経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

投資を渋る社長につけるクスリ。

投稿日:

こんにちは。NISHIです。

昨日はこの記事をネタに。

http://grass-ex.jp/Lo30/1721

重要なポイントが
いくつか詰まっていますので、
今日はその続きです。


コンサルをやっていると
時折悩ましい瞬間に遭遇します。

それは「社長が渋る瞬間」。
—————————–

特に広告費、人件費といった
「投資」にあたる部分。

たまにここを渋る社長もいて、
そうなるとうまくいくものも
成功確率が下がったりする。

ま、ブレーキを緩めて
コストを投下するのは
やはり勇気のいることです。
それはそれでわかるんですよね。

とはいえ、
昨日のメルマガでもお伝えしましたが、
社長には時に「強気」も必要。

適切なタイミングでの「強気」は
会社に利益の源にもなるし、
メンバーも自信を持てるよう、
強気のもとに場をデザインしていく
必要がある。そうお伝えしました。


そこで、今日、
この記事ネタをもとに考えたいのは、

経費の括り方、捉え方
————————-

です。

わかりやすくするために
記事から少し引用しましょう。

==

そこで、5月の店長会議で、

「もうひとり入れていい。
5人でぎちぎちで
オペレーションを回すより、
1人足して機会損失をゼロにしよう。
しっかりピークに売り切ろう」

と言いました。
来るお客様にちゃんと対応して、
満足していただこう、というわけです。

そうしたら、
実行したお店はすぐ数字が上がりだした。

翌月、
前月比で120%上がったベスト10の店長に
「なぜ上がったのか」を話してもらったら、

「ピークにパートさんを1人増やしました」

とみんな言うわけです。
これで他の店長たちの目の色が変わりました。

(中略)

どこかで「満足」のポイントを外して、
見えない機会損失をしているんです。

例えば、10分15分も待たされたら、
イートインでもテイクアウトでも
「次」はないですよ。

せっかく来店してくださったチャンスが
マイナスに効いてしまう。
二重のロスなんです。

日経ビジネスオンライン
2016年11月18日配信
「てんや」がどんどん元気になった理由
より引用

==

この場合、
業績アップのポイントは、

ピーク時にパートさんを1人増やした
———————————————

ということですよね。

売り逃しの機会ロスを防ぐためにも、
パートさんを1人入れて対応する。

その結果、売り逃しといった
「今」の「機会損失を」防ぐだけでなく、
「未来」の「機会損失も」防げている。

と、いうことは、
1人増やしたパートさんの人件費は、

「ただのコスト」ではなく
「投資」の費用にあたるわけ。

わかりますよね?

ピークタイムに追加した
パートさんの時給の合計。
これが「合計の投資額」。

その「投資額」によって、
「今の売上」と
「未来の売上」を
つくることができている。

つまり、
ここではパートさんの時給って
人件費ではあるものの、
意味合いとしては販促費に近い。
リターンがあるわけですからね。

コストとしての人件費ではなく、
販促費としての人件費。
この捉え方、括り方。

ここを発想できるかどうかは、
社長の分岐点になりますし、
ここを納得させられるかどうかは、
コンサルの分岐点になります。

勘定科目を杓子定規的に
解釈することもまた、
思考停止の一種ですから。

投資のタイミングで
社長が渋らないよう、
社長に渋らせないよう、
経費の捉え方、括り方も
柔軟に捉えていきましょう。

では。

NISHI

-日記

執筆者:


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フリーランスが自分の身を守るために必要な「○○意識」とは?

こんにちは。NISHIです。 先日はクライアントとの打ち合わせを 思いのほか長引かせてしまって、 「これはかなりよくないな」と反省。 久々に「らしくないこと」を してしまったわけですが、 これ、聞く人 …

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口癖から見る「付き合っちゃいけないお客」とは?

こんにちは。NISHIです。 社長ってやっぱり個性的。 ↓ http://grass-ex.jp/Lo30/11631 一口に社長って言っても 十人十色でアクが強い。 特に中小企業の社長になると なお …

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【書評】「ヤンキーの虎」を読んでみた。

こんにちは。NISHIです。 今日は書評を。 コチラをお届けします。 == 書籍:ヤンキーの虎 著者:藤野英人 出版社:東洋経済新報社 → http://grass-ex.jp/Lo30/12451 …

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その商売、ハイイメージ化するとどうなる?

こんにちは。NISHIです。 TV番組内で喧伝される 「今流行ってますよ~」って あまり真に受けない方ですが、 時々、自分の中にある 「ちょっと来そうかな?」 という感覚と合致すると、 案外その気にな …