経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

「何もせずに客単価を爆上げする方法」というチャラい話。

投稿日:

こんにちは。NISHIです。

今日は少しばかり
こんな話題をしてみましょう。
単価の話です。


コンサルをしていると
クライアントによっては

「工夫はしているが平均客単価は低い」
「つい安売りをしてしまう」
「単価は上げたいが抵抗がある」

などなど、
単価アップの悩みって尽きないもの。

こういったケースはよくありますが、
実はその人や会社に
そもそもの根源的な問題があるもの。
そこは個別ケースに近くなりますので、
一旦そこは置いておきましょう、

今日ここでお伝えするのは
テクニカルな部分です。

事例をもとにお伝えしますので
ちょっと考えてみてください。
ケーススタディです。

実際にあったケースですが
詳細は覚えていませんから、
大まかにニュアンスだけ
つかんでいただければOK。
では早速。


とある仏壇屋がありました。
場所は商圏人口も少ない片田舎。
加えて購買頻度も少ないですから、
やはり客単価は高い方がいい。

さて、あなたならこのお店で
客単価をどうやって上げます??

ちなみにざくっと調べますと、
簡易のものやミニ仏壇ですと
数千円から3万、5万円程度。

ただ、モノは本当にピンキリで、
高級なものになると数百万円も
するものもザラにありますが、

とある調査によると、
「50万円以下の購入が8割」
という統計らしきものもあるように
10万、20万、30万円台のものが
このお店は基本的に多かったかと。

なので、
これより上の価格帯の仏壇が
中々売れなったということ
らしいんですよね。

さて、どうします?
どうやって単価上げましょう?
実際、あったソリューションは…

……

品揃えに1000万円の仏壇を入れさせた
——————————————–

です。

どうです?
バカバカしいと思いました?

でもね、上がったんです。客単価が。
平均的な購入価格帯が上がった。

ただし、実際に
1000万円の高級仏壇が売れて
平均客単価が引き上げられた
わけではないです。

この店で売れていた仏壇より
少し上の価格帯の仏壇が動いた結果
なのです。

実は、船井流の
数理マーケティングの原則に、
買い頃価格の算出方式があります。

それは、

==
買い頃価格=
√最高価格×√最低価格
==

であらわされる数式です。

お客さんには
「買いやすい」と思う価格帯があり、
それを買い頃価格と言います。

最低価格と最高価格の平均ではなく
平方根であらわされるわけで、
その辺の細かい根拠などは
一旦脇に置いておきましょう。

大事なのは、

==
・お客さんには
 「買いやすい」と感じる価格があり、

・それはお店によっても違う。

・その買い頃価格は
 √最高価格×√最低価格で表される。

・だったら、
 最高価格を引き上げればよい。

・それだけで、お客から見た時の
 価格に対する感覚が変わる。
==

ということです。

一面から見ると小手先な話。

とはいえ、冒頭でもお伝えした通り、
単価アップに対するブロックは、
その会社やその人の根源的な
問題によるケースが多分にあります。

そこを取り扱う必要はありますが、
時間がかかることが多い。

なので、ひとまずは
「型」から入るのは有効な方法です。

ただし、
これはやめてくださいね。

商品力の無さを完全無視し、
単価だけを引き上げること。

そういう会社、そういう方を
ちょくちょくお見かけしますが、
迎える末路は悲惨ですから。

では。

NISHI

-日記

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