{"id":23397,"date":"2025-04-22T15:34:42","date_gmt":"2025-04-22T13:34:42","guid":{"rendered":"https:\/\/corporate.autobiz.com\/?p=23397"},"modified":"2025-04-23T14:59:15","modified_gmt":"2025-04-23T12:59:15","slug":"autobizinsights-13","status":"publish","type":"post","link":"https:\/\/corporate.autobiz.com\/pt-pt\/autobiz-insights-pt-pt\/autobizinsights-13\/","title":{"rendered":"autobizInsights #13"},"content":{"rendered":"\t\t
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In\u00edcio<\/a><\/span><\/span><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t

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autobizInsights #13<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Como pode controlar eficazmente as margens de remarketing?<\/h3>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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Revender autom\u00f3veis \u00e9 bom, mas revend\u00ea-los ao pre\u00e7o certo \u00e9 essencial. O acompanhamento do desempenho das vendas \u00e9 necess\u00e1rio para otimizar as margens e melhorar esse desempenho. Embora o per\u00edodo da COVID tenha potenciado os cortes econ\u00f3micos, representou uma grande oportunidade, com os n\u00edveis de desempenho e a escassez de stock a atingirem m\u00e1ximos sem precedentes. Desde ent\u00e3o, o mercado regressou a uma situa\u00e7\u00e3o normal. Por conseguinte, \u00e9 importante concentrar-se no controlo das margens e dos pre\u00e7os para acompanhar o desempenho das vendas e alinhar-se com as realidades do mercado.<\/h5>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Um sistema de refer\u00eancia baseado no mercado... <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Identificando ve\u00edculos com precis\u00e3o (VIN)<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Para controlar eficazmente as margens de remarketing, \u00e9 crucial contar com um sistema robusto de refer\u00eancia do mercado externo. Isto come\u00e7a com a identifica\u00e7\u00e3o <\/b>exacta<\/b> dos ve\u00edculos, utilizando o VIN (N\u00famero de Identifica\u00e7\u00e3o do Ve\u00edculo) como um identificador preciso<\/b>. Atualmente, para obter um resultado preciso, a identifica\u00e7\u00e3o deve ter pelo menos 98% e market.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Comparar os seus ve\u00edculos vendidos com um valor de refer\u00eancia externo <\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Uma vez identificado o seu ve\u00edculo, \u00e9 essencial obter um valor de mercado externo<\/b>. Ao utilizar valores de refer\u00eancia externos, as empresas obt\u00eam uma refer\u00eancia clara e neutra<\/b> para comparar os pre\u00e7os e o desempenho dos ve\u00edculos vendidos. Ajuda a posicionar os pre\u00e7os corretos. Esta abordagem garante que cada transa\u00e7\u00e3o \u00e9 avaliada em fun\u00e7\u00e3o das condi\u00e7\u00f5es de mercado, permitindo um alinhamento mais estrat\u00e9gico dos pre\u00e7os de remarketing. Quanto mais frequentemente os seus dados forem actualizados, mais precisa ser\u00e1 a sua avalia\u00e7\u00e3o.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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...para avaliar o desempenho das vendas...<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Calcular o seu RPI<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Uma vez estabelecida uma refer\u00eancia de mercado, o passo seguinte \u00e9 medir o desempenho das vendas<\/b>. Isto implica o c\u00e1lculo de indicadores-chave, como o Resale Price Index (RPI<\/b>), para avaliar a rentabilidade em diferentes categorias de ve\u00edculos, \u00e1reas geogr\u00e1ficas, marcas, grupos de concession\u00e1rios, etc… Podem ser utilizadas v\u00e1rias metodologias<\/b> para calcular um RPI, dependendo principalmente da refer\u00eancia do mercado (B2B, B2C, C2C) e das defini\u00e7\u00f5es espec\u00edficas inclu\u00eddas no c\u00e1lculo<\/b>.<\/p>\n

Inicialmente, o RPI \u00e9 determinado com base no pre\u00e7o de venda do ve\u00edculo, acrescido de eventuais danos sofridos. Posteriormente, este total pode ser dividido por um valor de mercado B2C ou por um valor B2B configurado, que incorpora a percentagem e o montante da margem do concession\u00e1rio, bem como a taxa de negocia\u00e7\u00e3o.<\/p>\n

Em \u00faltima an\u00e1lise, o RPI pode variar de uma marca para outra<\/b>, dependendo das defini\u00e7\u00f5es de c\u00e1lculo selecionadas. Nomeadamente, o RPI pode variar at\u00e9 10 pontos entre dois pa\u00edses <\/b>para as mesmas marcas. \u00c9 mais estrat\u00e9gico e relevante para uma marca monitorizar o RPI em vez de se concentrar apenas no valor da margem absoluta.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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...e desafiar o desempenho das vendas para desbloquear o valor <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Integrar KPIs avan\u00e7ados na gest\u00e3o de vendas - defini\u00e7\u00e3o de objectivos<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Para obter o m\u00e1ximo valor, as empresas devem incorporar KPIs avan\u00e7ados nos seus processos de gest\u00e3o de vendas e definir objectivos precisos.<\/p>\n

Na maioria das vezes, os pre\u00e7os de venda baseiam-se nos pre\u00e7os de compra.\u00a0 Ao utilizar uma venda RPI preditiva para fixar o pre\u00e7o de compra, os OEM ou outras partes interessadas podem afinar a sua estrat\u00e9gia e aproximar-se dos seus objectivos.<\/b><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Na EasyReprise, a nossa filial C2B, implement\u00e1mos as vendas preditivas RPI para Fran\u00e7a no \u00faltimo ano e para autom\u00f3veis at\u00e9 8 anos de idade. O gr\u00e1fico abaixo mostra a evolu\u00e7\u00e3o da nossa taxa de vendas, bem como o desempenho das nossas vendas RPI.<\/p>\n

Ao alinhar os pre\u00e7os de compra, RPI, pre\u00e7os de revenda, com os objetivos de vendas, os n\u00edveis de exist\u00eancias, a atra\u00e7\u00e3o pela marca e os volumes processados, as empresas podem garantir que as estrat\u00e9gias de vendas s\u00e3o adaptadas ao ambiente atual do mercado. A capacidade de gerir as margens junto das equipas de vendas em tempo real, utilizando ferramentas avan\u00e7adas, \u00e9 fundamental para aumentar a produtividade e a rentabilidade<\/b><\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t

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Como antecipar num cen\u00e1rio t\u00e3o incerto?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Para maximizar a cria\u00e7\u00e3o de valor, \u00e9 essencial desafiar continuamente o desempenho das vendas. A integra\u00e7\u00e3o de KPIs avan\u00e7ados na gest\u00e3o de vendas permite um acompanhamento preciso das margens obtidas por categoria de ve\u00edculo e o ajustamento das estrat\u00e9gias em conformidade.<\/p>\n

Estes indicadores-chave de desempenho, como o RPI, fornecem informa\u00e7\u00f5es valiosas para otimizar os processos de vendas, melhorar a rentabilidade e apoiar a tomada de decis\u00f5es informadas. Desempenham um papel crucial no estabelecimento de uma estrat\u00e9gia de pre\u00e7os forte e controlada. O passo seguinte \u00e9 automatizar cada vez mais tarefas para ganhar em produtividade.<\/p>\n

\u00c0 medida que o panorama do Remarketing se torna cada vez mais complexo, a automatiza\u00e7\u00e3o oferece um caminho para simplificar as opera\u00e7\u00f5es e aumentar a efici\u00eancia. Os processos automatizados, desde o acompanhamento de KPIs at\u00e9 \u00e0 aplica\u00e7\u00e3o de estrat\u00e9gias de pre\u00e7os, permitem que as empresas se concentrem em tarefas estrat\u00e9gicas, reduzindo simultaneamente o esfor\u00e7o manual. Isto garante que a tomada de decis\u00f5es se mant\u00e9m \u00e1gil, precisa e reativa \u00e0 din\u00e2mica do mercado.<\/p>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\tContacte-nos<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

Como pode controlar eficazmente as margens de remarketing? Revender autom\u00f3veis \u00e9 bom, mas revend\u00ea-los ao pre\u00e7o certo \u00e9 essencial. O acompanhamento do desempenho das vendas \u00e9 necess\u00e1rio para otimizar as margens e melhorar esse desempenho. Embora o per\u00edodo da COVID tenha potenciado os cortes econ\u00f3micos, representou uma grande oportunidade, com os n\u00edveis de desempenho e […]<\/p>\n","protected":false},"author":12,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[148],"tags":[],"class_list":["post-23397","post","type-post","status-publish","format-standard","hentry","category-autobiz-insights-pt-pt"],"yoast_head":"\nautobizInsights #13 - autobiz Corporate<\/title>\n<meta name=\"description\" content=\"Como pode controlar eficazmente as margens de remarketing?\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/corporate.autobiz.com\/pt-pt\/autobiz-insights-pt-pt\/autobizinsights-13\/\" \/>\n<meta property=\"og:locale\" content=\"pt_PT\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"autobizInsights #13 - 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