Key Concepts

Glossary of terms and concepts used throughout ProFeT.

ProFeT uses terminology from supply chain, trade, and financial planning. This page defines the key terms you’ll encounter throughout the platform.

Financial Metrics

GSV — Gross Sales Value

Total revenue before any deductions. Calculated as:

GSV = Cases Sold × Price per Case

This is the “top line” figure — what the customer pays before rebates or discounts are applied.

Retros — Retrospective Discounts

Rebates applied after the sale based on volume or contractual agreements. Retros reduce your effective revenue. See Retros for details on how different retro types work.

NSV — Net Sales Value

Revenue after retros are deducted:

NSV = GSV − Retros

This is the revenue you actually keep.

COGS — Cost of Goods Sold

The manufacturing cost of the product. In ProFeT, COGS is calculated automatically using FIFO (First In, First Out) from your production batches — the oldest stock is consumed first.

W&D — Works & Distribution

The cost of getting product to the customer — warehousing, logistics, and distribution fees. W&D rates are configured per fulfilment method in W&D Setup.

Contribution

The profit remaining after all direct costs:

Contribution = NSV − COGS − W&D − Trade Spend

This is the primary profitability metric in ProFeT.

Free Contribution

Contribution calculated before trade spend allocation. Useful for understanding the underlying margin before promotional investment.

Forecasting Terms

ROS — Rate of Sale

The base demand rate — expected cases per site per week at steady state. This is the fundamental building block of ProFeT’s demand model.

TAM — Total Addressable Market

The total number of sites (stores or accounts) a customer operates. This represents the maximum reach for your product.

SAM — Serviceable Addressable Market

The portion of TAM that is realistically suitable for your product, expressed as a percentage or a number of sites. Effective sites = TAM × SAM%.

Ramp Curve

Models how quickly sales build after a product is listed. Defined as a series of phases, each with a duration (weeks) and percentage (0–100%). A new listing might start at 25% for 4 weeks, then 50% for 8 weeks, before reaching 100%.

Seasonality

Twelve monthly multipliers (Jan–Dec) that adjust demand for seasonal patterns. A value of 1.0 means no adjustment. Above 1.0 increases demand (peak season); below 1.0 decreases it (off-season).

Listing Live Date

The date a product first goes on sale at a customer. Weeks before this date have zero volume in the forecast.

Commercial Terms

MOQ — Minimum Order Quantity

The smallest order a customer can place, determined by their fulfilment method:

Commercial Model

How a customer buys from you. ProFeT supports four models:

• D2C (Direct-to-Consumer) — You sell directly to end consumers
• Direct-to-Trade — You sell directly to retailers
• Wholesale — You sell through a wholesale distributor
• Export — International shipments via container

Fulfilment Method

How product is physically delivered: Courier (parcel delivery), Pallet (palletised shipments), or Container (shipping containers). Each method has its own rate cards and MOQ rules.

Rate Card

Pricing tables for distribution costs, configured per fulfilment method. Courier rates vary by storage condition; pallet rates vary by zone and storage condition; container rates vary by zone and container size.

Trade Spend

Marketing and promotional budget allocated to drive sales. Can be linked to specific promotions or allocated independently. See Trade Spend.

Forecast Workflow Terms

Snapshot

A point-in-time capture of a forecast. Snapshots go through a workflow:

1. Created — Working draft
2. Under Review — Submitted for approval
3. Accepted — Approved as the official plan

Budget Snapshot

An accepted snapshot designated as the annual budget baseline. Used as the comparison benchmark on the Dashboard.

Override

A manual adjustment to a calculated forecast value. When you override a cell in the Forecast Builder, it replaces the model’s output with your number. Overridden cells are highlighted so you can tell what’s been manually adjusted.

Data Terms

Actuals

Real sales transactions imported into ProFeT — as opposed to forecast projections. Actuals include invoices and individual sale line items.

FIFO — First In, First Out

The stock valuation method ProFeT uses. When a sale is recorded, the cost is calculated from the oldest available production batch first. This ensures COGS reflects the actual cost of the stock being consumed.

Safety Stock

A buffer of extra inventory held to protect against demand variability or supply disruptions. Configured at the SKU level and used in production planning calculations.