The commercialization process of 1.757 lots of calves was evaluated, totaling 28.495 animals, including the order and time of permanence in track, the divulgation strategies to the buyers and uniformity of the lots, as well as the final price (R$/kg WL) and number of biddings. The model proposed was efficient in showing unfavorable scenarios for the breeding activity, and in periods of great offer of calves and low prices, the studied variables can influence the final price per kilogram of live weight. This indicates that some aspects out of the control of breeders but very close to them can influence the final value; therefore, are of extreme importance in the follow-up of the commercialization process of animals.
barn auction of calves; commercialization; cow-calf production; marketing
