【販売戦略】費用対効果を計算して考えてみた

学んだこと

こんにちは本日は「費用対効果(ROI)」についてお話ししたいと思います。
僕は「飲食業の肝は人件費の費用対効果を上げていくこと」と考えています。それについてお話ししていますのでお付き合いください。

あくまで僕が働いていた飲食業の話がベースとなりますが、応用は効きます。
費用対効果と投資対効果(ROI)について知ることで、自らの仕事に役立ててみてください。


費用対効果とは?

ROI(Return On Invesrment)と同じような意味として話されますね。
投資対効果も含んで話されることが多いですが、だいたいの僕の考えている内容は【初心者向け】飲食店経営で気にするたった5つのことにも書いていますので参考にしてみてください。

ROIは投資対効果についてで、厳密に言うと費用対効果とは違うと考えています。

  • 費用対効果は短期で販売戦略を立てる際に考えるもので、「円」単位で効果を計る
  • 投資対効果とROIは中期で販売戦略を立てる際に考えるもので、「%」単位で効果を計る

基本的に「数値が高い方が費用を効果的に活用できている」ということになります。

重要になるのはその使い方で、「整合性のある資金の使い方ができているのかどうか」ということです。

企業として運営していくことでの大前提は「利益を生み出し続ける」ということです。
それなのにも関わらず、「利益は出ないが費用をかける」ということは、整合性がないように感じます。

例えばそれが「社会奉仕」という形で、「利益を無視した行動」であるならばなんの問題もありません。
ですが企業や店舗として働いている大多数はそうではないですよね?
であるならば、利益を生み出す努力をしなくてはなりません。

そのために必要な指標のひとつが「費用対効果及び投資対効果(ROI)」なのです。

ROIの計算方法
  • 費用対効果→効果ー費用
  • 投資対効果→利益÷投資額×100

この計算でそれぞれを求めることができます。
例えば1000万円の利益(効果)を出すために、500万円かけた場合

  • 1000万ー500万=500万円の費用対効果
  • 1000万÷500万×100=200%の投資対効果

となります。

費用対効果は「ある費用がいくら生み出すことができるか」という”数字”投資対効果は「ある費用が何%になるか」という”割合”という考え方ですね。

業種によって費用をかける場所も時間も違う

例えば、ソフトウェア開発や建築業などをしている企業と比べた場合はその違いが顕著に現れます。

1件の成約で何十万円、時には何百万円という単位で働いている場合、「人件費に対する成約率」がとても重要な割合になってきます。

しかし、その1/10、1/100というミクロな世界で働いている場合、成約率よりも1日当たりの売上を意識することが多くなります。
ミクロ視点で動いている業種の場合は、成約率とは「お客様が来店していただいた」際に生まれるもので、「購入につながった」瞬間に生まれるものではない場合が多いためです。

取り扱っている商品単価も大きく違うため、当然売上規模も変わってきます。
「来店してもらえなければ、売り上げにはつながらない」という点では同じですが、1日に生み出す金額も違うということですね。

どの業種であろうと、客単価をできる限り高くしなければならないことに変わりはありません。
ですが、前述した「小さな金額のものを売って利益を積み重ねていく事業モデル」の企業と、他の企業で大きく違うのは「1時間の勤務時間の重み」だと考えています。
「小さな金額のものを売って利益を積み重ねていく事業モデル」ではそれが非常に重いものだと思っています。

しかし、その分「商品ひとつひとつの重み」は、客単価に反比例するかのように軽くなっていくものでもあるのです。
(僕は異業種で働いた経験がないので憶測になってしまうのですが)

例えば
1件の成約で300万円の売上を出せる企業、1件の成約で3万円の売上を出す企業このふたつを比べた際に1件の重みは明らかに違いますよね。
そして、その売上を得るためにどのくらいの時間を割くことができるのでしょうか。

売るものによっても違うとは思いますが、300万円の品物を売る際にどのくらいの時間がかかるものなのでしょうか。

例えば車あくまでも”僕は”という視点でお話ししますが、車を買う際に「なんとなくこれでいいや」という感じで選ばないですよね。

その際に「比較・検討」し、なんなら試乗もしたりして買うまでに店員さんに何回も話を聞きに行ったり、自分で調べたりしているうちに何か月もかけるかもしれません。

ですが、友人と食事に行く際に何か月もかけて場所をリサーチしたりするでしょうか?大半の人はしないですよね?

車の購入を例にしましたが、「自社に新規システムを導入する」といった場合だとどうなるでしょうか
「友人と食事に行く店を決める」ように気軽に決めることはできないですよね?

場合によっては何百万では足らず、企業の規模によっては何億という単位での話になることもあるでしょう。
その場合は競合他社とのプレゼンを勝ち取る必要があるなど、「自社の製品が如何に優れているのか」がわかる資料を何日も、もしかしたら何週間もかけて作り上げる必要があります。

「小さな金額のものを売って利益を積み重ねていく事業モデル」では、それを作ることは稀にありますが、お客様に理解してもらうために何週間もかけることなどできません。
売りに出して、瞬間的に判断をしてもらえるようなプレゼンをすることがとても重要なスキルになるのです。

ひとつの商品の重さが変わるとそれに使うことのできる時間も変わってしまうのです。

1つの商品の重要度が増えれば増えるほど、時間に対する重要度が軽くなります。
反対に時間の重要度が増えれば増えるほど、商品の重要度が軽くなっていくと僕は考えています。


人件費に対するROI

冒頭で「飲食業の肝は人件費の費用対効果を上げていくこと」とお話ししました。

これは他の業種にとっても変わらない事実なのですが、飲食業などの「小さな金額のものを売って利益を積み重ねていく事業モデル」において特に重要になるという考えが僕の中にあるからです。

そしてひとつの商品の重要度の重さが変わることで、それに使うことのできる時間も変わることも理解してもらえたと思います。
飲食業はひとつの商品が安価になるため、数を売って利益を重ねていく必要があります。
そのために必要になるのは”効率”です。

数を売るためには限られた時間の中で、できるだけ多くの商品を売る必要があります。つまり、「限られた人件費で最大の効果を出す必要があります。」
これは飲食業に関わらず、全ての業種共通することでもあります。

ですが、商品の重要度が低い分、時間の重要度が増しているため「1時間の重要度」はとても重いのです。

時間の重要度が高い業種の場合

企業の作りや商品によって違うので僕が経験のしたことがある飲食業で考えてみましょう。

飲食業で働いた経験のある方はわかっていただけると思うのですが
11時~24時の13時間の営業時間があったとしても、実際に売上大半を上げているのはその半分以下ぐらいの時間です。

12~14時、19~21時ぐらいがピークと呼ばれ、多少の誤差はあれど売上の7~8割ほどがその時間で作られているでしょう。
そのたった5時間以外はほとんどが準備時間とも言えるでしょう。

ほとんどの店舗でも、そこに対して「シフトを増やして増員する」という費用を投入することはよくあるでしょう。
ですが、どこまで「1時間当たりの効率の良さを考えて改善していくことができるか」を突き詰めて考えて行動できているでしょうか?

1か月で1,000万の売上で原価30%、人件費率が30%の店舗があったとします。

  • 費用対効果→効果ー費用
  • 投資対効果→利益÷投資額×100

で考えるため、人件費300万円で1,000万円の売上を上げているため、人件費という費用で700万円の費用対効果を生み出しました。

原価も30%なので、人件費300万円の投資対効果は133%です。
この数字を簡単に直すと、33円分の利益を生むために100円の投資をしているという数字です。
人件費30%を原価30%と置き換えても数字は同じです。

これを高いと見るか、低いと見るかは人によって違うとは思います。


ROIを上げるにはどうすればいいのか

簡単に言ってしまうと「ROIの低いところを改善する」ということです。

先ほどの例で考えると、ROIが低い原因は「売上が低い」「原価が高い」「人件費が高い」のどれかであることがわかります。

ですが、(【不正の温床】棚卸額と原価管理を学ぶ必要がある話)で話しましたが、飲食業でFL比率が60%という数字は別段高い数字ではありません。
「一般的」と言ってもいいでしょう。

そして「原価」と「人件費」は無理に下げると顧客満足度、従業員満足度を低下させる可能性があります。
「売上が低い」という現状を変える必要があるでしょう。

そのために必要なのが、「人件費に対しての売上を上げる」ということです。

ひとつの商品に対しての売上は変えられないので、人件費に対する効果を上げるしかないわけです。

そこで「人件費の使い方の改善=効率を上げる」という作業をします。

例えば
1個50万円の高性能な調理器具を購入することができ、これまで1時間に5品調理することができていたものを10品作ることができるようになった。
食品の売上構成率が50%だった場合、単純計算で500万円の売上増加が見込めるようになります。

その場合は売上が1,500万円になり、人件費のROIは243%まで向上させることができます。

例えばもっと小さい改善をするとします。
棚がないため毎回遠くの棚まで取りに行っていた
→棚を新設し取りに行く時間を削減1万円の棚を購入し、作業効率を上げたことで1日1万円の売上向上をすることができた。

その場合は売上が1,030万円になり、人件費のROIは143%まであげることができます。

大きな投資を行うことはリスクのあることですし、怖いですよね。

ですが、効果をしっかりと測定することで本当に有効な手段を選ぶことができます。
例え小さな効果だとしても、長期的に見れば大きな成果を得ることもできます。

調理器具(大きな投資)による効果はROIを倍にするような大きなものでした。

ですが先ほどの「棚の購入」という投資はたったの1万円で10%の効果を上げることができました。

同様の”小さな改善”を発見し行っていく、5個改善するところがあった場合、50%もの向上を目指すことができます。

商品の重要度が高い業種の場合

今度は商品の重要度が高い業種で考えたいと思います。

とある5人組のチームがあるとします。
受注件数が30件(成約率10%)
売上が1,500万円(50万円/件)
人件費が先の例と同じで300万円かけていたとします。
これが月の成績だとします。

そこであるマーケティングシステムを導入し、的確なマーケティングを行うことできるようになったとします。
そのシステム導入費が月間200万円の費用で、成約率が10%向上したとします。

その場合
受注件数が30件→60件
売上が1,500万円→3,000万円
と変動することになります。

このシステム導入の費用対効果は1,000万円、投資対効果は500%ということになります。

さらに今までは効率の悪いマーケティングの時間を、システムによって削減することができます。

月間100時間のマーケティング作業をしていたとしたら、それをなくすことで作業に充てたり、従業員の労働時間を削減することで従業員満足度を上げる効果すらあります。

このように、「効率を求めるということは、利益を最大化するために必要なことある。そして、ROIを指数として見ることで最も効果の大きいものを選ぶことができる」ということになります。



いかがでしょうか

「飲食業の肝は人件費の費用対効果を上げていくこと」ということはわかってもらえたでしょうか

大多数の企業においては「効率を求めるということは、利益を最大化するために必要なことある。そして、ROIを指数として見ることで最も効果の大きいものを選ぶことができる」ということになります。

ですが、飲食業などの「小さな金額のものを売って利益を積み重ねていく事業モデル」では、そもそも同じ人件費に対しての利益が少ないため、費用対効果を生み出しづらいのです。
そのため、人件費に対して利益を最大限向上させる必要があるのです。

小さな改善でも、効果を計り、積み重ねていくことで利益をあげていくことをぜひ行ってみてください。

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