CPG: Consumer packaging goods. They are also known as FMCG (Fast Moving Consumer Goods).
Optimization by Margin: List of optimal prices with the highest client margin increase.
Optimization by Volume: List of optimal prices with the highest volume increases.
Own Elasticity: measures the variation in demand for a good in response to a variation in its price. Usually has a negative value due to the inverse relationship between price and demand.
Predictive Own Elasticities: Own elasticity is the coefficient that describes the product’s intrinsic elastic behavior, i.e. its volume response to its own price change. In this case, it’s predictive rather than historical or descriptive.
Sell Out: Volume sold at the POS (retailer to shopper).
Sales Out: Sales = Price*Volume. The monetary value of the product sold at the POS.
Sell – In The price at which the retailer buys the product from the CPG. This may include a promotional discount applied.
Sell-in Prices: Price offered to the retailer.
Sell-in Price = List/Catalog Price Sell-In – Fixed Discounts – Variable Discounts.
Retailer/Banner: a business that sells goods to the public in relatively small quantities, for use or consumption rather than for resale. Retailers are the CPG customers. Pragmatically and related to data as used within Wise Athena, retailers are used as CPG Groups.
Margin: The profit the CPG makes by selling their products to the Retailers. Margin = price in – CoGS (cost of goods sold). Athena’s console shows the margin for all the volume sold to the Retailer(s). Margin is typically shown as a %
Margin = (price – COGS) / price.
Passthrough (PT): Percentage of trade promotion that the retailer spends on retail promotions to consumers. Price (also units) conversion from Sell In to Sell Out
The rate between the Sell In and Sell Out price. A PT of 1 means the retailer passes on a promotion they received from the CPG in full. It could use Sell through Rate/Movement/Off Invoice Discount -essentially the same concept.
This can also apply to volume.