The words distributors use, defined
Plain-English definitions of the terms wholesalers and distributors use, from the warehouse to the customer’s door. Written for UK and Irish operations.
26 terms
C
3 termsCall cycle
A call cycle is the repeating pattern in which a field sales rep visits their accounts.
Field salesCases and singles (double unit of measure)
Cases and singles means handling one product in two units at once: the case and the single unit inside it.
WholesaleCash van
A cash van is a van sales round where customers pay at the point of sale instead of on account.
Van sales
D
3 termsDelivered wholesale vs cash and carry
Delivered wholesale and cash and carry are the two ways a wholesaler gets goods to trade customers.
WholesaleDespatch note
A despatch note is a document raised by the sender when goods leave the warehouse, listing what was sent, to whom and when.
ePODDirect store delivery (DSD)
Direct store delivery (DSD) is a route to market in which a supplier delivers straight to each store, bypassing the retailer’s central warehouse.
Van sales
E
1 termF
1 termM
2 termsO
2 termsOn-shelf availability (OSA)
On-shelf availability (OSA) measures whether a product is actually on the shelf, ready to buy, when a shopper looks for it.
Field salesOTIF (on time, in full)
OTIF, short for on time, in full, measures the share of orders delivered both within the agreed time and with every line complete.
Wholesale
P
6 termsPerfect store
Perfect store is a supplier’s written standard for how its products should look in an outlet.
Field salesPlanogram
A planogram is a diagram that shows where each product should sit on a shelf or display: which position, which shelf, and how many facings.
Field salesPoint-of-sale materials (POSM)
POSM, short for point-of-sale materials, are the displays, signs and fixtures a supplier places in a store to draw attention to its products where the shopper decides.
Field salesPre-selling
Pre-selling is a sales model in which a rep takes the order at a visit and the goods arrive on a later delivery.
Field salesProof of collection
Proof of collection is the record that goods were picked up from a customer or supplier, the reverse of proof of delivery.
ePODProof of delivery (POD)
Proof of delivery (POD) is the record that goods reached the customer.
ePOD
R
4 termsRetail audit
A retail audit, or store audit, is a structured check of how a supplier’s products appear in a store.
Field salesRoundsman
A roundsman is a driver who works a regular delivery round, calling on the same customers on set days.
Van salesRoute accounting
Route accounting is the record-keeping that goes with selling and delivering on a route.
Van salesRoute to market
A route to market is the path a product takes from the producer to the place where it is sold or used.
Field sales
S
1 termV
1 termW
2 termsWholesale distribution
Wholesale distribution is the business of buying goods in bulk from producers or importers and selling them on to other businesses in smaller quantities.
WholesaleWholesaler vs distributor
A wholesaler buys goods in bulk from many suppliers and sells them on to trade customers, usually across a wide range.
Wholesale
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