BIS & Buying Percentage

We keep track of all the customers that come in to our estate buying offices so we can look for trends in our customer traffic. We call this statistic “bodies in the shop” or BIS for short. The total number of BIS is to be entered daily into the appropriate excel file in each office by the estate buyer working that day.

We count any customer that comes in to the store to sell us something of value. We do not count delivery people, people asking for directions, solicitors, or anyone not coming in with something to sell. Everyone coming in with something to sell must be counted. This stat is very important to figuring out what advertising is working and how we can get more people in to sell to us so it imperative the BIS numbers be accurate and entered daily.

Estate buyers are also to keep track of how many buys they do daily so they can keep track of their “buying percentage.” The buying percentage is figured by taking total number of buys divided by the BIS.

Buying % example: You have 20 buys in the Oceanside office in a week and your total BIS is 25. 20 divided by 25 = 80% buying percentage.

It is equally important for all buyers to accurately enter the total actual buys they made daily. The buying percentage is a statistic we use to see how we can better ourselves as buyers. Buyers should be looking at their buying percentage stat weekly and should be looking for new ways to improve their percentage.