A collection of white papers organized by industry, along with our cross-industry analyses on pricing and AI. Practical methods for protecting your margin—without the “black box” effect.
During Black Week 2025, spending increased by 0.4% in value terms, while sales volumes declined by 3%. This white paper details the four decisions that determine the profitability of Black Friday—well before November 27.
Each industry has its own pricing dynamics: loss leaders in the food sector, the long tail in the auto industry, seasonality in garden centers, and net customer prices in B2B. For each, we provide an industry guide and several in-depth analyses of the decisions that have the greatest impact on margins.
For: Pricing, Sales, and Marketing Departments in the Retail Industry
FoodNo. 1 · 2026On average, French consumers shop at 3.5 stores per month, and 21.9% of hypermarkets’ and supermarkets’ sales in 2025 came from promotional items—more than one euro…
FoodNo. 2 · 2026In 2026, 55% of the major industrial companies in the Ilec sector signed deflationary rate agreements with French power plants.
FoodNo. 3 · 2026Convenience stores saw their sales rise by 5% in 2025 (NielsenIQ), driven by smaller, more urban households that buy in small quantities…
FoodNo. 4 · 2026Private-label brands account for nearly half of the volume of consumer goods purchased in France, with 25 to 35 percent of those sold under the national brand they…
For: Auto repair shops, motorcycle parts and equipment distributors
Cars and MotorcyclesNo. 1 · 2026Since 2023, the price of replacement parts has been rising faster than inflation every year, and 15 out of 30 automakers have once again raised their prices for…
Cars and MotorcyclesNo. 2 · 202630% of drivers cite price as their top consideration when choosing a tire (Apollo Tyres, 2025), and the same tire is priced to the cent at dozens of retailers.
Cars and MotorcyclesNo. 3 · 2026In 2025, 45.4% of the breakdowns handled by the ADAC were caused by a starter battery, and 38% of French people have already performed a minor repair themselves on…
Cars and MotorcyclesNo. 4 · 202662% of drivers never compare prices at auto repair shops (Vroomly and Madeinvote, 2023). Yet they compare the price of a single part, down to the cent, on their phones.
For: Perfume stores, cosmetics retailers, and drugstores
Beauty and HealthNo. 1 · 2026When the law capped discounts, the household goods, cosmetics, and personal care category lost 535 million euros in revenue in 2024: those sales were…
Beauty and HealthNo. 2 · 2026In 2025, 14.9% of retail sales of health and beauty products in France took place online (FEVAD).
Beauty and HealthNo. 3 · 202663% of consumers do not believe that high-end beauty products perform better than mass-market ones (BoF and McKinsey, June 2025).
Beauty and HealthNo. 4 · 202692% of French people use multiple shopping channels, both in-store and online (Manhattan Associates and OpinionWay, 2025).
For: Management and pricing managers at specialty organic retailers and organic food sections
BioNo. 1 · 2026After three years of decline, the French organic market is returning to growth, driven—more than any other channel—by specialty retailers.
BioNo. 2 · 202675% of people who do not buy organic products cite prices they consider too high (Agence Bio’s Consumer Observatory, cited by Familles Rurales, February…
BioNo. 3 · 2026The organic market is rebounding (€12.6 billion in 2025, up 3.6% year-over-year according to Agence Bio), and this recovery is driven by the store’s most perishable sections: fruits and…
For: Sales, Pricing, and Distribution Departments in the Home Improvement and Wholesale Sectors
Home Improvement and RetailNo. 1 · 2026The building materials sector is expected to end 2025 down by at least 5%, and large home improvement stores saw a 4.3% decline in sales value in 2024.
Home Improvement and RetailNo. 2 · 2026In 2024, sales of home improvement products by specialty retailers to construction professionals fell by 10.9 percent, compared with a 4.3 percent decline for large home improvement stores (FMB and INOHA).
Home Improvement and RetailNo. 3 · 202641.4% of the home improvement market consists of private-label products (NielsenIQ, 2025 report).
Home Improvement and RetailNo. 4 · 2026A competitor is lowering its prices three kilometers away. 76% of French people research online before making a purchase or visiting a store (Shopfully, State of Shopping 2025)…
For: Specialized and general retailers of household appliances
Home AppliancesNo. 1 · 2026In 2025, sales of major home appliances declined by 4.5% in value while sales volume remained stable, and the average price of a major appliance fell from 387 to 372 euros.
Home AppliancesNo. 2 · 2026A small household appliance sells for an average of around €70, and November accounted for more than 15% of the department’s sales in 2025 (GfK, cited by Univers…
Home AppliancesNo. 3 · 2026In 2025, sales of built-in appliances declined by 7.3% in value, compared with a 2.8% decline for freestanding appliances (Gifam).
Home AppliancesNo. 4 · 2026On average, a washing machine lasts eleven years in a household, but manufacturers update their product lines every year.
For: Sales, revenue management, and trade marketing teams for the brands
FMCG / BrandsNo. 1 · 2026In the 2026 negotiations, 55% of Ilec members accepted pay cuts, even though they needed an average pay increase of 3%.
FMCG / BrandsNo. 2 · 2026Whether on its e-commerce site, on a marketplace, in its stores, or in its pricing for foodservice distributors, the brand sets its own prices.
FMCG / BrandsNo. 3 · 2026About a quarter of the products sold by large retailers in France—in terms of value—and half in terms of volume are now sourced through European purchasing groups…
FMCG / BrandsNo. 4 · 202653% of French people say they are willing to switch brands in the food sector for a better deal (BCG, European Consumer Sentiment, June 2026).
For: Distributors of business supplies and services
Office SuppliesNo. 1 · 2026Office supplies lost 4.8% of their value in France in 2024, and the B2B sector—comprising supply stores and mail-order sales—declined by 8.6% over the past twelve months to…
Office SuppliesNo. 2 · 202665% of HP's printing revenue comes from consumables (Annual Report 10-K, fiscal year 2025): this is the profit margin for the entire industry, and the one that…
Office SuppliesNo. 3 · 2026Copier paper and filing supplies each declined by 6.1% year-over-year as of the end of September 2025 (GfK / Ufipa).
Office SuppliesNo. 4 · 2026The office supplies market declined by 8.1% in the B2B sector, which includes suppliers and mail-order sales (GfK for Ufipa, 12-month period ending in December…
For: High-tech retailers and e-commerce businesses
High TechNo. 1 · 2026In 2025, sales of technical goods declined for the fourth consecutive year in France, to 30.3 billion euros (down 1.6%).
High TechNo. 2 · 202651% of French people intend to buy a smartphone that has been professionally refurbished (2026 Recommerce Barometer, Kantar Insights).
High TechNo. 3 · 2026At Fnac Darty, the gross Markup margin reached 28.0% in 2025, an increase that “is primarily due to the growing contribution of the services business”…
High TechNo. 4 · 2026In September 2026, the price of the iPhone 16 in France rose by 150 € on the day the iPhone 18 Pro was unveiled, from 869 € to 1,019 € (Consomac).
For: Garden center chains and networks
Garden CenterNo. 1 · 2026March, April, and May account for 40% of garden centers' annual revenue, and a rainy Saturday in mid-April has a greater impact than an entire week in November.
Garden CenterNo. 2 · 2026A dog owner spends an average of 517 € per year on pet food (Facco-Odoxa Barometer 2026).
Garden CenterNo. 3 · 2026The local foods section keeps customers coming back when the garden is dormant: specialty food stores generate 28.1% of their revenue from October through…
Garden CenterNo. 4 · 2026In 2024, households spent half as much on plants in June as they did in May: from 352 to 179 million euros (Kantar for FranceAgriMer and VALHOR).
For: Furniture, bedding, and home decor retailers
Furniture and DecorNo. 1 · 2026The French furniture market declined for three consecutive years and was worth only €13.6 billion in 2025.
Furniture and DecorNo. 2 · 202653.6% of households now sleep on a mattress that is 160 cm or wider (Parlons Literie Observatory 2025), and according to the IPEA, larger sizes support…
Furniture and DecorNo. 3 · 202656.2% of Maisons du Monde's 2025 sales came from home decor (press release dated January 30, 2026).
Furniture and DecorNo. 4 · 2026In the first half of 2026, the furniture market (excluding kitchen furniture and bedding) declined by 4.1% (IPEA), and 52% of French people postponed major purchases (VML, Future…
For: Group leaders and managers
PharmaciesNo. 1 · 2026Your revenue is holding steady, your margin is declining, and the balance sheet offers no clues as to why or where to start.
PharmaciesNo. 2 · 202694% of pharmacies belong to a group (Court of Auditors, May 2025). However, when it comes to non-reimbursable medications, over-the-counter products, and dietary supplements…
PharmaciesNo. 3 · 2026The dermocosmetics market was worth €3.1 billion in pharmacies over a 12-month period ending in 2025 (IQVIA), but nearly one-third of sales of over-the-counter health products occur outside of pharmacies (Xerfi).
PharmaciesNo. 4 · 202669% of French people believe that pharmacists tend to recommend the products that earn them the most money (OpinionWay poll for PharmagoraPlus…
For: Toy and baby products retailers
Baby Care and ToysNo. 1 · 2026In stores specializing in games and toys, November and December account for 36% of annual sales.
Baby Care and ToysNo. 2 · 2026In August 2026, prices for games, toys, and hobbies fell by 2.0% year-over-year, while overall consumer prices rose by 2.4% (INSEE).
Baby Care and ToysNo. 3 · 202664% of the annual revenue of specialty toy and game stores is generated from January through October (BOOPER calculation based on the INSEE revenue index…
Baby Care and ToysNo. 4 · 2026On December 26, whatever remains on the shelves has already lost its value: prices for games and toys fell by 3.6% between October and December 2025 (INSEE), and 48% of…
For: Restaurant chains, institutional food service companies, and food service distributors
RestaurationNo. 1 · 2026In 2025, food consumption outside the home grew by 4.2% to reach 128.3 billion euros, without serving a single additional meal: 11.97 billion meals, a volume of business…
RestaurationNo. 2 · 2026In institutional food service, the price of a meal isn't decided on a monthly basis: it's set once, in a contract clause, and remains in effect for several years.
RestaurationNo. 3 · 2026Over the course of four years, food service distribution rates rose by 30%, and growth took care of itself.
For: Retailers, wholesalers, cash-and-carry stores, and B2B distributors
B2B RetailNo. 1 · 2026Since 2023, the wholesale sector has seen a decline in sales volume each year: in 2025, sales are expected to fall another 0.3% in volume and grow by only 0.2% in…
B2B RetailNo. 2 · 2026The wholesale sector has a trade Markup of 21.6% (INSEE, 2023 data): each percentage point of discount reduces this by nearly 5%.
B2B RetailNo. 3 · 2026In a B2B catalog containing tens of thousands of items, most prices are never adjusted: they retain the multiplier set when they were created.
B2B RetailNo. 4 · 2026In the wholesale sector, gross operating profit accounts for only 4.5% of revenue (Booper calculation based on INSEE data from 2023).
For: Distributors of sports and leisure products
Sports and RecreationNo. 1 · 2026In 2025, sales in the sporting goods sector declined by 0.3% in France, and the textile and footwear sectors—which are the most seasonal—did not…
Sports and RecreationNo. 2 · 2026Electric bicycles account for 54% of the value of new bicycles sold in France and 28% of the volume, at an average price of €1,999 (Observatoire du cycle…
Sports and RecreationNo. 3 · 2026The French consider a used purchase to be a good deal if it offers an average discount of 45% compared to a new item (OpinionWay poll for Sofinco, March 2025).
Sports and RecreationNo. 4 · 2026There are still some size 36s and 46s left, but the entire line is now 30% off. However, the end-of-season leftover inventory is limited to just a few sizes, a few colors, and…
Pricing strategy, AI, promotions, and key events: topics common to all retailers.
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