Como fazer reajuste de contratos, assinaturas e mensalidades

Se tem um ponto que muitas empresas que trabalham com assinaturas tem dúvidas, este assunto é o reajuste de contratos, mensalidades e assinaturas. Afinal, como reajustar? Quais as melhores práticas? O que levar em conta? Qual índice utilizar? Como lidar com possíveis reclamações de clientes?

É comum as empresas terem receio de aplicar reajustes temendo uma fuga ou chiadeira geral de clientes, principalmente aquelas que trabalham com assinaturas e pagamentos recorrentes. Acredite: se você presta um bom serviço (ou entrega um excelente produto), isso dificilmente vai acontecer.

Lembre-se que sua empresa tem custos que aumentam periodicamente de acordo com a inflação (lembre-se que a inflação bateu a casa dos 10% em 2015!) – desde o dissídio coletivo até contas como energia e internet.

Imagine uma empresa de software que tenha 6 mil assinantes e R$ 1,2 milhão de faturamento mensal, com ticket médio de R$ 200,00.

Vamos considerar que os reajustes serão de 10,67% no 13o mês do contrato e estão espalhados igualmente ao longo do ano. Mensalmente, só com receita de reajustes, serão R$ 10.670,00 adicionais. Ao final do ano, a empresa terá uma receita adicional de R$ 128.040,00.

Exemplo de reajuste de contratos

Neste post, eu vou discutir os seguintes tópicos:

  • Reajuste em contratos baseados em planos e contratos negociados
  • Qual índice utilizar no reajuste dos contratos
  • Como lidar com reclamações de clientes
  • Como efetuar reajustes no Superlógica

Automatize sua gestão e reduza a inadimplência

Se você trabalha com planos fixos

Se você trabalha com planos “de prateleira”, ou seja, fixos, sem margem pra negociação, no self-service (o cliente contrata direto pelo seu site) e sem período de vigência mínima, é importante saber que uma boa prática do mercado é manter o preço por no mínimo 1 ano.

Depois disso, é importante efetuar o reajuste – e informar o cliente disso: que o contrato foi reajustado de acordo com o termo de serviço aceito na contratação (não esqueça de informar também a taxa utilizada).

Vamos dar um exemplo de quando o reajuste deve ser feito, num caso de reajuste anual, para deixar tudo mais claro:

Em geral, os contratos são reajustados após 12 meses

É interessante também aplicar um reajuste no valor dos planos para novos clientes. Afinal, se você reajustou os contratos para clientes antigos, porque não atualizar para os novos entrantes também?

Não se esqueça de detalhar as condições reajuste no seu termo de serviço, para evitar questionamentos de clientes.

Saiba tudo sobre Gestão de Assinaturas e Serviços Recorrentes:

boas práticas de gestão de assinaturas

Se você trabalha com contratos negociados

Em geral, os contratos negociados pelo time de vendas diretamente com o cliente são de 1 ano. Muitas vezes fecha-se com alguma condição especial – ou desconto ou algum item adicional bonificado.

É importante, então, que na renovação estes descontos sejam revistos e renegociados. O valor cheio da mensalidade do serviço oferecido deve sofrer o reajuste após 12 meses.

Cuidado com descontos generosos no primeiro ano de contrato – o cliente pode estranhar a forte subida de valor na renovação e chiar bastante.

Qual taxa utilizar no reajuste?

O IGP-M (Índice Geral de Preços do Mercado), calculado pela Fundação Getúlio Vargas (FGV), é o índice mais utilizado nos contratos de prestação de serviço por ser uma espécie de “derivação” do Índice Geral de Preços (IGP) e também por ser divulgado antes do final do mês (de modo a servir como base de reajustes que vigorem no 1o dia do mês seguinte).

O IGP-M é composto pelo Índice de Preços no Atacado – Mercado (IPA), Índice de Preços ao Consumidor (IPC) e o Índice Nacional da Construção Civil – Mercado (INCC), com pesos de 60%, 30% e 10%, respectivamente.

O IGP-M é utilizado para reajustes de prestação de serviços, contratos de aluguel de imóveis, tarifas públicas e planos e seguros de saúde. A pesquisa de preços dos itens que compõem o IGP-M é feita entre o dia 21 do mês anterior até o dia 20 do mês atual.

Deve-se calcular a taxa de reajuste com base no IGPM acumulado dos últimos 12 meses.

De acordo com a FGV:

O IGP desempenha três funções. Primeiramente, é um indicador macroeconômico que representa a evolução do nível de preços. Uma segunda função é a de deflator de valores nominais de abrangência compatível com sua composição, como a receita tributária ou o consumo intermediário no âmbito das contas nacionais. Em terceiro lugar, é usado como referência para a correção de preços e valores contratuais. O IGP-DI é o indexador das dívidas dos Estados com a União e o IGP-M corrige, juntamente com outros parâmetros, contratos de fornecimento de energia elétrica.

Clique aqui para mais informações sobre o IGP (site da FGV).

E o IPCA?

O IPCA (Índice Nacional de Preços ao Consumidor Amplo) é medido pelo IBGE e usado oficialmente como índice oficial de inflação no país.

A população-objetivo do IPCA abrange as famílias com rendimentos mensais compreendidos entre 1 e 40 salários-mínimos. O principal objetivo do IPCA é medir a inflação de uma cesta de produtos e serviços oferecidos pelo varejo. Desde 1999, é o índice utilizado pelo Banco Central do Brasil para o acompanhamento das metas de inflação. Clique aqui para mais informações sobre o IPCA (site do IBGE).

Como lidar com reclamações de clientes

Pela nossa experiência, há pouca reclamação de clientes a respeito de reajustes. É um consenso geral de que os contratos, após 12 meses de vigência, são reajustados por algum índice. Apenas tenha certeza de que isso esteja previsto em seu termo ou contrato de serviço e, como boa prática, notifique o cliente disso no mês do reajuste. Se precisar, tenha um texto pronto com os principais argumentos a respeito do reajuste.

Saiba mais sobre como reter clientes! Baixe aqui nosso e-book:

customer success

Como efetuar reajustes no Superlógica

Realizar reajustes de contratos no Superlógica é fácil. Na tela de faturamento, o Superlógica já indica se existem ou não contratos a serem reajustados:

reajuste-faturar

A tela seguinte solicita o índice a ser utilizado. O Superlógica mostra também se existem contratos que não foram reajustados em meses anteriores:

O sistema mostra se existem outros contratos a serem reajustados de meses anteriores

Se você ainda não configurou o índice, pode efetuar a configuração – e determinar o período, a porcentagem (ou valor fixo) e ainda grupo ou produto e serviço. Por fim, é possível determinar como a notificação vai acontecer: se e-mail ou carta.

reajuste-configuracao

Vale a pena simular o reajuste, para conferir se tudo está de acordo. Note que o relatório mostra quem são os clientes, serviços, data do reajuste anterior, o índice utilizado e os valores antes e depois do reajuste (no rodapé, o relatório traz a diferença).

Antes do reajuste, é possível fazer uma simulação


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