CS Core Day 1 Flashcards
GMV
Gross Merchandise Value - total sales value (includes shipping revenue but not cancelled units or shipping) . Total transaction volume regardless of inventory.
IMU
Initial Markup Percentage, Margin, Product Margin (profitability before operating expenses)
Trans CP
Transactional Contribution Profit (all revenue - costs related to selling the product)
AUR
Average Unit Retail (average price of sold items)
EDLP
Everyday Low Prices
EDLC
Everyday Low Cost
Moosejaw
Outdoor gear (online and brick and mortar)
Modcloth
Women’s clothing (online)
Bonobos
Men’s clothing, e-commerce driven, out of NYC
Parcel
Same day delivery in NYC
Jet
E-commerce, Hoboken, Marc Lore founder
Shoes.com
Shoes, based in Boston
Number of Stores/Countries
11,000+, 20+ countries
Sam’s Club
Membership-only retail warehouse club, founded 1983
Walmart Supercenter
Longer store hours (most are 24 hours), more selection and larger, and a grocery store too. Many have photo studios, beauty salons, eye centers, and car care centers too.
Store 8
incubation arm of Walmart, new e-commerce ideas (NYC)
90% of Americans
10 miles of a Walmart
CEO
Doug McMillon (1984 summer associate, 1990 MBA and Oklahoma store, 2005 president & CEO Sam’s Club, 2009 Walmart International, 2014 CEO Walmart)
CEO E-Commerce
Marc Lore (co-founder & CEO of Quidsi - parent company of diapers.com, soap.com, wag.com, etc, started Jet.com in 2014, Jet.com bought in 2016, CEO of e-commerce 2016
Important Facts about Walmart
Fortune 1 company, 2.2 million employees,
Hierarchy
L4 - CS, L3 - CM (6 to 10 CSs), L2 - CD (2 to 3 CMs), L1 - GM Super Department, L0 - Group GM, Division
5 Verticals
Home, Everyday Living, Fashion, Entertainment, Enthusiast and Professional (also Services and Unassigned)
Have It
Based on Amazon’s top sellers. L1 determines brands, measurement: days item is buyable (30 = 100%)
Find It
How discoverable are items? Based on real-life shoppers
Display It
Content on the page, enough for shoppers to make purchase decision, based on real-life shoppers
Price It
Meet or beat Amazon’s price (30 days = 100%)
Deliver It
Deliver within 2 days unless we don’t promise within 2 days and Amazon doesn’t either
Customer Journey
Information, Need, Channel, Pricing, Shopping, Buying, Post Purchase
Hayneedle
Furniture, online, Nebraska, acquired with Jet.com
2 Channel
Site to Home (S2H), Site to Store (S2S)
5 Channel
2 channels plus Ship From Store (SFS), Pick Up Today (PUT) Marketplace
Owned
Walmart does everything
Drop-Ship Vendor
Walmart manages pricing, pays for shipping, handles returns. Everything else vendor
Marketplace
Seller manages everything
Channels from Inventory Perspective - 1P
1P - Carried in e-commerce fulfillment centers (FCs), or carried by vendors. Walmart seller of record
Channels from Inventory Perspective - Web Initiated, Store Inventory
SFS and PUT, carried in store warehouse, Walmart seller of record
Channels from Inventory Perspective - Marketplace
Walmart gets commission
CVI
Customer Value Index, multiplying 5 Its
Business Intelligence
Business intelligence comprises the strategies and technologies used by enterprises for the data analysis of business information. BI technologies provide historical, current and predictive views of business operations.
Revenue
Net sales from 2 channel (less return), + marketplace commission, + ad revenue
