【初心者】損益分岐点を知ることは経営の一歩目

学んだこと

こんにちは
今回は「損益分岐点」についてお話しします。

前回(【初心者向け】飲食店経営で気にするたった5つ/)損益分岐点は「売上と経費がプラスマイナス0になる売上高」のことだとお話ししました。
今回はそれを掘り下げたいと思います。

損益分岐点を知るということは、様々な数値を求めることができ、自分の店舗の力を知ることができるということだと考えています。
ぜひこれを読んで、自分の店の力を把握して経営に臨んでみてください。


損益分岐点売上高

前回(【初心者向け】飲食店経営で気にするたった5つのこと)の繰り返しになりますが、「売上と経費がプラスマイナス0になる売上高」のことです。
「頑張って売上を上げたぞ!!利益が出た!!」ということではありません。
売上高から変動費固定費を引いて、残ったものが利益となります。

では変動費と固定費にはなにが入るにでしょうか。

  • 変動費
    →原材料費、仕入れ原価、販売手数料などの諸手数料(クレジットカードの支払手数料など)
  • 固定費
    →人件費、家賃、リース料、広告宣伝費

変動費は「売上に応じて変化する値」のことですね。
売上が上がるということは、商品がたくさん売れるということです。
それを売るための人、物が必要になります。
またそれに関連するものも売上と共に変動します。

例えばクレジットカードは業種や売上規模などによって手数料が変わります。
個人飲食店では3~7%ぐらいは売上から手数料から支払うかたちですね。
(8,000円の売上が出て3%の場合、240円の手数料)×件数分って感じですね

これは販売店ごとで違うのですが、「売上に応じて一定の手数料が差し引かれる」という変動費になります。

固定費はそのままですね
家賃や、調理器具、Wi-Fiなどの通信環境など「売上に関わらずかかるお金」です。

人件費の扱いは固定費?変動費?

ここまで読んだ方は「固定費の方に人件費って書いてあるのに、説明の方には変動費で説明してない?」と思った方がいると思います。
それは正しいです。

というのも、人件費は種類によって固定費にも変動費にもなるのです。
人件費と一括りに言っても

  • 手取り(基本給や役職給など月々決まって入る給料)
  • 残業代
  • 社員とアルバイトなど雇用形態の違い

などがありますよね。

そのため、基本的に固定給として支払っているものは固定費として分類
アルバイト代などの勤務時間によって支払う金額が変わるものは変動費として分類できるのです。

現在日本企業で年俸制を取り入れる企業が増えていますが、それは固定費として分類しやすくするものです。

固定費として人件費を分類することができれば、1年間の収支の予測をしやすくできるからです。
基本的に年俸制だろうが、規定労働時間を超えた場合は残業代を支払わなければなりません。
最近よく見る「みなし残業」など、あらかじめ就業規則などによって残業時間が含まれている場合もあるため、規定労働時間は確認しておいた方がよいでしょう。

残業が発生した場合は変動費になる可能性があるので注意が必要です。

また、アルバイトを多く雇っている店舗の場合は基本的にアルバイトの給与全額が変動費として考えているところが多いと思います。
アルバイトは時給制のため、繁忙期や閑散期など売上高によって変動する要素が多いです。
先に言ったように「多く商品を売るためには、人数が必要」だからですね。

そこでおすすめなのが、「アルバイトの賃金の一部を固定費とする」ということです。

時間帯売上と必要人員

アルバイトの賃金の一部を固定費とするここだけ見ると「アルバイトの人件費を毎月50万払ってるから半分の25万を固定費にすればいいか」と思うかもしれません。
ですが、そういうことではありません。
まずはモデルシフトを組んでください。

モデルシフトを作るにあたってまずは、「時間帯売上」を意識してください。
時間帯売上は「1時間にどれだけ売上が上がっているか」というところを見てください。

例えば飲食業ですとピーク時間は決まってますよね?
体感でピーク時の人員はなんとく理解しているとは思いますが、それを数値として出すということです。

それぞれの時間で必要な人員数が数値として出すことができたら、毎日、毎週、毎月の人件費を割り出すことができたと思います。
「毎月最低限必要になる人件費」を出せたはずです。

それを固定費とすればよいのです。
例えば、そこから算出した損益分岐点が高すぎて現実味がなければ、人件費に無駄があるもしくは仕入れなどほかの変動費に無駄がある場合が多いということになります。

モデルシフトを組むということは、そのほかの数値を算出し分析する上でとても有効ですので是非行ってください。


損益分岐点比率

損益分岐点も変動させることができます。
損益分岐点は固定費変動費を下げることで変動させることができます。

損益分岐点を下げるということは、利益を出すことのできる金額が低くなるということです。
そして損益分岐点が低くなるということは、利益を出しやすくなる。
利益を出しやすくなるということは、「売り上げが減少しても利益を出すことができる」ため、店舗として存続させる体力があるということになります。

損益分岐点となる数字の中で固定費は下げずらいところですよね。
家賃なんて自分の一存で下げられないものです。

ですが変動費は簡単に変動します。
例えば昨今の新型コロナのように営業ができない状態になって売上が0になった場合は0になります。

その場合は「売上ー変動値=固定費」となり、その固定費の値が限界利益と呼ぶことができます。
最低限は固定費を限界利益が超える金額を売り上げることができれば、黒字になる状態ということです。

損益分岐点を限界利益に近づけることができるかということを考えていくべきです。
もちろん特別な事情なく、通常営業をしていくなかでまったく同じ金額にすることはできません。

しかも「うちの損益分岐点は〇〇万円で低いので利益がすごく出しやすいです!!」と言われたところでよくわからないですよね。

どんな立地にあるのか、どのくらいの店の広さなのか、どのくらいの客単価でどのくらいの集客があるのかそのへんがわからなければ実際のところなんて判断できないのです。

そんなときは損益分岐点比率で判断をしてください。

損益分岐点比率とは、損益分岐点となる売上高を実際の売上高で割った値のことです。

  • 損益分岐点比率=損益分岐点売上高÷売上高

この値が小さければ小さいほど利益を出すことができ、売り上げが下がったとしても持ちこたえることができるのです。

例えば

  • 月200万円の売上高があり、損益分岐点が80万円の店舗
  • 月2000万円の売上高があり、損益分岐点が1200万円の店舗

では利益の額だけで見ると後者の方が優秀な店舗です。

ですが、損益分岐点比率で見ると全社は40%後者は60%となります。(この時点で両者とも優秀すぎるぐらいですが…)

平時の店舗としてはもちろん後者が優秀ですが、「売上減少に耐える力」や「利益を出しやすいか」という観点で見ると前者が優秀な店舗になります。
売上の60%が利益になる店舗と40%の店舗と言い換えたらわかりやすいですよね。


いかがだったでしょうか

損益分岐点を知るということは、様々な数値を求めることができ、自分の店舗の力を知ることができるということを理解していただけたでしょうか

  • 損益分岐点→売上と経費がプラスマイナス0になる売上高。変動させることができ、その数値を最低目標として、その数値以上の売上を立てることで利益を出せる。
  • 損益分岐点比率→自分の店舗の持っている力を知ることができる

ということです。
もし、自分の店の損益分岐点がわからないのであれば一度考えてみてください。

僕が主に勉強させたいただいていたサイトも貼っておきますので、参考にしてみてください。

TRANS.Bizhttps://biz.trans-suite.jp/
店舗経営レシピブックhttps://recipe-book.ubiregi.com/

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