Glossary
Plain-language definitions of terms used across the FMCG distributor channel and on WorklikeGenie.
- Beat
- A fixed route of retailers a salesperson visits on a set schedule -- the basic day-to-day planning unit of field sales. See WorklikeGenie's beat plan & productivity feature.
- PJP (Permanent Journey Plan)
- Another name for a beat plan -- a salesperson's fixed, repeating route of retailer visits. WorklikeGenie uses the two terms interchangeably; see beat plan & productivity.
- RSO (Route/Rural Sales Officer)
- The field salesperson who covers a beat, visiting each retailer on the route to take orders, bill, or check stock. A beat plan is built and reported per RSO.
- Secondary sales
- Sales from a distributor to a retailer -- the middle of three tiers (primary: company to distributor; secondary: distributor to retailer; tertiary: retailer to consumer). See billing & SAP reconciliation.
- MOP (Market Operating Price)
- The default retail selling price for a product, below MRP, that a retailer is expected to sell at. WorklikeGenie's retailer billing app uses a product's configured MOP as the default price on a consumer bill.
- DMS (Distributor Management System)
- Software that a company, its distributors and its retailers all use to manage billing, orders, stock and coverage across the channel. See what is a DMS?
- Numeric distribution
- The percentage of relevant retail outlets that stock at least one unit of a product -- a standard FMCG coverage metric. WorklikeGenie does not currently calculate this as a dedicated metric; whitespace analysis covers a related but different question (which towns you have no presence in at all).
- Fill rate
- The percentage of an order that was actually delivered, out of what was ordered -- a standard supply-chain metric. WorklikeGenie does not currently calculate this as a dedicated metric.
- DSO (Days Sales Outstanding)
- The average number of days it takes to collect payment after a sale. WorklikeGenie calculates DSO as part of the Cash Conversion Cycle in the Finance Genie working capital report.
See every feature area on the features page, or read about WorklikeGenie for FMCG.