Lindt & Sprüngli partially corrects prices after sales slump

Sales volume plummets, revenue rises

The group had raised prices group-wide by 11.8 percent in the first half of the year to offset sharply rising cocoa costs. Lindt had been able to implement price increases in recent years mostly without significant losses in sales volume, a Lindt manager said. All the more surprising was consumers' noticeably more cautious reaction this time in individual core European markets, it was added.

Particularly in Germany, Switzerland, and the United Kingdom, customers had been purchasing more cautiously than expected following the significant price increases, Lechner said. The reaction in these markets was considerably stronger than in earlier pricing rounds by the company.

Consumers react unusually cautiously

In response, Lindt announced targeted price corrections in markets where the decline had been especially pronounced. The adjustments are to be limited to individual products for which demand had reacted particularly strongly to higher prices. Lindt apparently intends to recalibrate the balancing act between margin targets and sales volume.

Targeted price corrections in affected markets

In addition, Lindt plans to expand its so-called "price-pack architecture." Going forward, more smaller package sizes are to be offered in order to lower the purchase price for consumers without fundamentally changing the price per kilogram. For example, Lindor products are to additionally be available in 100- or 137-gram packages, and instead of only 500 grams, also in a 337-gram version.

The company is also counting on closer cooperation with retailers as well as increased marketing activities. The goal is to stabilize sales volumes as early as the second half of the year and to return to a growth trajectory again in 2027, the group stated. Lechner expressed confidence that the measures introduced could achieve a "klare Trendwende" in volumes.

Outlook: Stabilization and growth from 2027

Observers interpret the step as an acknowledgment that the price shock represents a tangible burden for many consumers in Europe. With products such as the Gold Bunny and Lindor truffles, Lindt is one of the premium brands in the chocolate segment, where price sensitivity becomes particularly visible. With the mix of price adjustments, smaller packages, and more marketing, the company is seeking to cover different purchasing budgets.

Market participants will be watching closely in the coming quarters to see whether the smaller package sizes actually attract new buyer groups and whether the price corrections can halt the volume decline. Should this succeed, the group could achieve its targeted growth goals for 2027 while simultaneously defending its profitability.