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Retail Pricing In Stores Must Become Real Time

by Robert Hetu  |  June 21, 2018  |  1 Comment

Retailers, particularly those with stores, face a difficult challenge in supporting consistent pricing across all channels, since digital commerce pricing can be easily changed multiple times per week, day or hour. In contrast, changing in-store pricing of products during the sales day can cause considerable confusion and frustration for customers and associates. Keeping the price changes synced/consistent with the digital channel must be seamless to be effective. Labor associated with the manual changing of the prices, as well as cost of materials and timing delays all add up to big potential failure points. There are a few instances where retailers are using electronic price tags, shelving labels, or digital signage to manage price changes in store on a more frequent cadence including every 24 hours, but this still does not meet real-time requirements.

Other retailers are starting to take advantage of mobile applications to manage pricing through personalized offers or post transaction settlement. One example is Walmart, offering Savings Catcher as a function on its customer-facing mobile application. Using Savings Catcher, a customer can submit receipts for review and post transaction adjustment by Walmart. When a lower advertised price is found, the customer receives a refund in the form of a virtual gift card for use at a later date.Retailers that operate multiple channels know well the issues related to pricing consistency, yet customers demand consistent pricing across channels.  Something has got to give, but how do you remain competitive online while managing physical pricing?

In our most recent research, Market Guide for Unified Price, Promotion and Markdown Optimization Applications, 2018 we begin to explore the future of price optimization and the growing bifurcation between price planning and pricing execution.

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This is largely due to the fact that as soon as an optimization process is completed it is obsolete, due to the increasingly dynamic nature of online pricing.  This will also be reflected in the upcoming hype cycle for retail technologies where a new innovation profile called contextualized real-time pricing will emerge.  For retailers, contextualized pricing in real-time is defined as the retailer’s ability to manage and adjust prices for customers in real time, across all channels, based on a wide variety of considerations. These include competitive pricing, promotional cadence, customer loyalty and availability.


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Category: pricing-policy  

Tags: algorithmic-retailing  ecommerce  multichannel  omni-channel  personalization  price-optimization  price-transparency  retail  stores  trends  unified-retail-commerce  uppmo  

Robert Hetu
VP, Analyst Retail
7 years at Gartner
29 years IT Industry

Bob Hetu is a Research Director with the Gartner Retail Industry Services team. His responsibilities involve tracking the technology markets and trends impacting the broad-based retail merchandising and planning areas. Mr. Hetu is an expert in the areas of brand, vendor and assortment management, merchandise planning, allocation, and replenishment. Read Full Bio

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