Growzz has been working to build a glossary of standard terms across the industry that relate to Joint Business Planning, to help retailers and consumer goods companies reduce complexity by reducing misunderstandings.
Please find below some of the most important standard terms you'll see in Growzz and what they mean.
Use this as a reference as you add components, fill in calculations, and review the impact of your plan.
General Planning & Platform Terms
Joint Business Planning: The structured process between all suppliers and retailers to set goals, plan activities, and align investments.
Joint Business Plan: The plan created and agreed through the JBP process, containing financial forecasts, longer-term changes, promotions, and investments.
Latest Year Estimate: The supplier’s forecast of performance for the current retailer financial year.
True Base Volume: The forecast sales for next year, assuming no planned changes - no promotions, no new listings, no other activities.
External Factor: Any external market or operational influences that affect the base volume but are outside the direct control of the supplier account team or retailer merchant team.
Corrected Base: The True Base Volume adjusted to include any known External Factors (e.g. new store openings, weather).
Ongoing Change: Changes to execution that are implemented during the planning cycle and are intended to last beyond the end of the planning cycle and into future planning cycles, such as cost pricing changes, new listings, packaging updates, inline space, store layout etc.
Unpromoted Sales: The volume expected after applying Ongoing Changes to the Corrected Base, but before adding Promotions.
Promotions: Temporary sales-driving activities such as discounts, multibuys, or promotional packs
Projection: The final financial forecast including all Promotions, built on top of the Unpromoted Sales.
Target: The financial goal that the supplier and retailer agree the Joint Business Plan should deliver.
Trading Plan Component: A collective term for any External Factor, Ongoing Change, or Promotion included in the plan.
SKU (Stock Keeping Unit): A specific product the retailer sells to shoppers.
SKU Number: The unique product code used to identify a SKU.
SKU Name: The product name shared across both supplier and retailer systems.
Case Count: The number of consumer units in a shipping case from supplier to retailer.
Category: A group of products that serve similar consumer needs and are not likely to be substituted by other products in other categories (e.g. beverages, cosmetics).
Sub-Category: A sub-group of products that have similar functional characteristics within a category (e.g. within Beverages; waters versus energy drinks versus sports drinks).
Weeks: The calendar periods, as determined by the retailer, in which a Trading Plan Component applies. Can be specific or cover the full planning year.
Store Volume Coverage %: The proportion of the base volume that a Trading Plan Component applies to, based on all commodities volume of the supplier's product in the retailer.
Plan Review: A full summary of all Trading Plan Components and their financial and volume impact.
Week by Week: A timeline view showing when each Trading Plan Component is active throughout the year.
Impact Report: A view summarizing the effect of your plan on revenue, volume, and margin.
Investment Report: A breakdown of all investments included in the plan.
Financial Metrics
Volume: Units sold by the retailer to consumers.
Revenue – Supplier: Net revenue earned by the supplier from its business with the retailer.
Margin – Supplier: Supplier’s profit (Revenue – Cost of Goods).
Revenue – Retailer: Sales revenue earned by the retailer from shopper purchases.
Margin – Retailer: Grozz profit the retailer earns on the sale of supplier products.
Cost: Price the retailer pays to the supplier for each sellable unit.
Selling Price: Price the shopper pays for each unit of product.
OI Discount: A discount to the standard cost price deducted directly from the invoice, typically referred to as off-invoice, but soemtimes as on-invoice.
Retrospective Discount: A payment made after performance is confirmed (e.g., EPOS triggers).
Lump Sum: A one-time payment made by the supplier to support execution.
Trade Terms: Agreements that affect net cost, including discounts, rebates, or payment terms.
External Factor Calculator
What It’s Used For:
To represent external market or operational influences that affect the base volume but are outside the direct control of the supplier account team or retailer merchant team.
Calculator Type:
Base Volume Change: Used to adjust the True Base Volume when known external conditions (e.g., new store openings, macro trends, weather) are expected to influence future performance.
Required Inputs:
Name / Description: A short title and explanation.
SKU / Sub-Category: The product(s) affected by the External Factor.
Weeks: The start time for the External Factor. It will apply until the end of the planning year.
Volume Increase or Decrease %: The percentage impact expected from the External Factor.
Store Volume Coverage %: The proportion of product base volume affected by the External Factor.
Fixed Investment: A lump sum or payment linked to the External Factor (e.g., store opening support).
Ongoing Change Calculator
What It’s Used For:
To capture changes to execution that are implemented during the planning cycle and are intended to last beyond the end of the planning cycle and into future planning cycles, such as cost pricing changes, new listings, packaging updates, inline space, store layout etc.
Calculator Types:
Cost Change: A change to the supplier’s cost price to the retailer.
Inline Fixture Change - A change in the inline space, location or fixture surrounding the retailer's shelf(ves) allocated to the supplier’s product(s)
Secondary Location Change - A change in location of the supplier's product(s) to one or multiple locations beyond it's inline location on the retailer's shelf(ves)
Listing Change: A new listing by the retailer of a supplier's existing product.
Innovation: Listing a brand-new product to meet an unmet shopper need, filling a market void.
Packaging Change: An update to pack format or design of a product, including a change in the size of the product.
Innovation - A new listing by the retailer of a new product(s) offered by the supplier to fill a market void
Store Coverage Change: A change to the number of stores where the product is listed.
Marketing Communication: A long-term update to how the product is promoted in-store or online.
Custom Change: A catch-all option for Ongoing Changes not covered by other types.
Required Inputs (varying by Ongoing Change Calculator Type):
Name / Description: A short title and explanation.
SKU / Sub-Category: The product(s) the change applies to.
Weeks: When the change takes effect (remains active for the rest of the year).
Volume Increase or Decrease %: The percentage uplift or decline due to the change.
New Volume: If the SKU has no base, a projected annual volume.
Cost Increase or Decrease % / $: The percentage or value change to the supplier’s cost price.
New Cost $: The new total cost to the retailer (if not using % change).
Selling Price Increase or Decrease % / $: The percentage or value change to the retail selling price.
New Selling Price $: The final new selling price (if not using % change).
Store Volume Coverage %: The percentage of total base volume affected.
Fixed Investment: Funding provided to support execution (e.g., fee for announcement of new product in flyer).
Promotion Calculator
What It’s Used For:
To define temporary sales-driving activities such as discounts, multibuys, or promotional packs.
Calculator Types:
TPR Single Item: Temporary price reduction on a single item.
TPR Multi-Buy: Discount for purchasing multiple items (e.g., 2 for $5).
Multibuy: Buy one, get one free (BOGO), or similar.
Value Pack: Temporary increase in volume for the same price (e.g., 30% extra free).
Cross Promotion: Discount when buying complementary products.
Special Pack: A bundled SKU with a gift, perk, or added value.
Mail-In Gift / Rebate: Customers receive a gift or refund after submitting proof of purchase.
Instant Win: A chance to win a prize with purchase.
Feature Without Incentive: Non-discount-based visibility (e.g., ad feature, shelf talker).
LTO (Limited Time Offer): Seasonal or time-bound SKU availability.
Custom Promotion: Any bespoke Promotion not covered above.
Required Inputs (varying by Promotion Calculator Type):
Name / Description: A short title and explanation.
SKU / Sub-Category: Products being promoted.
Weeks: The promo’s active period(s).
Volume Increase or Decrease %: The expected uplift or loss in sales.
New Volume: If there's no base, an expected total volume for the Promotion.
Redemption Rate %: The percentage of shoppers expected to redeem the Promotion.
Cost Increase or Decrease % / $: Changes to supplier cost during the Promotion.
New Cost $: The new supplier cost to the retailer for the duration of the Promotion.
Selling Price Increase or Decrease % / $: Changes to the retail price during the Promotion.
New Selling Price $: The retail selling pricing during the Promotion.
Store Volume Coverage %: The percentage of base volume affected.
Fixed Investment: Additional funding for execution support (e.g., end cap, media).
💸 Investment Inputs
What They’re Used For:
To capture any money the supplier contributes to support or fund the plan—either linked to specific components or offered as general support.
Investment Types:
Automatically Calculated Investment: Auto-generated from Trading Plan Component data (e.g., retrospective discount).
Fixed Investment: Linked directly to a Trading Plan Component (e.g., a flyer cost for a promotion).
Overall Investment: A standalone, general-purpose investment not tied to any one Trading Plan Component.
Required Inputs (varying by Investment Type) :
Name / Description: A short title and explanation.
Amount: The financial value.
Beneficiary: Who receives the investment (e.g., retailer, field sales agency).
Condition: What must happen for the payment to be made.
Mechanism: How the investment will be paid (e.g., invoice credit, lump sum, rebate).
Financial Metrics
Volume: Units sold by the retailer to consumers.
Revenue – Supplier: Net revenue earned by the supplier from its business with the retailer.
Margin – Supplier: Supplier’s profit (Revenue – Cost of Goods).
Revenue – Retailer: Sales revenue earned by the retailer from shopper purchases.
Margin – Retailer: Grozz profit the retailer earns on the sale of supplier products.
Cost: Price the retailer pays to the supplier for each sellable unit.
Selling Price: Price the shopper pays for each unit of product.
OI Discount: A discount to the standard cost price deducted directly from the invoice, typically referred to as off-invoice, but soemtimes as on-invoice.
Retrospective Discount: A payment made after performance is confirmed (e.g., EPOS triggers).
Lump Sum: A one-time payment made by the supplier to support execution.
Trade Terms: Agreements that affect net cost, including discounts, rebates, or payment terms.
This glossary reflects how Growzz terms are used in context, not just defined in isolation. It should help you make sense of each input field and calculator while you build your plan.
If a term is ever unclear or missing, use the in-app chat - we’ll explain or update the glossary accordingly!