Somebody decided early on that everything gets keyed at 1.6 or 1.8 times cost. The number became habit. Now the store is too expensive on the items customers compare and leaving money on the table on the items they do not.
Members only
Members read the rest
The full chapter, with its self-check, and the rest of guides for stores, is free to members until January 1. One email, no password, no credit card.
IN PRACTICE
Applied to this season's trends
Fiber frenzy and protein + fiberRealThe buyer takeTest a small assortment within an existing category and track sales and margin dollars per facing against comparable products.
Clean proteinRealThe buyer takeTest a meat stick from Chomps or The New Primal, both marked Scaling, alongside your current best seller at a comparable price.
Terroir's new territoryRealThe buyer takeTest a small regional assortment within an established category, supported by tastings and shelf cards that translate provenance into flavor and use.
Functional beveragesRealThe buyer takeManage functional beverages as a mature category rather than giving every new claim shelf space.Adapted from The Truth Behind Premium Grocery by Michael Penner (2027). Figures are modeled. ← How many items is enough