Chapter 4 AOV
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[00:00:00–00:00:02] AOV, Average Order Value.

[00:00:02–00:00:05] Ok guys, AOV ni apa? Jom kita go through. [semak: uncertain words]

[00:00:05–00:00:07] Sebab kita nak melengkapkan medalah ni. [semak: uncertain words]

[00:00:07–00:00:10] Tadi saya dah go through net profit or pass gross profit. [semak: uncertain words]

[00:00:10–00:00:11] Sebenarnya kita dah go through one by one eh tadi. [semak: uncertain words]

[00:00:12–00:00:14] Dan kita nak pergi dekat AOV sekejap.

[00:00:14–00:00:16] Bila dah faham semua ni baru kita buat simulation. [semak: uncertain words]

[00:00:17–00:00:19] So jom kita fahamkan dulu apakah AOV.

[00:00:19–00:00:22] Ok, AOV ni guys, pakai wireboard ni pula lah. [semak: uncertain words]

[00:00:22–00:00:31] Okey, AOV adalah Average Order Value. [semak: uncertain words]

[00:00:31–00:00:35] Maksudnya, satu customer average order berapa?

[00:00:35–00:00:38] Bayangkan kita ada satu orang customer.

[00:00:38–00:00:45] Satu orang customer biasa beli tiga helai tudung dan sehelai tudung ni RM20. [semak: number or amount]

[00:00:45–00:00:48] Maksudnya, kita dapat sale RM60. [semak: number or amount]

[00:00:48–00:00:51] So, inilah AOV kita RM60. [semak: number or amount]

[00:00:51–00:00:55] That's why sale dengan AOV kadang-kadang tak sama [semak: uncertain words]

[00:00:55–00:00:57] Ada satu customer beli RM30 [semak: uncertain words, number or amount]

[00:00:57–00:00:58] Ada customer beli RM100 [semak: number or amount]

[00:00:58–00:01:00] Ada customer beli RM1000 [semak: number or amount]

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

[00:01:01–00:01:03] Tengok sale bulan lepas

[00:01:03–00:01:07] Contohnya sale bulan Oktober

[00:01:08–00:01:10] 2025 contohnya [semak: number or amount]

[00:01:10–00:01:15] Adalah RM47,000 [semak: number or amount]

[00:01:15–00:01:18] So berapa banyak customer?

[00:01:18–00:01:20] So awak kena bahagi dengan jumlah customer

[00:01:20–00:01:27] Oh saya dapat time ni dekat 370 orang customer [semak: uncertain words, number or amount]

[00:01:27–00:01:31] Jadi awak ambil sale bahagian jumlah customer [semak: uncertain words]

[00:01:31–00:01:32] Awak akan terus tahu AOV [semak: uncertain words]

[00:01:32–00:01:34] Contoh saya buka calculator saya

[00:01:34–00:01:40] Saya ambil 47000 bahagi 370 [semak: number or amount]

[00:01:41–00:01:44] Maksudnya satu customer membeli dengan average RM127 [semak: number or amount]

[00:01:44–00:01:47] So dapatlah AOV saya

[00:01:50–00:01:50] RM127 [semak: number or amount]

[00:01:50–00:01:52] So nak tahu AOV ni guys

[00:01:52–00:01:55] Kita kena ambil sale sebulan [semak: uncertain words]

[00:01:55–00:01:57] Bahagi dengan customer sebulan [semak: uncertain words]

[00:01:57–00:01:59] Kalau nak lagi tepat boleh kira setahun

[00:01:59–00:02:00] Pun boleh

[00:02:00–00:02:03] So katakanlah saya ambil RM127 [semak: number or amount]

[00:02:03–00:02:05] So itulah AOV saya

[00:02:05–00:02:08] Tapi kita boleh naikkan AOV

[00:02:08–00:02:11] Macam mana cara nak AOV kita ni

[00:02:11–00:02:12] Dinaikkan

[00:02:12–00:02:14] Kita daripada RM127 ni [semak: number or amount]

[00:02:14–00:02:16] Saya nak naikkan dia boleh tak

[00:02:16–00:02:18] Nak jadikan dia RM150 ke [semak: number or amount]

[00:02:18–00:02:19] Kenapa jadikan RM150 [semak: number or amount]

[00:02:19–00:02:21] weh beza, kalau RM190 [semak: uncertain words, number or amount]

[00:02:21–00:02:23] darab dengan

[00:02:23–00:02:25] customer yang sama

[00:02:25–00:02:27] 370 customer, orang [semak: number or amount]

[00:02:27–00:02:28] kan, ini RM [semak: uncertain words]

[00:02:30–00:02:31] RM150, darab [semak: number or amount]

[00:02:31–00:02:32] 37, berapa saya dapat [semak: uncertain words, number or amount]

[00:02:33–00:02:35] walaupun jumlah customer yang sama

[00:02:35–00:02:37] tapi average pembelian

[00:02:37–00:02:39] RM150 darab dengan 370 [semak: number or amount]

[00:02:39–00:02:40] customer, boom

[00:02:41–00:02:43] RM55,000, beza [semak: number or amount]

[00:02:43–00:02:45] ini RM47, dah naik dah [semak: uncertain words, number or amount]

[00:02:45–00:02:47] naik dekat RM10,000, pada naik sikit [semak: uncertain words, number or amount]

[00:02:47–00:02:49] je, so saya dapatlah

[00:02:50–00:02:51] 55k contohnya [semak: uncertain words, number or amount]

[00:02:51–00:02:53] Sebab itulah nak naikkan sale [semak: uncertain words]

[00:02:53–00:02:56] Kadang-kadang kita naikkan

[00:02:56–00:02:57] Pembelian per customer

[00:02:57–00:02:59] Caranya kita akan buat benda ni

[00:02:59–00:03:02] Kita akan buat upsell [semak: uncertain words]

[00:03:02–00:03:03] Downsell

[00:03:03–00:03:05] Dan juga crosssell

[00:03:05–00:03:06] Macam mana nak buat? Jom

[00:03:06–00:03:08] Ada tiga

[00:03:09–00:03:10] Upsell maksudnya

[00:03:10–00:03:13] Awak jual barang yang lagi mahal

[00:03:13–00:03:15] Contohnya awak promote [semak: uncertain words]

[00:03:15–00:03:16] Tak nak add on ke?

[00:03:17–00:03:18] Tak nak ambil yang tu ke?

[00:03:18–00:03:20] Daripada barang tu harga RM120 [semak: number or amount]

[00:03:20–00:03:22] Awak try push dia pergi [semak: uncertain words]

[00:03:22–00:03:24] Barang yang add on sikit, upsell sikit

[00:03:24–00:03:26] Ni biasanya

[00:03:26–00:03:28] Macam kita terkena upsell

[00:03:28–00:03:30] Pergi ke McDonald's nak beli aiskrim

[00:03:30–00:03:32] Pergi McDonald's nak beli Happy Meal

[00:03:32–00:03:33] Untuk anak, contohlah

[00:03:33–00:03:35] Zaman-zaman dulu sebelum boycott

[00:03:36–00:03:37] Bila pergi McDonald's

[00:03:37–00:03:40] Beli juga Happy Meal RM5, RM6 tu [semak: number or amount]

[00:03:40–00:03:42] Tapi kita terbeli sekali dengan burger

[00:03:42–00:03:44] Nampak, terkena upsell

[00:03:44–00:03:46] Sebab tu, ada beberapa item dalam McDonald's

[00:03:46–00:03:48] Memang dia design untuk buat upsell [semak: uncertain words]

[00:03:48–00:03:50] Antaranya adalah

[00:03:50–00:03:53] Sandikon yang aiskrim vanilla tu

[00:03:53–00:03:54] Dan juga Happy Meal

[00:03:54–00:03:57] Dua benda ni antara benda yang McDonald tak untung sangat

[00:03:57–00:03:58] Korang bayangkan lah

[00:03:58–00:03:59] Happy Meal

[00:03:59–00:04:02] RM5 lebih dapat fries [semak: uncertain words, number or amount]

[00:04:02–00:04:03] Dapat burger

[00:04:03–00:04:04] Dapat air

[00:04:04–00:04:06] Dapat mainan lagi tu

[00:04:06–00:04:07] Gila tak gila

[00:04:07–00:04:08] Maksudnya Happy Meal ni

[00:04:08–00:04:10] RM5 lebih ni memang antara orang kata [semak: uncertain words, number or amount]

[00:04:10–00:04:12] Break even produk untuk McDonald

[00:04:12–00:04:14] Tapi berjaya menarik [semak: uncertain words]

[00:04:14–00:04:16] Budak-budak dengan bapak-budak

[00:04:16–00:04:17] Mak budak dia terupsell

[00:04:17–00:04:20] So kita buat upsell

[00:04:20–00:04:21] Untuk harga yang lebih mahal

[00:04:21–00:04:23] Ini cara yang pertama

[00:04:23–00:04:25] Cara yang kedua adalah

[00:04:25–00:04:27] Kita buat cross sell

[00:04:28–00:04:30] Contoh cross sell ni pula apa

[00:04:30–00:04:32] Kita jual tudung

[00:04:32–00:04:34] Dan kita promote

[00:04:34–00:04:36] Sekali dengan pin tudung

[00:04:36–00:04:38] Nampak tak nak ambil ke [semak: uncertain words]

[00:04:38–00:04:39] Pin tudung tu

[00:04:40–00:04:41] Cross sell

[00:04:41–00:04:43] Contohnya kita jual

[00:04:43–00:04:46] Jambu sebelah kiri jual

[00:04:46–00:04:48] air pun boleh juga. So, kita [semak: uncertain words]

[00:04:48–00:04:50] jualan yang berbeza. Saya

[00:04:50–00:04:51] nak jual phone

[00:04:51–00:04:54] tapi saya terbeli sekali dengan tablet. Itu

[00:04:54–00:04:56] cross-selling. Jualan produk

[00:04:56–00:04:58] dalam kategori berbeza. Ini pun boleh menaikkan

[00:04:58–00:05:00] sale. Dan next, kalau tak

[00:05:00–00:05:02] berjaya upsell, kita panggil downsell.

[00:05:03–00:05:04] Okay. Downsell [semak: uncertain words]

[00:05:04–00:05:05] ni, dia

[00:05:05–00:05:07] lebih murah.

[00:05:07–00:05:10] Kita promote benda yang lebih murah.

[00:05:10–00:05:11] Okay. Contohnya apa? [semak: uncertain words]

[00:05:12–00:05:14] Upsell, dia

[00:05:14–00:05:16] beli RM120. Awak tanya dia [semak: number or amount]

[00:05:16–00:05:17] tuan tak nak upgrade sikit ke? Yang lebih

[00:05:17–00:05:19] mahal ni puan hati lagi. Berapa harga dia? [semak: uncertain words]

[00:05:20–00:05:21] Oh, kalau tuan add on sikit je

[00:05:21–00:05:23] lagi, ambil extra lagi

[00:05:24–00:05:25] plus lagi katalah

[00:05:25–00:05:27] plus lagi RM200. Harga total [semak: uncertain words, number or amount]

[00:05:27–00:05:29] jadi RM320. [semak: number or amount]

[00:05:29–00:05:31] Tengok. Dia suruh customer

[00:05:31–00:05:33] add on lagi RM200. [semak: number or amount]

[00:05:33–00:05:34] So, dapat RM320. [semak: number or amount]

[00:05:36–00:05:38] So, harga dia

[00:05:38–00:05:39] upsell kembali lebih mahal. [semak: uncertain words]

[00:05:39–00:05:41] Ataupun nak boleh buat downsell. [semak: uncertain words]

[00:05:41–00:05:43] Contoh downsell, saya beli

[00:05:45–00:05:46] phone, lepas tu [semak: uncertain words]

[00:05:46–00:05:49] switch ataupun machine [semak: uncertain words]

[00:05:49–00:05:51] dia kata, tak nak ambil waranti ke [semak: uncertain words]

[00:05:51–00:05:52] waranti tu downsell [semak: uncertain words]

[00:05:52–00:05:54] kalau waranti tambah 300 je [semak: uncertain words, number or amount]

[00:05:54–00:05:55] dapat waranti 2 tahun [semak: number or amount]

[00:05:55–00:05:58] kalau rosak boleh tukar, dan dah terkena [semak: uncertain words]

[00:05:58–00:06:00] downsell kat situ, so downsell ni

[00:06:00–00:06:02] maksudnya, katalah barang tu

[00:06:02–00:06:04] harga dia RM500 [semak: number or amount]

[00:06:04–00:06:06] saya promote something yang

[00:06:06–00:06:08] lebih murah, contohnya lebih murah daripada

[00:06:08–00:06:10] RM500, contohnya saya promote [semak: number or amount]

[00:06:10–00:06:11] something yang harga RM100 [semak: number or amount]

[00:06:12–00:06:14] Beza dengan upsell

[00:06:14–00:06:16] Dia promote benda yang lebih mahal [semak: uncertain words]

[00:06:16–00:06:17] Daripada sebelum tu, ni RM120 [semak: number or amount]

[00:06:17–00:06:20] Tambah lagi RM200, nampak jadi RM320 [semak: uncertain words, number or amount]

[00:06:20–00:06:22] Lebih mahal, yang ni lebih murah

[00:06:22–00:06:23] So kebiasaannya

[00:06:23–00:06:26] Kita cuba upsell dulu, tak berjaya

[00:06:26–00:06:28] Upsell, kita cuba downsell

[00:06:28–00:06:30] Dan kalau dia dah beli banyak kali [semak: uncertain words]

[00:06:30–00:06:32] Kita cuba pula cross-selling [semak: uncertain words]

[00:06:32–00:06:34] So ini strategi untuk

[00:06:34–00:06:36] Menaikkan AOV, dan bila

[00:06:36–00:06:37] Awak pandai naikkan AOV

[00:06:37–00:06:40] Sale awak pun akan naik, walaupun customer [semak: uncertain words]

[00:06:40–00:06:42] yang sama. So, jom kita tengok [semak: uncertain words]

[00:06:42–00:06:42] dalam video yang seterusnya.