5 Chỉ số quan trọng ngành thương mại điện tử cần theo dõi
Hiện nay, trên các nền tảng online bạn sẽ chơi vơi bởi hằng hà sa số các chỉ số đo lường: từ lượt hiển thị, lượt truy cập, lượt click, số đơn hàng… nhưng lại không thể tập trung vào một điểm duy nhất mà cải thiện và tối ưu hóa KPI của bạn. Do đó, trong bài viết này, mình sẽ chia sẻ 5 chỉ số thương mại điện tử cần thiết nhất mà bạn nên theo dõi và đo lường.
1.Giá trị trung bình của đơn hàng (Average Order Value – AOV)
Vai trò: Chỉ số AOV cho thấy giá trị trung bình của các giao dịch đã hoàn thành.
Chỉ số AOV càng cao sẽ càng tốt, giúp bạn thu được doanh số cao hơn đồng thời cũng đánh giá được insight khách hàng của bạn là những ngưới sẵn sàng chi tiêu cho những sản phẩm giá trị hơn. Để tăng KPI này, bạn có thể xây dựng các chính sách miễn phí dịch vụ giao hàng cho các đơn hàng đang ở mức cao hơn so với AOV hiện tại của bạn. Trên thực tế có rất nhiều khách hàng sẵn sàng bỏ ra thêm từ vài chục đến vài trăm để sở hữu thêm một món đồ khác, trong khi được miễn phí giao hàng.
Cách tính: Giá trị đặt hàng trung bình = Tổng doanh thu được tạo ra trong một khoảng thời gian ÷ Số đơn hàng trong khoảng thời gian đó
Nguồn: Internet
2.Giá trị vòng đời khách hàng (Customer Lifetime Value – CLV)
Giá trị vòng đời khách hàng là tổng số tiền kỳ vọng một khách hàng chi trả cho doanh nghiệp trong suốt vòng đời khách hàng của họ. Đây là một phương pháp để đo lường lợi nhuận ròng (net profit of revenue) bạn nhận được từ tất cả mối quan hệ với khách hàng đó.
Cách tính: CLV = Giá trị mua trung bình x Số lượng khách hàng mua mỗi năm x Độ dài trung bình của mối quan hệ khách hàng
3.Tỷ lệ huỷ giỏ hàng (Shopping Cart Abandonment Rate)
Nguồn: Internet
Vai trò: Cho bạn biết trong số những người đã đặt một sản phẩm vào giỏ hàng, có bao nhiêu người trong số họ rời khỏi trang web mà không hoàn tất giao dịch.
Cách tính: Tỷ lệ huỷ giỏ hàng (%) = (Số người không hoàn tất thanh toán ÷ Số người bắt đầu thanh toán) x 100
KPI này có thể giúp bạn giải thích được một số hiện tượng, ví dụ: nó thể hiện rằng bạn đã chi khá nhiều tiền (Chi phí thu hút khách hàng – CAC) để đưa khách hàng đến giỏ hàng của mình, nhưng chưa thực sự làm tốt việc thúc đẩy họ thanh toán giỏ hàng đó.
Để giảm tỉ lệ hủy giỏ hàng, bạn có thể cân nhắc các cách sau:
- Làm cho quá trình thanh toán trở nên dễ dàng và đơn giản nhất có thể
- Có thể khách hàng của bạn tạm thời đã quên giỏ hàng, việc của bạn là nhắc nhở họ: Thiết kế các luồng email được cá nhân hoá cho các giỏ hàng bị bỏ rơi và thông báo kêu gọi khách hàng hoàn thành chúng
- Xây dựng chính sách đảm bảo quyền lợi cho khách hàng như hoàn lại tiền, trả hàng nếu có sai sót,… Và quan trọng là bạn cần thể hiện hết các thông tin này trên trang sản phẩm ở vị trí dễ nhìn nhất
- HIển thị chi phí vận chuyển một cách minh bạch
4.Tỷ lệ trả hàng so với tổng đơn hàng (Returns as Percentage of Sales)
Vai trò: Thể hiện tần suất khách hàng trả lại sản phẩm của bạn.
Cách tính: Tỷ lệ trả hàng = (Số lượng sản phẩm bị hoàn trả trong một khoảng thời gian ÷ Số lượng sản phẩm được đặt trong khoảng thời gian đó) x 100
Tỉ lệ trả hàng cao là một “dấu hiệu cảnh báo” mà bạn rất cần theo dõi và tìm hiểu nguyên nhân cặn kẽ.
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5. Top Sản phẩm theo tỷ suất lợi nhuận (Top Products By Contribution Margin Ratio)
Vai trò: Cho biết sản phẩm nào đang đóng góp nhiều nhất vào lợi nhuận của bạn.
Cách tính: Tỷ lệ đóng góp = [(Giá bán – Chi phí biến đổi) ÷ Giá bán] x 100
Chi phí biến đổi (Variable Cost) có thể là chi phí nhân công hoặc nguyên vật liệu. Ví dụ: công ty của bạn bán điện thoại với giá $100. Trên mỗi đơn vị, chi phí lao động là $28, nguyên vật liệu có giá $34 và chi phí biến đổi chung là $5. Vậy, tỷ suất lợi nhuận của sản phẩm điện thoại sẽ là: [($100 – $28 – $34 – $5) / $100] x 100 = 33%.
KPI này sẽ cho bạn biết những sản phẩm nào bạn nên tập trung vào thúc đẩy marketing hoặc phát triển bán hàng. Ngoài ra, việc xét trên tỷ suất lợi nhuận cũng rất quan trọng, thay vì chỉ nhìn vào doanh số bán ra. Nếu mặt hàng bán chạy nhất của bạn có tỷ suất lợi nhuận thực sự thấp, thì không nên tập trung vào sản phẩm đó.
Với 5 chỉ số trên đây, hi vọng bạn đã có thêm những góc nhìn và kiến thức bổ ích giúp phát triển công việc kinh doanh của mình trên nền tảng thương mại điện tử. Ngày nay, thương mại điện tử trở thành một xu hướng để mọi người thực hiện tất cả giao dịch một cách nhanh chóng và tiện lợi. Với sự phát triển bùng nổ của nó, những nhà bán nào biết cách chính phục người dùng, thấu hiểu hệ thống và cách thức thu hút, quảng bá sản phẩm sẽ xây dựng được lòng tin và thương hiệu nơi người tiêu dùng online. Cùng ECOMKING Digital xây dựng chiến lược tiếp thị đa kênh trong ngành thương mại điện tử với các loại hình quảng cáo mới nhất, phù hợp nhất với doanh nghiệp của bạn!
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