PRICE ALIGNMENT POLICY

Definition

A thorough understanding of price elasticity —its definition, calculation formulas, and real-world examples—remains a prerequisite for any serious approach to pricing management. Why It's Important

• Provide a clear framework for repricing decisions: without an alignment policy, every decision becomes an ad hoc trade-off, leading to inconsistency.
• Focus alignment efforts on the metrics where they truly make a difference (the KVIs), rather than spreading resources too thinly.
• Preserving the margin: for items where systematic alignment would serve no purpose (items with low visibility or low elasticity).

A concrete example

A food retailer structures its pricing policy into three tiers: 200 KVI SKUs monitored daily and strictly aligned with the best price among the top three competitors in the area; 1,800 secondary SKUs monitored weekly with a tolerance of up to +3%; and the rest of the product assortment managed without direct competitive constraints

This segmentation allows the company to focus its analytical resources on the 200 KVI SKUs, which account for 60% of the price image

Gross margin increased by 0.4 percentage points over the past year thanks to the lack of price erosion among secondary SKUs.

How to measure/use it

Developing an alignment policy requires classifying benchmarks according to their competitive sensitivity (KVI vs. non-KVI), defining relevant competitors by category (which are rarely the same for everyone), set the target gap by product group and the associated update frequency

Pricing analytics tools enable the policy to be automatically applied to tens of thousands of products, with different rules for each product group

A quarterly review allows the product groups to be adjusted based on changes in competitor behavior.

Common Mistakes

• Pricing everything the same: across the entire product line, which erodes profit margins without significantly boosting brand image.
• Underestimating the depth of the KVI: beyond 300 to 500 KVI, the marginal price-image effect becomes negligible and the dispersion of effort becomes excessive.
• Do not confuse strict alignment with target spread: strict alignment (the competitor's price) and target spread (a constant spread) are handled differently.

Learn more

• Research & Data: Price tracking and web scraping to continuously support the alignment strategy.
• Solutions: Pricing Analytics for applying rules at scale.
• Tip: Operational Consulting Pricing to structure alignment circles by category.
• Resources: See our pricing FAQ to identify the KPIs eligible for strict alignment.

Mini FAQ

How many KVI units must be strictly aligned?

Between 100 and 500 in most general-purpose grocery chains

Beyond that, the marginal price-image effect becomes negligible and operational complexity becomes excessive

The rule of thumb: select the SKUs that together account for 50 to 60% of the chain’s perceived price.

How many competitors will be competing?

Ideally, 3 to 5 relevant, carefully selected competitors:

Aligning with the lowest bidder among 10 competitors leads to systematic underpricing:

Aligning with the median of the top 3 competitors is often the best approach.

What if competitors engage in unprofitable pricing?

You must resist the temptation to match prices

. If a competitor is selling at a loss, matching their prices will erode your own margin without yielding any lasting benefit

. The right approach is to price at the market median and let the struggling competitor deal with the consequences of its own decisions.