AcronymlSy,t.m O.

,criptJon
AlT/Op Actual trend operating pI<ln
ACA Advertising &. Crear.i\·c Agency
I\ceenture Consultants on PLS
ACES "'V01\ Cost Estimating System
ACM A von Cost Movemcm
ACPTS Avon Co5t Projection System
AIC Avon inf()l'1lU.tion Center
AMDP Avon Management Developmmt Program
AD Advanced Order
AOP Advanced Order Program
BA Beauty Advisor
BBW Bath and body 'M>f1ts
BOAB ae<luty on a Budget
BPR Business Process Redesign
CAGR compounded annual growth rate
CBA Certified Beauty Advisor
CBAT Certified Beauty Advisor Trainer
CDSS Full. non·promoted price
cnss Customer Driven Sales System
CF Customer Flyer
CFSOL Customer Flowed Size of Line
CI Cost Investigations
CLT Category Leadership Team
eMl Cost Movement Index
CO Cost Objective
COBO Customer Order Builder
COl campaign of Introduction
Commission Plan at 40% Initially except licensed items such <IS <lpparel (23%). Further refined closer to Launch.
Continuity Automatic replenishment with reps
COT 5 -M<S estimate. but no longer used. Captured hypQIhelical oroers by 8 % of reps.
esP. Comparison of SaJcs and Profit Rep<xt
DAB DeveLoping Your Awn Business
nOIR Demos 2x, inlm. repeat
DISC Disc MllIII.gemcnt Slfateg;es
DSM Dlslrict Sales Manager
DTO Design Turnover
DVM Division Sales Manager
Et JD Edwards ERP system. (J(ling live end ofDcc'tl7.
ECR Executive Conference Room
eNBT Non-beauty profiles
eProlile Beauty profiles
EPS EleclTOnic Publishing Systems
ER Exccutive Rcsourres
ETS Trending system
FFA Fina] Formula Approval
FM ] 4 weeks out estimate
FSC Finished Stock. Cooe
Fusion Part of personal care line. body products, 9 SKUs
G<ltes Key decision points. used by m<lnufacturing
GMC Global Mar1!.eting Council
GMMB Gross Margin Mgmt Board
GMSE Globa] Marketing Service Europe
OWO Gr06S Wrile Off
HO Hold Order
BOCA lIome Office Cost Accounting System
Household Diary Mlcting Analytics partners with Nielsen on . 20K o;.on.sumer JNIIICI.
II. Human Rcsoun:cs
HRlT Human Resources Infomwion Technology
HRLT Human Resowu:s Leadctship Team
ICDS Intcpted Corporate Database System
1MB Inventory Mgml Board
IMC Invcntory Mamgemcot Commince '\..
IM I Meehants use their portion of the IMIS system CClIIed.,IMllor setup. Put in initial forecasts.
IMIS Integrated Marketing Inform<ltion System
Irmovation Database database of global product innovations. 1 yr old
IPQ Initi.1 Pun:4K Qulllltity
I. Integration and Reconciliation Meeting (Sheryl Monheit)
ITS Information Technology System~
KPI Key Process ]mprovemcnts
KPI Key Performance indicators
LBC Licensed Avon Beauty Centers
LOA Length of Association

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Acronym/System Oescriptlon
LSK Leadership Suc:cess Kit
LTIP Long - Tam incentiV1: Plan
MAll Managing Your Avon Business
MAG Shows brochure pages, db2
Mail Plans Staggering of rep orders over 10 campaign selling days
Manugistic;s for manufacturing
MAPS New syslem from UK and Germany 10 replace IMIS. Goal Is for end of 2009-10.
MBR Management Business Review Meeting
MOW MarKeting Data Warehouse
MIH Money In Hand
MIP Management Incentive Plan
MMR Miscellanoous Merchandise Request
MP Mail Plan
MPC Monthly Planning Commitle<.:
NBS Non-brochure special
NPD New product development
System renamed as Horiton. Replaces e-prolik and non-beauty tool. F.nd Ornelll yr for phase: L Nellt pbase is end of2009 at least
NPO Net per Unit
NROP New Repre$Cntative Development Process
NRP Non Product Resources
NWO Net Write orr
OBU Opcmling Business Unit
O/C OrderCount
ON Outside Vendor
POL Profit and Loss Statement
PAIS Online reporting system for inventory
PDC Past Due Code
PDP Performance Deve1opTnen1 Proce$s
PERT Campaign development timeline
P'G Purchased Fin ished Goods
PIC Produet Inventory Control
PLC Product Une Control
PLC Produel Line Control
PLS Product Une SimplifICation
PMP Perfonnanee Management Process
Powerplay Cognos tool for data analysis
PP Preferred Preview
PRC Product Rcfm:nce CenICT
Product Life 50 days including per-campaign, posl-campalgn orders
Profile Product concept level, above SKU Of FSC level.
PTP Promise to Pay
PVC For new beauty product C$limatcs and production updalC$.
PWP Purchase v.fth purchase at discount
RFQ Rcq\ICS\ ror Quow:ion
RPVE Request for preliminary volume estimate
SAB Starting Your Avon Business
SAS Reports Managed by Igor Levin's group, used by estimating tor WAPE and other tasks
SBD Success By Ocsign
SIP Special Introductory Price
SKU Stoek Keeping Unil
SLA S<:nicc Level Agreement
SMSP SclfManagemcnl StratcgiC$ for ProfC$sionals
SQA Supply Quality Assurance
SSOM Sales Space district manager
SSS Skin So Soft
SWOT Strengths, weaknesses, opportunities and threats
TOS
USEe U.S. Executive Committee
VIP Variable Incentive plan

IMIS Formulas & Definitions

Net Sales ([Units] ' [Spedat Price])- Commissions

COSS "Consumer Driven Selling System' or Regular Price

Sales at Regular PrlQ • [Units] • [Regular Price]

Custome.- Price Sale~ • IUnits] , ((Special PriceVlNumber for»

Representative Eam~ [Customer Price Sales]- [Net Sales] or Total Commission S

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AcronymlSy.tem Description

DP' • [DP%] • ]Net Sales]

DF'% (1-((CostJl([SpeciaI Price)l(Number forJ )I(' -{Commission])))

If Special Price = 0 then (1-((Unils] • (Cost])

Page Weight • Decimal representing the amount of space thai profile has on a page

Net per Page • [Net SalesV(Page Weight]

Net per Unit (Net SalesV(Units)

Below the Unos Salei • Total of all sales between the ClJStomer and Demand Sales GrOlJps

OPE • OperatiOnal Estimate - entered by item at every version until Trend

Discounted Sales • ([Sales at Regular Price]-[Customer Price Sales])

Discounted Profite (F: • ([Special PriceV(Number for]) < [Regular Price]

Discount % • ([Sales at Regular Price]-(Customer Pr1ce Sales])I(Sales at Regular Price]

CommissiOn • % of Gross Sales which Representatives keep as eamings

Commission Rate For planning purposes a Campaign has 3 basJc: commission rates :
Zero - Demos and Representative Offers
FIXed - Apparel, Watches and Licensed items
Variable - All other prof~es have one set rate for planning

ODtR • Refers to the flfSt 4 Campaigns that a profile is sold:

Arst Demo, Repeat Demo, New and FlfSt Repeat

Price Claim • Code given 10 a profile during planning designating a type of claim against the price.
Examples: SIP = $peciallnlrodl.lClory Price. lPTY = Lowest Price This Year

XCMA MiOOl'S • Due to Federal law changes of accounting practices - Gifts with PtJrchase, Customer
(Resourcing) Incentives and CllStOlT16r Samples that show reduced or non-existent profits were
USA only planned below the Demand level and the profit loss written off to expense. As 01
2001, these are f'rC/'Nwithin Demand Sales and shcr.m as business margin losses.

Distinct • Counted once no matter how many times it is planned In a sales grOlJp

Best Units, Best Net: • In Datamart these "Besr measures use "OPE" as Best until the Campaign trends

Versions •

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