dismissed the argument that value is vague by demonstrating that there are only three things that any buyer buys — image…
read nowChaChing! Using value pricing to grow sales and profits, part 2
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In Part 1 of this series, we addressed the concern that value is vague. We did so by recognizing that even though each of us defines value a little…
read nowCha-ching! Using value pricing to grow sales and profits, part 1
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
It's no secret that the quickest, easiest and least expensive way to grow your top line, margins and bottom line is to raise prices. Why, then, are you…
read nowThe problem with 'Priced to sell'
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Priced to Sell, an article that appeared in Bdaily Business News, touts the use of auctions to "achieve maximum value" from sales. According to the author…
read nowPricing tips from the Oracle of Omaha
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
The following quote appeared in an Andrew Frye and Dakin Campbell, February 17, 2011 Bloomberg article "Buffett Says Pricing Power More Important Than Good…
read nowA retailer's Thanksgiving prayer
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
With Black Friday grabbing more headlines than the Thanksgiving holiday itself, I thought it would be worthwhile examining what a retailer's prayer would…
read nowFocus! But on what?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Many of the most successful people I know attribute a great deal of their success to their ability to focus their time, effort and energy. The question is, how…
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