出版社の仕事で花形といえば、編集です。
編集の仕事については、いろいろなところでたくさん語られています。
今回はあまり表にでることのない、営業の仕事についてお話します。
出版社で編集・記者・営業を担当してきたからこそ、書ける内容です。
初版・重版部数を決める担当
営業の仕事のなかで、もっとも楽しい仕事かもしれません。
〈書籍の初版部数〉
たとえば編集部から、堀江貴文さん（ホリエモン）の「お金」にまつわる本の企画書があがってきたとします。
初版部数を検討をします。
まずは、ホリエモンの過去の本の売上実績を調べます。
大手書店の売上システムを使うと、他社での著作の売上も推測できます。
ホリエモンの著作にも、さまざまなジャンルがあります。
「お金」「時間」「プレゼン」「小説」など多岐に渡ります。
150冊ちかく出ているのです。
新刊はこれまでの著作のどの本と近いか？
いま「お金」がテーマの本の、ニーズは高いのか？
「お金」がテーマは、いまは売れやすい時期か？
などなど、調べることがたくさんあるのです。
コロナウイルスで会社員が自宅待機している場合は、
zoomやTeamsといった「テレビ会議」についての本が売れやすい、
などといったことが「売れやすい時期」ということです。
〈書籍の重版〉
ホリエモンの「お金」の新刊を、初版20,000部で発売したとします。
重版の決め手になる要素はいくつかあります。
Amazonの予約段階でどれだけ売れているか？
がそのうちのひとつです。
書店店頭に並んでからは、以前のホリエモンの本との初速売上の比較。
他のビジネス書との比較もします。
初版も重版も部数を間違えると、会社に損害を与えます。
少なすぎても多すぎても、いけないのです。
データの分析をし、世の中の流れをつかんでいないと、適切な部数をきめられないのです。
スリリングで、とても楽しい仕事です。
取次担当
取次とは問屋のことです。
出版物の流通は、取次をとおして書店に届きます。
トーハン、日販、楽天ブックスネットワーク（旧・大阪屋栗田）が主な取次です。
この3社で、全国の書店の9割ちかくをカバーしています。
出版社が新刊を発売を決めたら、各取次が何部、書店に配ってくれるかを交渉するのです。
ホリエモンの「お金」の本を、出版社が思い切って初版10万部としたとします。
ホリエモンさんの本の一般的な初版部数は、2万部といわれています。
10万部を書店に配るには、取次を説得しないといけません。
書店は本を返品できます。
返品は、お金を生み出しません。
輸送量もかかるので、取次もむやみに多い部数は取ってくれません。
10万部にした理由を取次につたえ、部数の交渉をするのが仕事となります。
書店営業担当
〈ネット書店〉
Amazonは売上シェアがダントツに高いです。
ビジネス書などは30％以上のシェアの場合もあります。
Amazonで品切れすることは、売り上げにとって致命的なのです。
このことは著者も知っていて、品切れしようものなら、編集者からクレームがはります。
Amazonに適切な初回部数をいれ、発売後も品切れを回避する重要な仕事です。
〈リアル書店〉
料理本などの実用書や児童書は、Amazonのシェアが高くはありません。
3～5％ぐらいです。
つまり、リアル書店での販売が重要なのです。
新刊は、大型店でいかに大きく販売するかが、営業の腕のみせどころです。
一日に200冊以上の新刊が、発行されています。
自社で大きく売っていきたい新刊が店頭で埋もれてしまうと、
本当に売れる本なのかどうか、「本の実力」がわからないのです。
営業は、紀伊國屋書店新宿本店や梅田本店、丸善丸の内本店などで、
新刊をよりいい場所に陳列してもらうよう、交渉します。
いい場所に陳列 ＝ たくさんの部数を入れる、
という営業になります。
大型店でしっかりと売れた結果が残せれば、その他の書店にもプッシュしていくのです。
既刊の営業も重要です。
児童書は、クリスマスやお正月、3、4月によく売れます。
どの出版社もこの時期を狙って、既刊を店頭に並べてもらおうと書店に営業をします。
営業マンは、書店を納得させる注文書を作り、営業をするのです。
これは、書店チェーンの本部のバイヤーとかけあうことも多いです。
三省堂書店神保町本店という大型店に営業することも大事ですが、
チェーンのバイヤーと交渉すれば、全21店舗に一気に営業することができるからです。
まとめ
私も編集の仕事をしていましたが、編集者はすべてひとりで仕事をしていると思いがちです。
ベストセラーは編集者の手柄ですが、部数を決めて取次に交渉し、書店に営業する営業マンがいるのです。
出版社の営業は「本」を売ることに対して、大きくコミットできます。
ダイナミックで楽しい仕事です。
編集しか希望していない人も、営業を経験することは出版人生の大きなプラスになることは間違いありません。
出版社への就職・転職を目指している方は、相談はTwitterでDMをください。
零細と大手の版元で勤めていた経験から、お話いたします。
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