{"id":10673,"date":"2026-10-02T09:41:43","date_gmt":"2026-10-02T07:41:43","guid":{"rendered":"https:\/\/www.geotelecom.es\/?p=10673"},"modified":"2026-10-02T09:41:46","modified_gmt":"2026-10-02T07:41:46","slug":"multi-brand-e-commerce-pricing-strategy","status":"publish","type":"post","link":"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/","title":{"rendered":"Pricing Strategy for Multi-Brand E-Commerce: How to Compete Without Sacrificing Margin"},"content":{"rendered":"<p class=\"wp-block-paragraph\">You sell the same products as half a dozen competitors, at the same manufacturer's price and with the same photos from the supplier. And yet, every time someone lowers their price, your automatic reaction is to lower yours as well. It's the same old dilemma in the <strong>multi-brand e-commerce<\/strong>: how to compete on price without making it the only selling point, and without every price cut eating into the margin that sustains the business.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In this article, we'll explore why not all products should engage in that price war, how much each discount actually costs, and what other incentives you can offer when price is no longer a differentiator.<\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_88 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Contents of the entry<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Contents\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #a09353;color:#a09353\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #a09353;color:#a09353\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Mismo_producto_distinto_negocio\" >Same product, different business<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#El_precio_importa_pero_no_es_lo_unico_que_compara_el_cliente\" >Price matters, but it's not the only thing customers compare<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Lo_que_realmente_le_estas_quitando_al_margen_cuando_bajas_precio\" >What you're actually taking away from your profit margin when you lower the price<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Key_Value_Items_no_todas_las_referencias_tienen_que_ganar_la_guerra_de_precios\" >Key Value Items: Not all products have to win the price war<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Dos_batallas_distintas_no_se_gana_igual_contra_otro_multimarca_que_contra_un_marketplace\" >Two different battles: you don't win the same way against another multi-brand retailer as you do against a marketplace<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Frente_1_otro_ecommerce_multimarca_como_tu\" >Page 1: Another multi-brand e-commerce site just like yours<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Frente_2_el_marketplace_generalista\" >Front 2: The General-Purpose Marketplace&nbsp;<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#Precio_ampliado_lo_que_el_cliente_compara_ademas_del_PVP\" >Expanded price: what customers compare in addition to the MSRP<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#La_primera_venta_no_siempre_tiene_que_ser_rentable\" >The first sale doesn't always have to be profitable<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#La_transparencia_va_a_seguir_aumentando\" >Transparency will continue to increase<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/estrategia-precios-ecommerce-multimarca\/#El_mismo_producto_tu_propia_estrategia\" >The same product, your own strategy&nbsp;<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Mismo_producto_distinto_negocio\"><\/span>Same product, different business<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">You're selling a Samsung TV, a Husqvarna chainsaw, a De\u2019Longhi coffee maker, or a pair of Adidas sneakers. And you're not the only one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The same model, the same product number, and probably the same photos provided by the manufacturer. The buyer opens Google Shopping or any price comparison site and <strong>In a matter of seconds, you'll find several stores selling exactly the same thing.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>The reaction seems inevitable: to lower the price<\/strong>. If someone else is selling it for \u20ac499, set your price to \u20ac495. If someone else lists it at \u20ac489, adjust your price again. And so on.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The problem is that this isn't a strategy. It's a <strong>downhill run<\/strong> in which, as a rule, the only winner is the one who can afford to lose money for the longest time. And it's not always a matter of willpower: it's one of the <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/5-ecommerce-mistakes-to-avoid\/\">Most Common Mistakes in E-commerce<\/a>, and probably the most expensive one.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_precio_importa_pero_no_es_lo_unico_que_compara_el_cliente\"><\/span>Price matters, but it's not the only thing customers compare<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Price matters\u2014and quite a bit: nearly 9 out of 10 buyers (87 %, according to <a href=\"https:\/\/www.puromarketing.com\/76\/216396\/inteligencia-artificial-gana-terreno-comercio-electronico-como-asistente-compra-valorado-eficiencia-ahorro-tiempo\">IAB Spain, in its 2025 E-commerce Study<\/a>) cite this as one of their reasons for shopping online. But at the top of the list are <strong>convenience (96 %) and the breadth of offerings (92 %).<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"645\" src=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce-1024x645.png\" alt=\"\" class=\"wp-image-10674\" srcset=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce-1024x645.png 1024w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce-300x189.png 300w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce-767x483.png 767w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce-18x11.png 18w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/mtivos-compra-ecommerce.png 1496w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">And with artificial intelligence being integrated into the search process, the <strong>55 %<\/strong> Since those who already use it for shopping particularly value its ability to compare prices, that pressure isn't going to let up.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Consumers want good prices. And they want other things, too.<\/strong>. That's the interesting question.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Lo_que_realmente_le_estas_quitando_al_margen_cuando_bajas_precio\"><\/span>What you're actually taking away from your profit margin when you lower the price<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Let's crunch the numbers\u2014that's where you can really see what's going on.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A product with a <strong>Retail price: \u20ac499<\/strong> and a <strong>cost of 424 \u20ac<\/strong> leave a <strong>gross profit of 75 \u20ac<\/strong> (a 15 % markup on the retail price\u2014a fairly standard margin for consumer electronics or small appliances). The day a competitor sets the price at \u20ac489 and you decide to match it, that margin shrinks before you\u2019ve even spent a single euro on costs.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">And we haven't even subtracted the acquisition costs yet. If we add <strong>30 \u20ac for advertising<\/strong>, <strong>\u20ac10 in shipping costs covered<\/strong> y <strong>5 \u20ac<\/strong> Taking into account payment methods and other variables\u2014figures that are by no means exaggerated for many sectors\u2014the contribution per order comes to \u20ac30. That could drop to \u20ac15 if the competitor adjusts its prices again the following week.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" width=\"1024\" height=\"729\" src=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes-1024x729.png\" alt=\"\" class=\"wp-image-10675\" srcset=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes-1024x729.png 1024w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes-300x214.png 300w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes-768x547.png 768w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes-17x12.png 17w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/ventas-ecommerce-costes.png 1404w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">This is the most common scam at multi-brand stores: <strong>confusing revenue, advertising efficiency, and profitability as if they were the same thing<\/strong>. A product may have a seemingly reasonable ROAS but a real contribution that doesn't justify the effort. Another may sell much less\u2014or not at all\u2014and be much more profitable. <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/measuring-results-makes-ecommerce-grow\/\">Measuring Results That Truly Drive E-commerce Growth<\/a> It's important to look at this actual contribution, not just the campaign ROAS.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That is why a pricing policy based solely on what the competition charges has a structural problem: it is not focused on one's own business, but on someone else's.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Key_Value_Items_no_todas_las_referencias_tienen_que_ganar_la_guerra_de_precios\"><\/span>Key Value Items: Not all products have to win the price war<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">In retail, the concept of <strong>Key Value Items (KVI)<\/strong>: products that are particularly visible, frequently searched for, and easy to compare\u2014products based on which consumers form their perception of whether a store is expensive or inexpensive.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A shopper may not remember the exact price of 5,000 items. But they do remember how much the iPhone they've been eyeing for weeks costs, the video game console they want to give as a Christmas gift, or the chainsaw they've compared prices for at three different stores.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.mckinsey.com\/industries\/retail\/our-insights\/how-retailers-can-improve-price-perception-profitably\">McKinsey &amp; Company<\/a> has observed that focusing price competitiveness on those specific products\u2014rather than applying it indiscriminately across the entire catalog\u2014allows for improved margins without undermining the retailer's image of competitiveness. In fact, its recommendation is that <strong>Key Value Items account for at least 15 % of the category's sales<\/strong>: enough to influence price perception, without having to sacrifice profit margins elsewhere.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u00abIn which products do we need to be competitive, why, and what role do we expect each product to play within the business?\u00bb<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Not all products play the same role.&nbsp;<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>The <strong>KVI<\/strong> They shape price perception: these are the ones customers compare and remember, so it\u2019s important not to miss out by a small margin.\u00a0<\/li>\n\n\n\n<li>Others <strong>These products are related to traffic<\/strong>: They leave almost no margin, but they bring in visitors and data.<\/li>\n\n\n\n<li>The <strong>margin products<\/strong> They are the ones that really drive the bottom line, even though they are almost never chosen based on price.\u00a0<\/li>\n\n\n\n<li>And then there are the <strong>recurring products<\/strong>, whose value lies not in the initial sale but in subsequent sales: consumables, replacement parts, and accessories.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">It doesn't make much sense to expect everyone to set their prices the same way.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Dos_batallas_distintas_no_se_gana_igual_contra_otro_multimarca_que_contra_un_marketplace\"><\/span>Two different battles: you don't win the same way against another multi-brand retailer as you do against a marketplace<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">When we talk about \u00abthe competition\u00bb in multibrand e-commerce, there are actually two distinct battles being waged, each with its own set of rules. Treating them as if they were the same is another reason why pricing strategy ends up being reactive.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Frente_1_otro_ecommerce_multimarca_como_tu\"><\/span>Page 1: Another multi-brand e-commerce site just like yours<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Same business model, similar or overlapping product catalog, same manufacturer SKUs<\/strong>. This is where Key Value Items really come into play: you don't need to win across the entire catalog; you need to win (or at least not lose in a noticeable way) on the products that this type of customer compares.&nbsp;<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" width=\"1024\" height=\"243\" src=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores-1024x243.png\" alt=\"\" class=\"wp-image-10676\" srcset=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores-1024x243.png 1024w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores-300x71.png 300w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores-767x182.png 767w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores-18x4.png 18w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/comparativa-gastos-envios-competidores.png 1400w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>John Lewis<\/strong> He was forced to face the reality: when he tried to match prices with any competitor, his profit margin suffered so much that he had to withdraw the promise in 2022. When the <a href=\"https:\/\/www.expressandstar.com\/uk-news\/john-lewis-brings-back-never-knowingly-undersold-pledge-after-two-years-5767818\">recovered in 2024<\/a>, it did so in a much more precise way, offering a price match only against a carefully curated list of 25 competitors\u2014not just anyone\u2014and it worked: 67 % of customers said that this guarantee, while more limited but more credible, made them more likely to shop there.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>When competing against another multi-brand retailer, it's not the one who matches the most prices that wins\u2014it's the one who chooses which prices to match most effectively.<\/strong>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Frente_2_el_marketplace_generalista\"><\/span>Front 2: The General-Purpose Marketplace&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">Here, the rules are completely different: you're not competing against another business with the same cost structure, <strong>You're competing against a repricing engine<\/strong> that can <a href=\"https:\/\/www.reasonwhy.es\/actualidad\/digital\/la-estrategia-de-repricing-que-aplican-los-e-commerce-en-dias-como-el-black\">update the price 2.5 million times a day<\/a> and absorb occasional losses thanks to its scale. Trying to win that price war is, almost always, a losing battle from the start.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Specialization is the key to success here<\/strong>: BCG found that 70 % of consumers prefer to shop on a marketplace specializing in their category rather than on a general-purpose marketplace, when price and product are similar, precisely because of a better perception of service and greater trust in the brand\u2014something that is also built through <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/google-customer-reviews\/\">Customer reviews visible on Google<\/a>.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The same principle applies to the <strong>specialty store vs. online marketplace<\/strong>: Think about that chainsaw. A marketplace sells it. An expert can help you understand what power you need based on how you\u2019ll use it, the differences between battery-powered and gas-powered models, which chain is compatible, what maintenance you\u2019ll need, and what replacement parts you\u2019ll be able to find in the future. They don\u2019t just sell you a chainsaw. They help you make sure you choose the right one.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That's worth something. Not for every customer profile or in every category. But in industries with complex products, high-value purchases, or purchasing decisions involving a great deal of uncertainty<strong>, reducing that friction is a real value proposition<\/strong> which is not included in the price.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Precio_ampliado_lo_que_el_cliente_compara_ademas_del_PVP\"><\/span>Expanded price: what customers compare in addition to the MSRP<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Customers don't just look at the number next to the \"Buy\" button. <strong>It also takes into account time, certainty, convenience, and the risk of making a mistake<\/strong>. <a href=\"https:\/\/www.dhl.com\/es-es\/m\/ec\/conectamos\/informes\/2024\/informe-de-tendencias-e-commerce-2024.html\">DHL, in its e-commerce trends report<\/a>, is quite straightforward on this point: a significant number of shoppers abandon their carts when they can't find the delivery options they need, and something similar happens when the return policy doesn't meet their expectations.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">It makes sense, therefore, to consider a <strong>Total cost: Retail price + shipping + wait time + ease of returns + assurance that it will arrive in good condition.<\/strong> All of that goes through the buyer's mind when they make a decision, even if they don't put it that way. And it can tip the scales without the retail price changing by even one euro. If your website isn't effectively communicating those guarantees, that's probably why <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/why-website-does-not-convert\/\">a page doesn't convert<\/a> even if the price is competitive.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"La_primera_venta_no_siempre_tiene_que_ser_rentable\"><\/span>The first sale doesn't always have to be profitable<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">There's a calculation that's often used in e-commerce to determine whether a sale makes sense: revenue minus costs equals profit\u2014and then on to the next one. The problem is that this calculation works well for individual transactions, but it doesn't always capture what happens afterward.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>A customer who is satisfied with their first purchase is more likely to return<\/strong>r. And that second visit usually comes with no acquisition cost, less friction, and, in many cases, an average transaction value that\u2019s the same or higher. The math starts to change.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Bain &amp; Company has been documenting this effect since its original research with Harvard Business School: <strong>A 5 % increase in customer retention can boost profits by between 25 % and 95 %<\/strong>, depending on the industry. Not because building customer loyalty is easy (it isn't), but because the cost of making a second sale to someone who already trusts you is structurally lower than that of acquiring a new customer.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Tools such as the <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/customer-lifetime-value-how-to-calculate\/\">Calculating Customer Lifetime Value<\/a> or a <a href=\"https:\/\/www.geotelecom.es\/en\/blog\/what-is-rfm-analysis-how-to-apply-it-to-ecommerce\/\">RFM analysis to segment by frequency<\/a> They help you quantify this effect in your own catalog.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">However, this doesn't work the same way across all categories. A customer buying consumables (products that run out and need to be replaced) may make a purchase every month. Someone who buys a refrigerator probably won\u2019t return for several years. And the customer who came in looking for the lowest price isn\u2019t always the same one who later returns because of trust or good service.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That's why it makes sense to ask not only, \u00abHow much will I earn from this sale?\u00bb but also <strong><em>What is the likelihood that this customer will return, and what does that mean for the business?.<\/em><\/strong> These are different questions. And they don't always yield the same answer.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"La_transparencia_va_a_seguir_aumentando\"><\/span>Transparency will continue to increase<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">And everything suggests that this dilemma is going to become more significant, not less so.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Until now, consumers had to do some of the work themselves: open multiple tabs, add up shipping costs, and read scattered reviews. Artificial intelligence can significantly reduce that effort.&nbsp;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">It's not hard to imagine <strong>What a typical search will look like soon:<\/strong> \u00abThis model. Compare the final price, delivery time, return policy, and reviews, and tell me which one is the best option.\u00bb<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>When comparing is so easy<\/strong>, strategies that rely on customers not finding another price will become increasingly unsustainable. The relevant question is not how to curb that transparency, but rather <strong>What other signals can we provide when the price is clearly visible to everyone?.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"El_mismo_producto_tu_propia_estrategia\"><\/span>The same product, your own strategy&nbsp;<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>There is no single way to compete in the multi-brand market<\/strong>. Some businesses are large enough to offer the lowest prices on what matters most to consumers. Others focus on the products that shape price perception and give the rest of their catalog some breathing room. Still others succeed through specialization, logistics, or simply because they manage to turn an initially unprofitable first sale into the start of a longer-term relationship.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Most people will have to combine several of these things. What's hard to sustain is trying to have it all at once.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Sharing a product with competitors does not mean sharing your value proposition, cost structure, customer insights, or logistics capabilities<\/strong>. The catalog may be the same. The business doesn't have to be.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">That's why, the next time a competitor lowers its price, perhaps the first question shouldn't be how much we need to lower ours. <strong>Perhaps we should start by asking: Is this a product where I need to compete on price?<\/strong> How much profit margin am I sacrificing? Is this bringing me new customers, or just one-off sales? Is there anything about my offer that justifies keeping me on?<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"616\" src=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas-1024x616.png\" alt=\"\" class=\"wp-image-10677\" srcset=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas-1024x616.png 1024w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas-300x181.png 300w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas-18x11.png 18w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas-767x462.png 767w, https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/estrategia-precios-tiendas.png 1382w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><em>\u00abIn a multi-brand e-commerce business, price will always be part of the conversation. The strategy begins when it ceases to be the only answer.\u00bb<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If you need help determining where to compete on price and where not to, <strong>At Geotelecom, this is exactly what we do<\/strong> within our <a href=\"https:\/\/www.geotelecom.es\/en\/digital-strategy\/\">Digital Strategy for E-commerce<\/a>.  And if your challenge is <a href=\"https:\/\/www.geotelecom.es\/en\/marketplace-agency\/\">sell on marketplaces such as Amazon or AliExpress,<\/a> or reinforce everything related to the price with a <a href=\"https:\/\/www.geotelecom.es\/en\/brand-image\/\">brand image strategy<\/a> If you want to build trust, we can help you do that, too.<\/p>","protected":false},"excerpt":{"rendered":"<p>You sell the same products as half a dozen competitors, at the same manufacturer\u2019s price and with the same photos from the supplier. And yet, every time someone lowers their price, the automatic reaction is to lower yours as well. It\u2019s the age-old dilemma in multi-brand e-commerce: how to compete on price without making it the only selling point\u2014and without letting every price cut eat into the margin that keeps the business afloat.\u00a0 In this article, we\u2019ll explore why not all products should engage in that price war, how much each price cut actually costs, and what other value propositions you can offer when price is no longer a differentiator. Same product, different business You sell a Samsung TV, a Husqvarna chainsaw, a De\u2019Longhi coffee maker, or a pair of Adidas sneakers. And you\u2019re not the only one. The same model, the same product code, probably the same photos provided by the manufacturer. The buyer opens Google Shopping or any price comparison site and, in a matter of seconds, finds several stores selling exactly the same thing. The reaction seems inevitable: lower the price. If someone else has it for \u20ac499, you set it at \u20ac495. If someone else lists it at \u20ac489, you adjust it again. And so on. The problem is that this isn\u2019t a strategy. It\u2019s a race to the bottom in which, usually, the only winner is whoever can afford to lose money for the longest time. And it\u2019s not always a matter of willpower: it\u2019s one of the most common mistakes in e-commerce\u2014and probably the most expensive one. Price matters, but it\u2019s not the only thing customers compare Price matters\u2014and quite a lot: nearly 9 out of 10 shoppers (87 %, according to IAB Spain\u2019s 2025 E-commerce Study) list it among their reasons for shopping online. But convenience (96 %) and the breadth of selection (92 %) rank even higher. And with artificial intelligence being integrated into the search process\u201455 % of those who already use it for shopping particularly value its ability to compare prices\u2014that pressure isn\u2019t going to let up. Consumers want a good price. And they want other things, too. That\u2019s where the interesting question lies: what are you actually sacrificing in terms of margin when you lower the price? Let\u2019s crunch the numbers\u2014that\u2019s where you see what\u2019s really going on. A product with a retail price of \u20ac499 and a cost of \u20ac424 leaves a gross margin of \u20ac75 (15 % of the retail price\u2014a fairly standard margin for consumer electronics or small appliances). The day a competitor prices it at \u20ac489 and you decide to match that price, that margin shrinks before you\u2019ve even moved a single euro in costs. And we haven\u2019t even subtracted acquisition costs yet. If we add \u20ac30 for advertising, \u20ac10 for logistics, and \u20ac5 for payment methods and other variables\u2014figures that are by no means exaggerated for many industries\u2014the contribution per order comes to \u20ac30. That could drop to \u20ac15 if the competitor adjusts the price again the following week. This is the most common pitfall of multi-brand retail: confusing revenue, advertising efficiency, and profitability as if they were the same thing. One product may have a seemingly reasonable ROAS but a real contribution that doesn\u2019t justify the effort. Another may sell far fewer units and still be much more profitable. Measuring the results that truly drive e-commerce growth requires looking at this actual contribution, not just the campaign ROAS. That\u2019s why a pricing policy based solely on what competitors charge has a structural problem: it\u2019s not looking at your own business\u2014it\u2019s looking at someone else\u2019s. Key Value Items: Not Every Product Has to Win the Price War In retail, the concept of Key Value Items (KVI) has long existed: products that are highly visible, frequently searched for, and easy to compare\u2014the ones consumers use to form their perception of whether a store is expensive or cheap. A shopper may not remember the exact price of 5,000 products. But they do remember how much the iPhone they\u2019ve been eyeing for weeks costs, the video game console they want to give as a Christmas gift, or the chainsaw they\u2019ve compared at three different stores. McKinsey &amp; Company has observed that focusing price competitiveness on these specific products\u2014rather than applying it indiscriminately across the entire catalog\u2014allows retailers to improve margins without undermining their perception of competitiveness. In fact, their recommendation is that Key Value Items account for at least 15% of sales in the category: enough to shape price perception without sacrificing margins on the rest. \u00abOn which products do we need to be competitive, why, and what role do we expect each SKU to play within the business?\u00bb Not all products play the same role. Expecting them all to behave the same way in terms of pricing doesn\u2019t make much sense. Two Different Battles: You Don\u2019t Win the Same Way Against Another Multi-Brand Retailer as You Do Against a Marketplace. When we talk about \u00abthe competition\u00bb in multi-brand e-commerce, two distinct battles are actually being waged, each with its own set of rules. Treating them as if they were the same is another reason why pricing strategy ends up being reactive. Front 1: Another multi-brand e-commerce site like yours Same business model, similar or overlapping product catalog, same manufacturer SKUs. This is where Key Value Items really come into play: you don\u2019t need to win across the entire catalog; you need to win (or at least not lose visibly) on the SKUs that this type of customer compares.\u00a0 John Lewis learned this the hard way: when it tried to match prices with any competitor, its margin suffered so much that it had to withdraw the promise in 2022. When it reinstated the promise in 2024, it did so in a much more targeted way, matching prices only against a curated list of 25 competitors\u2014not against just anyone\u2014 and it worked: 67% of customers said that this more limited but more credible guarantee made them more likely to shop there. When competing against another multi-brand retailer, it\u2019s not the one who matches the most prices that wins\u2014it\u2019s the one who chooses which prices to match most effectively. Front 2: The generalist marketplace  Here, the rules change<\/p>","protected":false},"author":10,"featured_media":10679,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[27],"tags":[],"class_list":["post-10673","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-online"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Estrategia de precios en ecommerce multimarca - Geotelecom<\/title>\n<meta name=\"description\" content=\"\u00bfCompites con el mismo producto que tu competencia? Descubre c\u00f3mo dise\u00f1ar una estrategia de precios en ecommerce multimarca que te permita competir sin sacrificar margen.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.geotelecom.es\/en\/blog\/multi-brand-e-commerce-pricing-strategy\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Estrategia de precios en ecommerce multimarca - Geotelecom\" \/>\n<meta property=\"og:description\" content=\"\u00bfCompites con el mismo producto que tu competencia? Descubre c\u00f3mo dise\u00f1ar una estrategia de precios en ecommerce multimarca que te permita competir sin sacrificar margen.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.geotelecom.es\/en\/blog\/multi-brand-e-commerce-pricing-strategy\/\" \/>\n<meta property=\"og:site_name\" content=\"Geotelecom\" \/>\n<meta property=\"article:published_time\" content=\"2026-10-02T07:41:43+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-10-02T07:41:46+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"400\" \/>\n\t<meta property=\"og:image:height\" content=\"400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Maria Lapresa\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Maria Lapresa\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"11 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Pricing Strategy for Multi-Brand E-Commerce - Geotelecom","description":"Are you competing with the same product as your competitors? Find out how to design a pricing strategy for multi-brand e-commerce that lets you compete without sacrificing profit margins.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.geotelecom.es\/en\/blog\/multi-brand-e-commerce-pricing-strategy\/","og_locale":"en_US","og_type":"article","og_title":"Estrategia de precios en ecommerce multimarca - Geotelecom","og_description":"\u00bfCompites con el mismo producto que tu competencia? Descubre c\u00f3mo dise\u00f1ar una estrategia de precios en ecommerce multimarca que te permita competir sin sacrificar margen.","og_url":"https:\/\/www.geotelecom.es\/en\/blog\/multi-brand-e-commerce-pricing-strategy\/","og_site_name":"Geotelecom","article_published_time":"2026-10-02T07:41:43+00:00","article_modified_time":"2026-10-02T07:41:46+00:00","og_image":[{"width":400,"height":400,"url":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg","type":"image\/jpeg"}],"author":"Maria Lapresa","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Maria Lapresa","Est. reading time":"11 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#article","isPartOf":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/"},"author":{"name":"Maria Lapresa","@id":"https:\/\/www.geotelecom.es\/#\/schema\/person\/e639c769c20cddf14fefc6aacc717cf0"},"headline":"Estrategia de precios en ecommerce multimarca: c\u00f3mo competir sin perder margen","datePublished":"2026-10-02T07:41:43+00:00","dateModified":"2026-10-02T07:41:46+00:00","mainEntityOfPage":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/"},"wordCount":2260,"commentCount":0,"image":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#primaryimage"},"thumbnailUrl":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg","articleSection":["Marketing Online"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/","url":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/","name":"Pricing Strategy for Multi-Brand E-Commerce - Geotelecom","isPartOf":{"@id":"https:\/\/www.geotelecom.es\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#primaryimage"},"image":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#primaryimage"},"thumbnailUrl":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg","datePublished":"2026-10-02T07:41:43+00:00","dateModified":"2026-10-02T07:41:46+00:00","author":{"@id":"https:\/\/www.geotelecom.es\/#\/schema\/person\/e639c769c20cddf14fefc6aacc717cf0"},"description":"Are you competing with the same product as your competitors? Find out how to design a pricing strategy for multi-brand e-commerce that lets you compete without sacrificing profit margins.","breadcrumb":{"@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#primaryimage","url":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg","contentUrl":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/10\/competencia-precios.jpg","width":400,"height":400},{"@type":"BreadcrumbList","@id":"https:\/\/www.geotelecom.es\/blog\/estrategia-precios-ecommerce-multimarca\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Portada","item":"https:\/\/www.geotelecom.es\/"},{"@type":"ListItem","position":2,"name":"Estrategia de precios en ecommerce multimarca: c\u00f3mo competir sin perder margen"}]},{"@type":"WebSite","@id":"https:\/\/www.geotelecom.es\/#website","url":"https:\/\/www.geotelecom.es\/","name":"Geotelecom","description":"Digital Marketing Agency","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.geotelecom.es\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/www.geotelecom.es\/#\/schema\/person\/e639c769c20cddf14fefc6aacc717cf0","name":"Maria Lapresa","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/07\/maria-proyect-150x150.jpg","url":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/07\/maria-proyect-150x150.jpg","contentUrl":"https:\/\/www.geotelecom.es\/wp-content\/uploads\/2026\/07\/maria-proyect-150x150.jpg","caption":"Maria Lapresa"},"description":"It drives brand growth by integrating strategy, business, communication, and digital marketing. It turns ideas into action and opportunities into results, with a focus on adding value and contributing to the growth of each business.","url":"https:\/\/www.geotelecom.es\/en\/blog\/author\/maria-lapresa\/"}]}},"_links":{"self":[{"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/posts\/10673","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/comments?post=10673"}],"version-history":[{"count":1,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/posts\/10673\/revisions"}],"predecessor-version":[{"id":10680,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/posts\/10673\/revisions\/10680"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/media\/10679"}],"wp:attachment":[{"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/media?parent=10673"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/categories?post=10673"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.geotelecom.es\/en\/wp-json\/wp\/v2\/tags?post=10673"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}