Retail

Retail chains, franchisees, specialised networks, e-commerce players, marketplaces, B2B wholesalers and retail federations… Our solutions support food and non-food retail players in a rapidly changing environment shaped by the growing digitalisation of usage, the ecological transition, unified commerce and the evolution of the customer experience.

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Driven by intensifying competition and changing usage patterns, the retail sector is undergoing an accelerated transformation, fuelled by new consumption trends.

Consumers are increasingly making trade-offs, sometimes moving downmarket or turning to second-hand goods and low-price offerings.

In response, retailers are innovating: marketplaces, the usage-based economy, automation, AI, retail media, logistics optimisation and omnichannel journeys are reshaping business models. Between cost control and differentiation through experience, retail players are seeking to combine profitability with sustainable commitment in order to preserve their attractiveness.

40%

share of services in discretionary consumer spending

15%

share of retail outlets located in shopping centres

€175bn

value of B2C online sales

10%

share of B2B e-commerce in companies’ turnover

From the Expert

A customer using contactless payment at a point of sale

« The so-called ‘ship-from-store’ approach turns stores into mini-warehouses and facilitates their integration into e-commerce, a key challenge for independent retail networks that often lag behind in digitalisation and logistics optimisation. »

Delphine David

Retail Sector Expert, Xerfi

A smiling professional during the signing of a commercial contract

Our solutions for the retail industry

Drawing on its recognised expertise in the economy and markets, Xerfi offers a comprehensive range of analysis and advisory solutions. From flagship reports to bespoke analyses, from Call Expert to videos and conferences led by our consultants, we support private and public organisations alike in turning analysis into action.

Forecasts and forward-looking scenarios

To anticipate changes in sales, retail formats and purchasing behaviours, identify growth drivers and prioritise investment in the most promising concepts, channels and segments.

Business model analysis and viability assessment

To test the robustness of your models-discount, premium, second-hand and retail media—identify profitability levers, assess margin sustainability and guide your medium-term strategic decisions.

Customised dashboards and management indicators

To track sales, margins, customer flows and digital performance through tailored indicators. These tools provide real-time insight into market signals and support both strategic and operational decision-making.

Innovation studies, concept and product testing

To assess the potential of new retail concepts, automated formats, digital services or responsible products, measure consumer acceptance and maximise success rates ahead of launch.

Newsletters, briefings and strategic monitoring content

To continuously track weak market signals, retailer movements, evolving usage patterns and disruptive innovations, and to inform your strategic thinking and internal communications.

Aerial view of a container port and logistics areas - illustrating the trade sector

Use case

Structuring a new service offering for a fashion and accessories retailer

Detailed challenge

A national fashion and accessories retailer was seeking to develop new services to strengthen customer loyalty and increase customer lifetime value-express alterations, personalisation, second-hand and clothing rental. However, it lacked benchmarks on winning models and operational feasibility.

Objectives

Identify innovative concepts and services in apparel and lifestyle: upcycling, repair, rental and personalisation.
Understand customer expectations in terms of convenience and perceived value.
Determine which services are aligned with the retailer’s positioning and assess their economic potential.

Solutions

Overview of inspiring initiatives in France and internationally (structured second-hand, in-store workshops, premium services).
Detailed benchmarking of business models and pricing structures.
Analysis of purchasing behaviours and sensitivity to paid services.
Operational recommendations: prioritisation, partnerships and deployment conditions.