News & Media From Dale Furtwengler
Market share, pricing and profitability 'strategies'
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A September 11, 2013 Reuters article, "iPhone 5c: Apple picks profit over market share yet again," provides an opportunity to make a distinction between market…
read nowWalmart rebranding?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Are Walmart's steak ads early signs of a rebranding? I've been a long-time critic of Walmart's low-price strategy so it's only fair that I recognize them for…
read nowBest Buy's new look
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A little over a year ago I had the worst buying experience I’ve ever had at my local Best Buy store. I thought that the two associates in front of me were…
read nowLogic vs. emotion in retail pricing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
My thanks to Paula Jones, Craft and Hobby Assn. Canada, for sending me this January 22, 2013 Forbes article, Postscript On Retail Pricing: Avoiding the "Race…
read nowAbercrombie's exclusionary marketing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
On an apparently slow news day someone resurrected a comment Mike Jeffries, Abercrombie's CEO, made in an interview in 2006 in which he said that Abercrombie…
read nowWhat ails Carnival?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
When we think of a carnival we think of fun and good times. Unfortunately that’s not the image that comes to mind for the cruise line's passengers. So what’s…
read nowPricing: Innovation vs. enhancement
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Innovations premiums are huge. Early adopters often pay 3 to 4 times the price the mass market does. But what about product improvements? Do they carry the…
read nowIt's 10:00 oclock. Do you know where your profits are?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
When I began my consulting practice 24 years ago I’d go into companies and ask “What’s making money?” Most of the owners/CEOs would shrug, indicating that they…
read nowMarketing faux pas
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Eric Spitznagel, in his SFGate article Memorable marketing flip-flops, highlights the errors of some well-known, well-respected brands.
read nowPositioning and pricing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Pricing goes well beyond merely establishing a price. Indeed, there are some industries in which there’s little, if any, ability to adjust price. The health…
read nowLearning from Oprah's roller coaster ride
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Tanya Young Williams offers great insights into Oprah Winfrey’s recovery after a near disastrous start of OWN (Oprah Winfrey Network). Whether they’re accurate…
read nowMaking a 'value play'
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
My wife and I were in an electronics store. Neither of us are big on electronics. Our TV is 17 years old which gives you an idea of our interest in the latest…
read nowOverlooked benefits of price analysis
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A common misconception about pricing is that it’s all about establishing the price. In a recent project my client and I improved their margin by 56 percent…
read nowTo bundle or not to bundle?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Business owners can’t seem to win. If they bundle their offerings, customers ask for itemization of the various components with the price of each clearly…
read nowIs strategic pricing dead?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Given the accessibility of pricing information today, is it possible to be strategic in pricing your products and services? Or are we, all, trapped by the…
read nowAre you creating value?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Three calls is all that it took to identify a futile effort and how wasteful the investment in an innovation effort had been.
read nowPredictable results
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In the world of pricing, results are more predictable than we might think. Recently a Fortune 500 marketing professional told me that his company had changed…
read nowCan you add value?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
If you think I’m asking about your organization’s capabilities, I’m not. Then where, exactly, does the ability to add value lie?
read nowThe allure of low prices
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
I missed the irony on my first read of the email in which a marketing firm talked about pricing. The second reading left me laughing. It never ceases to…
read nowPrice cuts plague Carrefour sales
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
That is the title of a recent Financial Times article. But is it true?
read nowSubscribe
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