News & Media From Dale Furtwengler
Why customers seem scarce - part 3
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In the previous two segments (1, 2) we learned how industry overcapacity, a dying industry and a perception that our competitors' offerings are superior cause…
read nowWhy customers seem scarce - part 2
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Last week we discussed how to grow your revenues, profits and customer bases when facing the challenges of industry overcapacity or a dying industry. Both…
read nowWhy Customers Seem Scarce - Part 1
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Far too many sellers suffer believe that customers are scarce and that they can't raise prices for fear of losing the customers they have.
read nowWhat is an industry leader?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
"Industry leader" is one of the financial press' favorite phrases, yet how often do they define the term? What makes one company, above all others, the…
read nowWho's running your business?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
What would you say if someone told you that they were responding to 600 proposals a year versus 150 in prior years? Who among us wouldn't like to see that…
read nowJCP's ads don't square
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
When JCPenney announced its new pricing strategy, I was one of the few who applauded the move. After seeing their ads, I'm not so sure I was right in doing so.
read nowSony moves to common pricing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Sony's CEO, Phil Molyneux, announced a move to common pricing beginning April 1, 2012. What is common pricing? More importantly, what is the impetus for this…
read nowThe dangers of competitive pricing intelligence
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Many businesses, particularly larger businesses, feel that competitive pricing intelligence is essential to their success. Is that true? Or will their…
read nowThe dangers of cost-plus pricing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In the early years of my consulting work I picked up a client that had been losing money for two consecutive years and was experiencing severe cash flow…
read nowGM: A premature celebration?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
GM reported a record $7.6 billion profit for 2011. Politicians hailed this is as proof positive that the bailout worked. Is it truly a cause for celebration?
read nowIs Walmart losing customer trust?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In her Entrepreneur.com article "Seven Ways to Avoid Competing on Price," Carol Tice cites a WSL/Strategic Retail study that shows that "86 percent of…
read nowPrices up, profits down
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A recent Washington Post/Bloomberg Business article stated that Hormel Foods' fourth quarter 2011 profit slipped 3 percent. Price increases were blamed for…
read nowJCPenney: A new, well-reasoned approach to retailing
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
CEO Ron Johnson rolled out a new plan for JCPenney that includes:
read nowLow prices and drug shortages
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
"Essentially all of the drug shortages that occur in the U.S. arise in the generics market, where profitability is fairly low," Greg Conko, of the Competitive…
read nowDo higher prices drive customers away?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Higher prices = lost customers. That's a common belief among business owners. Is it true?
read nowHow price increases led to whopping revenue growth for Kraft
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A November 2, 2011 Barron's article reports that Kraft Foods' third quarter net revenues grew 11.5 percent in part due to a 7 percent price increase.
read nowAmazon's deadline extended! Quick, what thought pops into your mind?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
I just received an email from Amazon. In big, bold letters it said "FREE Super Saver Shipping Deadline Extended." Quick, what thought pops into your mind?
read nowWaging war: Marketing vs. sales
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Over the years I’ve seen and heard a lot of commentary about the roles of marketing and sales within organizations. Geoffrey James, a popular sales writer…
read now"I hate coupons!"
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
This from a woman who's been clipping coupons most of her life. What raised this angry cry?
read nowIs your marketing magnetic?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
An interesting fact about magnets is that they can either attract or repel other magnets depending upon their polarity. Marketing also has the ability to…
read nowSubscribe
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