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Global Advisors | Quantified Strategy Consulting

Consumer Packaged Goods

"Revenue Growth Management (RGM) is a data-driven strategy used by FMCG and CPG companies to maximize revenue and profit margins without relying solely on higher sales volume. It optimizes the entire commercial mix to ensure the right product reaches the right consumer on the right occasion." - Revenue Growth Management (RGM) - FMCG / CPG

Term: Revenue Growth Management (RGM) – FMCG / CPG

"Pack-price architecture (PPA), also known as price-pack architecture, is a core Revenue Growth Management strategy in FMCG and CPG. It involves designing and optimising product sizes, formats, and their corresponding price points to meet specific consumer needs, increase accessibility, and drive profitability across different retail channels." - Pack-price architecture (PPA) - FMCG / CPG

Term: Pack-price architecture (PPA) – FMCG / CPG

"Joint Business Planning (JBP) in the FMCG/CPG industry is a collaborative, strategic framework where manufacturers and retailers co-create commercial plans, moving away from transactional negotiations to align on shared growth goals. Both parties co-invest in optimized assortments, promotional calendars, and supply chain efficiencies." - Joint Business Planning (JBP) - FMCG / CPG

Term: Joint Business Planning (JBP) – FMCG / CPG

"In FMCG/CPG, the 'Jobs to Be Done' (JTBD) framework posits that consumers do not simply buy products, but rather 'hire' them to make progress or solve a specific problem in a given circumstance. By shifting focus away from traditional customer demographics and toward the functional, emotional, and social motivations behind a purchase, this consumer-centric philosophy uncovers unspoken needs." - Jobs to Be Done (JTBD) framework - FMCG / CPG

Term: Jobs to Be Done (JTBD) framework – FMCG / CPG

"In the FMCG/CPG industry, tertiary sales (also known as sales-out or offtakes) represent the final step in the distribution chain where an end consumer purchases a product from a retailer. Unlike primary sales (manufacturer to distributor) or secondary sales (distributor to retailer), tertiary sales reflect true market demand." - Tertiary sales (also known as sales-out or offtakes) - FMCG / CPG

Term: Tertiary sales (also known as sales-out or offtakes) – FMCG / CPG

"Sales-in (also called Primary Sales) in the FMCG/CPG sector is the sale of goods directly from the manufacturer to its distributors or wholesalers. This represents the first transaction in the distribution chain, where the manufacturer officially records revenue and moves inventory out of the factory." - Sales-in (also called Primary Sales) - FMCG / CPG

Term: Sales-in (also called Primary Sales) – FMCG / CPG

"In the Fast-Moving Consumer Goods (FMCG) and Consumer Packaged Goods (CPG) industries, forward share refers to the percentage of total physical retail shelf space (planogram) a specific product occupies compared to its competitors." - Forward share - FMCG / CPG

Term: Forward share – FMCG / CPG

"In Fast-Moving Consumer Goods (FMCG) or Consumer Packaged Goods (CPG), weighted distribution is a key performance indicator that measures your product's availability in retail outlets based on their sales volume. It shows whether you are stocked in the 'right' stores that generate the bulk of market sales, rather than just tracking how many stores carry your product." - Weighted Distribution - FMCG / CPG

Term: Weighted Distribution – FMCG / CPG

Term: Numeric Distribution – FMCG / CPG

Term: Promotions – FMCG

"'Pantry loading' in FMCG (Fast-Moving Consumer Goods) refers to a consumer behavior where shoppers purchase products in larger quantities or multiple units than they immediately need, typically during promotional events or deep discounts." - Pantry Loading - FMCG

Term: Pantry Loading – FMCG

"Trade spend refers to the funds FMCG manufacturers pay to retailers, distributors, and channel partners to promote products and drive sales at the store level. It includes promotional discounts, off-invoice allowances, rebates, display fees, and slotting allowances, and often represents the second-largest expense for a consumer goods company." - Trade Spend - FMCG / CPG

Term: Trade Spend – FMCG / CPG

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