| Overall |
FMCG |
Fast-Moving Consumer Goods |
Products that sell quickly at relatively low cost, such as packaged foods, beverages, household goods, toiletries. FMCG is often used in the UK to refer to the industry that produces and sells these products. Other terms used include CPG (Consumer Packaged Goods), which is used in the same way in some other markets e.g. USA. |
| Overall |
SKU |
Stock Keeping Unit |
An individual product or line, usually with an individual barcode e.g. we have 5 SKUs in our range. |
| Overall |
EAN |
European Article Number |
A barcode standard used internationally to identify products uniquely. |
| Data |
GTIN |
Global Trade Item Number |
Global version of EAN. Some companies use both to describe the products barcode. |
| Overall |
POS |
Point of Sale |
The location where a transaction occurs between a retailer and a customer. POS is often used in relation to 'POS material', which refers to in store shopper marketing displays. |
| Overall |
EPOS |
Electronic Point of Sale |
Computerised systems used in retail that record sales and manage inventory. EPOS is often used in reference to the data created, available from retailers or to purchase via a third party agency (e.g. Nielsen or Circana/IRI). |
| Overall |
NPD |
New Product Development |
The process of bringing a new product to the market. NPD is often used to refer to new products themselves, interchangeable with "innovation", e.g. NPD is worth 10% of category sales. |
| Overall |
CSR |
Corporate Social Responsibility |
Business practices involving initiatives that benefit society. |
| Data |
RSV |
Retail Sales Value |
Value Sales sold through retail (as apposed to turnover of sales sold from manufacturer to retailer). |
| Data |
MAT |
Moving Annual Total |
The total sales or other metric measured over the most recent 12 months. |
| Data |
YTD |
Year to Date |
The period starting from the beginning of the current year to the present date (or latest available data). |
| Data |
YTG |
Year to Go |
The period from the present date to the end of the current year. |
| Data |
BPS |
Basis Points |
A unit of measure used in finance to describe percentage changes (e.g. share); one basis point is equal to 0.01%. |
| Data |
LFL |
Like-for-Like |
A measurement to understand retail performance excluding any new stores opened. |
| Data |
ROS |
Rate of Sale |
The speed at which products are sold over a certain period, often used to measure product performance, e.g. Units per Store per Week (UPSPW) or Weighted ROS. |
| Data |
CWD |
Category Weighted Distribution |
A metric that measures a product’s distribution weighted by the category's sales, giving insight into its market reach. |
| Data |
ACV |
All Commodity Volume |
A measure of a product’s distribution based on the total sales of all products in the outlets where it is sold. |
| Data |
YOY |
Year on Year |
A comparison of a specific metric over the same period in different years, often used to track growth or performance trends. |
| Price |
RRP |
Recommended Retail Price |
The price at which the manufacturer suggests the retailer sell the product. Legally, price is at the sole discretion of the retailer, so it is important that brands use this language. |
| Price |
COGS |
Cost of Goods Sold |
The direct costs attributable to the production of the goods sold by a company. |
| Price |
CPI |
Cost Price Increased |
Refers to an increase in the cost price of goods, affecting profit margins and pricing strategies. |
| Price |
API |
Average Price Index |
A calculation that indexes the price of a product vs. the average price of the category. E.g. 105 API means the product is 5% more expensive than the category average. |
| Price |
AUP |
Average Unit Price |
The average price at which a unit of product is sold, often used in sales and pricing analysis, calculated by dividing value sales by unit sales. |
| Promo |
BOGOF |
Buy One Get One Free |
A common sales promotion offering a free product when another is purchased. |
| Promo |
EDLP |
Every Day Low Price |
A pricing strategy promising consumers a low price without the need to wait for sales events. |
| Promo |
BOGSHP |
Buy One Get Second Half Price |
A promotional offer where the second item is sold at half the original price. |
| Promo |
WIGIG |
When It's Gone, It's Gone |
A sales strategy indicating a temporary listing of limited stock that won't be replenished once sold out. |
| Sales |
S&OP |
Sales and Operations Planning |
A process to integrate sales and production planning to ensure supply meets demand efficiently. |
| Sales |
JBP |
Joint Business Plan |
A collaborative plan / agreement created between a retailer and supplier to achieve mutual business goals. JBP is used to the plan itself as well as the process of creating it. |
| Sales |
D2C or DTC |
Direct to Consumer |
A sales strategy where brands sell directly to customers, bypassing traditional retail channels. |
| Sales |
NRM |
Net Revenue Management |
Strategies to optimise the revenue of a company, considering pricing, promotions, product mix, and channels. |
| Shopper |
ROI |
Return on Investment |
A measure of the profitability of an investment, calculated as a ratio or percentage. |
| Shopper |
ROAS |
Return on advertising spend |
Used to calculate the performance of advertising investment in driving sales. Unlike an ROI, this calculation will not include other costs associated in a products performance. |
| Shopper |
OOS |
Out of Stock |
Indicates that an item is not available for sale because the inventory is depleted. |
| Shopper |
FSDU (or FSU) |
Free Standing Display Unit |
A type of display unit used in retail stores for merchandising products, also known as a shipper. |
| Shopper |
FOS |
Front of Store |
The area at the front of a retail store, typically featuring high-demand or promotional items. |
| Shopper |
CTA |
Call to Action |
A prompt in marketing to encourage an immediate response or action from the audience, such as "Buy Now" or "Sign Up". |
| Shopper |
GE |
Gondola End |
The end-cap display at the end of a store aisle used for high-visibility product promotion. |
| Shopper |
ILP |
In Line Plinth |
A prominent in-aisle display area designed to draw attention to specific products, also known as a 'Hotspot'. |
| Shopper |
SEL |
Shelf Edge Label |
The price label placed on the shelf below or above the product, contains key information about the product. |
| Shopper |
ROPA |
Research Online Purchase Anywhere |
The term used to describe shoppers who research purchases online but purchase instore or online. |
