{"id":42,"date":"2026-07-12T22:08:43","date_gmt":"2026-07-12T22:08:43","guid":{"rendered":"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario"},"modified":"2026-07-20T17:56:02","modified_gmt":"2026-07-20T17:56:02","slug":"glossario","status":"publish","type":"page","link":"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/","title":{"rendered":"Gloss\u00e1rio do Canal Indireto \u00b7 Distribui\u00e7\u00e3o Brasil"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"42\" class=\"elementor elementor-42\" data-elementor-post-type=\"page\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6767915 db-internal-page db-internal-glossario e-con-full e-flex e-con e-parent\" data-id=\"6767915\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-fc0cbbe db-internal-hero db-glossary-hero e-con-full e-flex e-con e-parent\" 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data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Gloss\u00e1rio do <span>Canal Indireto<\/span><\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ed3c8fe db-internal-description elementor-widget elementor-widget-text-editor\" data-id=\"ed3c8fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tOs conceitos, indicadores e termos que todo l\u00edder do canal precisa dominar.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a517f34 db-glossary-search-widget elementor-widget elementor-widget-html\" data-id=\"a517f34\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t\t<style>.db-internal-glossario .elementor-element-d1a0001{display:flex;flex-direction:column;align-items:stretch;gap:12px;min-height:250px}.db-internal-glossario 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jet-listing-dynamic-post-254 jet-equal-columns elementor-dcss-14904140319940704\" data-post-id=\"254\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >01 \u00b7 Canal indireto<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Modelo em que a ind\u00fastria chega ao varejo por meio de intermedi\u00e1rios como atacadistas, distribuidores e representantes.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Modelo em que a ind\u00fastria chega ao varejo ou ao consumidor por meio de intermedi\u00e1rios, como atacadistas, distribuidores, operadores log\u00edsticos e representantes. O intermedi\u00e1rio assume fun\u00e7\u00f5es comerciais, financeiras, log\u00edsticas e de cobertura que ampliam a capilaridade da marca.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 especialmente relevante quando o mercado \u00e9 pulverizado, h\u00e1 muitos pequenos e m\u00e9dios pontos de venda ou a ind\u00fastria n\u00e3o consegue atender cada cliente de forma econ\u00f4mica.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ind\u00fastria vende a um distribuidor regional, que mant\u00e9m estoque, equipe de vendas e entrega para milhares de varejistas independentes.<\/p>\n<h2>Indicadores<\/h2>\n<p>Cobertura de PDVs; sell-in; sell-out; custo de servir; n\u00edvel de servi\u00e7o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Canal direto; estrat\u00e9gia de canais; distribuidor; cobertura de mercado.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/01-%c2%b7-canal-indireto\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-256 jet-equal-columns elementor-dcss-14904140328856148\" data-post-id=\"256\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >02 \u00b7 Canal direto<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Modelo em que a empresa vende e atende o cliente sem intermedi\u00e1rio comercial.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Modelo em que a empresa vende e atende o cliente sem intermedi\u00e1rio comercial. Pode envolver equipe pr\u00f3pria, lojas, e-commerce, televendas ou contratos diretos com grandes contas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 indicado quando a empresa precisa controlar integralmente pre\u00e7o, experi\u00eancia, dados e relacionamento, e quando o custo de atendimento \u00e9 compat\u00edvel com o potencial do cliente.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ind\u00fastria negocia, fatura e entrega diretamente para uma grande rede varejista nacional.<\/p>\n<h2>Indicadores<\/h2>\n<p>Margem por cliente; custo de servir; taxa de convers\u00e3o; prazo de entrega.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Canal indireto; omnichannel; conflito de canais.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/02-%c2%b7-canal-direto\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-253 jet-equal-columns elementor-dcss-14904140336948204\" data-post-id=\"253\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >03 \u00b7 Go-to-Market (GTM)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Arquitetura que define como uma empresa levar\u00e1 sua proposta de valor ao mercado: segmentos, canais, cobertura, oferta, pre\u00e7o e m\u00e9tricas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Arquitetura que define como uma empresa levar\u00e1 sua proposta de valor ao mercado: segmentos priorit\u00e1rios, canais, cobertura, oferta, pre\u00e7o, pap\u00e9is, processos e m\u00e9tricas. N\u00e3o \u00e9 apenas uma campanha de lan\u00e7amento; \u00e9 o desenho operacional da gera\u00e7\u00e3o de receita.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, o GTM determina quais clientes ser\u00e3o atendidos diretamente, por distribuidores, representantes ou canais digitais e como evitar sobreposi\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ind\u00fastria separa grandes contas para atendimento direto e usa distribuidores regionais para o varejo independente.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita por canal; distribui\u00e7\u00e3o; custo de servir; margem; velocidade de expans\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Estrat\u00e9gia de canais; segmenta\u00e7\u00e3o; cobertura; pol\u00edtica comercial.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/03-%c2%b7-go-to-market-gtm\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-255 jet-equal-columns elementor-dcss-14904140345063270\" data-post-id=\"255\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >04 \u00b7 Estrat\u00e9gia de canais<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Conjunto de decis\u00f5es sobre quais canais ser\u00e3o usados, qual papel cada um ter\u00e1 e como ser\u00e3o coordenados.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de decis\u00f5es sobre quais canais ser\u00e3o usados, qual papel cada um ter\u00e1 e como ser\u00e3o coordenados para atender diferentes segmentos de clientes.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve equilibrar alcance, controle, rentabilidade, experi\u00eancia do cliente e capacidade operacional.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A marca combina venda direta para redes, distribuidores para o varejo tradicional e marketplace para reposi\u00e7\u00e3o de pequenos clientes.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita e margem por canal; conflito; cobertura; satisfa\u00e7\u00e3o do cliente.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>GTM; canal direto; canal indireto; omnichannel.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/04-%c2%b7-estrategia-de-canais\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-257 jet-equal-columns elementor-dcss-14904140353130088\" data-post-id=\"257\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >05 \u00b7 Conflito de canais<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Tens\u00e3o causada quando dois ou mais canais disputam o mesmo cliente, territ\u00f3rio, pre\u00e7o ou oportunidade com regras pouco claras.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Tens\u00e3o causada quando dois ou mais canais disputam o mesmo cliente, territ\u00f3rio, pre\u00e7o ou oportunidade com regras pouco claras. Pode ser vertical, entre ind\u00fastria e distribuidor, ou horizontal, entre parceiros do mesmo n\u00edvel.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A preven\u00e7\u00e3o exige segmenta\u00e7\u00e3o, pol\u00edtica comercial, regras de territ\u00f3rio, governan\u00e7a e tratamento transparente das exce\u00e7\u00f5es.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um distribuidor perde uma conta porque a ind\u00fastria oferece pre\u00e7o direto inferior ao pre\u00e7o de revenda definido para o parceiro.<\/p>\n<h2>Indicadores<\/h2>\n<p>Desvio de pre\u00e7o; churn de parceiros; sobreposi\u00e7\u00e3o de clientes; reclama\u00e7\u00f5es.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pol\u00edtica comercial; territ\u00f3rio; governan\u00e7a comercial.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/05-%c2%b7-conflito-de-canais\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-258 jet-equal-columns elementor-dcss-14904140361127104\" data-post-id=\"258\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >06 \u00b7 Omnichannel<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Integra\u00e7\u00e3o coordenada dos canais f\u00edsicos, digitais e de atendimento para que o cliente tenha uma experi\u00eancia cont\u00ednua.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Integra\u00e7\u00e3o coordenada dos canais f\u00edsicos, digitais e de atendimento para que o cliente tenha uma experi\u00eancia cont\u00ednua, independentemente do ponto de contato.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, exige compartilhar dados, estoque, regras de pre\u00e7o e responsabilidade pelo atendimento entre ind\u00fastria, distribuidor e plataformas digitais.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O varejista consulta disponibilidade no portal, compra com o distribuidor local e acompanha a entrega pelo aplicativo.<\/p>\n<h2>Indicadores<\/h2>\n<p>Convers\u00e3o por canal; recorr\u00eancia; tempo de atendimento; disponibilidade.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Multicanal; integra\u00e7\u00e3o de dados; e-commerce B2B.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/06-%c2%b7-omnichannel\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-259 jet-equal-columns elementor-dcss-14904140369033684\" data-post-id=\"259\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >07 \u00b7 Distribui\u00e7\u00e3o intensiva<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrat\u00e9gia de disponibilizar o produto no maior n\u00famero poss\u00edvel de pontos de venda relevantes.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrat\u00e9gia de disponibilizar o produto no maior n\u00famero poss\u00edvel de pontos de venda relevantes. \u00c9 comum em itens de alto giro e compra por conveni\u00eancia.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Exige forte capacidade de abastecimento, execu\u00e7\u00e3o, gest\u00e3o de ruptura e controle de rentabilidade da cauda longa.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma bebida de consumo imediato busca presen\u00e7a em supermercados, bares, padarias, conveni\u00eancias e pequenos varejos.<\/p>\n<h2>Indicadores<\/h2>\n<p>Distribui\u00e7\u00e3o num\u00e9rica; ruptura; frequ\u00eancia; custo de servir.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Distribui\u00e7\u00e3o seletiva; capilaridade; positiva\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/07-%c2%b7-distribuicao-intensiva\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-262 jet-equal-columns elementor-dcss-14904140376880892\" data-post-id=\"262\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >08 \u00b7 Distribui\u00e7\u00e3o seletiva<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrat\u00e9gia de operar com um grupo escolhido de canais ou pontos de venda que atendem crit\u00e9rios de perfil e capacidade.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrat\u00e9gia de operar com um grupo escolhido de canais ou pontos de venda que atendem crit\u00e9rios de perfil, capacidade, posicionamento ou execu\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 adequada quando a marca precisa proteger posicionamento, garantir servi\u00e7o ou concentrar investimento nos clientes com melhor potencial.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma marca premium seleciona distribuidores especializados e varejistas com capacidade de exposi\u00e7\u00e3o e recomenda\u00e7\u00e3o.<\/p>\n<h2>Indicadores<\/h2>\n<p>Distribui\u00e7\u00e3o ponderada; venda por PDV; margem; qualidade de execu\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Distribui\u00e7\u00e3o intensiva; homologa\u00e7\u00e3o; segmenta\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/08-%c2%b7-distribuicao-seletiva\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-261 jet-equal-columns elementor-dcss-14904140384737368\" data-post-id=\"261\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >09 \u00b7 Distribui\u00e7\u00e3o exclusiva<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Modelo em que um parceiro recebe exclusividade para vender uma marca ou linha em determinado territ\u00f3rio ou canal.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Modelo em que um parceiro recebe exclusividade para vender uma marca ou linha em determinado territ\u00f3rio, canal ou per\u00edodo, normalmente mediante metas e obriga\u00e7\u00f5es.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Pode aumentar comprometimento e investimento do parceiro, mas exige crit\u00e9rios claros, acompanhamento e cl\u00e1usulas de desempenho.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um distribuidor recebe exclusividade estadual condicionada a cobertura m\u00ednima, estoque, equipe e metas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Cobertura contratada; atingimento de meta; n\u00edvel de servi\u00e7o; share regional.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Territ\u00f3rio; SLA; homologa\u00e7\u00e3o de distribuidores.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/09-%c2%b7-distribuicao-exclusiva\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-260 jet-equal-columns elementor-dcss-14904140392810508\" data-post-id=\"260\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >10 \u00b7 B2B2C<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Modelo em que duas empresas colaboram para chegar ao consumidor final, cada uma com papel distinto na cadeia.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Modelo em que duas empresas colaboram para chegar ao consumidor final. A primeira fornece produto, plataforma ou marca; a segunda controla parte da distribui\u00e7\u00e3o, venda ou relacionamento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 frequente no canal indireto porque a ind\u00fastria depende da execu\u00e7\u00e3o do distribuidor e do varejista para gerar disponibilidade e experi\u00eancia ao consumidor.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria desenvolve a demanda; o distribuidor abastece; o varejo converte a compra do consumidor.<\/p>\n<h2>Indicadores<\/h2>\n<p>Sell-in; sell-out; disponibilidade; convers\u00e3o; satisfa\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Canal indireto; sell-through; JBP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/10-%c2%b7-b2b2c\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-263 jet-equal-columns elementor-dcss-14904140401124344\" data-post-id=\"263\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >11 \u00b7 Distribui\u00e7\u00e3o num\u00e9rica<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual de pontos de venda do universo analisado que comercializam um produto, marca ou categoria.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual de pontos de venda do universo analisado que comercializam um produto, marca ou categoria. Mede amplitude de presen\u00e7a, sem ponderar o tamanho das lojas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 usada para saber qu\u00e3o espalhado est\u00e1 o produto e identificar lacunas de cobertura geogr\u00e1fica, por canal ou perfil de varejo.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Se 600 de 1.000 lojas relevantes vendem o produto, a distribui\u00e7\u00e3o num\u00e9rica \u00e9 60%.<\/p>\n<h2>Indicadores<\/h2>\n<p>PDVs com produto \u00f7 PDVs do universo; evolu\u00e7\u00e3o por regi\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Distribui\u00e7\u00e3o ponderada; cobertura; positiva\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/11-%c2%b7-distribuicao-numerica\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-264 jet-equal-columns elementor-dcss-14904140409222810\" data-post-id=\"264\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >12 \u00b7 Distribui\u00e7\u00e3o ponderada<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual do potencial de vendas do mercado representado pelas lojas que comercializam o produto.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual do potencial de vendas do mercado representado pelas lojas que comercializam o produto. Lojas maiores ou mais relevantes recebem maior peso.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Mostra a qualidade da presen\u00e7a. Uma marca pode ter baixa distribui\u00e7\u00e3o num\u00e9rica e alta ponderada se estiver nos PDVs de maior venda.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O produto est\u00e1 em apenas 30% das lojas, mas essas lojas respondem por 65% das vendas da categoria.<\/p>\n<h2>Indicadores<\/h2>\n<p>%ACV ou %PCV; venda por ponto; efici\u00eancia de distribui\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Distribui\u00e7\u00e3o num\u00e9rica; ACV; velocidade de vendas.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/12-%c2%b7-distribuicao-ponderada\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-267 jet-equal-columns elementor-dcss-14904140417408860\" data-post-id=\"267\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >13 \u00b7 ACV \u2014 All Commodity Volume<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Valor total de vendas de todos os produtos de uma loja ou conjunto de lojas em determinado mercado e per\u00edodo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Valor total de vendas de todos os produtos de uma loja ou conjunto de lojas em determinado mercado e per\u00edodo. O %ACV pondera a distribui\u00e7\u00e3o pela import\u00e2ncia econ\u00f4mica dos pontos de venda.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a priorizar lojas que representam maior potencial total de consumo, especialmente em an\u00e1lises de bens de consumo.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Estar em duas lojas grandes pode representar mais ACV do que estar em dez lojas pequenas.<\/p>\n<h2>Indicadores<\/h2>\n<p>%ACV; vendas por loja; distribui\u00e7\u00e3o ponderada.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Distribui\u00e7\u00e3o ponderada; PCV; TDP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/13-%c2%b7-acv-all-commodity-volume\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-265 jet-equal-columns elementor-dcss-14904140425628150\" data-post-id=\"265\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >14 \u00b7 TDP \u2014 Total Distribution Points<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">M\u00e9trica que combina distribui\u00e7\u00e3o e quantidade de itens de uma marca presentes no mercado.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>M\u00e9trica que combina distribui\u00e7\u00e3o e quantidade de itens de uma marca presentes no mercado. Em geral, soma os pontos de distribui\u00e7\u00e3o dos SKUs, permitindo avaliar amplitude de portf\u00f3lio e presen\u00e7a.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 \u00fatil para separar crescimento por entrada em novas lojas do crescimento por expans\u00e3o de sortimento nas lojas j\u00e1 atendidas.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma marca aumenta TDP ao colocar tr\u00eas SKUs adicionais em clientes onde antes vendia apenas um.<\/p>\n<h2>Indicadores<\/h2>\n<p>TDP total; TDP por SKU; venda por TDP.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sortimento; distribui\u00e7\u00e3o num\u00e9rica; efici\u00eancia de distribui\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/14-%c2%b7-tdp-total-distribution-points\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-266 jet-equal-columns elementor-dcss-14904140433785436\" data-post-id=\"266\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >15 \u00b7 Cobertura de mercado<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Grau em que a empresa alcan\u00e7a os clientes ou pontos de venda do mercado-alvo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Grau em que a empresa alcan\u00e7a os clientes ou pontos de venda do mercado-alvo. Pode ser medida por geografia, canal, segmento, potencial ou frequ\u00eancia de atendimento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A cobertura deve ser comparada ao potencial econ\u00f4mico e ao custo de servir, n\u00e3o apenas ao n\u00famero absoluto de clientes.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma opera\u00e7\u00e3o atende 80% dos PDVs de alto potencial e 35% da cauda longa por televendas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Cobertura de PDVs; cobertura de potencial; frequ\u00eancia; custo de servir.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Capilaridade; territ\u00f3rio; roteiriza\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/15-%c2%b7-cobertura-de-mercado\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-270 jet-equal-columns elementor-dcss-14904140441862992\" data-post-id=\"270\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >16 \u00b7 Positiva\u00e7\u00e3o de clientes<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Ato de registrar venda para um cliente em um per\u00edodo. A taxa compara clientes que compraram com a base eleg\u00edvel ou visitada.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Ato de registrar venda para um cliente em um per\u00edodo. A taxa de positiva\u00e7\u00e3o compara clientes que compraram com a base eleg\u00edvel ou visitada.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 um indicador central da produtividade da for\u00e7a de vendas, mas deve ser analisado com ticket, mix e rentabilidade para evitar pedidos de baixo valor.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>De 200 clientes visitados no m\u00eas, 150 fizeram pedido: positiva\u00e7\u00e3o de 75%.<\/p>\n<h2>Indicadores<\/h2>\n<p>Clientes positivos; taxa de positiva\u00e7\u00e3o; ticket; mix por pedido.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Base ativa; frequ\u00eancia de compra; produtividade.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/16-%c2%b7-positivacao-de-clientes\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-268 jet-equal-columns elementor-dcss-14904140449945788\" data-post-id=\"268\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >17 \u00b7 Base ativa de clientes<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Conjunto de clientes que compraram dentro de uma janela definida, como 30, 60 ou 90 dias.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de clientes que compraram dentro de uma janela definida, como 30, 60 ou 90 dias. A janela deve refletir o ciclo normal da categoria.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Permite distinguir cadastro de relacionamento real e medir reten\u00e7\u00e3o, reativa\u00e7\u00e3o e perda de clientes.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um distribuidor tem 8.000 cadastros, mas apenas 3.200 compradores nos \u00faltimos 60 dias.<\/p>\n<h2>Indicadores<\/h2>\n<p>Clientes ativos; reativados; inativos; churn.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Positiva\u00e7\u00e3o; frequ\u00eancia de compra; gest\u00e3o de carteira.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/17-%c2%b7-base-ativa-de-clientes\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-269 jet-equal-columns elementor-dcss-14904140457945000\" data-post-id=\"269\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >18 \u00b7 Frequ\u00eancia de compra<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">N\u00famero m\u00e9dio de compras realizadas por um cliente em determinado per\u00edodo ou intervalo m\u00e9dio entre pedidos.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>N\u00famero m\u00e9dio de compras realizadas por um cliente em determinado per\u00edodo ou intervalo m\u00e9dio entre pedidos.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a planejar visitas, estoque e a\u00e7\u00f5es de recompra, considerando o giro da categoria e a capacidade do cliente.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Clientes de alto giro s\u00e3o atendidos semanalmente; clientes de menor potencial, quinzenalmente.<\/p>\n<h2>Indicadores<\/h2>\n<p>Pedidos por cliente; dias entre compras; recorr\u00eancia.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Rota de vendas; base ativa; cobertura de estoque.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/18-%c2%b7-frequencia-de-compra\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-271 jet-equal-columns elementor-dcss-14904140466102996\" data-post-id=\"271\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >19 \u00b7 Velocidade de vendas (Rate of Sale)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Quantidade ou valor vendido por ponto de venda por unidade de tempo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Quantidade ou valor vendido por ponto de venda, por unidade de tempo. Mede a produtividade da distribui\u00e7\u00e3o e a capacidade do produto de girar onde est\u00e1 presente.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve ser analisada junto com distribui\u00e7\u00e3o: expans\u00e3o de presen\u00e7a sem velocidade suficiente pode criar estoque parado e devolu\u00e7\u00f5es.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um SKU vende em m\u00e9dia 8 unidades por loja por semana.<\/p>\n<h2>Indicadores<\/h2>\n<p>Unidades\/PDV\/semana; receita\/PDV; venda por TDP.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sell-out; distribui\u00e7\u00e3o ponderada; giro.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/19-%c2%b7-velocidade-de-vendas-rate-of-sale\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-273 jet-equal-columns elementor-dcss-14904140474606176\" data-post-id=\"273\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >20 \u00b7 Ruptura<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Indisponibilidade de um item no ponto de venda, no estoque do distribuidor ou em outra etapa da cadeia.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Indisponibilidade de um item no ponto de venda, no estoque do distribuidor ou em outra etapa em que deveria estar dispon\u00edvel para atender a demanda.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A ruptura reduz vendas, confian\u00e7a e efici\u00eancia promocional. Suas causas podem estar em previs\u00e3o, estoque, pedido, separa\u00e7\u00e3o, transporte ou reposi\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O varejista mant\u00e9m o item cadastrado, mas a g\u00f4ndola est\u00e1 vazia durante a promo\u00e7\u00e3o.<\/p>\n<h2>Indicadores<\/h2>\n<p>Taxa de ruptura; disponibilidade; fill rate; venda perdida.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Estoque de seguran\u00e7a; OTIF; on-shelf availability.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/20-%c2%b7-ruptura\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-275 jet-equal-columns elementor-dcss-14904140483154108\" data-post-id=\"275\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >21 \u00b7 Sell-in<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Venda da ind\u00fastria para o distribuidor, atacadista ou varejista.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Venda da ind\u00fastria para o distribuidor, atacadista ou varejista. Representa a entrada de produto no canal, n\u00e3o necessariamente a venda ao consumidor.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve ser equilibrado com estoque e sell-out. Pressionar sell-in sem demanda pode gerar excesso, desconto e devolu\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria fatura 10 mil caixas para o distribuidor no m\u00eas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Faturamento ao canal; estoque do parceiro; cobertura; pedidos.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sell-out; sell-through; estoque do canal.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/21-%c2%b7-sell-in\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-272 jet-equal-columns elementor-dcss-14904140491609146\" data-post-id=\"272\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >22 \u00b7 Sell-out<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Venda realizada pelo varejo ao consumidor final.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Venda realizada pelo varejo ao consumidor final. Em alguns contextos do canal indireto, o termo tamb\u00e9m \u00e9 usado para a sa\u00edda do distribuidor ao varejo; por isso, a defini\u00e7\u00e3o deve ser alinhada entre as partes.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 a medida mais pr\u00f3xima da demanda real e orienta reposi\u00e7\u00e3o, promo\u00e7\u00e3o, sortimento e avalia\u00e7\u00e3o de distribui\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O produto saiu da loja para o consumidor, registrado no checkout.<\/p>\n<h2>Indicadores<\/h2>\n<p>Unidades e valor vendidos; velocidade; share; ruptura.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sell-in; sell-through; demanda.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/22-%c2%b7-sell-out\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-274 jet-equal-columns elementor-dcss-14904140500356718\" data-post-id=\"274\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >23 \u00b7 Sell-through<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Rela\u00e7\u00e3o entre o volume vendido e o volume disponibilizado no per\u00edodo. Mede a convers\u00e3o do estoque em vendas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Rela\u00e7\u00e3o entre o volume vendido para a etapa seguinte ou consumidor e o volume disponibilizado ou recebido no per\u00edodo. Mede a convers\u00e3o do estoque em vendas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a identificar excesso de carregamento, itens lentos e necessidade de reposi\u00e7\u00e3o. A f\u00f3rmula exata deve ser padronizada.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Foram recebidas 1.000 unidades e vendidas 700: sell-through de 70% na janela.<\/p>\n<h2>Indicadores<\/h2>\n<p>Unidades vendidas \u00f7 unidades recebidas; estoque final.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sell-in; sell-out; giro de estoque.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/23-%c2%b7-sell-through\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-278 jet-equal-columns elementor-dcss-14904140509145618\" data-post-id=\"278\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >24 \u00b7 Trade marketing<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Disciplina que conecta estrat\u00e9gia de marca e execu\u00e7\u00e3o nos canais de venda.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Disciplina que conecta estrat\u00e9gia de marca e execu\u00e7\u00e3o nos canais de venda, buscando gerar disponibilidade, visibilidade, convers\u00e3o e rentabilidade para ind\u00fastria e clientes.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, envolve segmenta\u00e7\u00e3o de canais, materiais, promo\u00e7\u00e3o, capacita\u00e7\u00e3o, calend\u00e1rio e acompanhamento da execu\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria cria uma mec\u00e2nica espec\u00edfica para atacarejo e outra para varejo tradicional.<\/p>\n<h2>Indicadores<\/h2>\n<p>Sell-out incremental; ROI de a\u00e7\u00e3o; execu\u00e7\u00e3o; distribui\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Merchandising; verba de trade; JBP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/24-%c2%b7-trade-marketing\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-277 jet-equal-columns elementor-dcss-14904140517673944\" data-post-id=\"277\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >25 \u00b7 Merchandising<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">T\u00e9cnicas para melhorar apresenta\u00e7\u00e3o, comunica\u00e7\u00e3o e disponibilidade do produto no ponto de venda.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de t\u00e9cnicas para melhorar apresenta\u00e7\u00e3o, comunica\u00e7\u00e3o e disponibilidade do produto no ponto de venda, facilitando escolha e compra.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Inclui exposi\u00e7\u00e3o, materiais, planograma, precifica\u00e7\u00e3o, reposi\u00e7\u00e3o e ativa\u00e7\u00e3o, mas deve respeitar regras do varejista e legisla\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ponta de g\u00f4ndola combina produto, pre\u00e7o vis\u00edvel e comunica\u00e7\u00e3o da ocasi\u00e3o de consumo.<\/p>\n<h2>Indicadores<\/h2>\n<p>Share de g\u00f4ndola; conformidade; convers\u00e3o; venda incremental.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Trade marketing; planograma; execu\u00e7\u00e3o perfeita.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/25-%c2%b7-merchandising\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-276 jet-equal-columns elementor-dcss-14904140526256648\" data-post-id=\"276\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >26 \u00b7 Share de g\u00f4ndola<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual do espa\u00e7o de exposi\u00e7\u00e3o de uma categoria ocupado por uma marca ou produto.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual do espa\u00e7o de exposi\u00e7\u00e3o de uma categoria ocupado por uma marca ou produto. Pode ser medido por frentes, cent\u00edmetros lineares ou \u00e1rea.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 um indicador de visibilidade, mas precisa ser comparado ao share de vendas e \u00e0 produtividade do espa\u00e7o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A marca ocupa 25 de 100 frentes da categoria: share de g\u00f4ndola de 25%.<\/p>\n<h2>Indicadores<\/h2>\n<p>Frentes; espa\u00e7o linear; share de vendas; venda por frente.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Merchandising; planograma; participa\u00e7\u00e3o de mercado.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/26-%c2%b7-share-de-gondola\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-279 jet-equal-columns elementor-dcss-14904140534989804\" data-post-id=\"279\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >27 \u00b7 Mix de portf\u00f3lio<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Composi\u00e7\u00e3o de produtos e SKUs ofertados a um cliente, canal ou territ\u00f3rio.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Composi\u00e7\u00e3o de produtos e SKUs ofertados a um cliente, canal ou territ\u00f3rio. O mix ideal equilibra giro, margem, papel estrat\u00e9gico e necessidade do shopper.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A gest\u00e3o de mix evita depend\u00eancia de poucos itens e reduz complexidade improdutiva.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma padaria recebe um mix curto de alto giro; um supermercado recebe sortimento mais amplo.<\/p>\n<h2>Indicadores<\/h2>\n<p>SKUs por cliente; mix m\u00e9dio por pedido; margem; ruptura.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Sortimento; curva ABC; positiva\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/27-%c2%b7-mix-de-portfolio\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-281 jet-equal-columns elementor-dcss-14904140543435488\" data-post-id=\"281\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >28 \u00b7 Sortimento<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Conjunto de produtos disponibilizados em uma loja, canal ou opera\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de produtos disponibilizados em uma loja, canal ou opera\u00e7\u00e3o. Abrange largura de categorias e profundidade de SKUs dentro de cada categoria.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve considerar perfil do cliente, espa\u00e7o, demanda, margem, giro e estrat\u00e9gia da marca.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma loja de bairro trabalha com tamanhos b\u00e1sicos; um hipermercado oferece vers\u00f5es e embalagens adicionais.<\/p>\n<h2>Indicadores<\/h2>\n<p>N\u00famero de SKUs; produtividade por SKU; cobertura; margem.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Mix; TDP; racionaliza\u00e7\u00e3o de portf\u00f3lio.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/28-%c2%b7-sortimento\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-283 jet-equal-columns elementor-dcss-14904140551825364\" data-post-id=\"283\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >29 \u00b7 Pol\u00edtica comercial<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Conjunto formal de regras para pre\u00e7os, descontos, prazos, volumes, territ\u00f3rios, canais e exce\u00e7\u00f5es.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto formal de regras para pre\u00e7os, descontos, prazos, volumes, territ\u00f3rios, canais, verbas e exce\u00e7\u00f5es.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Reduz conflito, protege margem e d\u00e1 previsibilidade \u00e0 ind\u00fastria, aos distribuidores e \u00e0 equipe comercial.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Clientes s\u00e3o classificados por segmento e recebem faixas de desconto e prazo predefinidas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Desconto m\u00e9dio; exce\u00e7\u00f5es; margem; inadimpl\u00eancia; compliance.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pricing; conflito de canais; governan\u00e7a.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/29-%c2%b7-politica-comercial\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-280 jet-equal-columns elementor-dcss-14904140560107342\" data-post-id=\"280\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >30 \u00b7 Pricing<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processo de definir e gerir pre\u00e7os considerando valor, custos, concorr\u00eancia, canal e objetivos estrat\u00e9gicos.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Processo de definir e gerir pre\u00e7os considerando valor para o cliente, custos, concorr\u00eancia, elasticidade, canal, impostos e objetivos estrat\u00e9gicos.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, precisa considerar a margem de cada elo e a coer\u00eancia entre pre\u00e7o de sell-in, pre\u00e7o ao varejo e pre\u00e7o ao consumidor.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria redesenha a escada de pre\u00e7os para evitar que o canal direto inviabilize o distribuidor.<\/p>\n<h2>Indicadores<\/h2>\n<p>Pre\u00e7o m\u00e9dio; margem; elasticidade; \u00edndice de pre\u00e7o; dispers\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pol\u00edtica comercial; margem de contribui\u00e7\u00e3o; revenue management.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/30-%c2%b7-pricing\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-282 jet-equal-columns elementor-dcss-14904140568359654\" data-post-id=\"282\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >31 \u00b7 Gest\u00e3o de carteira<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processo de segmentar, priorizar e desenvolver clientes sob responsabilidade de um vendedor, canal ou unidade.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Processo de segmentar, priorizar e desenvolver clientes sob responsabilidade de um vendedor, canal ou unidade.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Combina potencial, comportamento de compra, rentabilidade, risco e oportunidade para definir abordagem e frequ\u00eancia.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Clientes A recebem plano de crescimento; clientes C s\u00e3o atendidos por canal remoto.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita por carteira; cobertura; churn; potencial capturado.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Segmenta\u00e7\u00e3o; base ativa; territ\u00f3rio.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/31-%c2%b7-gestao-de-carteira\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-284 jet-equal-columns elementor-dcss-14904140576515496\" data-post-id=\"284\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >32 \u00b7 Territ\u00f3rio comercial<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Recorte geogr\u00e1fico, setorial, de canal ou de contas atribu\u00eddo a uma equipe ou parceiro.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Recorte geogr\u00e1fico, setorial, de canal ou de contas atribu\u00eddo a uma equipe ou parceiro.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Um bom desenho reduz sobreposi\u00e7\u00e3o, deslocamento e desigualdade de potencial, e deve ser revisto com mudan\u00e7as de mercado.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um vendedor atende munic\u00edpios cont\u00edguos com potencial equilibrado e rota vi\u00e1vel.<\/p>\n<h2>Indicadores<\/h2>\n<p>Potencial por territ\u00f3rio; cobertura; custo de visita; receita.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Rota de vendas; conflito de canais; gest\u00e3o de carteira.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/32-%c2%b7-territorio-comercial\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-289 jet-equal-columns elementor-dcss-14904140584664768\" data-post-id=\"289\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >33 \u00b7 Rota de vendas<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Sequ\u00eancia planejada de visitas a clientes, considerando localiza\u00e7\u00e3o, prioridade, frequ\u00eancia e capacidade da equipe.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Sequ\u00eancia planejada de visitas e atendimentos a clientes, considerando localiza\u00e7\u00e3o, prioridade, frequ\u00eancia, janela e capacidade da equipe.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Roteiriza\u00e7\u00e3o busca aumentar tempo produtivo e reduzir custo, sem sacrificar clientes estrat\u00e9gicos.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O vendedor visita clientes de alta frequ\u00eancia \u00e0s segundas e quintas e consolida \u00e1reas pr\u00f3ximas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Visitas\/dia; km por pedido; positiva\u00e7\u00e3o; tempo produtivo.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Territ\u00f3rio; frequ\u00eancia de compra; custo de servir.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/33-%c2%b7-rota-de-vendas\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-285 jet-equal-columns elementor-dcss-14904140592710496\" data-post-id=\"285\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >34 \u00b7 CRM \u2014 Customer Relationship Management<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrat\u00e9gia e sistema para registrar, organizar e usar dados de clientes, contatos, atividades e oportunidades.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrat\u00e9gia e sistema para registrar, organizar e usar dados de clientes, contatos, atividades, oportunidades e hist\u00f3rico de relacionamento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, centraliza carteira, agenda, pipeline, acordos e informa\u00e7\u00f5es que n\u00e3o devem ficar apenas com o vendedor.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A equipe registra visitas, oportunidades, pr\u00f3ximos passos e motivos de perda em um CRM.<\/p>\n<h2>Indicadores<\/h2>\n<p>Ado\u00e7\u00e3o; dados completos; convers\u00e3o; ciclo de venda; reten\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pipeline; forecast; automa\u00e7\u00e3o da for\u00e7a de vendas.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/34-%c2%b7-crm-customer-relationship-management\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-288 jet-equal-columns elementor-dcss-14904140600810172\" data-post-id=\"288\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >35 \u00b7 Pipeline de vendas<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Vis\u00e3o estruturada das oportunidades comerciais abertas e de sua progress\u00e3o por etapas at\u00e9 o fechamento.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Vis\u00e3o estruturada das oportunidades comerciais abertas e de sua progress\u00e3o por etapas, do primeiro contato ao fechamento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a priorizar a\u00e7\u00f5es, identificar gargalos e estimar capacidade futura de receita.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma oportunidade passa por qualifica\u00e7\u00e3o, diagn\u00f3stico, proposta, negocia\u00e7\u00e3o e fechamento.<\/p>\n<h2>Indicadores<\/h2>\n<p>Valor por etapa; convers\u00e3o; idade; velocidade; cobertura de meta.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>CRM; forecast; funil de vendas.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/35-%c2%b7-pipeline-de-vendas\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-286 jet-equal-columns elementor-dcss-14904140608968820\" data-post-id=\"286\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >36 \u00b7 Forecast de vendas<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estimativa de vendas futuras baseada em hist\u00f3rico, pipeline, demanda, sazonalidade e julgamento gerencial.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estimativa de vendas futuras baseada em hist\u00f3rico, pipeline, demanda, sazonalidade, planos e julgamento gerencial.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Serve para planejar metas, estoque, caixa e recursos. Deve ser atualizado com crit\u00e9rios consistentes, n\u00e3o apenas feeling.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O gestor projeta o trimestre combinando pedidos recorrentes e oportunidades com probabilidade de fechamento.<\/p>\n<h2>Indicadores<\/h2>\n<p>Acur\u00e1cia; vi\u00e9s; forecast vs. realizado; commit.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pipeline; planejamento de demanda; S&amp;OP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/36-%c2%b7-forecast-de-vendas\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-287 jet-equal-columns elementor-dcss-14904140617225220\" data-post-id=\"287\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >37 \u00b7 Ticket m\u00e9dio<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Valor m\u00e9dio por pedido, nota, cliente ou transa\u00e7\u00e3o em determinado per\u00edodo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Valor m\u00e9dio por pedido, nota, cliente ou transa\u00e7\u00e3o em determinado per\u00edodo. A base de c\u00e1lculo deve ser explicitada.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a avaliar produtividade e qualidade da venda, mas pode subir por pre\u00e7o sem aumento de volume ou mix.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Receita de R$ 500 mil em 1.000 pedidos gera ticket m\u00e9dio de R$ 500.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita \u00f7 pedidos; ticket por canal; itens por pedido.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Mix; positiva\u00e7\u00e3o; frequ\u00eancia de compra.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/37-%c2%b7-ticket-medio\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-291 jet-equal-columns elementor-dcss-14904140625682774\" data-post-id=\"291\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >38 \u00b7 Taxa de convers\u00e3o<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual de contatos, visitas, propostas ou oportunidades que resultam em venda.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual de contatos, visitas, propostas ou oportunidades que avan\u00e7am para uma etapa ou resultam em venda.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A etapa de refer\u00eancia deve ser clara para permitir compara\u00e7\u00e3o e a\u00e7\u00e3o sobre gargalos.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>De 100 propostas, 35 s\u00e3o fechadas: convers\u00e3o de proposta de 35%.<\/p>\n<h2>Indicadores<\/h2>\n<p>Convers\u00e3o por etapa; motivo de perda; ciclo de vendas.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pipeline; qualifica\u00e7\u00e3o; produtividade.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/38-%c2%b7-taxa-de-conversao\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-292 jet-equal-columns elementor-dcss-14904140634341040\" data-post-id=\"292\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >39 \u00b7 Produtividade da for\u00e7a de vendas<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Rela\u00e7\u00e3o entre os resultados gerados e os recursos utilizados pela equipe comercial.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Rela\u00e7\u00e3o entre os resultados gerados e os recursos utilizados pela equipe comercial, como tempo, visitas, pessoas e custo.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>N\u00e3o deve ser medida apenas por volume; margem, mix, qualidade e reten\u00e7\u00e3o tamb\u00e9m importam.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Dois vendedores faturam igual, mas um usa menos visitas e gera maior margem.<\/p>\n<h2>Indicadores<\/h2>\n<p>Vendas por vendedor; pedidos\/dia; margem; positiva\u00e7\u00e3o; custo.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Rota; gest\u00e3o por rotina; remunera\u00e7\u00e3o vari\u00e1vel.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/39-%c2%b7-produtividade-da-forca-de-vendas\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-290 jet-equal-columns elementor-dcss-14904140642754192\" data-post-id=\"290\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >40 \u00b7 Meta e quota de vendas<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Meta \u00e9 o resultado desejado pela organiza\u00e7\u00e3o; quota \u00e9 a parcela atribu\u00edda a um vendedor, territ\u00f3rio ou canal.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Meta \u00e9 o resultado desejado pela organiza\u00e7\u00e3o; quota \u00e9 a parcela atribu\u00edda a um vendedor, territ\u00f3rio, canal ou produto.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Quotas devem ser desafiadoras e alcan\u00e7\u00e1veis, considerando potencial, hist\u00f3rico, capacidade e estrat\u00e9gia.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A meta nacional \u00e9 desdobrada por regi\u00e3o, carteira e categoria.<\/p>\n<h2>Indicadores<\/h2>\n<p>Atingimento; cobertura de pipeline; dispers\u00e3o; crescimento.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Forecast; territ\u00f3rio; remunera\u00e7\u00e3o vari\u00e1vel.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/40-%c2%b7-meta-e-quota-de-vendas\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-293 jet-equal-columns elementor-dcss-14904140651188952\" data-post-id=\"293\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >41 \u00b7 Custo de servir (Cost to Serve)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Custo total para atender um cliente, canal, pedido, produto ou rota \u2014 do pedido \u00e0 entrega.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Custo total para atender um cliente, canal, pedido, produto ou rota, incluindo venda, processamento, armazenagem, separa\u00e7\u00e3o, transporte, devolu\u00e7\u00e3o, cr\u00e9dito e suporte.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Revela clientes que faturam muito, mas consomem margem por baixa densidade, urg\u00eancia, pequenas entregas ou alta complexidade.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um cliente tem boa margem bruta, por\u00e9m faz pedidos pequenos e urgentes, tornando o resultado l\u00edquido negativo.<\/p>\n<h2>Indicadores<\/h2>\n<p>Custo por pedido\/cliente; margem ap\u00f3s servir; entregas; devolu\u00e7\u00f5es.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Margem de contribui\u00e7\u00e3o; ticket m\u00ednimo; rota.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/41-%c2%b7-custo-de-servir-cost-to-serve\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-294 jet-equal-columns elementor-dcss-14904140659434372\" data-post-id=\"294\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >42 \u00b7 Margem bruta<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Diferen\u00e7a entre receita l\u00edquida e custo dos produtos vendidos, expressa em valor ou percentual.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Diferen\u00e7a entre receita l\u00edquida e custo dos produtos vendidos, expressa em valor ou percentual.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Mostra quanto sobra antes das despesas comerciais, log\u00edsticas, administrativas e financeiras.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Receita l\u00edquida de R$ 100 e custo do produto de R$ 70 geram margem bruta de R$ 30.<\/p>\n<h2>Indicadores<\/h2>\n<p>Margem bruta R$ e %; margem por SKU, cliente e canal.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Margem de contribui\u00e7\u00e3o; markup; pricing.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/42-%c2%b7-margem-bruta\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-295 jet-equal-columns elementor-dcss-14904140667624808\" data-post-id=\"295\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >43 \u00b7 Margem de contribui\u00e7\u00e3o<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Valor que sobra da receita ap\u00f3s deduzir custos e despesas vari\u00e1veis.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Valor que sobra da receita ap\u00f3s deduzir custos e despesas vari\u00e1veis, contribuindo para cobrir custos fixos e gerar lucro.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 central para decis\u00f5es de pre\u00e7o, desconto, mix, clientes e canais, desde que a classifica\u00e7\u00e3o de custos seja consistente.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma venda de R$ 1.000 com R$ 750 de custos vari\u00e1veis gera contribui\u00e7\u00e3o de R$ 250.<\/p>\n<h2>Indicadores<\/h2>\n<p>Contribui\u00e7\u00e3o por pedido, cliente, SKU e canal; % de contribui\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Breakeven; custo de servir; pricing.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/43-%c2%b7-margem-de-contribuicao\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-298 jet-equal-columns elementor-dcss-14904140675901956\" data-post-id=\"298\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >44 \u00b7 EBITDA<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Resultado operacional antes de juros, impostos, deprecia\u00e7\u00e3o e amortiza\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Indicador de resultado operacional antes de juros, impostos, deprecia\u00e7\u00e3o e amortiza\u00e7\u00e3o. \u00c9 uma medida gerencial n\u00e3o padronizada e deve ter reconcilia\u00e7\u00e3o clara com as demonstra\u00e7\u00f5es cont\u00e1beis.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 \u00fatil para avaliar gera\u00e7\u00e3o operacional, mas n\u00e3o substitui caixa, lucro l\u00edquido ou an\u00e1lise de capital de giro.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma distribuidora com EBITDA de R$ 800 mil e endividamento elevado pode ter menos caixa dispon\u00edvel do que outra com EBITDA de R$ 600 mil e opera\u00e7\u00e3o enxuta.<\/p>\n<h2>Indicadores<\/h2>\n<p>EBITDA R$ e %; convers\u00e3o em caixa; d\u00edvida\/EBITDA.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Margem operacional; fluxo de caixa; capital de giro.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/44-%c2%b7-ebitda\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-296 jet-equal-columns elementor-dcss-14904140684169268\" data-post-id=\"296\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >45 \u00b7 Ponto de equil\u00edbrio (Breakeven)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">N\u00edvel de receita em que a margem de contribui\u00e7\u00e3o cobre os custos fixos, resultando em lucro operacional zero.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>N\u00edvel de receita ou volume em que a margem de contribui\u00e7\u00e3o cobre os custos fixos, resultando em lucro operacional zero.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Ajuda a testar viabilidade de territ\u00f3rios, equipes, centros de distribui\u00e7\u00e3o, produtos e programas comerciais.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma rota precisa de R$ 150 mil mensais para pagar seus custos fixos e vari\u00e1veis.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita de equil\u00edbrio; volume de equil\u00edbrio; margem de seguran\u00e7a.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Margem de contribui\u00e7\u00e3o; custos fixos; alavancagem operacional.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/45-%c2%b7-ponto-de-equilibrio-breakeven\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-297 jet-equal-columns elementor-dcss-14904140692518200\" data-post-id=\"297\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >46 \u00b7 Capital de giro<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Recursos necess\u00e1rios para financiar o ciclo operacional entre pagamento a fornecedores, manuten\u00e7\u00e3o de estoques e recebimento de clientes.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Recursos necess\u00e1rios para financiar o ciclo operacional entre pagamento a fornecedores, manuten\u00e7\u00e3o de estoques e recebimento de clientes.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Distribuidores s\u00e3o intensivos em capital de giro; crescer sem financiar estoque e contas a receber pode consumir caixa.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A empresa paga a ind\u00fastria em 30 dias, mant\u00e9m 45 dias de estoque e recebe clientes em 35 dias.<\/p>\n<h2>Indicadores<\/h2>\n<p>Necessidade de capital de giro; estoque; contas a receber; fornecedores.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Ciclo financeiro; prazo m\u00e9dio; giro de estoque.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/46-%c2%b7-capital-de-giro\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-299 jet-equal-columns elementor-dcss-14904140701422312\" data-post-id=\"299\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >47 \u00b7 Ciclo financeiro<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Tempo entre a sa\u00edda de caixa para pagar fornecedores e a entrada de caixa das vendas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Tempo entre a sa\u00edda de caixa para pagar fornecedores e a entrada de caixa das vendas, considerando estoque, recebimentos e pagamentos.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Quanto maior o ciclo, maior a necessidade de financiamento, salvo quando fornecedores financiam parte da opera\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>45 dias de estoque + 30 dias para receber \u2013 20 dias para pagar = ciclo de 55 dias.<\/p>\n<h2>Indicadores<\/h2>\n<p>PME + PMR \u2013 PMP; caixa operacional.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Capital de giro; DSO; DPO.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/47-%c2%b7-ciclo-financeiro\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-301 jet-equal-columns elementor-dcss-14904140709926042\" data-post-id=\"301\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >48 \u00b7 Prazo m\u00e9dio de recebimento (PMR \/ DSO)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">N\u00famero m\u00e9dio de dias que a empresa leva para receber as vendas a prazo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>N\u00famero m\u00e9dio de dias que a empresa leva para receber as vendas a prazo.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve ser acompanhado com inadimpl\u00eancia, concentra\u00e7\u00e3o e custo financeiro, pois crescimento com prazo longo pressiona caixa.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Vendas aumentam, mas o PMR sobe de 28 para 42 dias.<\/p>\n<h2>Indicadores<\/h2>\n<p>DSO; vencido; inadimpl\u00eancia; limite de cr\u00e9dito.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Capital de giro; pol\u00edtica de cr\u00e9dito; ciclo financeiro.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/48-%c2%b7-prazo-medio-de-recebimento-pmr-dso\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-300 jet-equal-columns elementor-dcss-14904140718413392\" data-post-id=\"300\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >49 \u00b7 Prazo m\u00e9dio de pagamento (PMP \/ DPO)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">N\u00famero m\u00e9dio de dias entre a compra e o pagamento aos fornecedores.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>N\u00famero m\u00e9dio de dias entre a compra e o pagamento aos fornecedores.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Prazo maior pode financiar a opera\u00e7\u00e3o, mas precisa respeitar acordos e n\u00e3o deve mascarar dificuldades de caixa.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O distribuidor negocia prazo alinhado ao giro e ao recebimento de seus clientes.<\/p>\n<h2>Indicadores<\/h2>\n<p>DPO; descontos financeiros; pontualidade; concentra\u00e7\u00e3o de fornecedores.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Capital de giro; ciclo financeiro; negocia\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/49-%c2%b7-prazo-medio-de-pagamento-pmp-dpo\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-303 jet-equal-columns elementor-dcss-14904140726638342\" data-post-id=\"303\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >50 \u00b7 ROI \u2014 Retorno sobre o investimento<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Rela\u00e7\u00e3o entre o ganho l\u00edquido gerado e o investimento realizado.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Rela\u00e7\u00e3o entre o ganho l\u00edquido gerado e o investimento realizado. A f\u00f3rmula e a janela devem ser declaradas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No trade e no canal, deve considerar incremento real, margem, canibaliza\u00e7\u00e3o e custos completos, n\u00e3o apenas faturamento.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma a\u00e7\u00e3o gera R$ 80 mil de contribui\u00e7\u00e3o incremental com investimento de R$ 20 mil: ROI de 3 vezes, conforme crit\u00e9rio adotado.<\/p>\n<h2>Indicadores<\/h2>\n<p>Ganho incremental; investimento; payback; ROI por a\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Verba de trade; margem de contribui\u00e7\u00e3o; payback.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/50-%c2%b7-roi-retorno-sobre-o-investimento\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-302 jet-equal-columns elementor-dcss-14904140735104540\" data-post-id=\"302\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >51 \u00b7 Giro de estoque<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">N\u00famero de vezes que o estoque m\u00e9dio \u00e9 vendido ou consumido em um per\u00edodo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>N\u00famero de vezes que o estoque m\u00e9dio \u00e9 vendido ou consumido em um per\u00edodo, normalmente calculado com custo das mercadorias vendidas sobre estoque m\u00e9dio.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Giro baixo pode indicar excesso ou obsolesc\u00eancia; giro alto demais pode aumentar ruptura.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um estoque m\u00e9dio de R$ 2 milh\u00f5es atende R$ 12 milh\u00f5es anuais de custo: giro de 6 vezes.<\/p>\n<h2>Indicadores<\/h2>\n<p>CMV \u00f7 estoque m\u00e9dio; giro por SKU; margem-giro.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Cobertura de estoque; capital de giro; curva ABC.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/51-%c2%b7-giro-de-estoque\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-305 jet-equal-columns elementor-dcss-14904140743832938\" data-post-id=\"305\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >52 \u00b7 Cobertura de estoque<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Quantidade de dias que o estoque atual consegue atender com base em uma taxa de demanda definida.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Quantidade de dias, semanas ou meses que o estoque atual consegue atender com base em uma taxa de demanda definida.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 uma fotografia dependente da previs\u00e3o ou hist\u00f3rico usado; deve considerar sazonalidade e lead time.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Estoque de 1.000 unidades com venda m\u00e9dia de 100 por dia cobre 10 dias.<\/p>\n<h2>Indicadores<\/h2>\n<p>Dias de cobertura; estoque dispon\u00edvel; demanda m\u00e9dia.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Giro; estoque de seguran\u00e7a; lead time.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/52-%c2%b7-cobertura-de-estoque\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-304 jet-equal-columns elementor-dcss-14904140752574800\" data-post-id=\"304\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >53 \u00b7 Estoque de seguran\u00e7a<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estoque adicional para proteger o atendimento contra varia\u00e7\u00f5es de demanda e incertezas de fornecimento.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estoque adicional mantido para proteger o atendimento contra varia\u00e7\u00f5es de demanda, prazo de reposi\u00e7\u00e3o e incertezas de fornecimento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve ser calculado por perfil de item e n\u00edvel de servi\u00e7o; uma regra \u00fanica gera excesso em alguns SKUs e ruptura em outros.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Itens cr\u00edticos e vol\u00e1teis recebem prote\u00e7\u00e3o maior do que itens previs\u00edveis.<\/p>\n<h2>Indicadores<\/h2>\n<p>Estoque de seguran\u00e7a; n\u00edvel de servi\u00e7o; variabilidade; ruptura.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Lead time; fill rate; planejamento de demanda.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/53-%c2%b7-estoque-de-seguranca\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-306 jet-equal-columns elementor-dcss-14904140761055328\" data-post-id=\"306\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >54 \u00b7 Lead time<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Tempo total entre o in\u00edcio e a conclus\u00e3o de um processo, como pedido ao recebimento ou compra \u00e0 disponibilidade.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Tempo total entre o in\u00edcio e a conclus\u00e3o de um processo, como pedido ao recebimento, separa\u00e7\u00e3o \u00e0 entrega ou compra \u00e0 disponibilidade.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A variabilidade do lead time \u00e9 t\u00e3o importante quanto a m\u00e9dia, pois afeta estoque e promessa ao cliente.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O ciclo do pedido at\u00e9 a entrega leva em m\u00e9dia 48 horas, com varia\u00e7\u00e3o de 24 a 96 horas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Lead time m\u00e9dio; desvio; percentis; ader\u00eancia \u00e0 promessa.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>OTIF; estoque de seguran\u00e7a; ciclo do pedido.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/54-%c2%b7-lead-time\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-307 jet-equal-columns elementor-dcss-14904140769297320\" data-post-id=\"307\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >55 \u00b7 Fill rate<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual da demanda atendida imediatamente a partir do estoque dispon\u00edvel, sem falta ou posterga\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual da demanda ou quantidade pedida atendida imediatamente a partir do estoque dispon\u00edvel, sem falta ou posterga\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Mede magnitude do atendimento e complementa indicadores que contam apenas pedidos completos.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>De 10 mil unidades pedidas, 9.500 foram atendidas: fill rate de 95%.<\/p>\n<h2>Indicadores<\/h2>\n<p>Unidades atendidas \u00f7 pedidas; fill rate por SKU\/cliente.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Ruptura; OTIF; n\u00edvel de servi\u00e7o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/55-%c2%b7-fill-rate\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-309 jet-equal-columns elementor-dcss-14904140777632296\" data-post-id=\"309\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >56 \u00b7 OTIF \u2014 On Time In Full<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Percentual de pedidos entregues completos e dentro da janela acordada.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Percentual de pedidos entregues completos e dentro da janela acordada, conforme a defini\u00e7\u00e3o do cliente.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Integra disponibilidade, separa\u00e7\u00e3o, documenta\u00e7\u00e3o e transporte. \u00c9 cr\u00edtico definir toler\u00e2ncias e unidade de medi\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>De 1.000 pedidos, 920 chegaram completos e no prazo: OTIF de 92%.<\/p>\n<h2>Indicadores<\/h2>\n<p>Pedidos completos e no prazo \u00f7 total; causas de falha.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Fill rate; lead time; SLA.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/56-%c2%b7-otif-on-time-in-full\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-308 jet-equal-columns elementor-dcss-14904140785994132\" data-post-id=\"308\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >57 \u00b7 Acuracidade de estoque<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Grau de correspond\u00eancia entre o estoque registrado no sistema e o estoque f\u00edsico.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Grau de correspond\u00eancia entre o estoque registrado no sistema e o estoque f\u00edsico.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Baixa acuracidade compromete compra, promessa, separa\u00e7\u00e3o, invent\u00e1rio e confian\u00e7a nos dados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O sistema mostra 100 unidades, mas a contagem f\u00edsica encontra 92.<\/p>\n<h2>Indicadores<\/h2>\n<p>Itens dentro da toler\u00e2ncia; diverg\u00eancia em unidades e valor.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Invent\u00e1rio c\u00edclico; WMS; ruptura.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/57-%c2%b7-acuracidade-de-estoque\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-312 jet-equal-columns elementor-dcss-14904140794359604\" data-post-id=\"312\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >58 \u00b7 Curva ABC<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Classifica\u00e7\u00e3o de itens, clientes ou fornecedores por import\u00e2ncia econ\u00f4mica.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Classifica\u00e7\u00e3o de itens, clientes ou fornecedores por import\u00e2ncia econ\u00f4mica, geralmente com base no princ\u00edpio de concentra\u00e7\u00e3o de valor.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Serve para diferenciar pol\u00edticas de estoque, atendimento, contagem e gest\u00e3o, mas n\u00e3o substitui crit\u00e9rios de criticidade e margem.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Poucos SKUs A representam a maior parte do faturamento; muitos C representam pequena parcela.<\/p>\n<h2>Indicadores<\/h2>\n<p>Participa\u00e7\u00e3o acumulada; itens por classe; margem e giro.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Segmenta\u00e7\u00e3o; invent\u00e1rio; gest\u00e3o de carteira.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/58-%c2%b7-curva-abc\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-310 jet-equal-columns elementor-dcss-14904140802685692\" data-post-id=\"310\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >59 \u00b7 WMS \u2014 Warehouse Management System<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Sistema que controla e otimiza atividades de armaz\u00e9m: recebimento, armazenagem, separa\u00e7\u00e3o e expedi\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Sistema que controla e otimiza atividades de armaz\u00e9m, como recebimento, endere\u00e7amento, armazenagem, separa\u00e7\u00e3o, invent\u00e1rio e expedi\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A implanta\u00e7\u00e3o exige processos, cadastros e disciplina; tecnologia n\u00e3o corrige sozinha layout ou rotina inadequada.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O WMS direciona o operador \u00e0 posi\u00e7\u00e3o correta e valida item e quantidade por leitura.<\/p>\n<h2>Indicadores<\/h2>\n<p>Acuracidade; produtividade de picking; tempo de ciclo; erros.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>ERP; c\u00f3digo de barras; invent\u00e1rio.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/59-%c2%b7-wms-warehouse-management-system\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-311 jet-equal-columns elementor-dcss-14904140810968552\" data-post-id=\"311\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >60 \u00b7 S&amp;OP \u2014 Sales and Operations Planning<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processo recorrente de planejamento integrado que alinha demanda, suprimento, capacidade e finan\u00e7as.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Processo recorrente de planejamento integrado que alinha demanda, suprimento, capacidade e finan\u00e7as em um plano vi\u00e1vel e rent\u00e1vel.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, conecta previs\u00e3o de sell-in e sell-out, estoque, compras, promo\u00e7\u00f5es, caixa e restri\u00e7\u00f5es log\u00edsticas.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Vendas prop\u00f5e promo\u00e7\u00e3o; opera\u00e7\u00f5es avalia capacidade; finan\u00e7as valida margem e caixa; dire\u00e7\u00e3o aprova o plano.<\/p>\n<h2>Indicadores<\/h2>\n<p>Acur\u00e1cia; estoque; n\u00edvel de servi\u00e7o; margem; ader\u00eancia ao plano.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Forecast; planejamento de demanda; IBP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/60-%c2%b7-sop-sales-and-operations-planning\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-313 jet-equal-columns elementor-dcss-14904140819231672\" data-post-id=\"313\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >61 \u00b7 Homologa\u00e7\u00e3o de distribuidores<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processo estruturado de avaliar e aprovar parceiros com base em crit\u00e9rios comerciais, financeiros, log\u00edsticos e legais.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Processo estruturado de avaliar e aprovar parceiros com base em crit\u00e9rios comerciais, financeiros, log\u00edsticos, legais, tecnol\u00f3gicos e de reputa\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Reduz risco de selecionar apenas por relacionamento ou promessa de cobertura. Deve incluir evid\u00eancias e dilig\u00eancia.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria avalia territ\u00f3rio, equipe, carteira, cr\u00e9dito, armazenagem, compliance e sistemas antes do contrato.<\/p>\n<h2>Indicadores<\/h2>\n<p>Score de homologa\u00e7\u00e3o; tempo; pend\u00eancias; risco.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Desenvolvimento de distribuidores; SLA; due diligence.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/61-%c2%b7-homologacao-de-distribuidores\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-314 jet-equal-columns elementor-dcss-14904140827523078\" data-post-id=\"314\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >62 \u00b7 Desenvolvimento de distribuidores<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Programa cont\u00ednuo para elevar capacidade e desempenho dos parceiros em estrat\u00e9gia, vendas, log\u00edstica e execu\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Programa cont\u00ednuo para elevar capacidade e desempenho dos parceiros em estrat\u00e9gia, vendas, finan\u00e7as, log\u00edstica, dados, pessoas e execu\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Vai al\u00e9m de cobran\u00e7a de meta: define diagn\u00f3stico, plano, apoio, indicadores e governan\u00e7a.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Ind\u00fastria e distribuidor criam um plano de 12 meses para cobertura, mix, estoque e gest\u00e3o comercial.<\/p>\n<h2>Indicadores<\/h2>\n<p>Evolu\u00e7\u00e3o de score; sell-out; cobertura; margem; OTIF.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Homologa\u00e7\u00e3o; JBP; scorecard.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/62-%c2%b7-desenvolvimento-de-distribuidores\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-315 jet-equal-columns elementor-dcss-14904140835822678\" data-post-id=\"315\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >63 \u00b7 SLA \u2014 Service Level Agreement<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Acordo que define n\u00edveis de servi\u00e7o esperados, m\u00e9tricas, responsabilidades, prazos e consequ\u00eancias.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Acordo que define n\u00edveis de servi\u00e7o esperados, m\u00e9tricas, responsabilidades, prazos, exce\u00e7\u00f5es e consequ\u00eancias.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, pode cobrir entrega, disponibilidade, atendimento de chamados, dados e devolu\u00e7\u00f5es.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O parceiro se compromete com OTIF m\u00ednimo de 95% e prazo de resposta de 24 horas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Indicadores do SLA; viola\u00e7\u00f5es; tempo de resposta; disponibilidade.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>OTIF; governan\u00e7a; contrato.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/63-%c2%b7-sla-service-level-agreement\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-316 jet-equal-columns elementor-dcss-14904140844148296\" data-post-id=\"316\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >64 \u00b7 Governan\u00e7a comercial<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrutura de f\u00f3runs, pap\u00e9is, regras, dados e cad\u00eancias para tomar decis\u00f5es e acompanhar a rela\u00e7\u00e3o comercial.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrutura de f\u00f3runs, pap\u00e9is, regras, dados e cad\u00eancias para tomar decis\u00f5es e acompanhar a rela\u00e7\u00e3o comercial.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Evita que a parceria dependa apenas de pessoas e reduz decis\u00f5es reativas ou conflitantes.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Reuni\u00f5es mensais operacionais e trimestrais executivas acompanham plano, indicadores e decis\u00f5es.<\/p>\n<h2>Indicadores<\/h2>\n<p>A\u00e7\u00f5es conclu\u00eddas; decis\u00f5es; desvios; escalonamentos.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>JBP; indicadores compartilhados; RACI.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/64-%c2%b7-governanca-comercial\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-317 jet-equal-columns elementor-dcss-14904140852353180\" data-post-id=\"317\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >65 \u00b7 Indicadores compartilhados<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">M\u00e9tricas acordadas entre empresas para acompanhar objetivos comuns, com defini\u00e7\u00e3o, fonte e responsabilidade claras.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>M\u00e9tricas acordadas entre empresas para acompanhar objetivos comuns, com defini\u00e7\u00e3o, fonte, periodicidade e responsabilidade claras.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Sem uma linguagem comum, ind\u00fastria e distribuidor podem discutir resultados usando bases diferentes.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Parceiros acompanham sell-in, sell-out, estoque, cobertura, OTIF e margem em painel \u00fanico.<\/p>\n<h2>Indicadores<\/h2>\n<p>Qualidade do dado; atualiza\u00e7\u00e3o; atingimento; diverg\u00eancias.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Scorecard; governan\u00e7a; BI.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/65-%c2%b7-indicadores-compartilhados\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-318 jet-equal-columns elementor-dcss-14904140860588000\" data-post-id=\"318\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >66 \u00b7 Scorecard de parceiros<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Painel estruturado que avalia parceiros em dimens\u00f5es como crescimento, cobertura, execu\u00e7\u00e3o e servi\u00e7o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Painel estruturado que avalia parceiros em dimens\u00f5es como crescimento, cobertura, execu\u00e7\u00e3o, estoque, servi\u00e7o, finan\u00e7as, dados e compliance.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve combinar resultado e capacidade, evitar peso excessivo em uma \u00fanica m\u00e9trica e gerar planos de a\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O distribuidor recebe notas por dimens\u00e3o e prioridades trimestrais de desenvolvimento.<\/p>\n<h2>Indicadores<\/h2>\n<p>Nota total; evolu\u00e7\u00e3o; quartis; planos conclu\u00eddos.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Homologa\u00e7\u00e3o; indicadores compartilhados; SLA.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/66-%c2%b7-scorecard-de-parceiros\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-321 jet-equal-columns elementor-dcss-14904140868678672\" data-post-id=\"321\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >67 \u00b7 Matriz RACI<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Ferramenta que define quem Executa, quem Aprova, quem \u00e9 Consultado e quem \u00e9 Informado em cada atividade.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Ferramenta que define quem \u00e9 Respons\u00e1vel pela execu\u00e7\u00e3o, quem Aprova, quem \u00e9 Consultado e quem deve ser Informado em cada atividade ou decis\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 \u00fatil em processos conjuntos com muitos envolvidos, como lan\u00e7amento, promo\u00e7\u00e3o, cadastro ou gest\u00e3o de crise.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Na promo\u00e7\u00e3o, trade executa, diretor aprova, supply \u00e9 consultado e vendas \u00e9 informado.<\/p>\n<h2>Indicadores<\/h2>\n<p>Atividades sem dono; atrasos; retrabalho; conflitos.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Governan\u00e7a; 5W2H; gest\u00e3o de projetos.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/67-%c2%b7-matriz-raci\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-319 jet-equal-columns elementor-dcss-14904140876686748\" data-post-id=\"319\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >68 \u00b7 5W2H<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">M\u00e9todo de plano de a\u00e7\u00e3o baseado em sete perguntas: o qu\u00ea, por qu\u00ea, onde, quando, quem, como e quanto custa.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>M\u00e9todo de plano de a\u00e7\u00e3o baseado em sete perguntas: o qu\u00ea, por qu\u00ea, onde, quando, quem, como e quanto custa.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Transforma decis\u00f5es em execu\u00e7\u00e3o clara, desde que contenha respons\u00e1veis, prazos e acompanhamento.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Ap\u00f3s identificar ruptura, a equipe detalha a\u00e7\u00e3o, dono, prazo, m\u00e9todo e custo.<\/p>\n<h2>Indicadores<\/h2>\n<p>A\u00e7\u00f5es no prazo; respons\u00e1veis; custo; efic\u00e1cia.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>PDCA; RACI; plano de a\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/68-%c2%b7-5w2h\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-320 jet-equal-columns elementor-dcss-14904140884573112\" data-post-id=\"320\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >69 \u00b7 Benchmarking<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processo de comparar pr\u00e1ticas e resultados com refer\u00eancias internas ou externas para identificar oportunidades de melhoria.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Processo de comparar pr\u00e1ticas, processos e resultados com refer\u00eancias internas ou externas para identificar lacunas e oportunidades de melhoria.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>N\u00e3o \u00e9 copiar; exige entender contexto, capacidade e causas do desempenho.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um distribuidor compara produtividade de separa\u00e7\u00e3o entre CDs e estuda pr\u00e1ticas do melhor resultado.<\/p>\n<h2>Indicadores<\/h2>\n<p>Gap; pr\u00e1tica adotada; ganho; tempo de implementa\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Melhoria cont\u00ednua; scorecard; melhores pr\u00e1ticas.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/69-%c2%b7-benchmarking\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-324 jet-equal-columns elementor-dcss-14904140892546224\" data-post-id=\"324\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >70 \u00b7 An\u00e1lise SWOT<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrutura para organizar for\u00e7as e fraquezas internas, oportunidades e amea\u00e7as externas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrutura para organizar for\u00e7as e fraquezas internas, oportunidades e amea\u00e7as externas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 \u00fatil como s\u00edntese estrat\u00e9gica, mas precisa ser espec\u00edfica, priorizada e convertida em escolhas e a\u00e7\u00f5es.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma distribuidora identifica como for\u00e7a a capilaridade regional, como fraqueza a aus\u00eancia de sistema de gest\u00e3o integrado, como oportunidade a expans\u00e3o de categorias com a ind\u00fastria parceira e como amea\u00e7a os impactos da reforma tribut\u00e1ria no seu modelo de precifica\u00e7\u00e3o.<\/p>\n<h2>Indicadores<\/h2>\n<p>Prioridades; a\u00e7\u00f5es; riscos; respons\u00e1veis.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Planejamento estrat\u00e9gico; 5W2H; an\u00e1lise de cen\u00e1rio.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/70-%c2%b7-analise-swot\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-322 jet-equal-columns elementor-dcss-14904140900529364\" data-post-id=\"322\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >71 \u00b7 Business Intelligence (BI)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Processos e tecnologias para coletar, organizar, analisar e visualizar dados para apoiar decis\u00f5es.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de processos e tecnologias para coletar, organizar, analisar e visualizar dados, transformando-os em informa\u00e7\u00f5es para decis\u00f5es.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No canal indireto, integra vendas, estoque, clientes, rotas, finan\u00e7as e execu\u00e7\u00e3o para reduzir decis\u00f5es baseadas apenas em percep\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um painel mostra margem, cobertura, ruptura e desempenho por territ\u00f3rio com atualiza\u00e7\u00e3o di\u00e1ria.<\/p>\n<h2>Indicadores<\/h2>\n<p>Ado\u00e7\u00e3o; atualiza\u00e7\u00e3o; qualidade; tempo de decis\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Dashboard; KPI; data-driven.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/71-%c2%b7-business-intelligence-bi\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-323 jet-equal-columns elementor-dcss-14904140908595120\" data-post-id=\"323\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >72 \u00b7 KPI \u2014 Key Performance Indicator<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Indicador-chave ligado a um objetivo cr\u00edtico, com dono, f\u00f3rmula, meta e frequ\u00eancia definidos.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Indicador-chave ligado a um objetivo cr\u00edtico. Nem toda m\u00e9trica \u00e9 KPI; o KPI deve orientar decis\u00e3o, ter dono, f\u00f3rmula, meta e frequ\u00eancia.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Um conjunto pequeno e balanceado \u00e9 mais \u00fatil do que dezenas de n\u00fameros sem prioridade.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Para n\u00edvel de servi\u00e7o, OTIF pode ser KPI; n\u00famero de relat\u00f3rios gerados \u00e9 apenas uma m\u00e9trica operacional.<\/p>\n<h2>Indicadores<\/h2>\n<p>Valor atual; meta; tend\u00eancia; desvio; a\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Dashboard; scorecard; meta.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/72-%c2%b7-kpi-key-performance-indicator\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-325 jet-equal-columns elementor-dcss-14904140917060318\" data-post-id=\"325\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >73 \u00b7 Dashboard<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Painel visual que re\u00fane indicadores e informa\u00e7\u00f5es relevantes para acompanhamento e decis\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Painel visual que re\u00fane indicadores e informa\u00e7\u00f5es relevantes para acompanhamento e decis\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Deve mostrar exce\u00e7\u00f5es, tend\u00eancia e contexto, permitindo aprofundar causas, em vez de apenas exibir n\u00fameros decorativos.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O gestor acompanha vendas, margem, estoque e inadimpl\u00eancia por regi\u00e3o em uma \u00fanica tela.<\/p>\n<h2>Indicadores<\/h2>\n<p>Tempo de atualiza\u00e7\u00e3o; uso; decis\u00f5es; alertas.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>BI; KPI; analytics.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/73-%c2%b7-dashboard\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-327 jet-equal-columns elementor-dcss-14904140925451568\" data-post-id=\"327\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >74 \u00b7 Gest\u00e3o orientada por dados (Data-driven)<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Pr\u00e1tica de tomar decis\u00f5es com base em dados confi\u00e1veis, an\u00e1lise e experimenta\u00e7\u00e3o.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Pr\u00e1tica de tomar decis\u00f5es com base em dados confi\u00e1veis, an\u00e1lise e experimenta\u00e7\u00e3o, combinados com conhecimento de neg\u00f3cio.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>N\u00e3o significa eliminar julgamento; significa tornar hip\u00f3teses expl\u00edcitas e verific\u00e1veis.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Antes de abrir rota, a empresa analisa potencial, densidade de clientes, custo e cen\u00e1rio de demanda.<\/p>\n<h2>Indicadores<\/h2>\n<p>Qualidade; decis\u00f5es com evid\u00eancia; acur\u00e1cia; resultado de testes.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>BI; analytics; governan\u00e7a de dados.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/74-%c2%b7-gestao-orientada-por-dados-data-driven\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-326 jet-equal-columns elementor-dcss-14904140933695074\" data-post-id=\"326\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >75 \u00b7 DMS \u2014 Distribution Management System<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Sistema voltado \u00e0 gest\u00e3o da opera\u00e7\u00e3o de distribuidores, integrando pedidos, estoque, pre\u00e7os e clientes.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Sistema voltado \u00e0 gest\u00e3o da opera\u00e7\u00e3o de distribuidores, podendo integrar pedidos, estoque, pre\u00e7os, clientes, equipe comercial, log\u00edstica e presta\u00e7\u00e3o de informa\u00e7\u00f5es \u00e0 ind\u00fastria.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A sigla e o escopo variam por fornecedor; por isso, os m\u00f3dulos e integra\u00e7\u00f5es devem ser especificados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O distribuidor usa DMS para receber pedidos, aplicar pol\u00edtica comercial e consolidar sell-out.<\/p>\n<h2>Indicadores<\/h2>\n<p>Pedidos processados; integra\u00e7\u00e3o; acuracidade; disponibilidade.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>ERP; SFA; EDI.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/75-%c2%b7-dms-distribution-management-system\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-328 jet-equal-columns elementor-dcss-14904140941820080\" data-post-id=\"328\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >76 \u00b7 SFA \u2014 Sales Force Automation<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Sistema de automa\u00e7\u00e3o da for\u00e7a de vendas que apoia rota, pedido, pre\u00e7o, promo\u00e7\u00e3o e acompanhamento de metas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Sistema de automa\u00e7\u00e3o da for\u00e7a de vendas que apoia cadastro, agenda, rota, pedido, pre\u00e7o, promo\u00e7\u00e3o, estoque, pesquisa e acompanhamento de metas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Reduz tarefas manuais e aumenta visibilidade, mas depende de desenho de processo, usabilidade e ado\u00e7\u00e3o.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O vendedor consulta hist\u00f3rico, sugere mix e transmite pedido pelo aplicativo.<\/p>\n<h2>Indicadores<\/h2>\n<p>Ado\u00e7\u00e3o; pedidos digitais; tempo; produtividade; erros.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>CRM; DMS; gest\u00e3o de rota.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/76-%c2%b7-sfa-sales-force-automation\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-329 jet-equal-columns elementor-dcss-14904140949855920\" data-post-id=\"329\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >77 \u00b7 ERP \u2014 Enterprise Resource Planning<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Sistema integrado que conecta processos centrais: compras, vendas, estoque, faturamento e finan\u00e7as.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Sistema integrado que registra e conecta processos centrais, como compras, vendas, estoque, faturamento, finan\u00e7as, fiscal e contabilidade.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 a base transacional da opera\u00e7\u00e3o, mas pode precisar de CRM, WMS, SFA e BI especializados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O pedido aprovado gera reserva de estoque, nota fiscal, contas a receber e lan\u00e7amentos cont\u00e1beis.<\/p>\n<h2>Indicadores<\/h2>\n<p>Disponibilidade; integridade; tempo de processamento; retrabalho.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>WMS; DMS; integra\u00e7\u00e3o de dados.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/77-%c2%b7-erp-enterprise-resource-planning\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-330 jet-equal-columns elementor-dcss-14904140957830736\" data-post-id=\"330\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >78 \u00b7 EDI \u2014 Electronic Data Interchange<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Troca eletr\u00f4nica estruturada de documentos comerciais entre sistemas.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Troca eletr\u00f4nica estruturada de documentos comerciais entre sistemas, como pedidos, notas, avisos de expedi\u00e7\u00e3o e confirma\u00e7\u00e3o de recebimento.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Reduz digita\u00e7\u00e3o, erro e tempo de ciclo, desde que padr\u00f5es, cadastros e tratamento de exce\u00e7\u00f5es estejam alinhados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>O pedido do varejista entra automaticamente no sistema do distribuidor e o status retorna ao cliente.<\/p>\n<h2>Indicadores<\/h2>\n<p>Documentos automatizados; erros; tempo; rejei\u00e7\u00f5es.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Integra\u00e7\u00e3o de dados; GS1; ERP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/78-%c2%b7-edi-electronic-data-interchange\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-332 jet-equal-columns elementor-dcss-14904140965875432\" data-post-id=\"332\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >79 \u00b7 Integra\u00e7\u00e3o de dados<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Conex\u00e3o de fontes e sistemas para compartilhar informa\u00e7\u00f5es de forma consistente, segura e rastre\u00e1vel.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conex\u00e3o de fontes e sistemas para compartilhar informa\u00e7\u00f5es de forma consistente, segura e rastre\u00e1vel.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>No ecossistema, permite combinar sell-in, sell-out, estoque, pre\u00e7o e execu\u00e7\u00e3o, respeitando contratos e prote\u00e7\u00e3o de dados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria recebe dados padronizados de parceiros e consolida uma vis\u00e3o nacional.<\/p>\n<h2>Indicadores<\/h2>\n<p>Completude; lat\u00eancia; erros; reconcilia\u00e7\u00e3o; disponibilidade.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>EDI; API; governan\u00e7a de dados.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/79-%c2%b7-integracao-de-dados\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-331 jet-equal-columns elementor-dcss-14904140974231526\" data-post-id=\"331\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >80 \u00b7 Intelig\u00eancia artificial aplicada ao canal<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Uso de modelos computacionais para apoiar previs\u00e3o, recomenda\u00e7\u00e3o, segmenta\u00e7\u00e3o e automa\u00e7\u00e3o no canal.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Uso de modelos computacionais para apoiar previs\u00e3o, recomenda\u00e7\u00e3o, segmenta\u00e7\u00e3o, detec\u00e7\u00e3o de anomalias, atendimento e automa\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>O valor depende de dados, processo e supervis\u00e3o. A IA deve apoiar decis\u00f5es, ser monitorada e respeitar seguran\u00e7a, privacidade e explicabilidade.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um modelo sugere o pr\u00f3ximo melhor pedido considerando hist\u00f3rico, estoque, perfil e sazonalidade do cliente. Um sistema de previs\u00e3o de demanda identifica antecipadamente risco de ruptura em SKUs sazonais, permitindo ajuste de estoque antes do desabastecimento.<\/p>\n<h2>Indicadores<\/h2>\n<p>Acur\u00e1cia; ado\u00e7\u00e3o; incremento; falsos positivos; tempo economizado.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Analytics; forecast; automa\u00e7\u00e3o. REFER\u00caNCIAS DE VALIDA\u00c7\u00c3O Fontes utilizadas para validar sele\u00e7\u00e3o, terminologia e defini\u00e7\u00f5es. ABAD Associa\u00e7\u00e3o Brasileira de Atacadistas e Distribuidores. Refer\u00eancia institucional sobre o canal indireto brasileiro. abad.com.br Ranking ABAD\/NielsenIQ 2026 Dimens\u00e3o e participa\u00e7\u00e3o econ\u00f4mica do canal indireto no Brasil. Ano-base 2025. NielsenIQ \u2014 Retail Measurement Services Conceitos de distribui\u00e7\u00e3o num\u00e9rica, ponderada, ACV, TDP e velocidade de vendas. nielseniq.com NielsenIQ \u2014 CPG Dictionary Defini\u00e7\u00f5es de m\u00e9tricas de bens de consumo e varejo. ASCM Supply Chain Dictionary \u2014 19\u00aa edi\u00e7\u00e3o Vocabul\u00e1rio t\u00e9cnico de supply chain, estoques e log\u00edstica. ascm.org ASCM Digital Capabilities Model Indicadores de desempenho log\u00edstico como OTIF e fill rate. Oracle \u2014 S&amp;OP Defini\u00e7\u00e3o e aplica\u00e7\u00e3o do planejamento integrado de demanda, suprimento e finan\u00e7as. Salesforce \u2014 Pipeline e Forecast Conceitos de pipeline, forecast, CRM e gest\u00e3o de oportunidades. IBM \u2014 Business Intelligence Conceitos de BI, dashboards, analytics e decis\u00e3o orientada por dados. GS1 \u2014 Standards and Identification Padr\u00f5es de identifica\u00e7\u00e3o, rastreabilidade e integra\u00e7\u00e3o de dados. ISO 9001 \u2014 Quality Management Princ\u00edpios de gest\u00e3o por processos, medi\u00e7\u00e3o e melhoria cont\u00ednua. PMI \u2014 Project Management Standards Refer\u00eancia para governan\u00e7a, responsabilidades e planos de a\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/80-%c2%b7-inteligencia-artificial-aplicada-ao-canal\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-336 jet-equal-columns elementor-dcss-14904140982600264\" data-post-id=\"336\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >81 \u00b7 RCA \u2014 Representante Comercial Aut\u00f4nomo<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Profissional aut\u00f4nomo que representa marcas ou fabricantes na venda para distribuidores e varejistas, sem v\u00ednculo empregat\u00edcio.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Profissional que atua de forma aut\u00f4noma na intermedia\u00e7\u00e3o de vendas entre ind\u00fastrias ou distribuidores e seus clientes, regido pela Lei n\u00ba 4.886\/1965. N\u00e3o tem v\u00ednculo empregat\u00edcio e \u00e9 remunerado por comiss\u00e3o sobre as vendas realizadas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 uma das principais estruturas comerciais do canal indireto brasileiro, especialmente para ind\u00fastrias que buscam capilaridade sem montar equipe pr\u00f3pria. A gest\u00e3o do RCA exige clareza em pol\u00edtica comercial, metas, regras de territ\u00f3rio e comunica\u00e7\u00e3o constante.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ind\u00fastria de alimentos contrata RCAs por regi\u00e3o para atender distribuidores e redes de varejo, pagando comiss\u00e3o sobre o faturamento das vendas intermediadas.<\/p>\n<h2>Indicadores<\/h2>\n<p>Volume de vendas intermediadas; comiss\u00e3o gerada; cobertura de carteira; positiva\u00e7\u00e3o; mix vendido.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Canal indireto; representa\u00e7\u00e3o comercial; pol\u00edtica comercial; territ\u00f3rio.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/81-%c2%b7-rca-representante-comercial-autonomo\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-335 jet-equal-columns elementor-dcss-14904140990798404\" data-post-id=\"335\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >82 \u00b7 PDV \u2014 Ponto de Venda<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Local f\u00edsico ou digital onde o produto \u00e9 disponibilizado e comprado pelo consumidor final ou pelo varejo.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Qualquer estabelecimento ou plataforma onde o produto est\u00e1 dispon\u00edvel para compra pelo cliente final ou pelo varejo. No canal indireto, o PDV \u00e9 o destino final da cadeia \u2014 e o principal indicador de presen\u00e7a e execu\u00e7\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>A cobertura de PDVs, a qualidade de execu\u00e7\u00e3o e a disponibilidade do produto no ponto de venda s\u00e3o os principais term\u00f4metros da efici\u00eancia do canal indireto.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um distribuidor regional abastece 2.400 PDVs ativos na sua \u00e1rea de atua\u00e7\u00e3o, entre supermercados, bares, padarias e mercearias.<\/p>\n<h2>Indicadores<\/h2>\n<p>N\u00famero de PDVs ativos; cobertura; positiva\u00e7\u00e3o; ruptura; share de g\u00f4ndola.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Cobertura de mercado; positiva\u00e7\u00e3o; distribui\u00e7\u00e3o num\u00e9rica; sell-out.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/82-%c2%b7-pdv-ponto-de-venda\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-334 jet-equal-columns elementor-dcss-14904140999140032\" data-post-id=\"334\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >83 \u00b7 Verba de trade \/ Verba cooperada<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Recurso financeiro destinado a a\u00e7\u00f5es comerciais e de marketing no canal, compartilhado entre ind\u00fastria e parceiros.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Recurso financeiro alocado pela ind\u00fastria \u2014 e eventualmente cofinanciado pelo distribuidor ou varejista \u2014 para a\u00e7\u00f5es de sell-out, merchandising, precifica\u00e7\u00e3o, eventos e ativa\u00e7\u00e3o no canal. Pode ser gerenciada como cr\u00e9dito, reembolso ou investimento direto.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Define a intensidade e a qualidade das a\u00e7\u00f5es de execu\u00e7\u00e3o no canal. Verbas mal estruturadas geram desperd\u00edcio, conflito e baixo ROI. O modelo de gest\u00e3o, crit\u00e9rios de elegibilidade e presta\u00e7\u00e3o de contas devem estar formalizados na pol\u00edtica comercial.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria concede verba mensal ao distribuidor condicionada a metas de sell-out, cobertura de PDVs e execu\u00e7\u00e3o de planograma.<\/p>\n<h2>Indicadores<\/h2>\n<p>ROI da verba; sell-out incremental; execu\u00e7\u00e3o; compliance; custo por PDV ativado.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Trade marketing; ROI; pol\u00edtica comercial; JBP.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/83-%c2%b7-verba-de-trade-verba-cooperada\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-333 jet-equal-columns elementor-dcss-14904141007517248\" data-post-id=\"333\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >84 \u00b7 Chargeback<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estorno ou desconto aplicado por n\u00e3o conformidade na entrega, documenta\u00e7\u00e3o, execu\u00e7\u00e3o ou pol\u00edtica comercial.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Valor descontado ou estornado por um cliente, varejista ou parceiro em raz\u00e3o de falhas no atendimento, como entrega incompleta, prazo n\u00e3o cumprido, erro de nota fiscal, avaria ou n\u00e3o conformidade com acordo comercial.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>\u00c9 um indicador de efici\u00eancia operacional e de qualidade de relacionamento. Alto volume de chargebacks compromete margem, caixa e confian\u00e7a no parceiro. Exige processo claro de registro, contesta\u00e7\u00e3o e tratamento.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Um varejista desconta R$ 1.200 de uma nota porque tr\u00eas itens chegaram avariados e o prazo de entrega foi descumprido.<\/p>\n<h2>Indicadores<\/h2>\n<p>Valor de chargebacks; percentual sobre faturamento; motivos recorrentes; tempo de resolu\u00e7\u00e3o.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>OTIF; SLA; devolu\u00e7\u00e3o; fill rate; pol\u00edtica comercial.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/84-%c2%b7-chargeback\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-337 jet-equal-columns elementor-dcss-14904141015925448\" data-post-id=\"337\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >85 \u00b7 Tabela de pre\u00e7os \/ Escada de pre\u00e7os<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Estrutura formal de pre\u00e7os por canal, volume ou segmento que define a rentabilidade de cada elo da cadeia.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Documento formal que define os pre\u00e7os de venda por canal, segmento, volume, prazo e condi\u00e7\u00e3o. A escada de pre\u00e7os garante que cada elo da cadeia \u2014 ind\u00fastria, distribuidor, varejo e consumidor \u2014 tenha margem vi\u00e1vel e que n\u00e3o haja conflito entre canais.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Uma tabela mal desenhada pode tornar invi\u00e1vel a opera\u00e7\u00e3o do distribuidor ou gerar conflito entre canais direto e indireto. Deve ser revisada regularmente e comunicada com clareza a todos os parceiros.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>A ind\u00fastria define pre\u00e7o base, pre\u00e7o distribuidor e pre\u00e7o sugerido ao consumidor com margens que viabilizam cada elo, evitando que o canal direto concorra com o distribuidor.<\/p>\n<h2>Indicadores<\/h2>\n<p>Pre\u00e7o m\u00e9dio realizado; desvio da tabela; margem por canal; dispers\u00e3o de pre\u00e7os.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Pricing; pol\u00edtica comercial; conflito de canais; margem de contribui\u00e7\u00e3o.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/85-%c2%b7-tabela-de-precos-escada-de-precos\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-339 jet-equal-columns elementor-dcss-14904141024423880\" data-post-id=\"339\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >86 \u00b7 Agenda de governan\u00e7a<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Calend\u00e1rio estruturado de reuni\u00f5es e revis\u00f5es entre parceiros para acompanhar metas, indicadores e decis\u00f5es.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Conjunto de f\u00f3runs recorrentes \u2014 operacionais, t\u00e1ticos e executivos \u2014 que estruturam a rela\u00e7\u00e3o entre ind\u00fastria e distribuidor. Define frequ\u00eancia, participantes, pauta, indicadores e respons\u00e1veis por cada n\u00edvel de decis\u00e3o.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Substitui a gest\u00e3o reativa por uma rotina de previsibilidade. Sem agenda de governan\u00e7a, a rela\u00e7\u00e3o entre parceiros tende a ser gerida por urg\u00eancia e relacionamento pessoal, sem dados ou compromissos formalizados.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Ind\u00fastria e distribuidor se re\u00fanem mensalmente para revisar sell-out, cobertura e estoque, e trimestralmente para avaliar o scorecard e definir prioridades do pr\u00f3ximo ciclo.<\/p>\n<h2>Indicadores<\/h2>\n<p>A\u00e7\u00f5es conclu\u00eddas no prazo; ader\u00eancia \u00e0 pauta; decis\u00f5es formalizadas; evolu\u00e7\u00e3o de indicadores.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Governan\u00e7a comercial; JBP; scorecard; RACI; indicadores compartilhados.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/86-%c2%b7-agenda-de-governanca\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><div class=\"jet-listing-grid__item jet-listing-dynamic-post-338 jet-equal-columns elementor-dcss-14904141032889416\" data-post-id=\"338\"  >\t\t<div data-elementor-type=\"jet-listing-items\" data-elementor-id=\"353\" class=\"elementor elementor-353\" data-elementor-post-type=\"jet-engine\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0001 db-glossary-card e-con-full e-flex e-con e-parent\" data-id=\"d1a0001\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0002 db-glossary-category elementor-widget elementor-widget-text-editor\" data-id=\"d1a0002\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Gloss\u00e1rio DB<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0003 db-glossary-term elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0003\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" >87 \u00b7 D2C \u2014 Direct to Consumer<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0004 db-glossary-copy elementor-widget elementor-widget-jet-listing-dynamic-field\" data-id=\"d1a0004\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-field.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-field display-inline\"><div class=\"jet-listing-dynamic-field__inline-wrap\"><div class=\"jet-listing-dynamic-field__content\" ><article class=\"db-glossary-entry\">\n<p class=\"db-glossary-summary\">Modelo em que a ind\u00fastria vende diretamente ao consumidor final, sem intermedi\u00e1rios no canal.<\/p>\n<h2>Defini\u00e7\u00e3o<\/h2>\n<p>Estrat\u00e9gia em que a ind\u00fastria comercializa seus produtos diretamente ao consumidor, normalmente via e-commerce pr\u00f3prio, aplicativo ou loja f\u00edsica da marca, sem depender de distribuidores ou varejistas.<\/p>\n<h2>Aplica\u00e7\u00e3o no canal<\/h2>\n<p>Cresce no FMCG como complemento ao canal indireto \u2014 n\u00e3o como substituto. Exige decis\u00e3o clara sobre territ\u00f3rio, pre\u00e7os e impacto na rela\u00e7\u00e3o com os parceiros. Mal gerenciado, gera conflito de canais.<\/p>\n<h2>Exemplo pr\u00e1tico<\/h2>\n<p>Uma ind\u00fastria de alimentos lan\u00e7a loja virtual pr\u00f3pria para vender diretamente ao consumidor, com pre\u00e7o e sortimento diferenciados do canal indireto.<\/p>\n<h2>Indicadores<\/h2>\n<p>Receita D2C; margem; custo de aquisi\u00e7\u00e3o de cliente; recorr\u00eancia; impacto no canal.<\/p>\n<h2>Termos relacionados<\/h2>\n<p>Canal direto; conflito de canais; omnichannel; pricing.<\/p>\n<\/article>\n<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d1a0005 db-glossary-link elementor-widget elementor-widget-jet-listing-dynamic-link\" data-id=\"d1a0005\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"jet-listing-dynamic-link.default\">\n\t\t\t\t\t<div class=\"jet-listing jet-listing-dynamic-link\"><a href=\"https:\/\/agenciapsmidia.com.br\/distribuicao\/glossario\/87-%c2%b7-d2c-direct-to-consumer\/\" class=\"jet-listing-dynamic-link__link\"><i class=\"jet-listing-dynamic-link__icon Array\"><\/i><span class=\"jet-listing-dynamic-link__label\">Ver defini\u00e7\u00e3o<\/span><\/a><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div><\/div><\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-99a2d7a db-glossary-empty elementor-widget elementor-widget-text-editor\" data-id=\"99a2d7a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\tNenhum termo encontrado.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"elementor_header_footer","meta":{"footnotes":""},"class_list":["post-42","page","type-page","status-publish","hentry"],"yoast_head":"<!-- This site is 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