Retail101online
Welcome to Retail101online, where timeless wisdom meets modern retail! Join our host, a seasoned veteran with four decades of experience spanning 20 countries and multiple retailers. In a world dominated by automation and technology, essential retail knowledge is often overlooked. Our mission is to revive these forgotten fundamentals and empower both aspiring retailers and curious consumers. From customer service to inventory management, we delve deep into the core principles that form the backbone of successful retail operations. Tune in for insightful discussions, practical tips, and captivating stories from the frontlines of global retail. Whether you're a seasoned professional or a novice enthusiast, Retail101online is your ultimate guide to mastering the art of retail. #RetailBasics #RetailKnowledge #GlobalRetail #RetailOperations #CustomerService #InventoryManagement #RetailInsights #RetailPodcast
Retail101online
The Price of Value: Why Consumers Still Pay for What They Believe In | Shikha Jain
In this episode of Retail Voices, host Mark Lack is joined by Shikha Jain, Lead Partner for Consumer & Retail at Simon-Kucher, one of the world’s leading consultancies in pricing, sales, and marketing.
This conversation goes beyond discounts and promotions to explore something far more powerful: value — how customers define it, how brands communicate it, and why it matters more than ever in an era of inflation, margin pressure, and rising consumer expectations.
Shikha shares insights drawn from advising some of the world’s biggest retail and consumer brands, unpacking the psychology of price, the difference between competing on cost versus competing on value, and the growing role of transparency, purpose, and ethics in modern pricing strategies.
You’ll hear insights on:
- How the definition of “value” has changed for today’s consumers
- Why pricing and discounting are not the same — and why confusing them is costly
- The psychology of price and how perception shapes buying behaviour
- Common pricing mistakes retailers make during inflationary pressure
- Whether consumers will truly pay more for purpose-led brands
- How to balance AI-driven pricing with fairness and ethics
- What operational retail teams need to know about executing pricing strategy
- How Shikha’s background in investment banking shapes her commercial thinking
- What retail value creation will look like over the next five years
- Three actionable principles every retailer should apply now
Whether you’re a store leader, category manager, pricing strategist, or retail executive, this episode offers a clear, grounded framework for building profitable, trust-based pricing strategies in a volatile market.
🎧 Retail Voices — real conversations with the people shaping retail today.
🎙 Hosted by Mark Lack
👉 Subscribe for more at Retail101online.com
Learn more about Simon-Kucher at: https://www.simon-kucher.com
TIMELINE:
00:00 Introduction
00:57 Who Is Shikha Jain
04:07 What’s Changed About How Consumers Define Value?
09:50 Why Do Retailers Still Confuse Pricing With Discounting?
14:58 What About The Psychology Of Pricing?
22:43 What Mistakes Are Made When Magin Is Under Pressure?
27:22 What About Ethics & Personalization In Data Use?
32:16 How Did Your Previous Career Impact You Thoughts Now?
36:06 How To Execute On The Front Line?
39:25 What Does “Value” Look Like Over The Next Few Years?
43:50 The Three Simple Things?
45:31 Closing Thoughts.
#ShikhaJain #SimonKucher #RetailPricing #ValueBasedPricing #PricingStrategy #RetailProfitability #ConsumerValue
#RetailVoices #Retail101Online #MarkLack #RetailLeadership #RetailInsights #RetailStrategy #RetailEducation
#RetailIndustry #Pricing #BusinessPodcast #ConsumerBehaviour #AI #FutureOfRetail
