| authorization | A retailer's agreement to stock an item.
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| bottler | A local company that buys ingredients in large quantities and then mixes them, bottles them, and sells beverages to local stores.
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| buy-back allowance | A payment to buy back the current stock of a brand and replace it with a featured new product.
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| buyer | A person who purchases products for resale and selects which manufacturers' promotions to use.
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| channel marketing | (1) Advertising and promotion efforts directed at members of the distribution channel. (2) An integrated process that combines personal selling, trade promotions, and co-marketing programs to build relationships with retailers and other members of the distribution channel.
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| co-marketing | A customized joint effort by a manufacturer and a retailer to establish a mutually satisfying balance between price and image in local retail advertising of the manufacturer's brands.
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| cooperative (co-op) advertising allowance | The practice in which a certain percentage of everything a retailer buys is put into a special "co-op" fund.
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| dealer | A local company that buys an inventory of products from a manufacturer and assembles a mix of models for sale in a store or showroom.
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| dealer contest | A competition awarding dealers special prizes and gifts when sales reach a predetermined volume or a stated percentage increase of last year's sales.
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| dealer loader | A high-value premium given to a retailer in exchange for the purchase of a special product assortment or a specified dollar volume.
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| in-store demonstration | Paying a person to hand out product samples in-store.
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| loss leader | A brand promoted at or below its cost to the retailer in order to draw customers into a store.
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| merchandising | In-store promotion activities.
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| off-invoice allowance | A reduction in the wholesale price, with no restrictions, for a limited period.
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| off-shelf display allowance | An additional quantity of a brand located in a high-traffic area such as the end of an aisle.
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| on promotion | Selling at a reduced price.
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| performance allowance | A price reduction given to a retailer in exchange for the retailer agreeing to feature the brand in its advertising or in other promotion programs.
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| point-of-purchase | In-store advertising using displays that feature the product.
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| retailers | Stores that sell products and services to consumers.
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| shipper displays | Specially designed shipping cartons that when opened become display units complete with signage and a quantity of products ready for sale.
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| slotting allowance | A one-time, up-front fee for agreeing to stock a product.
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| trade promotions | Discounts and premiums offered to retailers in exchange for their promotional support.
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| wholesaler | A company that specializes in moving goods from manufacturers to retailers.
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