The best-selling locations for off-shelf grocery merchandising.

All-commodity volume or ACV represents the total annual sales volume of retailers that can be aggregated from individual store-level up to larger geographical sets. This measure is a ratio, and so is typically measured as a percentage (or on a scale from 0 to 100).

When we notice that the quality of the product does not meet a brands standard (packaging or content not to to standard)

When our team sees a discontinue (disco) tag on a product

When we notice more three or more cases of product that is out of date

When we notice that the primary set's shelf planogram has been adjusted back to a planogram or set to a new planogram.

When we notice a price change on the sku's tag

When a store buyer/store documents indicates an OOS is due to the warehouse OOS

Products are auto-shipped to stores for either
Required-Off-Shelf changeover displays, New Items to work in, or Seasonal Items to feature. (AKA Auto-ship and Plus-outs)

Retailer permission to allow a specific product or SKU into a chain of stores

Back of House (Term for the back area, Team Members Only)

Inventory that is kept palletized in boxes in the back room until it is needed to replenish displays on the sales floor.

Machine in receiving to discard and compress cardboard.

Client or customer that we serve

When a product line is placed together. (either vertically or horizontally)

Ex. Need IRCs, Need Eductional Tools, POS Materials, Verification or Advice. Stuff that is currently showing up in Slack

The broker is an agent that helps to connect the manufacturer, distributor, and retailer in the niche for a commission. Thus, the broker works at getting markets. It is left to the manufacturer, distributor, and retailer to discuss the terms of their agreement and see how they can work together to do business.

A promotional perk for a % discount is applied at the time of the purchase order for a certain quantity of cases. (AKA an MCB or Hip Pocket deal)

(Market Special, Promo A/B, Change Out A/B) The change of sale/promotional items from the beginning of each month (A) to the middle (B); usually 2 week periods, maybe 3 weeks.

The churn rate, also known as the rate of attrition or customer churn, is the rate at which customers stop doing business with an entity. It is most commonly expressed as the percentage of service subscribers who discontinue their subscriptions within a given time period.

A refrigerated display case is used for selling items that are kept cold.

A placement option for ambient beverages that typically improve velocities when sold cold

In a fixed-commission structure, retail store owners give salespeople a lump sum or a set percentage of a product's sales price when they make a sale.

An activity used to provide transparency to brands about their current retail shelf conditions.

When a temporarily unavailable item is made available by packing out product to the shelf. The product is now available for customer purchase.

Customer acquisition cost (CAC) is the cost related to acquiring a new customer.

Customer feedback is information provided by customers about their experience with a product or service. Its purpose is to reveal their level of satisfaction

This is an acronym for a distribution center. A distribution center is a warehouse or specialized building that stores a set of products to be distributed to retailers (or directly to consumers).

Direct store delivery (DSD) means delivering products from a supplier or distributor directly to a store, bypassing the retailer's distribution center. DSD tends to also put the unloading and stocking of products into distributors' hands, instead of the stores'.

A display is a space used to promote brands/SKUs in a location other than it's primary location. They are typically used to showcase products in an appealing way, to attract customers and encourage them to make a purchase.

A merchanding unit or display that has been provided by the Brand

MAY NEED ADDITIONAL DEFINITION: Register Placement

Cold display placements that are fixed structures in a store and provide fluid and rotated display opportunities

The display end of a grocery aisle containing but not limited to an endcap or side cap

A placement where the brand category would typically not be found but is cross merchandised for consumer interaction

Display placements that are all fixed structures in a store and provide fluid and rotated display opportunities

The number of identical products (or same SKUs) on a shelf turned out toward the customer.

A distributor is an entity that purchases bulk amounts of product from a manufacturer and distributes it either directly to consumers or to retailers who then sell to the consumer.
Distributors are also sometimes called “Wholesalers.”

Items left over from a previous changeover that did not sell well, and are left off-shelf to sell down and remove back to their primary location, or back-stock.

Shelf real estate in the middle that is easily seen, where guests gravitate the most and translate into a higher velocity of sales.

First in, First Out (Rotate product so that soonest date is first out)

Front of House (Grocery floor and store sales area)

the number of SKUs of a product that are visible at the front of a retail store shelf; generally, high-volume categories will be allocated more shelf facings than low-volume categories.

Pulling all products to the edge of the shelf; presentable for purchase.

Increasing a brands share of shelf by adding facings to either on an existing primary placement or a display placement

Entrance areas for merchandising. (Often seasonal/holiday based, Large promo feature, or Case Stacks for fast selling never-out items).

Product brought in for free and worked in for sale at an account.

Everywhere at checkout, including register merchandising shelves. (Ask if either grocery or the Front-End team maintains it, great talking point open)

Back-stock that a store will definitely sell-through, and therefore, is no worry about having on hand.

A series of clipboards hanging on the wall in the back of the house that includes most of the current grocery team and store information; such as - Team Schedule, UNFI Out-of-Stock Report, Never Out List, Merchandising Planner, Merchandising Map, etc…

A promotion that is set up with the brand (or brand's broker) in advance as part of their yearly promotional calendar

synonyms: National Off-Shelf, Distributor Promo, Regional Promo

Products that make more profit.

"Instant redeemable coupon" A coupon that can be adhered to a product and used immediate upon purchase

IRI (Information Resources, Inc.) is a data analytics and market research company, headquartered in the U.S. which provides clients with consumer, shopper, and retail market intelligence and analysis focused on consumer packaged goods (CPG), retail, and healthcare industries.

Relationships with individuals in a store-level account

independent grocery stores are food retail establishments whose owners operate fewer than four outlets simultaneously.

A shelf in the middle that breaks a featured brand display in order to add a complimentary item.

KPI stands for key performance indicator, a quantifiable measure of performance over time for a specific objective. KPIs provide targets for teams to shoot for, milestones to gauge progress, and insights that help people across the organization make better decisions.

A National wholesale food distributor.

A specific collection of products within a brands offerings that includes a number of indivudal SKUs

Typically, products sell extremely fast and are priced at an everyday value. (Tactic, merchandising High and Low together, AKA Loss-leaders)

Manufacturer Charge-Back. (Charge to a manufacturer based on quantity ordered)

Market penetration is a measure of how much a product or service is being used by customers compared to the total estimated market for that product or service. Market penetration can also be used in developing strategies employed to increase the market share of a particular product or service.

Grocery, Whole Body, and Specialty Departments combined.

food that has undergone a minimum of processing or treatment with preservatives.

Items that are selling the most. (Grocery: Top 100, Dairy: Top 50, every 4 weeks grocery labels the sale tags with green dots)

a product that is new to a brands offerings

Displaying a new item off-shelf, either regular or sale price.

NEW Primary or Display location within the store. Any number skus added in one location is considered a Placement.

Off Invoice (a deal given to the retailer at the time of purchase from the distributor)

Out of Date (Product that has expired; spoiled, use by or best by)

When a product is (temporarily) unavailable for sale. This can result due to higher than expected sales or other delays between manufacturers and distributors.

Ex. Keeping track of multiples of the same type of placment IE this was added so that we can keep track of how many different check stands were added

Off Promo displays (those things we got on our own)

When a product is (temporarily) unavailable for sale. This can result due to higher than expected sales or other delays between manufacturers and distributors.

Plan-o-Gram, AKA schematic (the layout of how products are to be arranged on the shelf)

Point of Purchase

Point of Sale

Pack Out refers to the activity of filling a shelf or display. Dirty Hands team members are also instructed to check product dates and rotate product.

Grocery end-caps, side-caps, and all merchandising space outside the grocery aisles.

Physically walking around the perimeter of a store and looking for opportunities. For example, accessing the Off-Shelf locations. (Does the product make sense? Is it abundant? Is it on sale? Is it a seasonal feature? Is it a Never-Out, Is it an Exit Item? Is the signage correct? Is grocery attending to it? Is it in date? Is there a way to improve it?

Primary location in store (planogram) and Displays w/in store.

Primary location in store (planogram) and Displays w/in store.

The specific location with a store where a group of products is sold

Shelf Stable or Dry Shelf Brand's Primary Placement

Frozen brand's primary placement - freezer.

The location in a store that a product can always be found regardless of promotion or other displays. These are typically part of a planogram (POG) and therefore cannot be changed.

Note: For Ambient Brands who target the cold box i.e Water Brands - their primary placement is only on the dry shelf. Cold Placements would be considered Displays

Perishable Brand's Primary Placement

Otherwise known as brand priorities or specific brand requested focuses

A temporary price reduction set up with a distributor and/or retailer.

Promotional sale items throughout the store typically last 2-3 weeks.

Clear pricing for customers on the promotional price for a brand in store. This should be clear for any placement throughout the store.

A small tag on every item delivered that has an array of information from the distributor; (Distributor name, Store location, Product name, Case quantity, UPC/product barcode, Order date, Products department, etc..)

Return on investment (ROI) is a performance measure used to evaluate the efficiency or profitability of an investment or compare the efficiency of a number of different investments.

Territory often includes multiple metros (Northern California, Pacific Northwest, Northeast)

Data collection based on the performance of our field teams

Allocated products that are required to be on display for a promo period. (These are most often paid for by the brand; therefore, our support of getting the best-required off-shelf location, quantity, and presentation is vital to the brand)

Retail execution is a business process designed to ensure that a consumer goods manufacturer's overall brand strategy is executed in retail stores.

one specific item that is produced and sold by a brand. Different sizes of the same product would be considered separate SKUs

A brand's preferred order and number of sku facings on shelf typically starting left to right.

The list of SKUs that a certain store has available for purchase

Standard Operating Procedure / Order-to-Shelf

SPINS provides Key Account data for the retailers you're doing business with and provides insights into their business and category performance. With Key Account data, you see category data, competitive performance, growth drivers, and in-demand attributes for that retailer.

A sale price is the discounted price at which items are being sold

An item that is only available during certain parts of the year such as holidays

Also known as LTO (Limited Time Offer)

A secondary location can refer to an alternative location. It can also be a place that is situated somewhere else in relation to the primary location of a product or product line.

When a store agreeds to support a brand with additional placements outside of the primary location.

Specific location within a set where a product or line is located. For example: top shelf, bottom shelf, eye level

Moving a product from one location within a set to another location within that same set

Gains or additions to primary display secured due to Dirty Hands reputation with store buyers/leadership

the indicator on the shelf of a product's price as well as size and distributor information

Most desirable high traffic sales area on a shelf or display that includes 1-2 shelves above and below eye level placement.

Items that expired, are damaged and unable to sell or were sampled out. (Recorded daily as, Spoilage, Food Bank or Samples)

Location for the overhead stock for aisles - product will be added here first before re-packing to the back. All-sky shelf products should be added from left to right, without mixing flavors or brands together for SOP standards (AKA: Riser, overhead, top stock)

A Slatwall panel is a slatted surface that can be fixed to the wall from which shelves or hooks can be hung at varying heights to display merchandise.

sometimes referred to as a shelving fee, or slotting allowance
— is a cost that manufacturers pay to place their products on retail shelves. It is a one-time charge that ensures brands will be able to stock a new product until its sales performance can be established, usually within four to six months

Retailer brick and mortar

The list of individual stores that are carrying any SKU from a brand

the sequence of processes involved in the production and distribution of a commodity.

the indicator on the shelf of a product's price as well as size and distributor information

the highest shelf within a set

Total number of placements within an account. This should be a count of all primary locations and display locations for each line within a store

Trade spend is the amount of money that the manufacturer provides to the retailer for the purposes of selling the product to consumers

Inventory turnover is a critical accounting tool that retailers can use to ensure they are managing the store's inventory well. In its most basic definition, it is how many times during a certain calendar period that you sell and replace (turnover) your inventory.

United Natural Food, Inc

Universal Product Code (Barcode on a product or sale tag)

The measurement of how many individual units of a product was product was filled to display or shelf

A coupon that can be used to cover the entire cost of a product

A visit quantifies the time spent at a retailer where each brand partner is serviced on behalf of Dirty Hands

The actual number of store visits the team performs within a given timeframe.

Valuable information from todays visit that the Brand Manager or Brand needs to recieve in order to provide support, strategy, or further action

A SKU that is authorized for sale in a retailer but there is no tag for the authorized SKU on shelf in that account

Getting product and tags on shelf for an authorized SKU that was previously not available in that account.

Whole Foods Market