What is Rakuten Sales Commission Mechanism? MECE Organization Technique of Cost Structure New Managers Should Know

For managers considering opening a store on Rakuten Ichiba or who have just started operation, the biggest barrier is grasping the 'complex cost structure'. To answer the question 'Eventually, what percentage of sales remains in hand?', it is necessary to organize in MECE not only simple sales commissions but also settlement fees, point funds, system usage fees, etc. In this article, we structurally explain the mechanism of Rakuten's sales commission and provide knowledge useful for revenue simulation.

1. Overview of Rakuten Sales Commission: Separation of Fixed and Variable Costs

The first step in understanding Rakuten Ichiba's cost structure is to separate 'Fixed Costs' that occur regardless of sales amount and 'Variable Costs' linked to sales. Many new managers get confused because these are aggregated and billed.

• Fixed Cost: Monthly store opening fee for each plan (e.g., 19,500 yen per month for Ganbare Plan).
• Variable Cost: System usage fee, Rakuten Pay settlement fee, point fund, affiliate commission, etc.

Especially for variable costs, since the substantial commission rate fluctuates depending on the Category and mobile ratio, prior simulation is indispensable.

2. Mechanism of System Usage Fee: Rate Difference by Plan

'System Usage Fee' is the core part of Rakuten's sales commission. This varies depending on the selected plan (Ganbare, Standard, Mega Shop). For example, in the Standard Plan, a rate of 2.0% - 4.5% is applied to monthly sales.

What is important here is that slight differences occur depending on whether it is via PC or via Mobile, or via 'Rakuten Card'. As a trend in 2026, it is not uncommon for stores to have a mobile ratio exceeding 90%, so it is realistic to calculate costs based on mobile rates.

3. "Rakuten Pay" and "Point Source" Often Overlooked

In addition to sales commissions, 'Rakuten Pay (Rakuten Ichiba Settlement)' fees always occur. This occurs uniformly regardless of the settlement method, and about 2.5% - 3.5% of sales (depending on monthly sales) is collected.

Furthermore, we must not forget the 'Point Fund (usually 1%)' granted to users and commissions for sales via affiliates. When these are combined, it is common for the substantial commission burden to reach 10% - 15% of sales.

4. Visualization of Cost Ratio

The image of cost breakdown against sales in a general Standard Plan is shown below. Let's visually understand the revenue structure.

5. MECE Management Technique to Maximize Profit Margin

To manage the complex commission system, we recommend organizing PL (Profit and Loss Statement) in the following 3 steps.

1. Platform Direct Cost: System usage fee, Rakuten Pay fee, Point fund.
2. Promotion Variable Cost: RPP ads, Coupon fund, Affiliate reward.
3. Logistics/Operation Cost: Shipping fee, Packing material fee, Outsourcing fee.

By organizing these in MECE, it becomes clear 'which cost is squeezing profits'. Especially considering the balance with initial costs and monthly fixed costs, let's accurately grasp the break-even point.