Key points
- Average spend = sales ÷ transactions. Judge every change by gross profit per transaction too, not by sales alone.
- Start with an add-on at the regular price. A bundle also gives the discount to customers who would have bought both anyway.
- The cashier offers one item by name, once, after the main order and before payment, and accepts a no.
- In Kazeer, COGS per item can be calculated from recipes, bundle prices are set in the promo feature, and you can ask Kazeer AI for yesterday's transaction count.
Picture a busy morning at your outlet. Almost every customer orders a Kopi Susu Aren, pays, and leaves. There are fresh croissants at the counter, but hardly anyone adds one to their order.
Sales can grow in two ways: more transactions, or bigger ones. This article is about the second: add-ons offered all day and bundles that make sense, judged by gross profit per transaction, not by sales alone.
Example: Every price, COGS figure, and sales number in this article is an example, not data from a real business.
What average spend means
Average spend per transaction is sales divided by the number of transactions. One transaction is one payment, so it can cover one person's order or a table of four. It isn't spend per person.
Say yesterday's sales were Rp4,250,000 from 186 transactions. Average spend was Rp4,250,000 ÷ 186 = Rp22,849 (rounded), close to the price of one Kopi Susu Aren at Rp22,000. Chances are many transactions held just one drink.
Work out gross profit per transaction too: gross profit divided by transactions. If yesterday's COGS was Rp1,700,000, gross profit was Rp4,250,000 − Rp1,700,000 = Rp2,550,000, and gross profit per transaction was Rp2,550,000 ÷ 186 = Rp13,710. This number matters because a discounted bundle can raise average spend while lowering gross profit per transaction.
In Kazeer, sales and gross profit are in your reports, and today's sales report updates itself, with no manual recap. You can also ask Kazeer AI for yesterday's transaction count, along with sales and the top seller. Write all three numbers down every morning. For the basics of reading sales and transactions, see how to read your daily sales report.
Pick a pairing that makes sense
Start with your main item, the one ordered most often. Look at the list of items sold in your sales records, or ask Kazeer AI "What sells best?" ("Apa yang paling laku?") on the web or in WhatsApp.
Then pick one add-on that people usually have with the main item, that's quick to serve, and that you have enough ingredients for through a two-week trial. If two add-ons fit equally well, pick the one with more gross profit per serving. Croissant Butter (Rp20,000, COGS Rp8,600) leaves Rp11,400, while Roti Bakar (Rp15,000, COGS Rp7,000) leaves Rp8,000.
There are two ways to offer it:
| Add-on at the regular price | Bundle |
|---|
| Price | The regular price | One price, lower than buying separately |
|---|
| Gross profit on each add-on | All of it | Less, by the size of the discount |
|---|
| What to watch | The cashier offers it every time | Customers who would have bought both anyway get the discount too |
|---|
Start with the add-on at the regular price, since you give nothing away. If the result is small after two weeks, try a bundle. Run one pairing at a time, so you know which change made the difference.
The bundle here runs all day. Discounts for certain hours only are covered in the article on slow-hour promotions.
Work out the gross profit on each offer
Before you offer anything, work out its gross profit using COGS per item. In Kazeer, COGS per item can be calculated from the item's recipe. If you don't have the figures yet, start with the guide to COGS per menu item.
| What's in the transaction (example) | Price | COGS | Gross profit | COGS percentage |
|---|
| Kopi Susu Aren only | Rp22,000 | Rp8,400 | Rp13,600 | 38.2% |
| Coffee + Roti Bakar, regular price | Rp37,000 | Rp15,400 | Rp21,600 | 41.6% |
| Coffee + Croissant Butter, regular price | Rp42,000 | Rp17,000 | Rp25,000 | 40.5% |
| Coffee + Croissant Butter bundle | Rp38,000 | Rp17,000 | Rp21,000 | 44.7% |
An add-on at the regular price is simple to work out: a coffee buyer who adds a Croissant Butter takes the transaction from Rp22,000 to Rp42,000, and gross profit goes up by Rp11,400 with no discount.
A bundle has to be worked out for two kinds of customer:
- Customers who would have bought only the coffee, then take the bundle. Gross profit goes from Rp13,600 to Rp21,000, up Rp7,400.
- Customers who would have bought the coffee and the croissant anyway. Gross profit goes from Rp25,000 to Rp21,000, down Rp4,000.
Example: In one day, 10 customers move up from coffee alone to the bundle (10 × Rp7,400 = Rp74,000), and 5 customers who usually buy both pay the bundle price (5 × Rp4,000 = Rp20,000). Gross profit goes up by Rp74,000 − Rp20,000 = Rp54,000 a day.
Just to cover the Rp20,000 from those 5 customers, you need at least 3 customers moving up to the bundle (3 × Rp7,400 = Rp22,200). Also make sure the bundle's gross profit (Rp21,000) is higher than the main item's on its own (Rp13,600). If it isn't, even customers who move up to the bundle cut your gross profit.
If you go with a bundle, set its price in Kazeer's promo feature before the first day.
The menu board and the counter
Make the pairing visible before the customer finishes ordering:
- Write the add-on right under the main item, for example "Kopi Susu Aren Rp22,000" with "Add a Croissant Butter Rp20,000" below it.
- Use a name that says what's in it. "Kopi Susu Aren + Croissant Butter Rp38,000" is clearer than a bundle name customers have to ask about.
- Keep the add-on near the counter, such as croissants in a glass jar with a price card.
- If the add-on sells out, take its card down for the day, so your cashier doesn't offer something you don't have.
A cashier script that helps
In Kazeer, the cashier picks items on the tablet and the amount to pay is calculated. So the right moment to offer is after the main order is in and before payment. Offer it after payment and the customer has to pay twice.
The rules:
- Offer one item by name, not "Anything else?".
- Say the price, so the customer can decide on the spot.
- Offer once. If the customer says no, accept it and move on to payment.
- If the customer has already ordered food, skip the offer.
A sample script:
- Cashier: "One Kopi Susu Aren. Would you like a Croissant Butter with it? It's Rp20,000 more."
- Customer: "No, thanks."
- Cashier: "Sure, that's Rp22,000. Cash or QRIS?"
For the bundle: "Would you like it as a bundle with a Croissant Butter? That comes to Rp38,000."
For a new cashier, practice this script on days 1 and 2, when they learn the menu and take orders. The plan is in the guide to training a new cashier. Judge cashiers on whether they offer it the right way, not on how many customers say yes. A per-cashier target can turn an offer into pressure.
Judging the result
Compare the two weeks before the change with the two weeks after, on the same days: weekdays with weekdays, weekends with weekends. Leave out unusual days, such as public holidays or a day of heavy rain.
The example below is an average weekday, before and after the cashiers offered Croissant Butter at the regular price.
| Average per weekday | Before | After | Change |
|---|
| Transactions | 186 | 186 | same |
| Croissant Butter sold | 10 | 25 | up 15 |
| Sales | Rp4,250,000 | Rp4,550,000 | up Rp300,000 |
| Average spend | Rp22,849 | Rp24,462 | up Rp1,613 |
| COGS percentage | 40.0% | 40.2% | up 0.2 points |
| Gross profit | Rp2,550,000 | Rp2,721,000 | up Rp171,000 |
| Gross profit per transaction | Rp13,710 | Rp14,629 | up Rp919 |
How to read it:
- Transactions stayed at 186, so there's no sign the offer put customers off.
- Sales went up by 15 × Rp20,000 = Rp300,000 a day, and COGS by 15 × Rp8,600 = Rp129,000.
- The COGS percentage went up a little, because Croissant Butter's COGS is 43% of its price, above the 40.0% average. That's fine as long as gross profit per transaction goes up. Gross profit grew by 15 × Rp11,400 = Rp171,000 a day.
The Croissant Butter count is in the list of items sold in your sales records. The other numbers come from your Kazeer reports and your morning notes.
Then decide:
- Transactions fell: check whether the offer slows the queue or makes customers uncomfortable.
- Average spend barely moved: check that cashiers always offer it, then try another add-on or a bundle.
- Average spend rose but gross profit per transaction fell: the bundle is mostly going to customers who would have bought both anyway. Raise the bundle price, or go back to the regular price.
- Both rose and transactions held: keep going.
Start this week
- For two weeks, write down sales, gross profit, and the transaction count every day, then work out average spend and gross profit per transaction.
- Choose your main item from the list of items sold or the answer to "What sells best?".
- Pick one add-on that goes with it, is quick to serve, and that you have enough ingredients for.
- Work out the gross profit. If you use a bundle, set its price in Kazeer's promo feature.
- Write the pairing on your menu board, and keep the add-on near the counter.
- Train your cashiers to offer it once, after the main order and before payment.
- After two weeks, compare with the two weeks before on the same days, then decide: keep it, change it, or stop it.