# McKinsey Reports CPG Leaders Testing Pricing Elasticity and Data-Driven SKUs to Reverse Stalled Growth *Top food and beverage brands abandon legacy portfolios for granular consumption data and real-time price testing.* By **Jenny Huang Goodman MPA MSc MHSA, Principal** — The Stash Edge, Hako Shikin LLC. Published 2026-06-29. Canonical: https://www.pops4.com/stash/articles/mckinsey-company-2026-06-29t21-5 Subject: McKinsey & Company Tags: pricing elasticity, sku optimization, cpg strategy, data-driven product, mckinsey --- McKinsey & Company's State of Food and Beverage report documents a structural shift among consumer packaged goods leaders: brands are exiting decade-old SKU portfolios and rebuilding product lines around granular consumption data and live pricing elasticity tests. The consulting firm names this approach as the primary renewal lever for brands facing flattened top-line growth. According to McKinsey, the shift is not incremental — it replaces static annual planning cycles with continuous SKU validation and dynamic pricing models informed by point-of-sale and digital consumption patterns. The mechanics involve two parallel tracks. First, brands instrument their existing distribution to capture transaction-level data: basket composition, repeat frequency, channel migration, and price sensitivity at the SKU level. Second, they run controlled pricing tests across geographies or retail partners, isolating elasticity thresholds before committing to list price changes or promotional calendars. McKinsey notes that leading brands now treat SKU launches as hypotheses, not commitments, retiring underperformers within quarters rather than fiscal years. The portfolio becomes a live experiment, not a fixed catalog. Why this works hinges on two realities. Legacy SKU planning assumed stable consumer preference and predictable retail margins. Both assumptions broke during the inflation cycle that began in 2021. Shoppers shifted pack sizes, private label, and channels faster than annual brand plans could track. Brands that continued manufacturing against last year's assortment saw margin compression and dead inventory. Data-informed SKU cycles let brands read demand shifts in weeks, not quarters, and adjust production before overstock or stockout. Pricing elasticity testing — once reserved for major rebrands — became a continuous discipline, allowing brands to find the highest sustainable price without triggering category exit or private label switching. The second mechanism is capital efficiency. A brand testing five SKU variants in limited release with real sell-through data spends less on unsold inventory than a brand launching nationwide based on focus groups and retailer guesses. McKinsey's report emphasizes that the cost of a failed SKU has risen: retail partners now charge slotting fees, penalize slow turns, and delist faster. Data-driven launch cycles reduce that risk by validating demand before scale. A small physical-product brand can run the same play without enterprise software. Start by instrumenting your current sales channels to capture SKU-level repeat rates and basket attach. If you sell direct-to-consumer, tag each SKU variant in your order management system and pull monthly reports on reorder velocity, average order value by SKU, and channel split. If you distribute through retail or wholesale, request sell-through data from your top three accounts and track SKU velocity per door. This costs nothing beyond a spreadsheet and a monthly pull. Next, test pricing elasticity at small scale. Select one SKU and one channel — your Shopify store, a regional retailer, or a single wholesale partner. Raise the price by **8-10%** for 30 days and measure unit velocity, revenue per unit, and total margin. Compare to the prior 30-day baseline. If revenue per customer holds or grows despite unit decline, you have pricing headroom. If units drop sharply and revenue falls, roll back and test a smaller increment. Run these tests sequentially, one SKU per month, one variable at a time. Document results in a simple log: SKU, channel, price change, date range, unit delta, revenue delta. For SKU development, use your data to identify white space. If your top SKU drives **40%** of repeat orders but your second SKU sits at **12%**, either discontinue the underperformer or reformulate it based on customer feedback and basket data. Launch new SKUs in limited batches — 500 units, one retail partner, 60-day test window. Measure sell-through rate and reorder velocity before committing to full production. This approach requires tighter supplier terms and smaller minimum order quantities, but it eliminates the capital risk of a nationwide launch that dies in 90 days. The broader pattern McKinsey identifies is the collapse of the annual planning cycle in physical goods. Brands that move from once-a-year SKU reviews to continuous testing gain a structural advantage in capital efficiency and margin preservation. For a solo founder, this does not require a data science team. It requires discipline in tracking what sells, willingness to kill what does not, and the operational flexibility to test before you scale. ## The takeaway Top CPG brands now test SKU demand and pricing elasticity continuously, retiring losers in quarters and scaling winners with live data. --- ## Publisher **Hako Shikin LLC** — Virginia Beach, Virginia. Founded 1997. ASI 217876 · DUNS 18-204-6339. Principal and author: **Jenny Huang Goodman MPA MSc MHSA**. - Author: https://www.huanggoodman.com/about - LLM context: https://www.pops4.com/stash/llms.txt - MCP endpoint, for AI agents: https://mcp.pops4.com/mcp - Client dashboard: https://dashboard.pops4.com/ - Catalogue: 70,000+ products, 200+ brands