Glossary
This page defines the words used across Field Pro in plain language.
Whenever a term is new to you, come back here. Entries are listed A to Z.
A
Amber (compliance band) — the middle result of a merchandising audit: not great, not failing. See compliance band.
Auto-replenish — the strongest order suggestion, based on how fast a product is selling off the shelf. It is not an automatic order — the rep taps it to add it. See replenish.
B
Beat — a rep's planned route of outlets to visit on a given day. Also called a beat plan or route.
Booking — an order placed now but delivered on a future date. Compare Van Sale.
C
Carton — a case of product. Many organizations count orders, stock, and credit in cartons.
Channel (trade channel) — the retail category an outlet belongs to. The four are General Trade, Modern Trade, Institutional, and Horeca (hotels, restaurants, cafés). The channel decides which must-sell lists, promotions, and expectations apply to an outlet.
Collection — money or cartons collected from an outlet against what it owes. See payment.
Compliance band — the colored verdict from a merchandising audit: Green (good), Amber (needs work), or Red (poor). Set by the score and your organization's thresholds.
Compliance score — the overall Perfect Store score from a merchandising audit, combining availability, placement, price, POSM, and promotions.
Coverage — how much of a rep's assigned outlets they actually visited. Visited outlets divided by assigned outlets.
Coverage function — the job a person does for an outlet. A Modern Trade outlet can have separate people for Sales, Delivery, and Merchandising.
Customer — an outlet you sell to. A customer record is an outlet. See outlet.
D
Device binding — a security feature that ties a rep's account to the first phone they log in from. A different phone is blocked until an admin or manager resets it.
Discretionary free — letting a rep give a free item on an order at their own discretion, separate from a scheme. Off by default; your organization can turn it on.
E
ECO (Effective Coverage) — the share of outlets that actually bought something in a period. Productive outlets divided by the whole outlet universe. See productive outlet.
F
Facings — how many units of a product face out toward the shopper on the shelf. More facings means more visibility.
Field Helper — a person who assists a rep in the field, capturing their own work and seeing the rep's outlets.
G
General Trade (GT) — traditional retail: independent shops, kiosks, and small stores. The core flow is visit → order → payment along a beat.
Green (compliance band) — the best result of a merchandising audit. See compliance band.
H
Horeca — a trade channel covering hotels, restaurants, and cafés.
I
Institutional — a trade channel covering bulk buyers such as offices, schools, and large organizations.
L
Lead — a prospect outlet that is not yet a customer. A rep captures it in the field and can later convert it into a customer.
M
Manager — a web user who runs the business day to day across their territories.
Merchandising audit — see Perfect Store.
Modern Trade (MT) — organized retail: supermarkets and chains. The focus is shelf execution — must-sell lists, merchandising audits, and stock counts.
MSL gap — applicable must-sell products that are missing from an order. The app flags them so the rep can add them. See must-sell list.
Must-sell list (MSL) — the set of products an outlet is expected to stock. Admins define it and scope it to outlets; it feeds the merchandising audit and the order prompts.
N
ND (Numeric Distribution) — what fraction of all shops stock a product. Outlets that billed the product divided by the whole outlet universe.
O
On-Shelf Availability (OSA) — whether a product is actually on the shelf when audited, shown as a percentage across audits.
Order — a sales order placed for an outlet. Delivered now as a Van Sale or later as a Booking.
Outlet — a place you sell to (a shop, kiosk, supermarket, and so on). In Field Pro a customer record is an outlet.
Outlet tier — a ranking of an outlet's importance, from Tier 1 to Tier 5 (or blank). Used to scope must-sell lists and promotions.
Outstanding (cartons) — cartons an outlet still owes: unpaid order cartons minus carton payments. Shown as "N ctn".
Outstanding (money) — money an outlet still owes: billed amount minus what it has paid.
P
Payment — money or cartons recorded against an outlet's balance. Types include Cash, Cheque, Mobile Money, Bank Transfer, Credit Note, and Cartons.
Peer-uplift (ND gap) — a suggestion to stock products that similar outlets nearby widely carry but this one doesn't. A cross-sell hint, offered last because it is the most speculative.
Perfect Store (merchandising audit) — the in-store check a rep does inside a visit: is each must-sell product available, how many facings, shelf price versus target, plus placement, planogram, POSM, visibility, and promotions. It produces a compliance score and band.
Placement — where a product sits in the store (for example, eye level versus bottom shelf). Part of the merchandising audit.
Planogram — the agreed layout for how products should be arranged on a shelf. The audit checks whether the shelf matches it.
POSM (Point-of-Sale Materials) — in-store marketing items such as posters, shelf strips, and stands. The audit scores whether they are deployed.
Price compliance — how often the shelf price matches the target price, averaged across audits.
Productive outlet — an outlet that billed at least one submitted order in the period. Used to measure effective coverage.
R
Red (compliance band) — the poorest result of a merchandising audit. Reps with Red outlets are flagged for follow-up. See compliance band.
Reorder-due (history) — a suggestion to reorder a product the outlet buys repeatedly, when enough time has passed since its last order.
Rep — a field salesperson who uses the mobile app to work their outlets.
Replenish (sell-out driven) — the top order suggestion, calculated from stock counts: if a product will run out before the next visit, the app suggests ordering enough to cover the gap. See auto-replenish.
S
Scheme (free-carton scheme) — a "buy X, get Y free" offer. The system works out the free quantity earned from a qualifying order automatically.
Sell-in — what an outlet buys from you (its orders).
Sell-out — what actually sells off the outlet's shelf to shoppers, measured from stock counts. Comparing sell-in to sell-out shows whether stock is moving or piling up.
SKU (Stock Keeping Unit) — a single, specific product variant (for example, one size and flavor). The smallest item you sell and count.
Strike rate — how often visits turn into orders. Outlets that ordered divided by outlets visited (or divided by outlets assigned).
Supervisor — a web user who watches their own territory and can build beats.
T
Trade channel — see channel.
U
Universe — the full set of outlets being measured. The denominator for distribution figures like ND and ECO.
V
Van Sale — an order delivered right away from the rep's van. Compare Booking.
Visibility — how easy a product is to spot in the store, including facings and placement. Part of the merchandising audit.
Visit — a rep's stop at an outlet, from check-in to mark-complete. Inside a visit a rep can take orders, collect payments, audit the shelf, and fill forms.
W
WD (Weighted Distribution) — like Numeric Distribution, but big shops count more. The sales throughput of outlets that stock a product divided by total throughput.