In a B2B catalog containing tens of thousands of SKUs, most prices are never adjusted: they retain the markup set when they were first created. Yet with a gross margin rate of 21.6% in the wholesale sector (INSEE, 2023 data), every price point set below its true value accounts for nearly one-twentieth of the margin. And the recoverable margin isn’t where you’d expect to find it: it’s often hidden in the SKUs that no one compares.
White paper
100,000 SKUs: Which prices should be reviewed first?
This white paper proposes a method for determining, on a weekly basis, which prices to review first: rank each SKU based on the visibility of its price and its impact on the margin, calculate a “margin at stake” score, and then assign the appropriate process to each one—ranging from expert review to automated rules. Verified figures from 2025 and 2026 (INSEE, Gartner, Simon-Kucher, BCG).
By downloading it, you will discover
- Why a catalog with 100,000 SKUs cannot be reviewed manually, and what one price point costs on a 21.6% gross margin
- How to classify each SKU based on price visibility and its impact on the margin
- How to Calculate an In-Game Margin Score Using the Data You Already Have, and Why It Shakes Up the Revenue Rankings
- How to handle each role: expert review, placement rules, automatic rules, or assortment decisions
- What events should trigger a reference update, from a change in purchase cost to the creation of a new product?
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