PROFILE

Dan Frechtling

SVP Product and Marketing, CMO, G2 Web Services

Dan oversees product and marketing for G2 Web Services, a payments technology and service provider operating in the Americas, Europe, Middle East, and Asia.

Previously, Dan ran global product management for hibu, a leading provider of digital services connecting local consumers and merchants in the US, UK, Spain and Latin America. Prior to that, he was Vice President Marketing and Vice President Client Solutions for DS-IQ, where he re-launched digital couponing products for SUPERVALU and developed and executed marketing strategies for digital media at Walmart.

Earlier, he was general manager of DVD games and youth electronics as Director of Worldwide Marketing for Mattel. At Stamps.com he helped launch the first server-based web postage technology.  At McKinsey & Company he led engagements for consumer and technology clients.

Dan earned his MBA with distinction from Harvard Business School and his BS in Journalism/Economics from Northwestern University. He speaks Mandarin Chinese.

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  • Posted on: 04/24/2017

    Should Bloomingdale’s sales associates receive commissions for online sales?

    Some method of giving associates credit for online sales is in order. But the general approach of spreading commissions from online sales to store staff based on shopper geography creates a free rider problem that doesn’t compensate individual effort. A more personal model of attribution is needed.For online orders shipped home, attribution is technically simple but financially knotty. Here are three ways, by degree of difficulty:
    1. Associates facilitate orders of out-of-stock or non-inventoried items with tablets before the shopper leaves the store;
    2. Associates get credit for home orders via a code or a unique landing page for their clients and a CRM model that tags shoppers when they are online. Getting shoppers to use the code, though, usually requires a discount or access to curated items;
    3. Associates are assumed credit when a matching system detects online orders from shoppers match a database of previous in-store transactions.
    For BOPIS, tracking time spent with in-store pickups and compensating them seems only fair. Furthermore, it creates a relationship-building opportunity that can channel more online sales like the above.All of the above add cost. There’s associate commissions, shopper discounts and IT system costs. This triple margin hit can undercut what makes online orders so economically attractive to brick-and-mortar stores in the first place.
  • Posted on: 04/16/2017

    Have hacks damaged Amazon’s relationships with third-party sellers and customers?

    Amazon need only follow its own advice here: "as fraudsters get smarter so do we."Amazon can implement better protections, such as default two factor authentication when account passwords are changed, confirmation requests to sellers when credentials are updated, cancellation of accounts that are dormant for extended periods, and notifications to merchants when their usernames match breach lists on sites like "Have I been pwned?"Amazon's marketplace value proposition is safe. The above are all methods that other eCommerce retailers, banks, or social networks have implemented. So it's a matter of choice, not feasibility.
  • Posted on: 04/09/2017

    Can Amazon Cash open e-commerce up to millions of underbanked consumers?

    Amazon wants to be able to sell everything to everybody. Jeff Bezos has said he wants Prime to be so accessible and so appealing that not using it would be irresponsible. The “variety” strategy, which use to be confined to product selection, now extends to payments.AmazonCash opens ecommerce for lower income families. Those earning less than $25K use cash for 48% of their transactions, and those who earn $25-50K use it for 33% of transactions, according to PayNearMe. Others with a higher than average preference for cash include millennials and the elderly.The utility of Amazon cash is bigger in countries outside the US where cash is more commonplace. Cash use in Eastern Europe exceeds 70%. Ecommerce in India and Russia is commonly paid COD. So the opportunity is larger in developing countries.
  • Posted on: 03/27/2017

    Using a social app to prepare for a U.S. retail launch

    Of all the categories to research, apparel is most suitable for social media as it is a visual trade. Simply present snapshots and gather the "likes" and "dislikes" that users tag.But I agree with Ricardo that Facebook, Twitter and LinkedIn are superior channels to a purpose-built app like Wear.Facebook is the largest assemblage of socio-demographics, so you can see who is responding, and even target your questions. Twitter enables fast, short responses. LinkedIn has the largest grouping of business professionals. All three provide strong viral capacity as users share surveys with friends, followers and contacts.
  • Posted on: 03/08/2017

    Are retailers vulnerable to hacks from within?

    The largest loopholes that enable data breaches do indeed come from within. Willingly or unwillingly, employees create weaknesses. These come in two forms:1. Subversive. As described in the Columbia example above, today’s go-getter can become tomorrow’s ruthless ex-employee furthering a career at a competitor. Unmonitored logins create unlocked doors. Even if email and account access is terminated immediately with the employee, a cunning job seeker may have snatched portable trade secrets before tendering his/her resignation.2. Suckers. Employees have always ignored security protocols. More protocols beget more lapses that fraudsters exploit. Further, the fortress headquarters can’t be locked down as it once was. The twin movements of BYOD (bring-your-own-device) and telecommuting have made for a target-rich environment for cybercriminals with BEC (business email compromise) being a chief threat.What’s true in espionage is unfortunately also true in apparel. Expect more tools to make their way into private sector attacks -- the spoils are too large to ignore.
  • Posted on: 02/25/2017

    Six ways to prevent your e-mails from being flagged as graymail

    Tip #3 is really the meta-tip. A-B test your way to better outcomes by varying advice about subject lines, relevant communications, optimal times, and ideal frequency.In addition, consider your call-to-action. Is it a physical trip to the store or something more measurable, like viewing a coupon, visiting a product page, or reading a recipe tip?Finally, readability is as important as deliverability. Emails should be mobile-optimized not just for images, but for fonts as well--smartphone email apps can unintentionally shrink body copy to 6 point or smaller.
  • Posted on: 02/16/2017

    What will Walmart gain from its Moosejaw acquisition?

    Walmart needs a change in strategy to overtake e-commerce rivals. After an uncertain commitment online and several changes in personnel and approach, it now needs to act decisively to catch up.Moosejaw’s founders and investors needed to answer, “What’s it worth to be independent in a consolidating vertical?” The decision centered around whether to take the money or fight on alone. The deal was apparently too good to pass up.Moosejaw, like ShoeBuy, gives Walmart access to a wider assortment, higher end brands and a higher end customer base. Unlike ShoeBuy, which was rolled up under Jet.com, Moosejaw will retain some independence as a separate unit under Walmart.
  • Posted on: 02/10/2017

    Will a universal cart change online shopping?

    It’s a beautiful idea for the web visitor. It makes both adding items into your cart and checking out far easier. Expect online shoppers to ultimately purchase more, even after some additional abandonment as they wantonly add items they didn’t really need.But there are downsides to the common platform. It will be hard for shoppers to see terms and conditions, such as shipping and returns, during the checkout process. They may miss additional fees and recurring charges. Customer service costs will go up. A universal architecture also makes fraud easier, as bad actors will have an easier time cracking one cart than multitudes retailer-specific ones.Faster selection, faster check-out, faster fraud. On a superficial level, this is a killer idea -- if the implementation doesn't kill it off.
  • Posted on: 01/20/2017

    What factors weigh on tech purchase decisions?

    Unfortunately, the “user” experience varies greatly from the “buyer” experience when it comes to technology. This is especially true for small retailers and other SMBs. Vendors and owners alike fixate on the selling process, often leading to disappointment post-sale. A very common disappointment is getting locked into a solution before fully understanding it.How can a business owner avoid this? Choosing technologies -- and vendors -- that allow buyers to make changes post-sale helps to a great degree. This includes configurations (which modules are used), usage (the volume consumed, especially seasonal fluctuations) and service (“how-to” and other answers fast).By offering flexibility, vendors can close higher contract values because owners will pay a premium for the option to change later.
  • Posted on: 01/13/2017

    Are reports on the death of newspapers greatly exaggerated?

    The trends don't present a bright picture for circulars or other print advertising many years ahead.On the other hand, the data does make a case for the here and now. There is a buying opportunity with print newspapers. If you believed in it before, believe even more now.Circulation in North America is down 2.4%, yet ad spend is down 7.2%. Whether is due to de-cluttering of newspapers as advertisers pull out, or lower CPMs, both signal buying opportunity.Even if a shift from print to digital ad units is occurring, that signals a movement toward more cost-efficient, more measurable advertising.Advertisers can reach more eyeballs per dollar, even in a declining circulation environment.
  • Posted on: 01/06/2017

    What would an American Apparel acquisition do for Amazon or Forever 21?

    Amazon could indeed boost its fashion category with a private label brand and retail footprint that allows buyers to “try before buy.” But acquiring for political reasons seems a weak rationale. For one, it’s a bankruptcy auction that could label the winner a vulture capitalist. Further, the buyer will “own” the likely job cuts that occur post acquisition. Even Gildan, which is interested in the manufacturing assets, said it will have to eliminate some of the 3500 American jobs at “the largest sewing facility in North America.”Forever 21 could lower costs through more efficient manufacturing, but the brand would lose its soul in the process. It could be reinvigorated with the fashion-oriented ethos of Forever 21, but so could any brand, for that matter.At least American Apparel has five bidders, with Authentic Brands and Next Level Apparel taking interest. NastyGal, which filed for bankruptcy at the same time, only has a single $20 million bid.
  • Posted on: 12/23/2016

    Are retailers over-promising last-minute BOPIS?

    The weakest link is planning ahead for the rush. Retailers shouldn't be surprised by last-minute purchases. With absolute certainty, there will be more procrastinating shoppers this year. Good for Walmart, Kohl's, Macy's and Bed, Bath & Beyond and other to build a marketing program around last minute BOPIS.For the first time in five years, Christmas Eve is on a Saturday. A full 76% of adult shoppers say they plan on making holiday purchases right up until Christmas, according to a study from the International Council of Shopping Centers.Most of us don't brag about it, but most of us do it. Start your engines and sharpen your elbows.
  • Posted on: 12/09/2016

    Amazon offers incentives for Prime members to wait on deliveries

    Amazon is offering a choice, not issuing a decree. They are adding an option, not taking away a privilege.If an insufficient number of shoppers take the option, Amazon tests higher incentives until they reach their target redemption. Revolving “no-rush shipping” offers of $1, $2 and $5.99 Prime Pantry credits have been around since at least 2014. I suspect they don’t pay much attention to Consumerist.Ever heard a flight attendant announce your flight has been over-booked and offer travelers a credit to fly later? That’s what’s going on here. The credit rises until someone redeems. If the offer is too low for you, don’t take it.
  • Posted on: 12/04/2016

    Will Starbucks be the same without Howard Schultz as CEO?

    Of the many qualifications it would take to be Starbucks CEO, Kevin Johnson has four of them in spades: global CEO experience, charismatic leadership, trust from Howard Shultz, and technology chops.The first three are givens. The latter point says as much about Starbucks as it does the new CEO.Mobile payments now comprise nearly 25% of Starbucks orders, while mobile order & pay accounts for 6% of transactions. Both are growing. Starbucks had over 1,000 tech workers earlier this year and has been adding to the ranks.The company no doubt will have struggles ahead, but having the right leaders (plural) in place won't be one of them.
  • Posted on: 11/27/2016

    What will Trump’s TPP rejection mean for retail?

    Unfortunately, retail buyers have to contend with more than just the impact (or lack thereof) of the TPP.Nullifying the TPP maintains tariffs and makes foreign goods more expensive. Yet raising interest rates, as the Fed has indicated it will do, makes foreign goods cheaper.Bringing manufacturing jobs back to the U.S. would require an equalization of regulations. Yet for U.S. factories to compete, environmental standards would likely be lowered. (the TPP would have equalized this by raising overseas regulations.)Apparel and shoes, two oft-cited categories, are discretionary. So unit volumes (and factory utilization) decline when prices go up.You can't just pull one lever like tariffs and expect all else to be equal. Governing is different from campaigning.

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