Jargon Guide / Glossary of Terms

for Amazon Selling

JAMES PERCİVAL·11 HAZİRAN 2017 PAZAR

Hi Guys - thought it was time we had our own glossary of all the terms used in the
Amazon selling world as for new sellers it can be confusing. If you know any that
should be added please just comment so we can all benefit.

3PL - Third-party Logistics - A provider of outsourced logistics services which can

include shipments, storage and fulfillment.

A-to-Z Guarantee - An Amazon program which guarantees the condition and timely
delivery of third party products. Amazon customers may make claims against sellers
under the a-to-z guarantee. This can be very damaging to your seller account so do
what you can to keep the customers happy.

ACoS - Advertising Cost of Sales - The percentage of attributed sales spent on

advertising. This is calculated by dividing your total ad spend by your total sales.

ASIN - Amazon Standard Identification Number - The unique identification code

Amazon assigns to a listing.

B2B - Business to Business - you selling to a business customer.

Barcode - It is the umbrella term for UPCs and EANs and is usually a numerical code
between 12 and 14 digits. More info on all codes used on Amazon here -
http://bit.ly/2zq3UIZ

BB - Buy Box - This is the main spot on Amazon where a buyer can do a “one click”
purchase. The Buy Box seller which get a large percentage of the sales of that product.
There are many factors involved in getting the Buy Box including price, sales history,
account age, metrics etc.

Brand Registry - An Amazon program that helps you protect your brand from other
sellers jumping on your listing. You need a trademark to get Brand Registered. You
will also be able to use enhanced brand content.
BSR - Best Seller Rank - This is the Amazon category rank for a product based on
how well it sells. This can be found on the listings. The lower the number the better
the rank and therefore the more it sells. There are BSR and rank charts for the US, UK,
Germany, Italy, Spain and France here - http://bit.ly/2isVSMp

COGS - Cost of Goods Sold - how much you paid for your products - this is used for
accounting.

CTR - Click Through Rate - The percent of shoppers who see your ad and click on it.
This is calculated by dividing total clicks by total impressions.

EAN – European Article Number – this is a unique barcode that identifies the product
and is the European version on the UPC. More info on all codes used on Amazon here
- http://bit.ly/2zq3UIZ

EBC - Enhanced Brand Content – Allows sellers to create more detailed product
descriptions with additional images, videos and text.

EXW - Ex Works - International trade term that describes an agreement in which the
seller is required to make goods ready for pickup at his or her own place of business.
All other transportation costs and risks are assumed by the buyer. For Amazon sellers
this would mean that they have to cover the costs of shipment starting from the
Factory or Wholesaler.

FBA - Fulfillment By Amazon – this is when you send you products in bulk to
Amazon warehouses and Amazon then fulfil the orders and deal with customers.

FBM - Fulfillment By Merchant - this is when the seller picks and packs the orders to
the customer and deals with customer service too.

FC - Fulfillment Center - A fulfillment center is where you send your products when
doing FBA. They are stored and then prepped and shipped once they are sold.

FNSKU - Fulfillment Network Stock Keeping Unit - this is Amazon unique code
assigned to each seller on a product. It remains the same for you and the asin
combination so you can print and label your products in advance. More info on all
codes used on Amazon here - http://bit.ly/2zq3UIZ
FOB - Freight On Board - This is the last location that the Seller of an item will cover
shipping costs. For Sellers, if they see a term sheet with the term “FOB Port of Hong
Kong”, this means that the factory will cover the shipping costs up until the Port of
Hong Kong, after that point, it is the Buyer (Amazon Seller) who assumes control over
the goods.

Gated Brand – Individual brands can also be restricted and you need to apply to sell.
This normally involves getting invoices and written permission from the brand. More
info on getting ungated here - http://bit.ly/2Aw0oxr

Gated Category - A restricted category of products for which you need approval from
Amazon to sell. More info on getting ungated here - http://bit.ly/2Aw0oxr

GTIN – Global Trade Identification Number – includes UPC, ISBN and EAN. More
info on all codes used on Amazon here - http://bit.ly/2zq3UIZ

ISBN – International Standard Book Number – for books this code is used instead of
an ASIN to identify on Amazon.

Lightning Deals - A promotional offer where a product is featured for several hours on
the Amazon Deals page.

MAP - Minimum Advertised Price - this is the minimum price this brand will allow
sellers to list their product.

MOQ - Minimum Order Quantity - The lowest possible order volume allowed by a
manufacturer for a particular product. Negotiable.

OA - Online Arbitrage - Buying from online stores to resell on Amazon

OEM - Original Equipment Manufacturer - A company that makes products that can
be sold by another manufacturer.

PL - Private Label - branding a generic product with your own brand to sell on
Amazon. Usually imported from China. Find a guide to finding a PL product to sell
here - http://bit.ly/2BFjzc0

PPC - Pay Per Click - Advertising model where an advertiser pays for the ad
placement only when the Ad is clicked.
RA - Retail Arbitrage - Buying from physical stores to resell on Amazon

Referral Fee - A percentage based cost for selling products on Amazon. Usually 7-
15% based on final selling price.

ROI - Return on Investment - percentage profit compared with purchase price

SC - Seller Central - The main portal for managing your Amazon seller account

Seller Feedback - A rating awarded to Amazon's third party sellers from customers
who have purchased from the seller which ranges from 1 to 5 stars. This is different
from a Product Review which is only linked to the actual product and not the
individual seller. Negative feedback can be very damaging to your account and if you
get too much you will eventually be suspended.

SKU – Stock Keeping Unit – the manufacturer of the product will allocate a unique
SKU to each of their products. If you are doing Private Label you will choose this
code.

SS - Seller Support - Amazon’s support team for resolving Sellers’ issues and
questions

Unverified Reviews - When a customer leaves a product review without first

purchasing the product on Amazon. Unverified reviews carry less weight when
Amazon averages a given product's reviews and Amazon are now moving to remove
Unverified Reviews.

UPC - Universal Product Code - A unique 12-digit number assigned to retail

merchandise that identifies both the product and the vendor that sells the product.
More info on all codes used on Amazon here - http://bit.ly/2zq3UIZ

VA - Virtual Assistant - this is when you hire someone - usually offshore in the
Philippines or similar to do work for you - i.e product sourcing or data input.

Verified Reviews - When an Amazon customer leaves a product review after

purchasing the product.

VC - Vendor Central - The central portal for managing your Amazon Vendor account
WS - Wholesale - Buying products in bulk from a wholesaler or distributor for a low
price to sell higher on Amazon. More info on buying wholesale here -
http://bit.ly/2BhUpfN

We have a guide for those starting out selling on Amazon here -