せどりで必要な利益率とは？計算方法と利益率の目安も紹介
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本記事は、「せどりで利益率の高い商品がなかなか見つからないなー」「そもそもせどりで利益率の目安ってどのくらいだろう？」と思われている方向けに書いた記事です。
せどりで稼ぐためには、利益率についてもきちんと把握しておく必要があります。ここが抜けてしまうと「自分は本当に稼げているのだろうか？稼げていないのだろうか？」分からなくなってしまいますので大切な部分です。
今回は、せどりに必要な利益率についての基礎知識から、利益率の目安と目標、計算方法、利益率をアップさせるための方法についてまとめてみました。これからせどりで稼ぎたい人にとっては必ず押さえておくべき内容となっていますので、ぜひ最後まで読んでください。
目次
せどりで必要な利益率についての基礎知識
ここでは「利益率」についての基礎知識、計算方法など基本的な利益率に関する情報について解説しています。
- 利益率とは？
- 利益率の計算方法
- 利益率の計算に必要なツール
上記の内容について紹介していきますので、これからせどりで稼ぎたいと考えている人はぜひ参考にしてください。
利益率とは？基本的な用語の解説
せどりに限らずすべての物販ビジネスにおいて利益率というのは把握すべき基礎的な項目です。利益率の計算のために必要な用語の解説をざっとしておきます。
- 売上高：商品の販売金額（販売価格）
- 売上原価：商品の仕入れ値
- 粗利（売上総利益）：売上高ー売上原価
- 粗利益率：粗利／売上高×100
- 営業利益：売上高ー売上にかかったコスト
- 純利益：営業利益ー本業以外で発生した費用
上記の言葉と意味はざっと押さえておきましょう。
せどりにおいては、利益と言われるのは上記の「営業利益」と言われるものにあたります。
粗利は販売価格から仕入れ値を引いた数字になりますので、そこから売上にかかったコストになります。
売上にかかったコストというのは
- 仕入れ
- 販売手数料（それぞれの販路による）
- 送料（アマゾンなら納品のための送料）
- 消耗品（梱包資材代）
- 人件費
- 代行料金（アマゾン納品、発送など）
このような項目になります。
一つあたりの計算として算出しにくい送料、消耗品代、人件費などは1か月にどのくらいかかるのか平均を出して、販売個数で割って大まかに一つ当たりの目安をだしておくといいでしょう。
利益率の正しい計算方法
が一般的な利益率の計算となります。
例えば、1000円で仕入れた商品がメルカリで3000円で売れました。購入者に発送するために発生した送料が500円だった場合を仮定して利益率を計算してみましょう。
メルカリの場合は販売手数料が１０％なので300円となります。そのため
営業利益=販売価格（3000円）-仕入れ値（1000円）-メルカリ手数料（300円）-送料（500円）＝1200円
となり、
利益率＝1200／3000×100=40%
となります。
せどりの利益率の計算に必要な基礎知識、計算方法は以上となります。
利益率の計算に必要なツールを紹介
次に利益率の計算に便利なツールを紹介します。
アマゾンせどりにおいての必須ツールは「FBA料金シュミレーター」です。
「FBA＝Fullfilment By Amazon」の省略文字です。通信販売における一連のプロセスのほとんどをアマゾンに委託できるというイメージになります。
通信販売における一連のプロセスとは
- 販売
- 商品保管
- 注文処理
- 出荷配送
- 返品交換対応
- お客様対応
これらのすべてです。こちらがやることはアマゾンの倉庫に販売する商品を納品するだけです。
手数料はもちろん発生しますが、Amazonで販売を行うなら利用すべき必須のサービスとなります。
メルカリの「販売手数料＝売上の10％」のように明確に、一律で決まっているなら計算は楽ですが、アマゾンのように販売商品のカテゴリごとに販売手数料が異なる。また、商品の大きさによりFBA送料が異なる場合、利益計算は非常に面倒になります。
それを解消してくれるのがFBA料金シュミレーターです。アマゾンが提供しているツールなので数字はどこのツールよりも正確です。
⇓
販売予定金額と仕入れ原価を入力
⇓
利益と利益率が自動で計算
このように正確な数字がすぐに把握できます。
また、FBA料金シュミレーターでは、売上に必要なコストについても入力できます。例えば、「アマゾン倉庫への送料」、「在庫保管手数料（デフォルトは1か月）」、「雑費（その他、人件費、梱包材代など）」が入力可能です。
FBAで発送する場合は、アマゾン倉庫への納品送料、アマゾン倉庫での保管手数料についても考慮する必要がありますので、このツールは必須となります。
せどりにおける一般的な利益率の目安と目標
それでは次に、せどりにおける一般的な利益率はどの程度になるのか？？目安と目指すべき目標の利益率について解説していきます。
せどりにおける利益率の平均は？
せどりでの一般的な利益率15％～20％となります。そして、最終的にそこから様々な経費を引いて10％前後に落ち着くことが多いです。
ただし、この数字は新品せどり、しかも、電脳せどりにおける目安になります。
＊電脳せどりというのは、ヤフオク、フリマサイト、ネットショップなどで仕入れをして販売する方法となります。
中古せどりの場合だと利益率は30%ー50%という数字も全然可能な数字で、最終的な利益率も20－30％前後になることが多いです。
また、新品せどりでもトレンド商品を狙った新品せどりなんかでは、利益率も30％以上見込めることも珍しくはありません。
中古品の場合、一般的に「中古＝他人が使った後の商品」というイメージがあるためか、リサイクルショップなどにおいても値段は安く設定されているものが多いです。しかし、
- 中古である＝すでに市場から消えている。つまり新品ではすでに買えない。でも欲しい人はいる。
- 中古であったとしても希少性の高い商品、人気な商品などは販売の商品の状態によっては高額で売れるものも多数ある
などという理由から中古品も需要はたくさんあります。この結果、安く仕入れできるけど、高く売れるものも多いのが中古品であり当然利益率も高くなります。
トレンドせどりは、テレビなどで有名人が紹介した商品があるとします。テレビを見た人がその商品を「欲しい！」と思えばすぐに購入されるわけでネットでも店舗でも一気にその商品は姿を消します。すると、「買いたい人は多いけど商品が少ない」という状況となり商品の値段はグンッと高騰します。その値段は定価の2倍、3倍は当たり前、すごい時は5倍以上でボンボン売れるわけですから利益率も当然高くなります。
目標とすべき利益率は？
上記で説明したせどりの利益率からも仕入れ段階においては、最低でも「15ー20％」を目標にするといいでしょう。
利益率が14%以下の場合、そこから最終的な利益率が減ることを予測しても、結果的に薄利多売で多くの商品を売る必要があるため費用対効果が悪くなってしまうからです。
ただし、仕入れるときには利益率のみが仕入れ対象かどうかの指標になるのではなく、利益額であったり、いつまでにどのくらい売れるか？という回転率も重要な指標になってきます。
そのため、利益率が１０％でも回転率を考えると仕入れることもあります。また、利益率が50％でも仕入れ単価が高額で回転も遅ければ資金ショートを懸念して仕入れしないパターンもあります。
あくまで目安として「利益率15〜20%」という数字を目標にしておき、その他の要因も合わせて臨機応変に対応していくのがおすすめです。
利益率の高いせどりのジャンルは？
さきほども少し紹介しましたがせどりはやり方（ジャンル）によって利益率が異なってきます。ここでは利益率の高いせどりジャンルのランキングについて説明します。
- 中古せどり（電脳、店舗）・・・30-40%
- トレンドせどり・・・30％
- 新品店舗せどり・・・20％
- 新品電脳せどり・・・15-20%
- 無在庫転売・・・10%
＊＊利益率のパーセンテージは、あくまでも目安になります。また、実践者の考え方、やり方によっても変わってきますのであくまでも参考に考えてください。
このランキングからすると「中古せどり」が利益率が高いので「中古せどり」をやれいいのでは？？と思われるかもしれません。
しかし、高利益率なだけにやはりデメリットもあります。それは
- 検品がめんどう
- 出品がめんどう（説明分、商品写真など）
- 返品率が高い
上記のようなデメリットもあります。はっきり言って非常に面倒です。
扱う点数が少ないうちは自分で出品していけばいいですが、仕入れがどんどんできるようになり商品数が増えてくるととても一人では大変になります。なので、中古せどりをやるなら、中古も扱う納品代行サービスを利用するのも一つの手ですね。
また、次に利益率の高いジャンル「トレンドせどり」があります。このジャンルは、確かに１つのトレンド情報により何10万～何100万と稼ぐことできるケースもあります。
しかし、「トレンド」というだけに常にトレンド情報を探し続ける必要があります。また、情報力と同時に行動力（店舗をいかに早く、多く回るなど）が稼げるかどうかのポイントとなりますので、「店舗を回る時間が取れない」などの理由で自分自身の置かれている環境がトレンドせどりには向いていないという可能性もあります。
逆に、利益率の低い「新品電脳せどり」「無在庫転売」などにおいては利益率は低いけど、「自宅から出ることなく仕入れができる」「仕組みを構築すれば放置していても稼げる」などのメリットがあったりします。店舗を回るせどりにはないメリットになりますよね。
結論としては、利益率の高いせどりが良い、利益率の低いジャンルが悪いではなく、自分の環境・状況にあったやり方を選択する必要がある
ということが言えます。
せどりにおいて利益率を上げる３つの方法を紹介
この計算式からも分かるようにせどりにおいて利益率を上げるには3つの方法があります。
結論からお伝えすると
- 仕入れ値を安くする
- 経費を安くする
- 販売価格を高くする
の３つです。ここからそれぞれの項目について詳しく解説していきます。
１．仕入れ値を安くする
せどりの利益率を上げるための方法としては、仕入れ値を安くすることがあげられます。
仕入れ値をできる限り安く抑えれば、最終的に残る利益が多くなるからです。
仕入れ値を下げるための具体的な方法としては、
- クーポンを駆使する
- ポイントを利用する
電脳せどりにおいても、店舗せどりにおいても「クーポン」は絶対に意識しましょう。店舗独自のクーポンもたくさん発行されていますし、クーポンが発行されるタイミングも店舗により異なってきます。クーポンを利用することにより通常は仕入れ対象外の商品が仕入れ可能になることは非常によくあります。
２．経費を安くする
次に、送料などの経費を安くする方法があげられます。せどりにおいて経費の中でも大きく占めるのが送料となります。その送料を安く抑えることができれば、最終的に残る利益も多くなるからです。
経費（送料）を安くするための具体的な方法としては、
- 送料を安くするために配送会社と特約を結ぶ
- 送料の安い商品（薄く、小さい）を扱う
せどりの利益率をアップするためにネックになる一つが間違いなく送料になります。最近では配送会社の送料値上げが起きている中で、いかに安く発送することができるか？これができると大幅な利益率のアップを目指すことが可能になります。
３．販売価格を高くする
最後に、販売価格を高くするという方法があります。販売価格が高ければもちろん利益額も増えるために最終的な利益率も上げることが可能になるからです。
例えば、メルカリで1000円仕入れた商品を3000円で販売したケースと3500円で販売したケースを比較してみましょう。この時、送料は両者とも500円とします。
利益＝3000-1000-300-500=1200円 利益率＝1200/3000×100=40%
【3500円で販売】
利益＝3500-1000-350-500=1650円 利益率=1650/3500×100=47%
このように販売価格を上げると利益率もアップします。
では、どのようにすれば販売価格を上げるかというと、次のような方法があります。
- 仕入れ判断力をつける→予定していた販売予定金額で売る
- 資金力をつける→値下げに巻き込まれても価格が資金があれば価格が戻るのを待てる
- 素早く出品する→おいしい商品ほど多くのせどらーが仕入れをしているので群がって値崩れを起こす前に売ってしまう。
仕入れ時に販売を想定していた価格が販売開始時にはガクンと下がっていることはアマゾンではあるあるです。いわゆる値崩れ、値下げ合戦ですね。アマゾンではこの値下げ合戦が起きるのは当たり前なので、起きたとしても仕入れ時に予定していた販売価格で売るにはどうすればよいか？を考える必要があります。
そのために重要な要素の一つが価格が回復するまで待てる「資金力」であり、また、keepaなどの仕入れ判断ツールを正確に読み取ることのできる「ご自身の販売力」であると言えます。
せどりの仕入れ判断に必要な利益率と回転率の関係
ここでは、仕入れ判断の際に必ず押さえておくべき利益率と回転率について解説していきます。
せどりにおいて重要なのは利益率？それとも回転率？
ここまで利益率重視の説明をしてきましたが、利益率同様、いやそれ以上に重要な指標になるのが回転率です。回転率とは「いつ頃までに、どのくらい売れるのか？」を判断する重要な指標です。
回転率を考えながら仕入れをしなければ最終的には仕入れた商品が売れ残り、最終的には資金ショートを起こしてしまうリスクがあるからです。特に初心者の方に当てはまります。
理想は利益率が高く、かつ、回転率も高い商品ですよね？しかし、そんなおいしい商品ばかりとは言えないのが事実です。多いのは、利益率が高いけど高単価で回転率が遅い、利益率はかなり低いけど割と回転よく売れそうな商品です。
利益率は高いが、回転率の低い商品ばかりを仕入れてしまったらどうなるでしょうか？商品が思うように売れずに在庫を過剰に抱えてしまうことになりかねません。
せどりにおいて重要なのは利益率と回転率のバランス
せどりにおいては、利益率も回転率もどちらも重要な指標になります。
- 利益率が5-10%でも1か月に何10個も売れそうなら数多く仕入れる。
- 利益率が40％でも3か月くらい売れるまでかかりそうな、しかも数万円もする商品は仕入れない、もしくは仕入れても１つにする。
利益率と回転率のバランスを考えるというのは例えば上記のような考え方をすることです。
１の場合は、一つあたりの利益は小さくても数を積んでいるので全部売ってしまえば、最終的には利益額はアップします。
２の場合、「利益率が高いから、回転は多少悪いけどいつかは売れる！」として仕入れたとします。この時に大事なのが、「もしその高単価商品が売れなかったらどうなるだろうか？自分の資金面から高額商品を寝かせることができるのか？」と考えることです。
もう一つ考えるべきことは、「値段を下げて損切りしたときに早めに確実に売ることが可能な商品なのか？」ということです。仮に価格を下げて損切りをしようとしてもそもそも回転が悪ければ売れない可能性も十分にあるからです。赤字になったとしても、価格を下げたら早めに確実に売れる商品が無難と言えます。
初心者のころ、特に資金の少ないうちは、利益率の高い商品より1か月以内（遅くとも2か月以内）で売り切れる高回転の商品を中心に仕入れていく方が無難と言えるでしょう。
まとめ：せどりの利益率は15-20%を目指そう
今回の記事ではせどりの利益率について、基本的な知識、利益率の目安、目標、その他、仕入れの際の判断について解説しました。
せどりのジャンルにより利益率は変わってきますが、新品せどりをやるのなら15-20％の利益率の商品を仕入れることを目指すといいでしょう。これくらいの利益率が一般的な仕入れの目安となります。
注意点は、仕入れの判断材料は利益率だけでなく回転率も考える必要があることです。
利益率の高い商品ばかりを探しても、回転率の良くない商品であったり、高単価の商品であったり、初心者のうちは資金面でリスクが大きくなります。中古せどりのような利益率の高い手法もありますが、かなりめんどうな作業が多くなります。
最終的には、ご自身の状況環境に合わせて、利益率と回転率のバランスを考えて適切な個数を仕入れすることが重要になります。また、そのために仕入れ判断力、販売力（価格設定など）など物販ビジネスにおける力を磨いていくことも重要になると考えられるでしょう。
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