The 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 vegetables, ultra-fresh items, and bulk goods. However, waste in these sections already accounts for 1.5% of a supermarket’s revenue (Phenix, 2025), and every poorly timed discount erodes profit margins: too many promotions get customers used to discounts, while a price reduction applied too late results in a panic-driven “50% off” sale—or the item ending up in the trash.
White paper
Fresh, bulk, and short-dated items: sales and markdowns in the organic section
This white paper makes a simple distinction: promotions address a demand issue and are evaluated based on their incremental volume, while markdowns address an inventory issue and are managed as a curve, with thresholds triggered by actual sales, store by store. It covers the legal framework (Egalim price caps, SRP +10, 30-day reference prices, and their exemptions for perishable goods) as well as the specific cases of bulk goods and fruits and vegetables. Audited figures dated 2025 and 2026 (Agence Bio, NielsenIQ, Phenix, Ceresco, and INRAE for FranceAgriMer and Interfel; OpinionWay for VusionGroup; Deloitte for Réseau Vrac and Réemploi).
By downloading it, you will discover
- Why promotions and markdowns are two distinct decision-making processes: one is planned according to a schedule, while the other is triggered by signals
- How to Break Down a Promotion into Bargain Sales, Early Sales, and True Incremental Sales
- How to set markdown thresholds based on actual sales, rather than a "50% off" discount on the day before the date
- What the legal exemptions for perishable goods allow (Egalim price caps, SRP +10, 30-day reference prices)
- How to manage bulk goods without a displayed date, sort fruits and vegetables, and handle different storage levels from store to store
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