On average, French consumers shop at 3.5 stores per month, and 21.9% of hypermarkets’ and supermarkets’ sales in 2025 came from promotional offers—a 20-year record. Customers compare prices, but only for the items they buy each week. Applying the same pricing strategy to the entire store means sacrificing either the store’s price image or its profit margin.
White paper
Pricing strategy: maintaining loss leaders without sacrificing profit margins in the grocery sector
This white paper shows how to deliberately manage the balance between the few hundred products that shape the price image and the tens of thousands that drive profit margins: the role of each product, price indices by region, the Egalim framework, and the true return on promotions and markdowns. Verified figures from 2023 to 2026 (INSEE, NielsenIQ, Senate, DGCCRF, FEVAD).
By downloading it, you will discover
- Why a one-size-fits-all pricing rule is always wrong in some way, given that price sensitivity varies from 1 to more than 5 depending on the department
- How to categorize your products into four groups and set a target index by region rather than a price
- How to align your private-label products with those of your competitors to truly compare prices for online grocery pickup
- How to incorporate the threshold for selling at a loss, promotional caps, and the 30-day rule into the calculation rather than the verification process
- How to measure the true effectiveness of a promotion or price reduction, including cannibalization and deferred purchases
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