A representative who negotiates rates and terms.

List of items sold. SKU: Unique product code.

- Amount set aside for promotions. - Catalog listing fee: Financial contribution to be featured in catalogs. - NIP (New Promotional Tools) - Authorized promotional activities.

Product is damaged or unsellable.

Product Category Manager.

An organization that negotiates on behalf of several stores.

(General Terms and Conditions of Sale)

A clause allowing for renegotiation during the year.

A sales representative who manages a major retail chain.

Annual Supplier-Distributor Agreement.

Amounts paid by the supplier for: - flyers, - promotion, - events, - visibility.

Deterioration: - product, - margin, - listing, - terms and conditions.

Identified losses: - breakage, - expiration, - after-sales service.

Unexplained inventory discrepancy: - theft, - inventory error.

Product recall.

Retail chains such as Carrefour, E.Leclerc, and Intermarché.

DLC = Best Before Date. DDM = Minimum Durability Date.

Percentage of stores where the product is available.

- price, - discounts, - shipping terms, - penalties, - payment.

Economic weight of stores where the product is available.

Electronic Data Interchange

The retailer's logistics center.

Number of products visible on the shelf.

Quick restocking with low inventory.

Free shipping on orders over a certain amount.

Large and Medium-Sized Retail Stores

PA = distributor purchase price. HA = not covered by the agreement.

ILV = point-of-sale information. PLV = point-of-sale advertising.

A company that manufactures or sells the products.

A financial or logistical disagreement.

Computer promotion without special packaging.

Principle derived from the EGalim Act.

Private label.

Prime locations: - end caps, - store entrance, - promotional island.

Example: “Buy 2, get 1 free.”

Mandatory annual negotiations.

Final price after all discounts.

Promotional campaign.

A brand's influence in its market.

Penalties imposed by the retailer: - late delivery, - non-compliant pallet, - EDI error, - incorrect quantity.

Shared business objectives.

Weighted average price.

Term used after deductions: discounts, rebates, trade allowances.

Consumer retail price.

Price increase requested by the supplier.

Acceptance of the product by the retailer.

The discount is applied directly to the invoice.

Bonus paid based on actual revenue.

When the distributor deducts an amount directly.

Profitability of a real estate development.

How quickly a product sells.

Product unavailable.

Sales from the supplier to the distributor.

Sales from the store to the end consumer.

Price list provided by the supplier.

Rates specific to large retail stores.

Ability to deliver correctly.

Highly visible location.