Retail Technology Glossary

Carrying cost, also known as holding cost, refers to the expenses incurred by a business for storing and maintaining inventory over a certain period of time. It encompasses various costs associated with inventory management, including warehousing, storage space, insurance, handling, depreciation, obsolescence, and financing. Carrying costs are incurred from the moment inventory is acquired or produced until it is sold or consumed. These costs are directly influenced by factors such as the value of inventory, the length of time it is held, and the efficiency of inventory management practices. Effectively managing carrying costs is crucial for businesses to optimize inventory levels, minimize holding expenses, and maximize profitability.

By analyzing and reducing carrying costs, organizations can improve cash flow, minimize inventory holding periods, and enhance overall operational efficiency.

Click Through Rate (CTR) is a metric used in digital marketing to measure the percentage of users who click on a specific link, advertisement, or call-to-action out of the total number of users who view it. CTR is calculated by dividing the number of clicks by the number of impressions or views, and then multiplying the result by 100 to express it as a percentage. It is commonly used to assess the effectiveness and relevance of online advertisements, email campaigns, search engine results, and other digital marketing initiatives. A higher CTR indicates that a larger proportion of users found the content engaging and took action, while a lower CTR suggests that the content may need optimization to attract more clicks.

CTR is a valuable metric for marketers to evaluate the performance and impact of their digital marketing efforts and make data-driven decisions to optimize campaigns and drive higher engagement and conversion rates.

Clienteling is a customer relationship management (CRM) strategy employed by businesses, particularly in the retail industry, to foster personalized and long-term relationships with individual customers. It involves the use of data and technology to collect and analyze customer information, preferences, and purchase history, allowing sales associates or representatives to provide tailored and exceptional customer experiences. Through clienteling, businesses can anticipate customer needs, offer personalized product recommendations, provide individualized assistance, and deliver targeted marketing and promotional communications. This strategy aims to build customer loyalty, enhance customer satisfaction, and increase sales by creating a personalized and memorable shopping journey.

By utilizing clienteling techniques, businesses can establish strong connections with their customers, foster trust and loyalty, and gain a competitive edge in a highly competitive marketplace.

Conversion refers to a desired action taken by a user or customer in response to a marketing campaign or online interaction. It represents the moment when a visitor or prospect completes a specific goal, such as making a purchase, submitting a form, signing up for a newsletter, or downloading a resource. In the context of digital marketing, conversion is a key metric that measures the effectiveness of marketing efforts in turning potential customers into actual customers or leads. The conversion rate is calculated by dividing the number of conversions by the total number of visitors or interactions, expressed as a percentage. Higher conversion rates indicate successful marketing strategies, compelling offers, and optimized user experiences, while lower conversion rates may indicate the need for improvement in messaging, design, or targeting.

Tracking and optimizing conversions allows businesses to evaluate the performance of their marketing campaigns, make data-driven decisions, and drive desired outcomes, ultimately contributing to business growth and success.

Conversion Rate (CVR) is a metric used in digital marketing to measure the percentage of website visitors or users who complete a desired action or conversion goal out of the total number of visitors. It is calculated by dividing the number of conversions by the total number of visitors, and then multiplying the result by 100 to express it as a percentage. Conversions can vary depending on the specific goal, such as making a purchase, filling out a form, subscribing to a service, or downloading a resource. A higher conversion rate indicates a more effective and engaging user experience, compelling call-to-actions, and successful marketing efforts, while a lower conversion rate suggests areas for improvement in messaging, design, or targeting. Monitoring and optimizing conversion rates allow businesses to assess the effectiveness of their marketing campaigns, make data-driven decisions, and drive better outcomes, ultimately increasing customer acquisition, revenue, and overall business success.

Conversion Rate Optimization (CRO) is the practice of systematically improving the conversion rate of a website, landing page, or digital marketing campaign through data-driven analysis and optimization techniques. It involves the continuous process of identifying areas of improvement, conducting experiments, and making strategic changes to enhance user experience and drive higher conversion rates. CRO utilizes various methods such as A/B testing, user behavior analysis, heat mapping, and user feedback to gather insights and identify barriers or friction points that prevent users from completing desired actions. By implementing targeted optimizations, such as improving website design, streamlining the checkout process, optimizing call-to-action placement, or refining messaging, businesses aim to increase the percentage of visitors who convert into customers or achieve specific goals.

Conversion Rate Optimization allows businesses to maximize the effectiveness of their digital assets, improve marketing ROI, and ultimately enhance business growth and profitability.

Cross Merchandising refers to a retail strategy where complementary or related products from different categories are strategically displayed or promoted together to encourage additional purchases and increase sales. It involves placing products that are typically purchased together or have a logical connection in close proximity or in a visually appealing manner. The goal of cross merchandising is to enhance customer convenience and stimulate impulse buying. By showcasing related items side by side or through bundling or outfitting, retailers can leverage the association between products to entice customers to explore additional options and make complementary purchases.

An effective cross merchandising strategy encourages customers to discover new products, increases average order value, and enhances the overall shopping experience.

Customer Experience (CX) refers to the overall perception and interaction a customer has with a company or brand throughout their entire journey, encompassing all touchpoints and interactions across various channels and platforms. It encompasses every aspect of the customer's interaction, from initial awareness and discovery to purchase, post-purchase support, and ongoing engagement. Customer Experience focuses on meeting and exceeding customer expectations by delivering seamless, personalized, and meaningful interactions that create positive emotions and satisfaction. It involves factors such as ease of navigation, responsiveness, product quality, customer service, brand consistency, and the ability to address customer needs and preferences. A great customer experience builds trust, loyalty, and advocacy, leading to customer retention, repeat business, and positive word-of-mouth.

Businesses strive to optimize Customer Experience by understanding customer journeys, gathering feedback, analyzing data, and continuously improving interactions to create delightful and memorable experiences that differentiate them in the marketplace and foster long-term customer relationships.

Customer Lifetime Value (CLV), also known as Customer LTV (Lifetime Value), refers to the predicted net profit a business expects to generate from a customer over the entire duration of their relationship. It represents the long-term value a customer brings to a company by taking into account their purchasing patterns, frequency, average order value, and the duration of their engagement with the business. CLV is an essential metric for businesses to assess the financial worth of acquiring and retaining customers. By calculating CLV, companies can make informed decisions regarding customer acquisition costs, marketing investments, and customer retention strategies. A higher CLV indicates a more profitable customer who contributes significantly to the business's revenue and bottom line.

By understanding and maximizing CLV, businesses can focus on nurturing and retaining high-value customers, fostering customer loyalty, and implementing targeted strategies to increase customer satisfaction and lifetime value.