Growth Roadmap for 2020 & Beyond
Key Glossaries
DME
FC
IC
OBPPC
Pro forma
PTC
RGM
RTM
Abbreviation of Direct Marketing Expenses. Sales promotion-related expenses, including advertisement, rebates, sales, sales
commissions, etc.
Abbreviation of Future Consumption. Purchase or sell beverage for future consumption in home, etc. It also means the products
/ SKUs for FC (for example, single packages 1L or more and multi-pack of IC packages) and channels that consumers
purchase the beverages for FC. (for example, supermarket, drug & discounter channels, etc.).
Abbreviation of Immediate Consumption. Purchase or sell beverage for consuming it immediately. It also means the products /
SKUs for IC (for example, single packages less than 1L as well as fountain) and channels that consumers purchase the
beverages for IC (for example, vending machines, convenience store channel, etc.).
Abbreviation of Occasion, Brand, Package, Price, Channel. A segmentation strategy tailored to consumption opportunities to
drive revenue growth in five areas: occasion, brand, package, price and channel.
Assuming integration from January 2017 and estimate 2016 results same standard
Abbreviation of Price, Terms and Conditions, an internal guideline for setting appropriate transaction conditions with customers,
frequently used in conjunction with RGM.
Abbreviation of Revenue Growth Management, an overall strategy and process to grow revenue and profit
Abbreviation of Route-to-Market. A framework, a process, a philosophy, a proven approach for driving profitable growth.
Channel Definitions
Vending
Supermarket
Drugstore & Discounter
Convenience Store
Retail & Food
Others
Retail sales to consumers through vending machine
Wholesale to supermarket chains customers
Wholesale to drugstore and discounter chains customers
Wholesale to convenience store chains customers
Wholesale to grocery store, liquor store, eating & drinking establishments,
online sales channels customers, etc.
Wholesale to customers other than above
oca-Cola
BOTTLERS JAPANE
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