News & Media From Dale Furtwengler
US Airways suing for lower prices
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A recent Miami Herald headline - "US Airways sues Sabre over pricing." According to the article US Airways isn't the only airline, American has a suit pending…
read nowWhen all else fails, buy your competitor?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Is AT&T's proposed purchase of T-Mobile good strategy? Or another form of denial?
read nowScarcity mentality: Boon or bane?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Actually it could be either, depending upon where it exists.
read nowPrice gouging: Is it possible?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
There have been reports of price gouging on sales of the Chevy Volt and Nissan Leaf with dealers charging $10,000 or more over the manufacturer's suggested…
read nowLessons from the 'Shark Tank'
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
I was channel surfing when I stumbled across the program 'Shark Tank.' For those of you who may not have seen it, entrepreneurs present their business ideas to…
read nowWhy do sales people forget that they are also buyers?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
A strange transformation takes place when a person takes on a sales role. It doesn't matter whether it's a "sales professional," a solo entrepreneur, a…
read nowPricing patterns are predictable. Use them to your advantage.
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
It's fascinating how predictable pricing is, especially during changing economic times. During economic downturns the vast majority of companies discount…
read nowGM's subprime auto loans: Great sales tool, or history repeating itself?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
General Motors, recognizing that many potential buyers' credit is less than stellar these days and that funding sources aren't readily available, has entered…
read nowImitating your competitor's prices? Here's why that's a bad idea.
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
How do you decide what price to charge? How well is that working?As I sat down to write this post the lyrics of an old Johnny Lee song, "Lookin' for Love,…
read nowDanger: Strong Economy Ahead
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Is the recovering economy a blessing, or a potential minefield for retailers?Most business owners are breathing a sigh of relief; they're emerging alive and…
read nowBuying customer loyalty: Does it ever work?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Can we really buy customer loyalty? If not, what are we really buying?To answer these questions we need to define loyalty. Loyal customers:
read nowDiscounting in the off season: Good strategy or slippery slope?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
In one of my earlier blogs I dealt with the folly of discounting during peak selling season. I guess it was inevitable that I was asked, "What about the off…
read nowMarketing and 'the wrong hero'
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Marketing messages must be great stories ... about the true hero.I wish I could remember the source of this elegant language for the person certainly deserves…
read nowWhy I continue to encourage higher prices
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Even as I advocate higher prices, I understand that they will inevitably fall.In his book, The Rational Optimist, Matt Ridley offers countless examples of how…
read nowHave you outgrown your market?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
When you've become the best of the best, what do you do next?I've recently begun working with a gentleman who has reached the pinnacle of his profession and…
read nowWhat you can't teach buyers
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
There are some things you just can't teach buyers. Nor should you try.As sellers, we can educate buyers on:
read nowWalmart's pricing strategy: Further evidence revisited
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Conflicting stories spawned further research. Did it change my message? A December 2010 Bloomberg Businessweek article cited in my "Further Evidence" article…
read nowPenetration pricing: Good strategy or self-inflicted wound?
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Penetration pricing is a strategy in which a company offers lower prices to garner market share. Is this a viable strategy? If so, when will it work?To answer…
read nowAdrift in a sea of change? Check your internal compass.
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
I don't know a business owner/leader who hasn't, at one time or another, felt adrift in the sea of change. It's inevitable. Why?Business, like everything else…
read nowTriggering An Avalanche
by Dale Furtwengler — President, Furtwengler & Associates, P.C.
Will social media marketing...
read nowSubscribe
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