Factors Influencing Retail Pricing

Prices in retail depend upon many factors. Product pricing strategy changes from time to time according to market dynamics. It is important for any retailer to keep the cost of his item competitive to attract buyers. Let us check out the factors that influence retail pricing strategies.

Cost of product development

Perhaps the most vital factor in any business that influences the market value of any commodity is its overall development cost. Actual cost of a product depends largely on the total cost of production. Before finalizing the real price, retailers take into account cost incurred at every stage of production, including taxes.

Perceived value of the product

Retailers take perceived value of any product into account before setting a price. It is important to understand that normally customers feel that low price means poor quality. If a commodity is priced too low, buyers get the feeling that materials used in production are of inferior quality. Therefore, a retailer has to maintain a fine balance between perceived value of a product and its cost.

Demand in market

Market demand is a key aspect of retail pricing strategy. If the supply of a product is less than demand, then prices shoot up and vice versa. If a good commodity’s stock ends up quickly, there is a mad rush among consumers, which automatically escalates its price.

Competition level

The level of competition plays an important role in determining the cost of a good. When a company’s rival sells its product at a lower price, then it may affect the business of the former. It is natural for retailers to study the competition in the market before finalizing the cost of their own product. However, it becomes immaterial when a company enjoys a monopoly in the market.


Demographics of the audience strongly influence marketing plan and costing. Demographics factor include:

· Place of business

· Age of customers

· Living standard of buyers

Demographics are all about the taste and preferences of the target audience.

Economic factors

Economic factors such as labor cost, inflation rate, exchange rate of currency and the Government’s monetary policy influences the cost of a product. These factors can influence the pricing strategy either positively or negatively.

Keeping competitive price of their product is a challenge for retailers. Pricing can either make or break a business. Therefore, retailers do it with extreme caution getting help from professionals. Once a customer loses his faith in a company, it’s very difficult to lure him back, especially in today’s cut-throat market competition.

Retail Inventory Optimization – How Standard Measures Of Inventory Profitability Can Mislead You

If you are the owner of a small to medium-sized retail store (or stores), typically 75% of your investment is in inventory. In addition, except for add-on services and custom orders, nearly all sales revenue and profits are generated by your inventory. Most importantly, excess inventory can suck up all your cash, and force you to insolvency and closure.

Therefore, one of your primary goals is to maximize the return on your inventory.

The standard industry measure of how well you are accomplishing that is called “gross margin return on inventory investment,” or GMROI. GMROI is defined as:

(Sales – Cost of Goods Sold) / Average Inventory Value (at cost)

GMROI can be calculated for the whole store, for individual items, for departments, and for any arbitrary group of items.

The higher the GMROI, the more money you make for every dollar you have invested in inventory.

Retail consultants typically give the following advice:

  • Calculate the GMROI of your inventory items
  • Identify the items with the lowest GMROI, and those with the highest GMROI
  • Look to replace the items with the lowest GMROI, with items more like those that have the highest GMROI

In principle, the above is very good advice. By focusing on the types of merchandise that yield the greatest profit, a retailer will be able to improve his cash flow and profits.

It therefore seems that all you have to do is to install a POS and inventory-management system that provides that type of information (a caveat – except for the very high end, most POS systems do NOT track average inventory, and therefore cannot compute GMROI or inventory turns at the item level).

In practice, however, the solution is not as easy as the above suggests. This is because an item’s GMROI is greatly affected by the retailer’s own actions. In many cases, to improve GMROI, what the retailer has to do is change his processes, not his merchandise!

Put it another way – no matter what you replace an item with, GMROI will remain low, if the underlying cause of the low GMROI is one of these:

  • Excessive stocking of slower-moving items
  • If you carry the same average inventory of a slow-moving item as a fast-moving one, it will naturally have a lower GMROI. For example, we had a customer that would always purchase more of any item in one department, if his stock was down to 3 dozen of the item. For his top sellers, that represented only 1 week’s sales. But for the slower-moving ones, it would take more than a month to sell 3 dozen. Naturally, the GMROI of the slower-moving items were much less than the GMROI of the faster-selling ones.

    If you can reduce your stocking level of a slow-moving item, you will increase its GMROI. That’s because your average investment will be lower. In general, you don’t have to replace merchandise with a low GMROI, if you can reduce its average inventory without reducing its sales.

  • Buying overly large lots at a time
  • You may be buying large quantities of an item because you get a volume discount, or because the vendor convinced you to stock up on it. For example, one of our retailers was tempted by a vendor’s volume discounts. He would purchase quantities large enough to get to the discount level of much larger stores than his. Unfortunately, those orders were so large they would take over 6 months to sell. As a result, his cash flow suffered greatly, and the GMROI of those items was very low.

    The good news is that you don’t have to look for replacements for items with this problem. All you need to do is exercise cash-flow discipline, and order smaller quantities more frequently. GMROI will rise proportionately, and you will find yourself with more cash.

  • Extreme markdowns
  • You may be using an item as a “loss-leader” by pricing it at cost, or even lower. Or, the selling season may have been shorter or less pronounced than normal, and you ended up having to offer a drastic clearance sale on the seasonal items. Either one of those will cause the items to have a low measured GMROI.

    Again, the good news is that you don’t have to replace the merchandise. Just ignore the apparently low GMROI – the profitability is actually higher than your calculations indicate. If you are using the item as a loss-leader, you should charge the losses to marketing. If you had offered a clearance sale on seasonal items, resolve to be more conservative next time. The point is: if you manage the item’s pricing the same way you do your other items, its GMROI will be higher, and you may not have to replace it, after all.

  • Moving items to slow-moving display locations
  • In any store, the merchandise in some parts of the store move faster simply because of their location. Island displays, eye-level shelves, the front of the store – merchandise in those areas will sell more than the merchandise in other areas. If an item is not in those high-traffic areas, expect its sales to be lower than if the item were displayed in the high-traffic areas. That will bring GMROI lower.

    Replacing those items won’t be likely to raise your sales, profits, or GMROI. Any replacement item you place in a low-traffic area will still have lower sales than if it were in the high-traffic areas.

    Unfortunately, the high-traffic area of any store is limited. So, you can’t put all of your merchandise in high-traffic areas.

    The solution is to keep less stock of the items you place in the low-traffic areas. By lowering average inventory in proportion to the lower sales volume, you will be able to free up cash and raise the GMROI.

As you can see, there are a lot of reasons why GMROI can be lower for some items than others. You should first try to pinpoint why the GMROI is lower, and to try ways to bring it up. Ask how to have your system calculate the “potential GMROI” of an item, which is what it will be after you make all the adjustments suggested above. You should only replace items if their “potential GMROI” is still low.

How Can Beautiful Packaging Increase The Sales Of Your Retail Shop?

Customers Point of View

Customers usually see and check the packaging by touching the product they are attracted to. When customers have a vast choice to pick from the products that are displayed on the shelves of the store, then they decide a product which has a good packaging. Packaging surely makes a difference in customer’s mind in finding what gets observed and ultimately purchased. At times, product packaging turns into an extension of the product itself.

Beautiful packaging increase the sales of your retail shop

Company retailers try to make the product’s packaging design eye-catching and exclusive enough for individuals to notice. It basically maximizes the chances of transforming actual packaging notice to tangible sales. There are different methods through which the right packaging of a product is chosen. Business owners hire professionals to deal with the packaging designs. Packaging depends on various things like:

• Materials

• Designs

• Printing

• Add ribbons and other decorative items

These things together have a huge effect on the sales activities of the products.

When you are considering packaging designs, then you should have an understanding of demographics. Retail Boxes designs should be attractive enough according to the target consumers. There are some popular manufacturers continually change their retail boxes wholesale packaging designs to increase their sales. Some of the popular brands can have unique labels for local distribution and exclusive design for regional selling. Different stores that are small usually keep those products that are in demand and good in packaging to attract consumers.

However, the big stores used to keep all types of packaging products. They keep the good packaging products in front rows and the ones that are not so attractive in the last outlets. In a retail shop, competing products are placed on the same shelves. Consumers can easily get to know about the quality of your packaging and of your competitors. Due to this reason, you can easily come to know which type of packaging design you have to keep. Eye-catching packaging design makes consumer take a second look on the specific product. If the retail boxes packaging is beautiful, it would surely make consumers curious and they will be influenced to purchase the product.

Functional packaging

Functional packaging can also help in repeating sales from the consumers. Packaging which improves the storage space and functionality of product will make consumers come back to the store to make an additional sale. However, consumers do not like a retail packaging that is difficult to manage or store. Also, sensitive retail boxes wholesale can also damage the product. Consumers would not purchase the same product again. So, looks and functionality, both are important to increase the sales of your retail shop.

Business marketing firms

Different business marketing firms hire designers whose basic job is to keep an eye on the latest trends of products and services that attract consumers. Packaging designs must be incorporated into a supplier’s product promotion technique to have a strong impact on the purchasing public. Packaging designers should understand the trends carefully. Your product packaging design should draw attention to latest trends to attract the consumers. Innovative labels and printing designs can also maximize the profitability of the product. It can also help in keeping higher consumer demand.