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Russian
00:00:02
welcome you to my YouTube00:00:03
channel where I talk about the marketplace00:00:05
and how to increase sales on them00:00:07
today we will talk about bam and00:00:10
analysis they wrote to me a long time ago and asked me00:00:12
to do rationality live00:00:14
today I’ll do just that, the very00:00:16
first thing we’ll figure out is00:00:18
what bam and analysis is and why it00:00:21
needs to be done and bam and analysis if in00:00:23
simple words this is dividing00:00:25
your entire assortment into three categories and00:00:28
logically high average and low sales00:00:31
here I do such a small note00:00:34
that you can carry out and bam and analysis00:00:36
based on revenue or based on00:00:38
profit, it doesn’t really matter because the00:00:40
approach will be the same, you just00:00:42
distribute your assortment here either by00:00:45
high sales category illogically00:00:47
by profit or by revenue it makes sense00:00:50
to carry out both in order to understand00:00:53
what product brings you more precisely what00:00:55
product is a category for you in terms of00:00:57
revenue but for example not in terms of profit00:01:00
how to do it but bam and analysis I will now00:01:02
show you everything just live on air from the00:01:05
very beginning we will do everything with you00:01:08
open xl for now I’m moving to my00:01:13
computer where I will take the information from,00:01:15
prepare in advance an00:01:17
excel file in which you will have a list of00:01:20
your sky, that is, it’s simple and I’ll say one00:01:23
by one and the second is and the second column is00:01:26
your revenue or your profit,00:01:29
depending on on what basis00:01:31
will we calculate I’ll take information on00:01:33
any brand I come across, let’s00:01:36
take this one, for example, a toddler and a00:01:39
toddler and look at this brand,00:01:44
we’ll divide the assortment into these three00:01:46
categories, and for this I00:01:48
entered a summary of the brand and00:01:51
just you pear and and export its00:01:54
bixel file, I won’t need00:01:56
all the data that is available here,00:02:00
if what I need is just00:02:02
an article and revenue, logically I will do it all00:02:05
based on revenue because of course00:02:07
I don’t know the profit of this brand and by the way00:02:11
I even do this rather even not by00:02:13
revenue, but specifically by orders, you can00:02:15
make completely different options for whatever00:02:18
you want, look at this entire00:02:21
table, it seems huge, but in fact00:02:23
it’s just00:02:26
information for each of the cabins written in each column, there’s one00:02:29
line, this is one of the cabins, and I’ll make a new one00:02:33
forest so as not to delete anything and it’s easier to00:02:35
just, for example, copy a column from00:02:37
the cabin there is a list of articles and00:02:40
I need it00:02:43
so let’s find with you the00:02:47
revenue revenue is Livigno here it is and by the way,00:02:51
pay attention that there is also a00:02:52
Rimini time potential, that is,00:02:54
revenue potential and just revenue00:02:56
find this column,00:02:59
copy it here if you also00:03:01
use it write like me what we00:03:04
need to do here based on00:03:06
these two columns we will00:03:09
continue to work I will now call them Perry00:03:11
to make it easier to00:03:13
navigate article and revenue00:03:18
revenue I I’ll put it with with rubles so that00:03:22
it’s a little more convenient,00:03:24
so the article I’m not00:03:27
changing anything, what do we need to do with you00:03:30
next, what are our steps in general to00:03:33
do, and bam and analysis, Avars,00:03:35
we won’t do analysis, just00:03:36
like, for example, let’s look at this00:03:38
probably category a but this is probably00:03:40
category b not quite so the first thing we00:03:43
need to do is calculate the total00:03:45
revenue again I will repeat and here I have00:03:47
the number of orders they are revenue but it00:03:49
doesn’t matter I’ll make an00:03:51
additional column for this just so as not to00:03:53
go down let’s say even two00:03:55
additional column here, I’ll sign the00:03:58
total00:03:59
revenue,00:04:04
by the way, I’ll make everything smaller in size00:04:06
so that it’s also a little more convenient.00:04:28
then everything is zero,00:04:32
let's not even count them, you00:04:35
got us total revenue total00:04:37
number of orders and 14 million then00:04:40
we count with you the share share of the total00:04:46
revenue you can00:04:49
create the same columns in exactly the same way next what we00:04:53
do we take the revenue exactly this in00:04:55
articulo and divide it by the total revenue,00:04:57
the only one in the total revenue you00:05:00
need to fix this cell here00:05:02
so that each time you allocate it00:05:05
to the same number, for this we00:05:08
need to put00:05:10
dollar signs, now I’ll just00:05:12
do the only thing from the menu00:05:15
[music]00:05:18
tax parameters if You also have it00:05:21
done so inconveniently, like this Ersi, it can be00:05:24
easily changed in the general format,00:05:27
use the style of links, you need to remove this,00:05:32
save it, and you see, now you00:05:34
have opened this type of links and put00:05:38
signs around the b around the letter and00:05:43
count everything, look down we stretch down00:05:46
and leave only the percentages, which we can00:05:49
understand from this column we can00:05:52
understand that we have a share of the very first00:05:55
article with revenue of six hundred sixty-00:05:57
three thousand of the total revenue 4 and 700:06:01
percent 2 3 7 percent 3-4 and so on,00:06:04
that’s enough a good option00:06:06
because it often happens that,00:06:08
for example, 1 article takes up 20 percent of00:06:11
your revenue, and this means that if00:06:13
suddenly something happens to your first article when00:06:15
it doesn’t arrive, the balance is over,00:06:18
for example, you had to00:06:20
raise the price as much as possible, this means that it00:06:22
seems to depend and only from one00:06:24
article and and what if you lose as much as00:06:28
20 percent of your orders of your revenue,00:06:30
here we see that the share of each of00:06:33
the items is not so high, then we need to00:06:36
calculate the accumulated share accumulated share purchased share,00:06:41
that is, we have the total00:06:45
share of everyone looking for in fact, this is one hundred00:06:47
percent and we need to calculate the00:06:48
total share of each article as we00:06:51
do it and the very first very first00:06:54
line we have is equal to the share of the total00:06:56
revenue of 1 article and then we do00:07:00
the sum 2 + the accumulated share of the previous one in00:07:04
this way, I’ll show it again00:07:07
there is a share of the total revenue of 2 articles00:07:09
plus the accumulated share is already 1, and00:07:12
we also stretch this formula to the very00:07:15
bottom and we see that it will always be an00:07:18
increasing share, never00:07:20
decreasing, and at some point you00:07:22
will reach00:07:24
100 percent, you see 98 99 10000:07:29
that’s everything else, then there are simply00:07:31
no sales of everything else, so they don’t have00:07:34
any share, so we come back00:07:38
and now what we need to do now we00:07:41
can with you just divide00:07:43
your assortment into category a b and c as00:07:46
we do less as we do we do we look at the00:07:49
purchased share and wherever the00:07:51
accumulated share is up to 80 percent, this is00:07:53
your category and this is00:07:55
how you can calculate and simply00:07:58
extend this to everything where you have00:08:02
less than eighty percent in the left-hand column, that’s00:08:08
exactly seventy-nine nine and00:08:12
then we will be category b yes, everything up to the00:08:16
entire accumulated share from 80 to 95, here00:08:21
we have00:08:22
94 and 5 exactly and everything else is this00:08:26
category c.00:08:28
Now we will figure it out with you, but what to00:08:30
do with this price category and, in fact,00:08:34
with all the other categories,00:08:36
look in this simple way, we and00:08:38
you have divided your assortment into three00:08:40
categories and what we understand is00:08:43
that we have, for example, categories, and in this00:08:46
case, now let’s see how00:08:48
much article at 153 to 153 articles00:08:52
this category and then we have a00:08:55
category below, take category c from category and00:08:58
we have to work in as much depth as possible,00:09:01
this means that we need to grow the00:09:03
already strong and very00:09:06
strong articles, and therefore, first of all,00:09:08
direct your attention00:09:10
to category and secondly,00:09:12
direct your attention to category b and00:09:15
this category always has the potential to00:09:17
get closer to category a, that is, let’s00:09:20
assume that you want to increase your00:09:22
sales then category a you start00:09:24
doing everything you can to improve the photo00:09:26
content, do regular advertising and so00:09:29
on from category b you try to00:09:31
do everything the same as in category00:09:33
a just secondarily and try to bring00:09:35
it closer to category a from category c00:09:38
there are several options for working, option00:09:41
1 is to remove these products00:09:44
from the range altogether because they are only, for00:09:46
example, stored in your warehouse with a00:09:49
low sales rate, you just00:09:51
pay for storage and there are00:09:53
actually no sales, but the second option you can00:09:55
look at these products altogether and00:09:58
see why they are not selling00:10:00
because it happens that the00:10:02
product card just doesn’t look very good00:10:04
and, accordingly, people don’t buy the product,00:10:06
so perhaps category c became such a00:10:09
category not through its own fault, but rather through00:10:11
your fault, and so today I showed you00:10:14
step by step what you need do in00:10:17
order to carry out bam and analysis, as you00:10:19
can see, bam and analysis is not something00:10:20
very complicated, but I have00:10:23
also prepared for you an additional00:10:25
step-by-step guide, that is, you can see00:10:27
this screenshot running and look00:10:30
again at these I did the steps when00:10:33
I did it in Excel and bam and analysis, that is,00:10:37
we are summing up the revenue, looking to00:10:39
understand everything, the total revenue, then00:10:43
we calculate the share of revenue of each of the categories,00:10:46
we calculate the accumulated share, the accumulated00:10:48
share 80 percent is this category and the00:10:50
next 15 are category b and the next00:10:53
five are this category c and friends, I was00:10:56
glad to spend these couple of minutes with you today00:10:59
and I hope that00:11:01
the information on analysis was useful for you,00:11:03
be sure to apply it one hundred percent,00:11:05
promise me that you will not just00:11:07
watch this video about you will go and do it,00:11:09
but bam and analysis because first of all00:11:11
the most important thing is to consolidate these00:11:14
skills and be able to do bam and analysis very00:11:16
quickly when you need it00:11:19
secondly, don’t really waste time00:11:21
just watching videos, be sure to00:11:23
act on the basis of this also00:11:25
subscribe to instagram00:11:27
subscribe to but it’s my youtube00:11:29
channel that I will you are glad to see the next00:11:31
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