Marketing Aquaculture Products — 1

Glossary of Terms
Auto-deduct: Term used to identify a transaction
in which a distributor deducts from
a producer’s outstanding invoice to cover
procurement or marketing activities. Also see:
Bill-back.
Best Practices: Th e formal and informal
attention to detail to constantly improve the
product, how the product is handled through
the value chain, and improve all aspects of
product development including the organization
itself.
Bill-back: Term used to identify a transaction
in which a distributor invoices (bills-back)
a producer for a procurement or marketing
activity. Also see: Auto-deduct.
Broker: A sales person or agency that receives
commission on sales from the manufacturer/
producer to the distributor. A broker is an
extension of the manufacturer/producer’s sales
force.
56 — Marketing Aquaculture Products
Brokerage (“Brokerage Fee”): Term used to
identify fi nancial payment from a manufacturer
to a broker for sales commission.
Buyers: Trade term for those individuals
in the department of a distributor who buy
products and fi nd new products. Also may be
referred to as the “merchandising” or “procurement”
department.
C-Store: A food channel for gas-station-type
convenience stores.
Channel: A term used in the established foodretail
system to describe a business segment or
grouping. Th ere are four well-established food
channels: retail stores, club stores, food services,
and C-stores. Direct-to consumer and
Internet direct-marketing also can be considered
channels; some see these as alternative
channels for producers.
Club Stores: A food channel made up of
large-box retail stores.