Pricing Benchmarking for a Multi-SKU Launch in Latin America

Client Background 

The client is a global personal care brand preparing to introduce a new range of SKUs in Latin America. While it already enjoys strong recognition in several international markets, the team understood that Latin America’s pricing dynamics, channel structures, and consumer sensitivities required a market-anchored approach for a successful launch. 

Client’s Challenge 

The client’s initial pricing strategy for the new SKUs was built largely on internal assumptions rather than grounded regional benchmarks. This created a risk of pricing overlaps with existing competitors, unclear tier differentiation, and misalignment with how local shoppers perceive value. Without SKU-level visibility into competitor pricing across key retail and ecommerce channels, the brand risked entering the market with a structure that weakened positioning and constrained sales potential. 

How Mordor Intelligence Helped 

• SKU-Level Price Benchmarking: Conducted detailed competitive pricing analysis across four leading brands, benchmarking SKU prices in top retail chains and major ecommerce platforms.
• Price Ladder Mapping: Built category-specific price ladders segmented by sub-category, product format, and competitive tier to identify price compression risks and whitespace opportunities.
• Channel Dynamics Assessment: Assessed pricing flexibility and discounting behavior across channels by combining distributor interviews with analysis of retail margin structures and promotional patterns.
• Localized Insight Framework: Tailored the study to Latin America’s unique channel mix and competitive realities, ensuring findings were directly applicable to country- and channel-level launch decisions. 

Key Findings 

• SKU-level pricing overlaps were identified between the client’s planned portfolio and mid-tier competitor products.
• Clear pricing gaps existed between mass-tier and mid-tier brands, creating room for differentiated positioning.
• Pricing flexibility and promotional depth differed meaningfully between brick-and-mortar retail and ecommerce platforms. 

Our Industry Coverage

Mordor Intelligence conducts competitive pricing studies across 20+ categories including personal care, consumer electronics, OTC health, industrial components, packaging, specialty chemicals, and agri-inputs.

Our customized projects support: 

• Launch-Time Price Validation and SKU Placement
• Pricing Workshops and Cross-Functional Alignment
• Regional or Global Pricing Strategy Refresh
• Channel-Specific Pricing Evaluations across retail, ecommerce, and wholesale

Each study is tailored to your product lifecycle, market goals, and pricing levers, helping you price with precision and compete with clarity.