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Closing the Online Pricing Research Loop

In closing, we find ourselves in a dynamic eGrocery landscape that is constantly evolving. Grocers are standing at a critical junction, with the daunting task of enhancing profitability and customer experience while keeping up with the competition. The report hints at a softening demand for eGrocery and a slowdown in growth in the post-Covid era. National rivals, like Walmart, with their robust resources, are better positioned to absorb the higher cost structure of eGrocery. So, what does this mean for regional grocers? It’s time to roll up those sleeves and rethink strategies to stay in the game.

This report serves as a compass for regional grocers navigating in the intricate maze of eGrocery pricing and strategy. It introduces the Three C’s Framework, a beacon that guides you to own the customer connection, control choices, and manage costs effectively. The report further lays out a roadmap, divided into three stages: Establish Baseline, Model Enhancements, and Determine Details. Think of it as building a house, each stage laying the foundation for the next, resulting in a robust and comprehensive guide when considering pricing strategies.

So, what are the action items for regional retailers?

  1. Embrace the Three C’s Framework – Own the customer, control choices, and manage costs effectively. It’s not just a suggestion; it’s a mantra for success.
  2. Leverage the Roadmap – Establish a baseline, model enhancements, and determine details. Let’s add a Stage 4 as “Implement Plan” and Stage 5 as “Assess Impact”. Measure your success by comparing actual to expected results 3 to 6 months post-implementation.
  3. Revamp Pricing Strategies – How about adding a “free” tier to the fee structure? Evaluate the markup necessary to cover direct labor costs, and let’s not forget to protect advertised items.
Table 3 - Action and Recommendation Roadmap

Considering the Three C’s Framework and leveraging the roadmap, grocers can make strategic choices that resonate with their objectives and strategies. The clock is ticking, and it’s high time for grocers to adapt to stay competitive in today’s market. Remember, it’s not just about surviving; it’s about thriving in this ever-evolving landscape.

Contact Mercatus for a free eGrocery strategy session today.

eGrocery Strategy Session
Headshot of Mark Fairhurst

Mark develops global growth strategies for Mercatus and leads the Marketing, Sales, and Customer Experience teams.