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Retail Best Pricing · #01
Pricing Intelligence: why competitive data is becoming a strategic asset for retailers
Retail Best Pricing · Newsletter
Welcome to the first edition of Retail Best Pricing.
The objective of this newsletter is simple: share facts, market observations and practical insights about one of the most critical topics in retail today: pricing.
Because pricing decisions are becoming increasingly complex.
Not only because competition is stronger, but because the amount of information available to retailers has completely changed.
1The market signals
Several recent studies highlight a major shift in consumer behaviour and retail competition.
Consumers are more price-sensitive than ever
According to the Deloitte Consumer Signals report (2025), price remains one of the key factors influencing consumer purchase decisions, with shoppers actively looking for better value and comparing more alternatives.
Source: Deloitte Consumer Signals, 2025 — deloitte.com
Price transparency continues to increase
The development of marketplaces, price comparison tools and digital shopping journeys has made competitor prices visible instantly.
According to McKinsey, retailers are facing increasing pressure to move from traditional pricing processes towards more dynamic and data-driven approaches.
Source: McKinsey – Pricing and Revenue Management insights — mckinsey.com
Retailers are investing more in pricing capabilities
The use of analytics, automation and artificial intelligence is accelerating. Pricing teams are progressively moving from manual monitoring towards continuous market intelligence.
Source: Gartner research on AI and analytics adoption in retail — gartner.com
2What the numbers tell us about pricing strategy
The data shows a clear tension in today's retail market.
Consumers are more price-sensitive, but price alone is not enough to win.
4 / 10US consumers are now considered "value seekers"
10–40 %of brand value perception comes from factors beyond price
According to Deloitte's 2025 Consumer Signals research, 4 out of 10 US consumers are now considered "value seekers". However, Deloitte also highlights that between 10% and 40% of consumers' perception of brand value comes from factors beyond price, including quality, trust and service experience.
Source: Deloitte Consumer Signals – "The Value-Seeking Consumer", June 2025 — deloitte.com
This creates a major challenge for retailers: a price decrease can improve competitiveness in the short term.
But a permanent price war can destroy profitability without necessarily improving customer loyalty.
The strategic question is therefore no longer:
"How can we be cheaper?"
It is:
"Where does price really influence customer choice, and where can we protect value?"
3The pricing intelligence gap
Retailers are investing massively in data.
But the biggest gap is often not internal data. It is external market visibility.
A retailer can know precisely:
- its sales evolution,
- its margins,
- its inventory level,
- its customer behaviour.
But many still struggle to answer simple questions:
- How many competitors changed their prices today?
- Which products created a perception of being expensive?
- Where are we losing competitiveness?
McKinsey highlights that advanced retailers are moving towards more dynamic pricing approaches, combining demand signals, competitive information and analytical models. The firm notes that some leading online retailers reprice key products several times per day and that sophisticated retailers can adjust 10% to 20% of their online assortment daily.
Source: McKinsey – "Pricing in retail: Setting strategy" — mckinsey.com
This is probably one of the biggest transformations in retail pricing:
Moving from periodic price reviews… to continuous market intelligence.
The question for pricing leaders
If your competitors changed 50,000 prices today…
Would your pricing team know which ones really mattered?
That is the difference between collecting pricing data and building pricing intelligence.
Conclusion
The winners of tomorrow may not be the retailers with the lowest prices, but those with the clearest view of their competitive environment.
"Know your enemy and know yourself, and you need not fear the result of a hundred battles."— Sun Tzu
Next monthHow do retailers really build their price image?
Retail Best Pricing is an independent retail pricing community. Published on PAARLY.com with permission from Retail Best Pricing. © Retail Best Pricing.