The office stationery market has declined by 8.1% in the B2B sector, which includes office supply retailers and mail-order sales (GfK for Ufipa, 12-month period ending December 2025), and buyers now compare products online, item by item. When every product has an equivalent from three competitors, price alone no longer makes the difference: it is comparability itself that must be managed.
White paper
Protecting Your Margin in a catalog where everything seems comparable
This white paper shows that a product line is comparable only if four conditions are met: the same product, the same sales unit, the same terms, and a visible price. It details seven strategies for removing one of these conditions from the rest of the catalog without losing bids. Verified figures from 2025 and 2026 (GfK and Ufipa, Sana Commerce, PLMA and NielsenIQ, Baymard Institute, Arcep, CNR, BOAMP).
By downloading it, you will discover
- Why a line is comparable only if four conditions are met, and how to choose which ones to keep
- How to design packaging and quantity tiers that cover the cost of service, given that shipping costs have risen by 7.7% over the past two years
- What role and price differential should be assigned to a private label, entry-level product, quality equivalent, or specific product?
- How to price kits, shipping, minimum order quantities, and services so that they protect profit margins rather than erode them
- How to fill out a form without sacrificing the information outside the form, and calculate the profit margin line by line
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