THE
GLOSSARY.

Anyone with an account on the protocol. Every brand, rep, buyer, shipper and funder is an operator; the role decides what they see and what they can do, not whether they belong.

Which of the eleven kinds of work you do: brand, rep, buyer, distributor, merchandiser, marketer, manufacturer, shipper, storer, supplier or funder. Your role decides your dashboard, your agent and the tabs you get.

An independent sales representative who sells a brand's line to retail buyers and earns commission on what they write. On this protocol a rep owns the accounts they open.

The person purchasing wholesale for a store, chain or platform. They write orders, hold terms and — in the US — file the resale certificate that makes the purchase tax-exempt.

Buys inventory outright and resells it into a territory or channel the brand does not reach. Takes ownership and takes the risk, which is what distinguishes them from a rep.

Works the shelf: resets, planograms, replenishment and making sure the product on the floor matches what was sold in. Usually paid per visit or per store.

Provides capital against orders, inventory or receivables — a line of credit, purchase-order finance or factoring — rather than buying anything.

Which operator opened a retail account and is credited for what it buys. On this protocol it is recorded, so the person who did the work keeps the relationship.

The operator that owns a product and its catalog: sets the wholesale price, the MOQ, the case pack and the MAP, and is paid at settlement for what buyers order.

Produces goods for brands — co-packing, private label, contract runs — and sells production capacity rather than finished product of its own.

Drives demand for brands — campaigns, creator programmes, retail execution — and is paid on retainer or on performance.

Moves freight between brands, distributors and buyers: lanes, rates, capacity and the documents that prove what was handed over.

Provides warehouse space and fulfilment — receiving, storing, picking, packing and shipping on another operator's behalf. The role a 3PL plays.

Provides raw materials, ingredients or components upstream of manufacturers and brands.

Payment due a set number of days after invoice — net 30, net 60, net 90. The brand ships now and is paid later.

Minimum order quantity — the smallest order a brand will accept, per style, per order or per delivery.

How many units come in one sealed case. Orders are usually written in cases, not units.

The buyer's formal commitment to buy: what, how many, at what price, delivered when and where. Abbreviated PO.

Money a retailer withholds from an invoice for something they say went wrong: a late delivery, a short ship, a damaged case, a missing label.

In wholesale, a penalty a retailer charges for breaking their routing or compliance rules. In payments the same word means something else entirely — a consumer disputing a card charge.

Shipping something other than exactly what the purchase order asked for — a different size, colour or pack — usually because the ordered item is short.

The brand ships goods but keeps ownership until they sell. The retailer pays for what sold and returns the rest.

The share of delivered units that actually sold, over a period. Sold ÷ received.

An industry event where brands show their line and write orders with buyers in person. Still where a great deal of wholesale is opened.

The share of an order actually shipped against what was ordered. Shipped ÷ ordered, in units or lines.

The time between placing an order and receiving it. It sets when you must reorder and how much stock you must hold in between.

The inventory level at which you place the next order so it lands before you run out: daily sales × lead time, plus safety stock.

The summary of commercial terms attached to a wholesale relationship: pricing, MOQ, payment terms, MAP, freight, returns.

The geographic or account area a rep or distributor is responsible for, and is credited for orders from.

A retailer or account that carries and sells a brand's products. A brand's stockist list is its wholesale footprint.

GRAJ takes 5% of the order and nothing else. No listing fee, no per-seat charge, no percentage that changes with volume or tenure.

A share of every protocol fee set aside and tracked separately, funding access for operators who could not otherwise participate.

The moment an order's money is split among everyone owed from it — the brand, the rep, any co-seller, the protocol fee and the Mission Fund — to the cent.

The actual transfer of settled money to an operator's bank account, through Stripe.

The percentage a rep earns on orders they write, paid out of the brand's share at settlement.

Ongoing earnings on an account you opened, on orders you did not personally write. It recognises that finding the account was the work.

Two operators splitting the credit and the commission on one order, recorded as a split rather than argued about afterwards.

Selling your unpaid invoices to a funder at a discount to get paid now instead of in 60 days.

A condition attached to funding — a ratio to maintain, a minimum balance, a reporting deadline. Breaking one can make the whole facility repayable.

Bronze, silver, gold, platinum, diamond or legend — computed from what an operator has actually contributed to the protocol, and used to order payouts.

Margin is profit as a share of the selling price; markup is profit as a share of cost. A 50% markup is a 33% margin. They are never the same number.

Manufacturer's suggested retail price — the price a brand recommends the product sells for at retail, distinct from the wholesale price a buyer pays.

The volume at which revenue covers cost and a product stops losing money: fixed costs ÷ (unit price − unit cost).

A connection to a US state strong enough to create an obligation to collect its sales tax. It comes from physical presence, inventory, employees, trade shows — or from sales volume alone.

The sales or transaction level at which a US state requires you to register, typically $100,000 or 200 transactions in a year.

A document from a US buyer stating they are buying to resell, which makes the sale exempt from sales tax.

How Canada handles business purchases: the buyer pays GST/HST and claims it back from the CRA on their own return, at no net cost.

How the EU handles cross-border business sales: the supply is zero-rated and the BUYER accounts for the VAT on their own return.

Value Added Tax — the consumption tax used across Europe and much of the world, charged at each step and reclaimed by businesses along the chain.

One Stop Shop. Once your cross-border consumer sales in the EU pass €10,000 for the year, OSS replaces a VAT registration in every member state with one quarterly return filed where you are established.

Mexico's mandatory electronic invoice, stamped by a SAT-authorised provider using the seller's own digital seal certificate.

A platform that, in some jurisdictions, must collect and remit sales tax on behalf of the sellers on it — instead of the seller doing it.

The document a buyer orders from: every style with its image, wholesale price, suggested retail, case pack, MOQ and availability.

Retail pricing at double the wholesale cost — a 50% margin. The traditional default in most categories.

Minimum advertised price — the lowest price a retailer may ADVERTISE your product at. It governs advertising, not the sale itself.

Stock keeping unit — the identifier for one specific sellable variant: this style, this colour, this size.

Goods made by one party and sold under another party's brand.

Stock that has stopped selling and is now costing money to store.

Selling goods in quantity to businesses that resell them, rather than to the person who uses them. Written in cases, priced for the retailer's margin, usually on terms.

Direct-to-consumer — selling to the end shopper at retail rather than to a business that resells. On this protocol a separate channel from the same product record, with its own price and pack.

Every product an operator offers, with the fields a buyer decides from. The wholesale slice of it is presented as a linesheet.

The specific mix of products a buyer or merchandiser selects to carry — the curated range that reaches one account or one market.

The barcode identifiers for a product. A UPC is the familiar 12-digit retail barcode; a GTIN is the global family it belongs to. Required by most retail and logistics systems.

Contract packing: a third party fills, assembles or packages your product. Often the same relationship as contract manufacturing, and priced per run.

Third-party logistics — a company that stores your inventory and ships your orders for you.

What a unit actually costs you delivered: goods, freight, duty, insurance, handling and fees — not just the invoice price.

Standard three-letter codes — FOB, DDP, EXW — that fix exactly where the seller's responsibility, cost and risk end and the buyer's begin.

Advance shipping notice — the message telling a retailer exactly what is arriving, in which cartons, before it lands.

The brand ships directly to the end customer on the retailer's behalf; the retailer never holds the stock.

Free on board — the Incoterm naming the point where cost and risk pass from seller to buyer. FOB origin and FOB destination put freight, and the loss of a damaged pallet, on different parties.

Electronic Data Interchange — the decades-old, rigidly formatted standard large retailers use to exchange purchase orders, shipping notices and invoices with suppliers.

Turning an order into a delivered shipment: pick, pack, label, ship, and prove it arrived.

Your permanent address on the protocol — getreadyandjump.com/yourname. It is how your storefront, catalog and profile are reached.

The append-only record of everything that happened on the protocol. Entries are added, never edited or deleted.

A measure of what an operator has actually contributed — orders, introductions, work completed, disputes resolved — computed from the event log.

A bank's undertaking to pay an exporter against documents that conform to the credit — payment secured before shipment and released on performance rather than on trust.

A policy an operator holds with their own insurer that pays when a buyer does not; recorded on the protocol so the covered and uncovered share of what they are owed is measured against it.

What an operator's own payment record says about the terms they have earned: what they bought in the last twelve months, how often they paid, open disputes, and what they owe on terms — computed from orders they bought, never from the GRAJ Score.

The named AI assistant for each role — Marcus for brands, Camila for reps, Li for buyers, and so on. Twelve of them, one per role plus Raj for admin.

Confirming an operator is who they say they are, at the level a given action requires.

GRAJ itself: open, universal, wholesale-first commerce infrastructure — shared rails with one fee and one identity that every role builds on, rather than a marketplace that owns the customer.

An operator's portable commercial identity: GRAJ Score, transaction history, certifications and pioneer status, carried across roles and markets.

One of the first 5,000 operators on the protocol worldwide, regardless of city. A permanent, numbered badge that cannot be bought or transferred.

One of the first operators of a given role in a launched market — 50 to 500 seats per role per city. Numbered, permanent, and held alongside a Protocol Pioneer badge.

The append-only record of protocol activity, hashed in batches into a Merkle tree and anchored to Bitcoin, so any record can be proven to have existed at a point in time without trusting GRAJ.

The open standard used to anchor ledger records to the Bitcoin blockchain, producing an independently verifiable proof-of-existence timestamp.

One role's agent passing a conversation to another's when the task crosses roles — a brand's Marcus handing a freight question to the shipper's Harper.