Understanding product distribution and retail

Terminology, tips, and more

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91 articles in this collection
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What is "keystoning"?

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What are "advanced dating terms"?

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What is "haute couture"?

Le cool
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What is "direct store delivery"?

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What is a "commissionaire"?

Going global
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What is an "on memorandum" return policy?

More common than you'd like to hear
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What is "sell through"?

The ultimate goal for distribution
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What is a "retail buyer"?

Understanding the role of the retail buyer and how it impacts your product's distribution strategy
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What is the "sell-through rate" and how is it calculated?

Are you building inventory or building sales?
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What is a "contribution margin" and how is it calculated?

To grow or not to grow, that is the question
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What is the "open-to-buy metric" and how is it calculated?

The calculation before a buyer orders from a brand
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What are "convenience products"?

Cost trumps loyalty
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How do you calculate the "contribution margin ratio"?

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What is "upward flow theory"?

Kids these days
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What are "nondurables"?

Consumers can be fickle
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What is EDI?

The cost of efficiency
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What is a "job lot"?

Time to clear out the warehouse
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What are "seconds"?

Not the Thanksgiving kind
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What are freight "consolidators"?

Can't fill a truck? No problem
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What is "FOB"?

Logistics and liability
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What is "safety stock"?

Forecasting is an art, not a science
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How do you calculate "markdown"?

Hopefully you don't have to do this too often
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What are "specialty products"?

The ultimate sign of customer loyalty
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What is "horizontal flow theory"?

One group can change the world
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What are "durables"?

They don't make 'em like they used to
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What is "closeout merchandise"?

There is a market for everything
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What is a "markdown cancellation"?

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What are "irregulars"?

If it looks and feels like new, then it's a deal
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What are "check lanes"?

Key profit centers for retailers
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What is a "cooperative advertising arrangement"?

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What is the "racetrack" in a retail store?

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How do you calculate "markup"?

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What is "downward flow theory"?

Gotta love the royals
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What is a product's "value proposition"?

The key to growth
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What is "shelf-pull merchandise"?

Time to call a closeout specialist
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What is a "retail markdown"?

Pricing for sell thru is not always pleasant for margins
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What is "off-price merchandise"?

Never boring, Always Surprising
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What are "chargebacks"?

Not something any brand wants to deal with
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What is a "merchant middleman"?

Taking ownership and risk from a brand
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What is "PIM"?

All the data in one place
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What is a "rack jobber"?

Making the magic happen at the store level
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What is "product cannibalization"?

The economics of focus
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What is a product's "lifecycle velocity"?

Staying power is everything
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The lowdown on "customer-returned merchandise".

Good loads and bad loads
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What is a "casepack"?

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What is a "planogram"?

Sounds very 1950s
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What is the formula for "average inventory"?

The trend matters
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What is a "vendor master agreement"?

The core of the brand-to-retailer relationship
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How do retailers define a "balanced assortment"?

Not too hot and not too cold
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What is the "product lifecycle"?

Out with the old and in with the new
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What is "shelf-ready packaging"?

Judge a book by its cover
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What is a "big-box store"?

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What is a "SKU"?

It's not a crooked line
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What are "facings"?

Exposure is the key
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What is an "acid-test ratio" and how is it calculated?

Not the Electric Kool-Aid Kind
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What is "shelf life"?

Milk and consumer tech can spoil
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What is "retail breadth"?

Going wide with many brands
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What is "product obsolescence"?

Time to upgrade!
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What does it mean when a product is "on back order"?

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What are "comp sales" (a.k.a. comps)?

Comparing apples to apples
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How do you calculate the "stock-to-sales" ratio?

How much inventory is enough?
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What is "retail depth"?

Going deep with a brand or category
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What is "private label"?

The new, more powerful generic
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What is "ASN"?

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What is "UPC and EAN compliance"?

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What is a "loss-leader" product?

No pain, no gain
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What is "Action Alley" in a retail store?

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What is "gross margin" and how is it calculated?

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What are "impulse products"?

Urgent and profitable demand
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What is "4PL"?

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What are retail "banners"?

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What is "less than truckload"?

Time to consider a consolidator
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What is a "wholesale price"?

All about the margin
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What is "gross profit" and how is it calculated?

How valuable is that product, really?
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What is "Assortment Planning"?

How retailers maximize demand and minimize inventory
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What is "3PL"?

Getting your product from point A to point B
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What is "omnichannel"?

Go where the customer is
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What is "lead time"?

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What is "MSRP"?

Pricing is everything
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What is the "cost of goods sold" and how is it calculated?

Cogswell's Cogs had a healthy margin
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What is a "buyer's merchandise plan"?

Buyers don't make decisions in a vacuum. Learn about the plans behind the madness.
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What is a "3 Way Match" check?

Better safe than sorry
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What is a "distribution center"?

The hub of fulfillment
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What is "landed cost"?

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What is an "on consignment" return policy?

Retail risk offload
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What is a "private buying office"?

Learn how large retailers use private buying offices
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What are "hardlines"?

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What is an independent buying office?

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What is a "fill rate"?

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What are "endcaps"?

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What is the "product life cycle"?

Most products typically go through several stages of evolution once they are introduced to a market.
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