Ticket Médio

Esquadgroup

19 Apr 202104:08

Summary

TLDRCláudio Krafecik, Director of Factory Softwares, discusses the importance of the Average Ticket (Ticket Médio) indicator in managing industrial sales, especially in the construction industry. He explains that it represents the average value of customer purchases and is crucial for setting sales strategies and meeting targets. The video provides a formula to calculate the Average Ticket by dividing total sales by the number of transactions. Analyzing this metric by sales segment, product, or even by salesperson can reveal insights to optimize performance. There is no 'ideal' Average Ticket, as it varies by company and industry, but monitoring its evolution over time is key to improving commercial department management.

Takeaways

😀 The video is about the 'Average Ticket' indicator, which is relevant for managing sales in the industry.
🔍 The 'Average Ticket' represents the average value of purchases made by customers for products and services.
📝 To calculate the 'Average Ticket', divide the total sales value by the number of sales transactions in a given period.
📈 The script provides an example with a total sales value of 2,100,000 reais and 60 different orders, resulting in an average ticket of 35,000 reais.
📋 It's useful to analyze the 'Average Ticket' by sales segment or product to understand differences in customer behavior.
👥 Analyzing the 'Average Ticket' by salesperson can help evaluate strategies and understand techniques applied by different sellers.
💡 A higher 'Average Ticket' can indicate a greater return on sales, which is important for business growth.
🏢 There is no ideal 'Average Ticket' as it varies by company and industry, depending on the customer profile and product offerings.
⏳ Monitoring the evolution of the 'Average Ticket' over time is a good strategy for understanding customer purchasing patterns.
📊 The script suggests that the 'Average Ticket' might be higher in an industry serving construction companies compared to one serving residential consumers.
📚 The video is part of a series on indicators that can improve the management of the commercial department.

Q & A

Who is Cláudio Krafecik and what is his role?
-Cláudio Krafecik is the director of Factory Softwares, and he discusses relevant indicators for managing a framing industry in the video.
What is the main topic of the video?
-The main topic of the video is the Average Ticket indicator, which is important for managing a framing industry's sales.
Why is the Average Ticket indicator important for a business?
-The Average Ticket indicator is important as it helps in managing sales, setting strategies to meet sales targets, and optimizing results with clients.
How is the Average Ticket calculated?
-The Average Ticket is calculated by dividing the total sales value by the number of sales transactions during a specific period.
What is the example period considered in the video for calculating the Average Ticket?
-The example period considered in the video is one year.
What was the total sales value used in the example provided in the video?
-In the example provided, the total sales value used was 2,100,000 reais.
How many sales transactions were considered in the example to calculate the Average Ticket?
-In the example, 60 different sales transactions were considered.
What was the calculated Average Ticket value in the example?
-The calculated Average Ticket value in the example was 35,000 reais.
Why is it useful to analyze the Average Ticket by sales segment or product?
-Analyzing the Average Ticket by sales segment or product can help identify differences in customer spending patterns and adjust strategies accordingly.
What is another strategy mentioned in the video for improving sales performance?
-Analyzing the Average Ticket by salesperson to evaluate strategies and understand the techniques applied by the sales team is another strategy mentioned.
What does the video suggest about the ideal Average Ticket value?
-The video suggests that there is no ideal Average Ticket value as it varies from company to company and depends on the product and customer profile.
Why is it beneficial to track the evolution of the Average Ticket over time?
-Tracking the evolution of the Average Ticket over time helps in understanding customer behavior, adjusting sales strategies, and improving the return on sales efforts.
What is the final call to action from the video for viewers interested in more insights?
-The final call to action is to subscribe to the channel for notifications on upcoming videos that will provide additional indicators to improve commercial department management.

Outlines

00:00

📊 Understanding the Average Ticket Indicator

The video script introduces the concept of the average ticket, a key metric for managing sales in industries, particularly those dealing with frames. The speaker, Cláudio Krafecik, director of Factory Softwares, emphasizes the importance of knowing the average sales per customer and the number of new customers needed to meet sales targets. The average ticket is defined as the mean value of purchases made by customers, which helps in assessing the company's billing per customer. The formula for calculating the average ticket is given as the total sales value divided by the number of sales transactions within a certain period. An example is provided to illustrate the calculation, using a one-year period with a total of R$2,100,000 in sales and 60 different orders, resulting in an average ticket of R$35,000.

Mindmap

Keywords

💡Ticket Médio

The term 'Ticket Médio' refers to the average value of purchases made by customers for products and services. It is pivotal in understanding the average revenue generated per customer transaction. In the video, it is used to illustrate the importance of knowing how much a business sells to each customer or how many new customers are needed to meet sales targets.

💡Management

Management in this context pertains to the strategic oversight and direction of a company's operations, particularly in sales. The video emphasizes the role of 'Ticket Médio' in not only managing sales but also in formulating strategies to achieve targets and optimize results.

💡Sales Targets

Sales targets are the predetermined goals set for the sales department to achieve within a specific timeframe. The script mentions the use of 'Ticket Médio' to understand how many new customers are needed to reach these targets, showcasing its relevance in goal setting and performance measurement.

💡Calculation

Calculation, in the context of 'Ticket Médio', involves dividing the total sales value by the number of sales transactions over a period. The video provides an example of this calculation, emphasizing its simplicity and its role in understanding the average transaction value.

💡Sales Period

The sales period is the time frame considered for analyzing sales performance. The script uses a one-year period as an example to calculate the 'Ticket Médio', highlighting the importance of selecting an appropriate time frame for accurate sales analysis.

💡Total Sales

Total sales represent the overall revenue generated from all sales transactions within a given period. In the script, the total sales for the example period is 2,100,000 reais, which is then used to calculate the 'Ticket Médio'.

💡Number of Orders

The number of orders refers to the total count of distinct sales transactions completed within the analyzed period. The video script mentions 60 different orders as an example, which is a critical figure in the 'Ticket Médio' calculation.

💡Sales Segment

Sales segment denotes different categories or groups within the sales process, such as different types of customers or products. The script suggests analyzing the 'Ticket Médio' by sales segment to understand variations in average transaction values across different market segments.

💡Seller Performance

Seller performance is assessed by evaluating the effectiveness and strategies of individual salespeople. The video mentions analyzing the 'Ticket Médio' per seller to evaluate their strategies and potentially improve overall sales team performance.

💡Customer Profile

A customer profile is a representation of the typical characteristics of a customer群体, including their purchasing habits and preferences. The script implies that the 'Ticket Médio' can vary depending on the customer profile, indicating the need to tailor sales approaches accordingly.

💡Return on Sales

Return on sales is a financial metric that measures the profitability of sales activities. The video suggests that a higher 'Ticket Médio' can lead to a greater return on sales, emphasizing the financial impact of average transaction values.

Highlights

Cláudio Krafecik introduces himself as the director of Factory Softwares.

The video discusses an important indicator for managing an industry: Average Ticket.

The Average Ticket is a simple-to-calculate indicator that can aid in sales management and strategy.

Understanding the Average Ticket can help in achieving sales targets and optimizing results with clients.

The Average Ticket represents the average value of purchases from clients over a period.

Calculating the Average Ticket involves dividing total sales by the number of sales transactions.

The example given uses a period of one year and a total sales value of 2,100,000 reais.

The example also mentions 60 different orders closed during the period.

From the example, the Average Ticket is calculated to be 35,000 reais.

Analyzing the Average Ticket by sales segment or product can provide valuable insights.

Different segments, such as residential or commercial clients, may have significantly different Average Tickets.

Evaluating the Average Ticket by salesperson can help assess strategies and understand techniques applied.

A higher Average Ticket can indicate more effective sales strategies and customer value perception.

There is no ideal Average Ticket; it varies by company and industry.

The Average Ticket can differ between industries serving different types of clients, such as construction firms vs. residential consumers.

Analyzing the evolution of the Average Ticket over time is a good strategy to capture customer behavior.

The video promises to cover more indicators in future videos to improve commercial department management.

The video encourages viewers to subscribe for updates on future content.

Cláudio invites viewers to leave comments if they have questions.