Chapter 4 AOV
Source: https://coachadib.com/module/6ac03b9a16378f7eac1c3980
Automatic full-length draft. Uncertain wording and figures require review.

[00:00:00.000 – 00:00:02.640] AOV, Average Order Value.

[00:00:02.920 – 00:00:05.460] Ok guys, AOV ni apa? Jom kita go through.

[00:00:05.660 – 00:00:07.740] Sebab kita nak melengkapkan medalah ni.

[00:00:07.900 – 00:00:10.300] Tadi saya dah go through net profit or pass gross profit.

[00:00:10.380 – 00:00:11.980] Sebenarnya kita dah go through one by one eh tadi.

[00:00:12.460 – 00:00:14.080] Dan kita nak pergi dekat AOV sekejap.

[00:00:14.240 – 00:00:16.640] Bila dah faham semua ni baru kita buat simulation.

[00:00:17.020 – 00:00:19.260] So jom kita fahamkan dulu apakah AOV.

[00:00:19.640 – 00:00:22.640] Ok, AOV ni guys, pakai wireboard ni pula lah.

[00:00:22.640 – 00:00:31.320] Okey, AOV adalah Average Order Value.

[00:00:31.600 – 00:00:35.480] Maksudnya, satu customer average order berapa?

[00:00:35.660 – 00:00:38.220] Bayangkan kita ada satu orang customer.

[00:00:38.660 – 00:00:45.040] Satu orang customer biasa beli tiga helai tudung dan sehelai tudung ni RM20.

[00:00:45.140 – 00:00:48.040] Maksudnya, kita dapat sale RM60.

[00:00:48.700 – 00:00:51.100] So, inilah AOV kita RM60.

[00:00:51.100 – 00:00:55.460] That's why sale dengan AOV kadang-kadang tak sama

[00:00:55.460 – 00:00:57.560] Ada satu customer beli RM30

[00:00:57.560 – 00:00:58.940] Ada customer beli RM100

[00:00:58.940 – 00:01:00.120] Ada customer beli RM1000

[00:01:00.120 – 00:01:01.820] So nak tahu jawapan dia simple

[00:01:01.820 – 00:01:03.180] Tengok sale bulan lepas

[00:01:03.180 – 00:01:07.320] Contohnya sale bulan Oktober

[00:01:08.820 – 00:01:10.180] 2025 contohnya

[00:01:10.180 – 00:01:15.740] Adalah RM47,000

[00:01:15.740 – 00:01:18.460] So berapa banyak customer?

[00:01:18.720 – 00:01:20.960] So awak kena bahagi dengan jumlah customer

[00:01:20.960 – 00:01:27.040] Oh saya dapat time ni dekat 370 orang customer

[00:01:27.040 – 00:01:31.000] Jadi awak ambil sale bahagian jumlah customer

[00:01:31.000 – 00:01:32.780] Awak akan terus tahu AOV

[00:01:32.780 – 00:01:34.700] Contoh saya buka calculator saya

[00:01:34.700 – 00:01:40.140] Saya ambil 47000 bahagi 370

[00:01:41.240 – 00:01:44.720] Maksudnya satu customer membeli dengan average RM127

[00:01:44.720 – 00:01:47.300] So dapatlah AOV saya

[00:01:50.060 – 00:01:50.820] RM127

[00:01:50.820 – 00:01:52.560] So nak tahu AOV ni guys

[00:01:52.560 – 00:01:55.540] Kita kena ambil sale sebulan

[00:01:55.540 – 00:01:57.320] Bahagi dengan customer sebulan

[00:01:57.320 – 00:01:59.680] Kalau nak lagi tepat boleh kira setahun

[00:01:59.680 – 00:02:00.440] Pun boleh

[00:02:00.440 – 00:02:03.200] So katakanlah saya ambil RM127

[00:02:03.200 – 00:02:05.220] So itulah AOV saya

[00:02:05.220 – 00:02:08.100] Tapi kita boleh naikkan AOV

[00:02:08.100 – 00:02:11.060] Macam mana cara nak AOV kita ni

[00:02:11.060 – 00:02:12.240] Dinaikkan

[00:02:12.240 – 00:02:14.760] Kita daripada RM127 ni

[00:02:14.760 – 00:02:16.120] Saya nak naikkan dia boleh tak

[00:02:16.120 – 00:02:18.200] Nak jadikan dia RM150 ke

[00:02:18.200 – 00:02:19.520] Kenapa jadikan RM150

[00:02:19.520 – 00:02:21.860] weh beza, kalau RM190

[00:02:21.860 – 00:02:23.180] darab dengan

[00:02:23.180 – 00:02:25.140] customer yang sama

[00:02:25.140 – 00:02:27.780] 370 customer, orang

[00:02:27.780 – 00:02:28.940] kan, ini RM

[00:02:30.140 – 00:02:31.500] RM150, darab

[00:02:31.500 – 00:02:32.860] 37, berapa saya dapat

[00:02:33.680 – 00:02:35.480] walaupun jumlah customer yang sama

[00:02:35.480 – 00:02:37.320] tapi average pembelian

[00:02:37.320 – 00:02:39.600] RM150 darab dengan 370

[00:02:39.600 – 00:02:40.820] customer, boom

[00:02:41.900 – 00:02:43.580] RM55,000, beza

[00:02:43.580 – 00:02:45.340] ini RM47, dah naik dah

[00:02:45.340 – 00:02:47.680] naik dekat RM10,000, pada naik sikit

[00:02:47.680 – 00:02:49.180] je, so saya dapatlah

[00:02:50.480 – 00:02:51.800] 55k contohnya

[00:02:51.800 – 00:02:53.840] Sebab itulah nak naikkan sale

[00:02:53.840 – 00:02:56.200] Kadang-kadang kita naikkan

[00:02:56.200 – 00:02:57.880] Pembelian per customer

[00:02:57.880 – 00:02:59.500] Caranya kita akan buat benda ni

[00:02:59.500 – 00:03:02.120] Kita akan buat upsell

[00:03:02.980 – 00:03:03.640] Downsell

[00:03:03.640 – 00:03:05.440] Dan juga crosssell

[00:03:05.440 – 00:03:06.880] Macam mana nak buat? Jom

[00:03:06.880 – 00:03:08.220] Ada tiga

[00:03:09.280 – 00:03:10.600] Upsell maksudnya

[00:03:10.600 – 00:03:13.360] Awak jual barang yang lagi mahal

[00:03:13.360 – 00:03:15.400] Contohnya awak promote

[00:03:15.400 – 00:03:16.800] Tak nak add on ke?

[00:03:17.060 – 00:03:18.400] Tak nak ambil yang tu ke?

[00:03:18.400 – 00:03:20.540] Daripada barang tu harga RM120

[00:03:20.540 – 00:03:22.720] Awak try push dia pergi

[00:03:22.720 – 00:03:24.820] Barang yang add on sikit, upsell sikit

[00:03:24.820 – 00:03:26.440] Ni biasanya

[00:03:26.440 – 00:03:28.260] Macam kita terkena upsell

[00:03:28.260 – 00:03:30.400] Pergi ke McDonald's nak beli aiskrim

[00:03:30.400 – 00:03:32.600] Pergi McDonald's nak beli Happy Meal

[00:03:32.600 – 00:03:33.720] Untuk anak, contohlah

[00:03:33.720 – 00:03:35.320] Zaman-zaman dulu sebelum boycott

[00:03:36.120 – 00:03:37.780] Bila pergi McDonald's

[00:03:37.780 – 00:03:40.620] Beli juga Happy Meal RM5, RM6 tu

[00:03:40.620 – 00:03:42.820] Tapi kita terbeli sekali dengan burger

[00:03:42.820 – 00:03:44.020] Nampak, terkena upsell

[00:03:44.020 – 00:03:46.600] Sebab tu, ada beberapa item dalam McDonald's

[00:03:46.600 – 00:03:48.760] Memang dia design untuk buat upsell

[00:03:48.760 – 00:03:50.100] Antaranya adalah

[00:03:50.100 – 00:03:53.000] Sandikon yang aiskrim vanilla tu

[00:03:53.000 – 00:03:54.660] Dan juga Happy Meal

[00:03:54.660 – 00:03:57.580] Dua benda ni antara benda yang McDonald tak untung sangat

[00:03:57.580 – 00:03:58.760] Korang bayangkan lah

[00:03:58.760 – 00:03:59.880] Happy Meal

[00:03:59.880 – 00:04:02.020] RM5 lebih dapat fries

[00:04:02.020 – 00:04:03.500] Dapat burger

[00:04:03.500 – 00:04:04.800] Dapat air

[00:04:04.800 – 00:04:06.380] Dapat mainan lagi tu

[00:04:06.380 – 00:04:07.160] Gila tak gila

[00:04:07.160 – 00:04:08.720] Maksudnya Happy Meal ni

[00:04:08.720 – 00:04:10.840] RM5 lebih ni memang antara orang kata

[00:04:10.840 – 00:04:12.840] Break even produk untuk McDonald

[00:04:12.840 – 00:04:14.540] Tapi berjaya menarik

[00:04:14.540 – 00:04:16.340] Budak-budak dengan bapak-budak

[00:04:16.340 – 00:04:17.800] Mak budak dia terupsell

[00:04:17.800 – 00:04:20.080] So kita buat upsell

[00:04:20.080 – 00:04:21.600] Untuk harga yang lebih mahal

[00:04:21.600 – 00:04:23.220] Ini cara yang pertama

[00:04:23.220 – 00:04:25.280] Cara yang kedua adalah

[00:04:25.280 – 00:04:27.380] Kita buat cross sell

[00:04:28.280 – 00:04:30.020] Contoh cross sell ni pula apa

[00:04:30.020 – 00:04:32.100] Kita jual tudung

[00:04:32.100 – 00:04:34.260] Dan kita promote

[00:04:34.260 – 00:04:36.140] Sekali dengan pin tudung

[00:04:36.140 – 00:04:38.140] Nampak tak nak ambil ke

[00:04:38.140 – 00:04:39.000] Pin tudung tu

[00:04:40.380 – 00:04:41.460] Cross sell

[00:04:41.460 – 00:04:43.900] Contohnya kita jual

[00:04:43.900 – 00:04:46.080] Jambu sebelah kiri jual

[00:04:46.080 – 00:04:48.140] air pun boleh juga. So, kita

[00:04:48.140 – 00:04:50.280] jualan yang berbeza. Saya

[00:04:50.280 – 00:04:51.960] nak jual phone

[00:04:51.960 – 00:04:54.100] tapi saya terbeli sekali dengan tablet. Itu

[00:04:54.100 – 00:04:56.140] cross-selling. Jualan produk

[00:04:56.140 – 00:04:58.160] dalam kategori berbeza. Ini pun boleh menaikkan

[00:04:58.160 – 00:05:00.080] sale. Dan next, kalau tak

[00:05:00.080 – 00:05:02.380] berjaya upsell, kita panggil downsell.

[00:05:03.180 – 00:05:04.380] Okay. Downsell

[00:05:04.380 – 00:05:05.520] ni, dia

[00:05:05.520 – 00:05:07.200] lebih murah.

[00:05:07.880 – 00:05:10.140] Kita promote benda yang lebih murah.

[00:05:10.460 – 00:05:11.800] Okay. Contohnya apa?

[00:05:12.580 – 00:05:14.000] Upsell, dia

[00:05:14.000 – 00:05:16.140] beli RM120. Awak tanya dia

[00:05:16.140 – 00:05:17.940] tuan tak nak upgrade sikit ke? Yang lebih

[00:05:17.940 – 00:05:19.640] mahal ni puan hati lagi. Berapa harga dia?

[00:05:20.220 – 00:05:21.900] Oh, kalau tuan add on sikit je

[00:05:21.900 – 00:05:23.740] lagi, ambil extra lagi

[00:05:24.620 – 00:05:25.780] plus lagi katalah

[00:05:25.780 – 00:05:27.900] plus lagi RM200. Harga total

[00:05:27.900 – 00:05:29.000] jadi RM320.

[00:05:29.860 – 00:05:31.960] Tengok. Dia suruh customer

[00:05:31.960 – 00:05:33.060] add on lagi RM200.

[00:05:33.680 – 00:05:34.980] So, dapat RM320.

[00:05:36.980 – 00:05:38.100] So, harga dia

[00:05:38.100 – 00:05:39.480] upsell kembali lebih mahal.

[00:05:39.700 – 00:05:41.060] Ataupun nak boleh buat downsell.

[00:05:41.680 – 00:05:43.660] Contoh downsell, saya beli

[00:05:45.220 – 00:05:46.760] phone, lepas tu

[00:05:46.760 – 00:05:49.120] switch ataupun machine

[00:05:49.120 – 00:05:51.160] dia kata, tak nak ambil waranti ke

[00:05:51.160 – 00:05:52.600] waranti tu downsell

[00:05:52.600 – 00:05:54.920] kalau waranti tambah 300 je

[00:05:54.920 – 00:05:55.960] dapat waranti 2 tahun

[00:05:55.960 – 00:05:58.980] kalau rosak boleh tukar, dan dah terkena

[00:05:58.980 – 00:06:00.820] downsell kat situ, so downsell ni

[00:06:00.820 – 00:06:02.180] maksudnya, katalah barang tu

[00:06:02.180 – 00:06:04.600] harga dia RM500

[00:06:04.600 – 00:06:06.840] saya promote something yang

[00:06:06.840 – 00:06:08.880] lebih murah, contohnya lebih murah daripada

[00:06:08.880 – 00:06:10.860] RM500, contohnya saya promote

[00:06:10.860 – 00:06:11.760] something yang harga RM100

[00:06:12.660 – 00:06:14.000] Beza dengan upsell

[00:06:14.000 – 00:06:16.080] Dia promote benda yang lebih mahal

[00:06:16.080 – 00:06:17.340] Daripada sebelum tu, ni RM120

[00:06:17.340 – 00:06:20.240] Tambah lagi RM200, nampak jadi RM320

[00:06:20.240 – 00:06:22.400] Lebih mahal, yang ni lebih murah

[00:06:22.400 – 00:06:23.700] So kebiasaannya

[00:06:23.700 – 00:06:26.360] Kita cuba upsell dulu, tak berjaya

[00:06:26.360 – 00:06:28.000] Upsell, kita cuba downsell

[00:06:28.000 – 00:06:30.360] Dan kalau dia dah beli banyak kali

[00:06:30.360 – 00:06:32.160] Kita cuba pula cross-selling

[00:06:32.160 – 00:06:34.020] So ini strategi untuk

[00:06:34.020 – 00:06:36.160] Menaikkan AOV, dan bila

[00:06:36.160 – 00:06:37.700] Awak pandai naikkan AOV

[00:06:37.700 – 00:06:40.160] Sale awak pun akan naik, walaupun customer

[00:06:40.160 – 00:06:42.060] yang sama. So, jom kita tengok

[00:06:42.060 – 00:06:42.960] dalam video yang seterusnya.