Glossary

General terms

Term	Definition
ASIN	Amazon Standard Identification Number. Unique product identifier on Amazon.
SKU	Stock Keeping Unit. Seller's internal product code.
Buybox	Featured purchase box on Amazon. Winning the buybox significantly increases sales.
BSR	Best Seller Rank. Product's position within its category based on recent sales.
FBA	Fulfillment by Amazon. Amazon's storage and shipping service.
FBM	Fulfillment by Merchant. The seller manages storage and shipping themselves (as opposed to FBA).
Seller Central	Amazon seller panel (direct retail model).
Vendor Central	Amazon vendor panel (wholesale model, selling to Amazon).
Marketplace	Amazon store in a country (amazon.es, amazon.de, amazon.com, etc.).
Listing	Product page on Amazon with all its information.
Bullet Points	The 5 descriptive points of a product listing on Amazon.
Workflow	Automated flow that executes actions based on conditions and triggers.
Credits / Tokens	Epinium's internal currency for AI operations.
Cluster	Grouping of products with similar behavior or characteristics.
Forecast	Demand forecast for FBA inventory planning.

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Vendor Central specific terminology

Term	Definition
Vendor	Supplier who sells products to Amazon wholesale. Amazon buys stock from the vendor and resells to end consumers. Different from the Seller model, where the seller sells directly to the customer.
Sell-in	Vendor sales to Amazon: units and revenue that Amazon purchases from the supplier (sell-in = sale to the channel). Reflected in Ordered Revenue and Shipped Revenue metrics from the vendor's perspective.
Sell-out	Amazon sales to the end consumer: what Amazon sells to customers once it has the stock in its warehouses. The vendor doesn't directly control sell-out but can monitor it in Retail Analytics to understand real market demand.
Ordered Revenue	Revenue from orders placed by Amazon to the vendor that have not yet been shipped to the end customer. Represents real-time demand before orders are processed.
Shipped Revenue	Revenue from orders that have already been shipped to the end customer. The most reliable indicator of actual sales.
Ordered Units	Units ordered by Amazon from the vendor, regardless of whether already shipped to consumer.
Shipped Units	Units actually shipped to the end consumer.
COGS	Cost of Goods Sold. The direct cost Amazon has for each unit sold, reflecting the purchase price from the vendor. Key for calculating product profitability (Net PPM).
Net PPM	Net Pure Product Margin. Net profitability margin of the product for Amazon. Formula: (Shipped Revenue − COGS + CCOGS − Discounts) ÷ Shipped Revenue. A low Net PPM may lead to Amazon pressuring the vendor to improve commercial terms.
CCOGS	Customer-influenced Cost of Goods Sold. Adjustment to COGS derived from customer-related factors (returns, etc.).
Manufacturing view	Data view that aggregates brand-wide performance regardless of sourcing origin. Shows everything Amazon sells under that brand, even if part of the stock comes from other distributors.
Sourcing view	Data view showing only the metrics generated by direct Amazon purchases from that specific vendor. More restrictive and accurate for evaluating the direct commercial relationship.
Net Received Units / Sales	Net inventory or sales received by Amazon, after deducting returns to vendor.
Glance Views	Equivalent to "sessions" in Vendor Central. Number of times customers have viewed the product detail page when the vendor had the Featured Offer (Buy Box).
Sourceable Product OOS	Out-of-stock metric for products Amazon can source. Indicates how often a sourceable product runs out of stock.
Vendor Confirmation Rate	Percentage of Purchase Orders the vendor accepts vs. total received. A low rate can generate penalties.
Sell Through Rate	Inventory turnover rate: shipped units minus returns, divided by available stock plus received stock. Measures how quickly Amazon sells the inventory purchased from the vendor.
Purchase Order (PO)	Purchase order issued by Amazon to the vendor when it needs to restock. The vendor accepts or rejects it.
Unhealthy Inventory	Amazon classification for excess stock units considered overstock. May lead to Amazon taking measures to reduce inventory.
P70 / P80 / P90	Confidence levels in Amazon demand forecasts. P70 means there is a 70% probability that actual demand will not exceed that figure. P90 is more conservative (more safety stock).

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Amazon Advertising terminology

Advertising metrics

Term	Definition
ACoS	Advertising Cost of Sale. Advertising spend as a percentage of ad-attributed revenue. Formula: (Spend / Ad Sales) × 100. Lower is better.
ROAS	Return on Ad Spend. Return on advertising investment. Formula: Sales / Spend. Higher is better.
TACoS	Total Advertising Cost of Sales. Advertising spend over total sales (paid + organic). Measures overall advertising dependency.
CTR	Click-Through Rate. Percentage of users who click the ad. Formula: (Clicks / Impressions) × 100.
CVR	Conversion Rate. Percentage of clicks resulting in a sale. Formula: (Orders / Clicks) × 100.
CPC	Cost Per Click. Price paid for each click on an ad.

Ad types

Term	Definition
Sponsored Products (SP)	Amazon ad type that promotes individual products in search results and product pages.
Sponsored Brands (SB)	Amazon ad type that showcases a brand with logo, custom headline and multiple products.
Sponsored Display (SD)	Amazon ad type appearing on product pages and off-Amazon (retargeting).

Campaign structure

Term	Definition
Bid	Maximum price paid for a click on an ad.
Target	Ad objective (keyword, ASIN, category).
Ad Group	Group of ads within a campaign with common targeting.
Smart Campaign	Epinium's intelligent campaign that groups and automatically optimizes multiple standard Amazon campaigns.