Opening of the wholesale distribution of building materials. Positive shifts in business give impetus to further growth. How much does it cost to open a hardware store

* Calculations use average data for Russia

1 220 000 ₽

Starting investments

473 000 ₽

133 000 ₽

Net profit

18 months

Payback period

Opening a building materials store means starting a profitable business that is in demand at any time. By investing about 1 million rubles, you can earn 150 thousand rubles a month.

“Repairs cannot be completed, they can only be suspended” - worldly wisdom indicates one of the reasons why it is worth opening a hardware store. There will always be a demand for building materials: while some are building, others are repairing and vice versa. The development of the construction market in Russia contributes to the fact that they build and repair a lot. Even if the housing does not need to be repaired, nails, a hammer, a screwdriver and so on will come in handy in everyday life. Therefore, opening a hardware store from scratch is great idea for a profitable business. To figure out how to start your own business and how much it will cost, we offer detailed guide, which will answer the basic questions of a novice entrepreneur.

1. Market overview

The dynamic development of the construction industry and the real estate market in Russia contributed to the growth in demand for building materials. This was accompanied by the emergence of new retail outlets - from small pavilions to building hypermarkets. The building materials market has grown by 20% annually.

Today, there are more than a thousand universal and specialized chains of construction stores on the market, while the top 10 largest retailers account for almost 25% of the market. The crisis of 2014-2015 consolidated the success of large hardware stores. The growth of competition in the market and the regional leadership of large market players led to the fact that other construction stores faced problems: a decrease in sales and, as a result, a deterioration in their financial condition.

The complexity of the competition with construction hypermarkets lies in their aggressive pricing policy and a wide range of products covering all stages of construction and repair. When planning a purchase, a potential client tends to choose a large shopping center. There are many reasons. This is the breadth of the range, lower prices, the ability to buy everything you need in one outlet, service (consultations, delivery services, etc.).

However, there are situations in which the buyer will rather go to a small hardware store. This is the purchase of a small amount of building materials for cosmetic repairs, the addition of materials that ended during the repair, minor household issues that require urgent solutions. In this regard, since 2015 among building stores there has been a tendency to change the structure of the assortment with the replacement of building materials with household goods.

The defining moment in this area of ​​trade is the advantageous location of the store. While large retail outlets occupying vast areas are forced to be located on the outskirts of the city, small hardware stores can open in a residential building, shopping center or local market. Therefore, despite the high level of competition in the building materials market, this direction can become profitable business. The main thing is to correctly choose a place and plan all stages of opening a retail outlet.

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Thus, a hardware store as a business has its advantages and disadvantages. The main advantage is the high demand for the product, which guarantees stable income. According to statistics, the average family in Russia makes repairs every 5-7 years. This does not include purchases to maintain repairs. The profitability of a hardware store can be 30-32%, depending on the margin on goods.

Difficulties in the business of selling building materials:

Fierce competition in the industry. The market will have to compete not only with small retail outlets, but also with construction hypermarkets, which can offer the consumer a wide range and lower prices;

Price policy. You need to install optimal price on goods, because overpriced prices will scare off potential customers, and too low prices will not pay off the business. The best option is to analyze the pricing policy of competitors and reduce prices by 2%;

The need to provide a wide range of products to interest the consumer. Firstly, there is an important task to correctly form the assortment, taking into account the preferences of the target audience. Secondly, there is a need to establish contacts with large quantity suppliers and choose the most suitable ones;

Seasonality of sales. Statistics show that the peak of retail sales is recorded in the spring and autumn months, summer sales are 70-80%, and winter - 50-60% of the maximum. Moreover, seasonality is also noted for individual commodity items, which is why a wide assortment of a hardware store is important.

2. Store format and assortment

As mentioned above, it is more rational for a novice entrepreneur to open a store in the “neighborhood” format. Its scale can also be different: from a small pavilion with building materials to a supermarket. It all depends on the chosen place for trading and financial capabilities. We will look at how to open a hardware store, using the example of a small supermarket offering customers more than 100 items of goods.

For a store of this sales format, you should bet on expendable materials used in repair work(fasteners, paints and varnishes, adhesives, construction tools). Based on the format of the store, its assortment is determined, which should include the following categories of goods:

paint and varnish products (paints for interior and exterior works, primers, impregnations, varnishes and coatings for various materials, as well as rollers, brushes);

building mixtures, cement, primer, putty, alabaster, etc.;

polyurethane foam, sealant, liquid nails, assembly glue;

hardware of various modifications and sizes, nails, screws,

wallpaper. This group of goods should be represented by a wide range to satisfy the tastes and requirements of different consumers. Related products include adhesives, brushes, etc.;

floor coverings (laminate, linoleum, carpet, parquet and related products in the form of fasteners, underlays, skirting boards, etc.);

construction tools (rollers, spatulas, hammers, nail pullers, drills, screwdrivers, etc.).

Before forming the assortment, a thorough analysis of the market, suppliers and assortment of competing stores should be carried out. This will allow you to determine consumer demand and select products in such a way as to create a unique offer in the market. Important! You will be of the greatest interest to the buyer in two cases: if you can offer a unique product that is not on the market, or the same one, but at a more attractive price. The fact of proximity to the house is also significant, however, since building materials do not belong to spontaneous purchases, therefore, you should not rely only on this.

The main recommendations for the formation of the assortment of a hardware store:

it is desirable that each group of goods be represented by several manufacturers in different price categories. At the same time, goods of medium price segment must be at least 60% of the entire range;

choose trusted, high-quality suppliers, since the reputation of the store depends on this;

when choosing suppliers, also pay attention to whether they are presented in other stores. Unique offers in the market will attract buyers;

if a product is not in demand, its stocks should be reduced, but not completely excluded from the assortment.

It is also proposed that the store operate in a self-service format. As practice shows, such a system contributes to the growth of sales. For this format, the goods should be divided into categories for convenience. A consultant is provided for each department (or related departments).

Advantages of a hardware store operating in the mini-market format:

convenient location for clients. Hardware stores located within walking distance, in certain cases, are the most attractive option than hypermarkets remote from the city;

range variability. The area and format of the store allow us to offer a wider range of products than in construction pavilions. Not only products of popular manufacturers, but also less common brands can be presented here. Construction hypermarkets usually work with certain brands and are not inclined to change suppliers. Smaller stores are more flexible and can work with a wide range of suppliers.

customer loyalty system. On the this moment not many hardware stores pay attention to customer acquisition policies. You can correct this mistake and provide, for example, a system of discounts for regular customers.

3. Choice of location and premises

As with any retail establishment, the location of a hardware store is important. Favorable location determines 70% of the success of the outlet. The assessment of the location of the store takes into account such parameters as the characteristics of the area, the ease of parking, the intensity of the pedestrian flow, visibility and noteworthiness, and proximity to similar enterprises. good option will be the area of ​​new buildings, as well as sleeping areas remote from large hardware stores.

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When choosing a premises for a store, the question arises: to rent a retail space or to acquire it as a property? Entrepreneurs recommend not to hurry with the purchase of retail space and work in the rented premises for the first two years. In case you make a mistake with the choice of a retail outlet or things don’t work out, it will be much easier to simply free up the rented area.

Requirements for the premises of a hardware store:

The required store area is at least 100 sq. m. Otherwise, there is a risk that the store will be unprofitable.

The trading floor must be square or rectangular shape, without unnecessary bends - this will allow you to more conveniently place the showcases and make the most efficient use of the available space.

Ceiling height must be at least 2.7 m.

From the trading floor there should be two entrances - for visitors and for loading goods. With a sales area of ​​100-150 sq. m. for a warehouse will require 50-70 sq.m.

The presence of heating, ventilation, air conditioning, plumbing, sewerage, ventilation and electricity in the room.

Special investments in the repair of premises for a hardware store will not be required. Enough to fit the room sanitary requirements was dry, clean and well lit. Rent of commercial premises with a total area of ​​150 sq.m. on average, it costs about 100,000 rubles a month. When dividing the leased area into premises for various purposes, 100 sq.m. on the trading floor, 40 sq.m. for a warehouse and 10 sq.m. for technical rooms.

4. Equipment of the sales area

The retail space should be well lit. The interior for a hardware store is quite simple and does not require large investments. However, when planning the budget for the project, you should include the cost of repairs. One way or another, some minimal alteration of the rented premises will be required. For this type of expenses, plan at least 20,000 rubles.

When preparing a trading and storage area, there is no need for expensive finishing materials. The finished room should be bright, clean and dry. Make it inexpensive redecorating and ensure good ventilation. This is all that is required from the premises for successful sales of your enterprise. The technical equipment of a hardware store should contribute to the growth of sales, ensure the productivity and payback of trade and comply with safety regulations. In this regard, the trading floor must be provided with reliable lighting and ventilation equipment.

In addition, you should purchase commercial equipment - racks, showcases, cash counter, cash register. Since the store operates in a self-service format, several racks will be required on which the goods will be placed. For initial stage The store has two cash registers. However, it is necessary to zone the trading space so that, if necessary, one more cash desk can be placed.

Equipment costs

	Name	price, rub.	Quantity, pcs.	Total cost, rub.
	Wall rack
	Wall panel
	Island rack
	Cash counter
	POS system with cash register
	Security and fire alarm
	Baskets and trolleys (including cargo)

5. Search for suppliers and purchase of goods

Suppliers should be sought in person, visiting the city's wholesale depots, or via the Internet. The first method is convenient because in a personal conversation it is easier to agree on partnership conditions; the second is that it is possible to save on transportation costs, cover a wide range of potential partners, find more favorable conditions and conclude agreements with suppliers that are not represented on the local market. It is recommended to use a mixed way of working with suppliers: buy some of the goods immediately, and take some for sale.

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Having decided on the suppliers, it is necessary to purchase goods for the store. Practice shows that for an average hardware store, the formation of the initial assortment will require 500-700 thousand rubles. Based on the specifics of demand and the conditions of suppliers, it will be necessary to purchase additional goods. The main thing in this matter is to correctly calculate the required volume of goods in order to diversify the assortment, but to avoid oversaturation of product shelves.

6. Recruitment

The main staff in the store are sales assistants. It is on them that the success of trading largely depends. For a store with an area of ​​100 sq.m. four sales assistants, three cashiers and one manager will be enough. Requirements for sales consultants: knowledge of construction products, the ability to unobtrusively offer their help and win over the client, organization, responsibility, courtesy.

Since the hardware store is open seven days a week and is open for 12 hours: from 9:00 to 21:00, a shift schedule for staff should be provided. It is recommended that two sales assistants and a cashier work on each shift. Sales consultants are interchangeable staff and can provide assistance to each other if necessary. The functions of a manager and accountant can be delegated to employees, or assigned to the entrepreneur himself, which will save money in the first months of work.

In the future, it is recommended to introduce a separate position - a procurement manager. His responsibilities will include working with suppliers, forming an assortment of goods, drawing up a logistics chain for the delivery of goods, and developing a pricing strategy. Before starting work, the staff must be trained, having familiarized themselves with the range of products, their characteristics and sales technology.

In this example, the entrepreneur performs the main functions of a manager - goes through all registration procedures, recruits personnel, negotiates with landlords and suppliers, purchases goods, and is engaged in the strategic promotion of the store. The manager organizes the work process, controls the work of sellers, carries out the acceptance and recalculation of goods and draws up the relevant documentation.

The preparatory stage will take about two months, during which it is envisaged to go through registration procedures, establish partnerships with suppliers, search suitable premises, recruitment, purchase of equipment and goods.

7. Advertising and promotion of a building materials store

The target audience of the hardware store are retail buyers, 60% of which are the male population of the city aged 23 to 65 years. Another group of consumers are corporate clients represented by construction and installation teams, with whom contracts are concluded and work is carried out on the billing system.

Advertising of a hardware store can be divided into two types - passive and active. Passive advertising includes signs, banners, pavement signs, etc. Active advertising involves the distribution of leaflets, distribution of business cards, articles in specialized publications, advertising on radio and television. Another effective advertising tool is cooperation with repair and construction companies and teams. They will bring customers to the store and buy building materials, and the seller will give a percentage of the sales of attracted customers.

Since the competition in the segment is quite high, it is necessary to carefully consider the advertising strategy. The most effective forms of advertising for this store format are advertising in elevators, distribution of leaflets, placement of a bright sign. It is important to note that the sign must be located on the facade of the store building and be clearly visible from the road when moving in any direction.

Competent registration of a trading floor is an important element of marketing strategy. It is necessary to provide convenient navigation in the store and place the goods in such a way that each position is visible to the buyer. Marketers have long established that the correct display of goods in stores largely generates demand and allows you to increase sales by 10-15%. Particularly important is the placement of products such as wallpaper, flooring and other finishing materials.

Basic merchandising rules for hardware stores:

classification of the placement of the entire presented range of products; separation of large and small-sized goods;

competent placement of product groups on the trading floor in accordance with the locations of the main customer flows;

bulky goods should be placed around the perimeter of the store to improve the visibility of the trading floor. If the area of ​​the store allows, then the goods are located on the lower shelves under the demonstration sample. If the area of ​​the store is limited, then the issuance of large-sized products is carried out at the warehouse with the assistance of a sales assistant;

goods of small dimensions are placed according to their classification and are presented in several copies, which attracts the attention of the buyer. For the layout of such goods, racks with hooks and fasteners are used. Small, vulnerable goods are located in an area with good visibility;

the main volume of finishing materials requires a special layout on special equipment: a showcase for wallpaper with rollers, demonstration stands. The most convenient grouping of wallpapers is by color;

in the checkout area there is small-piece goods, consumer goods and related products;

broadcast of accompanying information, allowing buyers to navigate the trading floor;

effective placement of consultants on the trading floor.

Thus, start-up costs advertising campaign will amount to 72,000 rubles. It will take an average of 3 to 6 months to promote the store and reach the desired sales volumes - during this time, buyers have time to get to know and get used to the new outlet.

8. Business registration

Retail trade in building materials does not require any special permits. To open a hardware store from scratch, you will need to collect a package of documents, which includes a sanitary and epidemiological conclusion from Rospotrebnadzor, permission from the fire inspectorate, regulations to the store. It will also require contracts for the removal of solid waste, disinfestation and deratization of the premises.

To conduct commercial activities, you can register an LLC or an individual entrepreneur with a simplified taxation system (“income minus expenses” at a rate of 15%). The choice between an individual entrepreneur and an LLC will depend, first of all, on the scope of the future business. If you plan to open one small store, then IP will be enough. If you plan to open a large construction supermarket or a chain of stores, it is better to register an LLC. In this case, you need to select the type of activity according to the OKVED-2 classifier: 47.52 Retail trade in hardware, paintwork materials and glass in specialized stores.

9. Cost planning

When planning expenses, they should be divided into three groups: initial investments, variable and fixed costs. And now in order.

Initial investment - the amount that is required to open a business. This includes all costs incurred in the early stages of the project, from the cost of finding premises to the purchase of equipment and goods. The initial investment according to our example will amount to 1,220,000 rubles. Please note that to the initial investment added working capital, which will be spent on proving the purchase of goods and covering expenses in the first months of work.

Initial Costs

	Amount, rub.
Rent for 1 month
Premises renovation
Set commercial equipment
Business registration, obtaining permits
Purchase of goods
working capital

Variable costs consist of the cost of acquiring goods, including shipping. Fixed expenses consist of rent, utility bills, fund wages, advertising expenses, taxes and depreciation charges.

fixed costs

	Name	Amount per month, rub.
	Rent
	Communal payments
	Depreciation
	payroll with deductions
	Taxes (average)

10. Calculation of revenue and profit

When planning the volume of sales, some seasonality of the construction business should be taken into account - the peak of sales falls on the spring and autumn months, and the fall in sales - in the winter. The planned sales volume is calculated based on the average check amount of 3,000 rubles and the number of customers - 400 people per month. With these parameters, the average revenue will be 1,200,000 rubles per month. You can reach the declared sales volume in the fifth month of the store's operation, taking into account the seasonality of the business.

How much can a hardware store earn

We consider, based on the volume of revenue, a markup on building materials of 65% and all expenses indicated in the tables above.

Gross profit (revenue-cost): 1,200,000 -727,000 = 473,000 (rubles)

Profit before tax: 473,000 - 269,000 = 204,000 (rubles)

Net profit: 204,000 - (473,000 * 0.15) = 133,050 (rubles)

Of course, in the first months of work, you should not expect such a profit, however, when you reach the planned sales volume, you can earn about 130 thousand rubles. per month. In this case, it will be possible to recoup the initial investment in 1.5 years after the start. Please note that the above calculations are approximate. In order to start a successful business, you need to develop a business plan for opening a hardware store. This will allow assessing the prospects for the development of such a business in a particular region, taking into account the nuances of a particular project and competently planning each stage of implementation.

11. Risks

When planning a business, it is also worth considering the risks that an entrepreneur may face at different stages of the project. Its specificity determines the following risks of activity:

increase in purchase prices for goods, unscrupulous suppliers. In the first case, there is a risk of increasing costs and, as a result, the selling price, which may negatively affect demand. In the second case, the risk is associated with interruptions in the trading process due to a lack of goods. It is possible to reduce the likelihood of these threats with a competent choice of suppliers and the inclusion in the contract of all necessary conditions, which provide for the liability of the supplier in case of their violation;

insufficient level of demand. Firstly, the demand for building materials has a pronounced seasonality; secondly, it is closely interconnected with the economic situation in the country. In this regard, the risk of a low level of demand is one of the most probable and may arise both due to low solvency of demand, and due to high distribution costs. It is possible to reduce the risk with careful planning of the store's activities and financial results, competent choice of retail space, holding various promotions and discounts, stimulating repeat purchases, flexible pricing;

competitor reaction. Since the market for building materials is quite saturated and the competition is high, the behavior of competitors can have a strong influence. To minimize it, it is necessary to create your own client base, constantly monitor the market, have a customer loyalty program and create competitive advantages;

property risks. This category includes risks associated with damage and theft of goods. The self-service system increases the likelihood of this risk occurring. Minimizing the threat will allow the sales assistant to check the goods that enter the store, control the situation on the trading floor;

Refusal to provide rental premises or increase the cost of rent. Since location is one of the most important parameters for trading, the loss of a place threatens with big losses. To reduce this risk, it is necessary to conclude a long-term lease and carefully choose the landlord;

problems with staffwhich means low qualification, staff turnover, lack of motivation of employees. The easiest way to reduce this risk is at the stage of recruitment, hiring employees who meet all the requirements. It is also worth considering bonus motivation for employees;

decrease in the store's reputation among the target audience due to errors in management or a decrease in the quality of services. It is possible to level the risk with constant monitoring of the quality of goods and services, obtaining feedback from store customers and taking corrective action.

SUMMARY

Like any business, a hardware store has its advantages and disadvantages. The main advantage is the high demand for building materials. It is provided not only by those consumers who make repairs in new buildings, but also by residents who carry out repeated repairs. This means that one consumer repeatedly visits the hardware store, which ensures sales. Therefore, there are a lot of potential buyers at the hardware store.

The negative point is the high competition in the market. It is especially difficult for small hardware stores to survive in the fight against chain hypermarkets. However, even under such conditions, you can find your niche. A well-chosen assortment, active advertising, advantageous location and loyalty to customers will help in this.

If you manage to win over your consumer, then the store can start profitable work in 3-4 months after opening, and the initial investment will pay off in 1-1.5 years. A building materials store is able to earn about 1.5 million rubles. per year and become a promising business that has room to grow.

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rent + salaries + utilities, etc. rub.

To study all the features, of course, it is important to know the financial performance of the business. Even taking into account the fact that they are approximate, in any case, you can evaluate the approximate profitability and expediency of the business. Due to the fact that we are planning to open a building materials store, we will give the average figures for Russia.

So, this business plan involves opening a small store selling building materials.

The amount of initial investments will be 893 thousand 600 rubles.

Total earnings for one month: 1 million 168 thousand 333 rubles.

Maximum profit for one month: 147 thousand 800 rubles.

The breakeven period will be four months.

Total payback period: thirteen months.

Thus, the main points are indicated, so in the future you can proceed to the study of the details. Once again, we emphasize that these figures are approximate, that is, they are indicated for guidance only. In reality, these figures may differ slightly.

2. Description of the business

Almost every modern person at least once in his life faced with the need for repair or construction. This is due to various circumstances, but most often this problem appears after the purchase new apartment. As you know, many new buildings offer rough finish and therefore the apartment owners this type need quality materials. Of great importance here is the time spent on home repairs. When planning to start it, people want to receive everything that is necessary for this on time. There is not always time to go to a large hypermarket, but a small store located nearby will be most convenient. That is, our point of sale will fully meet the needs of the target audience. It is possible that some products will be even more expensive than in a hypermarket - this is unlikely to be a problem, since most people would prefer to save time and buy everything they need here. It turns out that high demand here will be provided with a high probability.

The main idea of ​​our business plan is to open a full-fledged outlet in an area with active development. This will allow you to get a solid number of customers in need of a large number of building materials. It is better to organize the opening of a store at the very moment when the housing has already been rented out and its owners are ready to do repairs. As a result, it will be possible to sell all the inventory balances quite quickly, which will allow you to get a very high profitability in general.

Perhaps, over time, the store will move to another quarter, in which new houses are also appearing. In this regard, the estimated period of business operation at one place will be three years - during this period it is planned to achieve very high results. To implement this idea and get the maximum profit for the specified time, it is necessary to minimize all financial expenses. In this business plan, we will just consider all the features of this approach and indicate the most appropriate ways of development. Only first you need to study all the features of the products offered and various external factors.

As for the assortment of the store, it will be selected specifically for the interior decoration premises. That is, absolutely everything that is necessary for a full-fledged repair will be sold here - this will allow you to keep customers and not force them to go somewhere far for other building materials.

A significant part of the assortment is recommended to be displayed on the trading floor. Also, buyers will be offered to study supplier catalogs - this will allow customers to place orders. By the way, both foreign and Russian enterprises will be used among partner companies.

Here is a list of the main products:

• building mixtures (plaster, putty, etc.);
• drywall sheets;
• tile adhesive;
• paints different types;
• PVC pipes and metal-plastic pipes;
• polypropylene type wires;
• wallpaper;
• construction tools;
• electrical goods.

The limited size and small inventory will allow the store to quickly adjust to changing customer demand. As a result, it will be possible to avoid illiquid goods to the maximum and successfully sell almost all products received from suppliers. Thanks to this approach, all kinds of time costs in doing this business will be reduced.

3.Description of the sales market

The complexity of the market is due to the presence of similar companies offering a fairly large range of products. Large networks cover at the expense of goods almost all stages of construction and repair. It is quite difficult to compete with such companies, not only because of the price, but also due to the large difference in the scale of the business.

The solution to the problem will be right choice location. The product range will also be carefully worked out and the process of delivering products to the client will be organized. As mentioned above, our store will appear among new buildings and in a place with good transport interchange. It turns out that the main target audience of the store will be residents of nearby houses. The presence of competitors within walking distance from this outlet is not expected. The store will be located on the first or ground floor in a new building.

4.SWOT analysis

Under strengths project means things like:

• store location;
• quality of customer service;
• variety and breadth of assortment;
• the ability to change the product grid depending on demand;
• proximity to the place of residence of potential buyers;
• the possibility of selling goods under the order.
• As for the vulnerabilities of the project, they are as follows:
• small size warehouse;
• no wholesale discounts from suppliers.

Opportunities and business prospects:

• gradual settlement of the area will allow for higher demand over time;
• after full settlement, the store will move to a more promising and new area.

Threats of the external environment:

• increase in the cost of raw materials and materials;
• failures in the supply of demanded products.

Thus, the solution to many problems is based on the flexibility of the business and the ability to quickly reconfigure in accordance with customer requests.

5.Marketing and sales

Flexibility and mobility are a significant advantage here. This approach allows you to provide the client with the maximum comfortable conditions cooperation. Thanks to this, a very wide target audience is also captured.

Particular attention should be paid to the store sign - it should be bright and visible from afar. The cost of its manufacture will amount to 60 thousand rubles.

In order for the target audience to learn more quickly about the appearance of a new store, it is planned to distribute leaflets at the entrances of the nearest residential complexes. Having come to the store with a leaflet, the customer will be able to get a ten percent discount on the first purchase.

No additional events are planned as the buyer receives the following benefits: convenient location, low prices and professional service.

6.Production plan

The hardware store will be registered as an LLC, and the simplified taxation system will be chosen here with a rate of six percent of income. In the course of work, the 1C system will be used. The staff will include an accountant who will manage all related documents.

The store will be open from 9.00 to 22.00 and seven days a week.

Our hardware store is launched as follows:

Selection of suitable premises and conclusion of a lease agreement

It is important to consider here that the room should be an area of ​​​​170 square meters, and the sales area should be 100 square meters. At the same time, it will take fifty square meters to organize a warehouse, fifteen “squares” to organize an office, and five square meters to organize a bathroom.

It is imperative that the store is located in the most convenient area with good transport interchange. Naturally, there should be a convenient entrance nearby and at the same time it is desirable to organize parking. The premises must be non-residential. It is also important to provide for the possibility of placing bright outdoor advertising.

It is worth emphasizing that the selection of a suitable premises is a rather serious issue, since it depends on its location whether the business will be profitable or not. Various permits are also of great importance here. In particular, it is very important to officially agree on the project, because it must comply with the requirements of firefighters and SES.

Recruitment

Much attention should be paid to the selection of personnel. They do not require special skills, but it is still important that a person is set up for long-term work. The priority here should be a decent salary, which will allow you to find and keep in place sincerely interested employees.

Purchase of the necessary equipment

To work, you need high-quality equipment:

• metal racks - 70 pcs.;
• counter - 1 pc.;
• cash register - 1 pc.;
• office tables- 2 pcs.;
• office chairs - 6 pcs.;
• computers - 3 pcs.;
• aluminum ladder - 1 pc.;
• laser printer - 1 pc.

A thorough search and selection of the most suitable suppliers will also be carried out. Assumed different schemes collaborations to be discussed on a case-by-case basis.

The store will use a landline phone, as well as internet and an alarm system. Employees of the company will use a cash register and programs for document management in their work.

It is planned to create an outdoor sign, which will be ordered at the most affordable cost. In the future, a sign will be installed above the entrance to the store.

Start of the store

At least one hundred square meters will be allocated for the trading floor. The warehouse will occupy an area of ​​​​fifty "squares". The most demanded goods will definitely be used as warehouse balances.

Due to the fact that the trading part of the store will not allow to lay out the entire range, part of the products will be sold through delivery. Maximum term the latter will be two days (the goods must be in the warehouse of the supplier).

7.Organizational structure

The minimum number of employees will be seven people. The company will have:

• director;
• purchasing manager;
• accountant;
• two cashiers;
• two sales consultants.

The cashier, together with the sales assistant, will always work together, and at the same time they will be on the trading floor at the same time. During the period active sales they can be replaced at work.

8. Financial plan

For the sake of clarity, let's break it down financial plan into several components.

Investment spending

A significant part of the investment in our case will be for working capital. In order for them to be always available, it is important to carefully calculate the structure of the required capital. It is assumed that there will be a significant demand for materials necessary for finishing - these are, in particular, various building mixtures, drywall, plaster, metal profiles, putty, mounting foam and other primary materials. Based on customer demand, we will focus on these items in initial purchases.

Let's go directly to the figures characterizing the total amount of investments necessary for the legal registration of activities:

• registration of a legal entity - 3000 rubles;
• obtaining a permit from the fire service - 10 tr;
• installation of 1C accounting - 5 tr;
• obtaining permission from SES - 6 tr;

Thus, 24 tr. is needed to register a business.

Equipment that you need to buy to get started:

• metal racks (70 pcs.) - 140 tr.;
• shop window (1 pc.) - 3 tr.;
• stepladder (1 pc.) - 4 tr;
• office tables (3 pcs.) - 6 tr.;
• office chairs (6 pcs.) - 4 tr;
• laser printer (1 pc.) - 4 tr;
• cash register (1 pc.) - 10 tr;
• computers (3 pcs.) - 40 tr.

Total 211 tr. for the purchase of equipment.

First month expenses and working capital:

• purchase of goods for sale - 350 tr;
• salary for employees (1 month) - 130 tr.;
• payment of taxes and social contributions - 30 tr.;
• GAZelle rental (1 month) - 9.6 tr.;
• stationery - 1 tr;
• production of signs and leaflets - 70 tr.

Total: 658 tr.

So, for the opening and the first month of work, an amount of 893 tr is required. Next, consider the amounts that are planned to be earned and spent in the following months of work.

8. Income and expenses

It is assumed that about eighty potential customers will come to our store. Of this number, about half will be regular customers. The frequency of purchases of the latter varies from four to eight times a month (such buyers will be about fifty percent of the regular ones). Another thirty percent of regular customers will make purchases with a frequency of two to four times a month. The remaining twenty percent will come to the store only once or twice a month.

It is also important to consider that usually apartment renovation lasts from six months to one year. Thus, it is during this period that the client shows the greatest activity in purchases.

The average check in our store will be about five thousand rubles. Based on this and the above indicators, let's try to calculate the approximate revenue per month.

Let's say for a month the number of potential buyers will be 904 people. Of these, 452 people are expected to be real buyers, of which: 226 people will make purchases 4-8 times a month; 136 people will make purchases 2-4 times a month and 90 people will buy goods in our store approximately 1-2 times a month. It turns out that the average monthly revenue will be 1 million 168 thousand 333 rubles. At the same time, in the first six months of work, the total revenue will be 584 thousand 166 rubles.

Settlement in nearby new buildings will occur within three years from the date of commissioning of houses. In accordance with this, the first six months, profits will gradually grow, as homeowners will not begin to repair immediately. In just eight months from the start, the store should reach maximum revenue. This level, most likely, will last for a year and a half, after which the settlement of apartments will come to an end, and as a result, revenue will noticeably decrease.

The markup on building materials in our store will be approximately from forty to seventy percent. Let's say the average markup is fifty percent. It turns out that the average monthly revenue (minus the cost of materials) will be 194 thousand 722 rubles. Maximum revenue with all expenses: 389 thousand 450 rubles.

Now let's move on to the structure of fixed costs:

• rent of premises (170 sq.m.) - 68 tr.;
• salary of employees (1 month) - 130 tr.;
• taxes with social contributions - 30 tr;
• renting a GAZelle for 1 month - 9.6 tr;
• communication services - 600 rubles;
• utility bills - 3 tr;
• other expenses - 1 tr.

Total: 242 thousand 200 rubles per month.

Goods will be delivered three times a week. Owning a car will increase the initial investment, so an agreement will first be concluded with a transport company. Due to the fact that one hour of renting a GAZelle costs 400 rubles, and the minimum order in time will be approximately two hours, the payment for services transport company will be 9600 rubles. The cost of renting 1 sq.m.: 400 rubles.

Considering income and expenses, we can calculate that the period for reaching the break-even point here is four months. In other words, only on the fourth month of work the owner goes “in plus” and begins to make a profit. The payback period of investments in this case is thirteen months. The maximum earnings of an entrepreneur for a month (“net”) will be 147 thousand 800 rubles.

9.Risk factors

The main risk factor here can be called the fact that the real estate market today is showing a certain decline. This is due not only to financial crises, but also to the fact that many people are still buying resale properties. In this regard, it is obvious that new tenants in newly built houses appear for a long time.

At the same time, people who have bought apartments in new buildings, as a rule, have been engaged in repairs for a long time. Most potential buyers are trying to purchase building materials at the most affordable prices- this, in fact, will allow our store to receive a stable profit for several years.

Also, when opening a store, it is worth considering that in any million-plus city, new quarters do not stop appearing, which means that a stable flow of customers here is one hundred percent guaranteed. In order to be convinced of this, one should find out the plans of local developers for building up the city.

The key point here can be called the fact that you need to occupy your niche as quickly as possible. This will allow you to exclude competitors in your microdistrict to the maximum and become a “monopolist” in terms of the sale of building materials in the new quarter. To achieve this goal, it is recommended to open a store almost immediately after the delivery of the first house. As a result, it will be possible to confidently talk about the emergence of new customers, who will find it much more convenient to go to a store located within walking distance, rather than go somewhere for building materials to the other end of the city.

Today's our article is about how to open a building materials store from scratch. You will learn how profitable this business area is and how to achieve rapid success in entrepreneurship.

Every year the number of new buildings is growing rapidly. In a short time, many new arrays and residential areas appear. For construction, of course, you will need a wide variety of materials, so we can conclude that the business of selling building materials is a profitable and promising business.

Advantages and disadvantages of the construction business

• Great demand for goods. Building materials are in great demand in any region of the country. Their popularity is due to the fact that a person builds or repairs something throughout his life. For this, he needs materials, so the demand for this product not only does not fall, but also grows every year. Therefore, if you want to invest money profitably, then the construction business will provide you with a stable income and high profits.
• Product range. If you believe the statistics, then opening a small hardware store is a hopeless undertaking, doomed to failure. The thing is that the competition in the construction business is quite serious. You have to fight for customers with large construction hypermarkets that offer a wide range of goods and favorable prices. Therefore, in order to interest visitors, it is required to provide big variety goods or determine the format of the store, for example, to sell a certain product in a large assortment.
• Additional services. Do not forget that you can make a profit not only from the sale of goods, but also by providing additional services to customers. For example, not all buyers have the opportunity to independently deliver their purchases to their destination, and building materials are a fairly large product. Therefore, there is a need to organize a delivery service. You can earn good money by providing this service.

Building materials store: business plan

The chosen business idea needs competent implementation. A well-written business plan will help you with this.

The business plan should outline the profitability of the idea, the payback period and the expected profit from the business. As already indicated above, the cost of opening a hardware store depends on the region and sales volumes. It is difficult to determine the exact amount, but it is worth noting that you are unlikely to be able to open a hardware store from scratch. The only option is to find an investor who will be ready to finance your project. But finding a rich person who believes in the success of your idea is quite difficult, so you can count on this option only if you are a specialist in this field of knowledge.

Registration of a business selling building materials

If you have the necessary start-up capital to open a business, then you can safely proceed to register your activities.

First of all, it is worth deciding on the substantive form of activity. You can choose one of two options: register as an individual entrepreneur or establish a legal entity - a Limited Liability Company. When choosing a form of activity, consider the amount of investment. If you plan to open a small hardware store, you can safely register as an individual entrepreneur. In case of organization big business, opening a hypermarket or a chain of construction stores, you will have to register a legal entity (LLC).

Having decided on the form of activity, you should choose the appropriate OKVED codes. The most convenient option is to pay a single tax on imputed income.

It is also required to obtain permits for activities from the SES, the fire department, the city administration, the Chamber of Commerce, and even a certificate from the traffic police (in the case of parking on the territory of the store).

Collection and processing of all required documents this is a rather labor intensive process. If you are poorly versed in legal intricacies, then entrust this matter to an experienced lawyer.

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Location and rent

From the correct choice of the location of the store will directly depend on its profit. Therefore, it is very important to choose a profitable place in the city. Choose crowded areas with high traffic. It is desirable that there are no competitors nearby.

Sufficiently profitable places to open a hardware store are the areas of new buildings, the construction market, and the industrial zone of the city.

There are no special conditions for the premises of the store. The main thing is that it is in a non-residential fund. Near the store it is also desirable to equip parking and convenient access roads for loading and unloading goods.

Depending on the volume of sales, choose the right area for your store. As discussed above, small shops are unprofitable, so the area of ​​​​the premises should be at least 200 square meters. m. as for the repair, then expensive, designer interior in this case will not affect the number of sales. Therefore, I recommend that you do not worry about expensive repairs. It is enough to meet the minimum requirement: the room must be clean, dry, tidy, with good ventilation. In addition, the fire and sanitary services impose their own requirements on the premises, so you will have to comply with all standards (ventilation, storage conditions for goods, etc.).

Store Format

Before you start implementing this business idea, you should decide on the format of the store, choosing the appropriate direction. Building materials are sold in different ways. They are sold in small retail outlets, in stalls at construction markets or bases, in supermarkets or in narrow-profile, specialized points of sale.

1. Small hardware store. The total area of ​​this outlet is from 20-50 sq. m. Naturally, in such a room it is impossible to place a large assortment of goods, so it is better to focus on one thing. For example, you can trade paint or wallpaper, drywall or flooring.
2. Large stores with a total area of ​​about 150-200 sq. m. In such a room it is already possible to place a small assortment of goods. You can trade several types of building materials at the same time. It can be the same paint, wallpaper, glue, parquet, tiles, pipes and much more. It all depends on competition and demand for the product. You must analyze these nuances before deciding on the assortment of your hardware store.
3. Building supermarkets. The area of ​​these outlets is from 1000 sq. m. In such stores, customers are given the opportunity to choose everything they need for construction and repair in one place. A large assortment, favorable prices and promotions attract a large number of people, so this business format is considered the most successful. The only negative is the large financial investment. It takes a lot of money to open a construction supermarket, therefore, as a rule, there are several owners of such points at once.
4. Store-warehouse. This business format consists in renting two separate rooms. The first is a warehouse where the main part of the goods is stored. And the second department is a trading floor for buyers, where the entire range of products is exhibited in small quantities. This business format is quite profitable because you do not have to equip a large trading floor, hire a lot of staff. 2-3 sales assistants, several loaders and security guards will be quite enough.

Building materials store equipment

Special expensive equipment for the store is not needed. Therefore, this item will not be financially too costly for you.

Necessary equipment for a hardware store

• Showcases and racks for displaying goods;
• Cabinets with glass doors;
• Trading nets for hanging goods on the walls;
• Packing table;
• Equipped place for cashier and sales assistant (table, chairs, cash register);
• Shopping carts and baskets.

Hardware store assortment

As mentioned above, the assortment depends on the area of ​​​​the store. Therefore, first of all, decide on the format of your outlet and after that, proceed to the purchase of goods for sale.

Standard product groups for a hardware store:

• Wallpaper and glue. If you sell this product, then the assortment should be large enough, as they say, for every taste. Today, the variety of wallpapers is pleasantly pleasing, you can choose from paper, vinyl, washing and original fabric wallpapers.
• Dry building mixtures (sand, cement, gypsum);
• Paint and varnish products (for external and internal works);
• Incomplete coatings (tiles, laminate, tiles, linoleum, carpet, parquet);
• Plumbing (sinks, toilets, showers, hydroboxes, faucets, faucets, bathroom furniture and much more);
• Doors (interior, entrance, from materials - wooden, glass, or economical option from fiberboard);
• Electrical equipment (lights, lamps, chandeliers, lights, wires, LEDs);
• Construction tools.

In general, a wide range of goods can be placed on a large area. If the territory of the store is small, give preference to the sale of a certain group of goods.

Suppliers

For any entrepreneur, finding suppliers is a very responsible task. After all, the wholesale price of the goods, its quality and profit from the business depend on it.

You can find good suppliers in your city or via the Internet. The most profitable option is to cooperate with manufacturers of building materials and purchase goods directly.

hired personnel

The number of sales, and, accordingly, profit will depend on the work of store employees. Therefore, finding experienced and responsible employees is a very important matter.

The sales assistant must have all the information about the product, be able to communicate with customers, skillfully and unobtrusively offer their assistance in choosing a product. It is desirable that each department has its own sales consultant, competent in this field of knowledge.

Employee salaries should be incentive, not fixed. Thus, you will protect yourself from lazy people who go to work just like that. An employee whose salary depends on sales volumes will work many times more.

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How much does it cost to open a hardware store?

As the practice of experienced entrepreneurs shows, opening a small construction stall with an area of ​​​​up to 50 square meters will cost you 400-500 thousand rubles. A small part of this amount will be spent on renting the premises, and the main part on the purchase of goods. On average, the markup on building materials is 20-30%, which is not so much. In addition, it is also required to pay salaries to employees, purchase a new batch of goods, and pay taxes. Eventually, net profit in the early stages is minimal. Therefore, opening a small hardware store is profitable only if the goods are purchased at low prices and the possibility of cheating more than 30%. Otherwise, it makes no sense to trade building materials.

To open a construction supermarket, you need a fairly large amount of money from 3 million rubles or more. But, despite the rather solid investments, the payback of the outlet is pretty fast. Therefore, if you have money, then investing it in the construction business is quite profitable.

Advertising campaign

Opening a hardware store is not the most important thing; it is important to attract buyers to the outlet. How to do it?

Attracting customers is an important nuance, without which you will not see profit. Therefore, do not skimp on advertising, hire competent specialists in this field and the result will not be long in coming.

• Advertising around the city. Posters, banners, announcements, leaflets, all this attracts people's attention. Therefore, use all kinds of promotion methods.
• Internet advertising. Create a website for your hardware store, where all information about the assortment, contact numbers and address will be available, as well as the possibility of buying goods via the Internet.

Despite the fact that during the economic crisis and the volume of construction has declined significantly, the need for various building materials continues to grow. If you are planning to open your own building materials store, you can be sure that it will become a profitable enterprise.

How to start opening a store?

Before you start a business in the trading field, decide. If you settled on construction, then consider the following important factors.

Before you open a hardware store from scratch, you need to decide on the format of the outlet and choose a trading strategy. If you do not have a large start-up capital, you can consider opening a pavilion or a small store. Its assortment can consist of 20-30 most popular items.

Entrepreneurs who prefer to work for the future can open a larger store with an assortment of 100 items. Luxury products such as expensive floor coverings or imported ceramic tiles should be added to the hottest items.

Material base

In order for a building materials store to make a profit, it is necessary to ensure the flow of customers. To do this, you should locate the outlet in upsetting areas or in places with good transport interchange. It is desirable that there are as many new buildings as possible nearby. This will help you attract more potential buyers. You can also ask how to open a hardware store in the market.

The premises for the store should be chosen in the non-residential fund. Pay attention to parking and convenient access, as buyers usually come by car for building materials. In order not to spend a lot of money on the purchase of premises, you can rent it. Make a detailed business plan for a hardware store, and then decide which option is more acceptable to you.

Business registration

Many are interested in how to open a building materials store from scratch and what documents will be needed for this. To register a hardware store, you can open an individual entrepreneur or LLC.

Submit the following documents to the tax office:

• Receipt of payment of the registration fee;
• Application certified by a notary;
• A copy of the applicant's passport.

After registering a business, you should purchase a cash register and register it. This is what the tax office does. This process will take approximately two weeks. Separate stores that sell cash registers, offer their accelerated registration. If you don't want to wait, use this service. In this case, you will receive the documents in your hands in just three days.

Equipment

To open a small store, you do not have to purchase special equipment.

Can be placed indoors:

• Shelving;
• Showcases;
• counters;
• Podiums.

Approximately 100 thousand rubles will have to be allocated for the purchase of all these things.

The most important thing is to ensure optimal conditions to store goods.

Therefore, you should take care of:

• space heating;
• ventilation;
• Conditioning.

The room should be dry, clean and warm.

It should be included in the business plan of the hardware store summing up all the necessary communications:

• Plumbing;
• Sewerage;
• Electricity.
• Recruitment

As a rule, all building materials stores work seven days a week. The most convenient opening hours are from 9 am to 9 pm. For such a schedule, you need to hire at least two sellers.

The work schedule can be anything.

Only qualified, competent salespeople should be hired in a hardware store, because only thanks to this you can beat your competitors.

Range selection

Before starting work, it is necessary to form an assortment. Some entrepreneurs, when developing a business plan for a building materials store, plan to offer customers wide selection goods. But this will require a large room. European building materials stores may have an area of ​​more than 10 thousand square meters. meters.

Do not trade only expensive or only cheap products. Any client must find a product that matches his financial capabilities. If any position in the assortment is not in demand, you should not remove it from sale. Just reduce the stock of this product in the warehouse.

Even beginners are well aware of how serious competition in the construction industry is. Therefore, if you want to compete with dignity in the market, we recommend that you choose a narrow niche, sell a certain group of goods. Alternatively, you can offer customers a wide range or variety of wallpaper or paint.

Advertising

Advertising costs largely depend on the location of the store. If there are no competitors nearby, advertising costs will be minimal. Otherwise, you will have to lead a tough competition with other shops. Many consumers prefer to shop in a place they trust.

A full-fledged advertising campaign will have to pay 20-25 thousand dollars. To do this, use the traditional set of tools. Before opening a store, run a commercial on local television. Such advertising is usually quite effective, but it is not cheap. Perfectly attracts buyers and spectacular exterior design. Think carefully about the name of the hardware store so that the sign attracts the attention of passers-by.

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Work with providers

To ensure a sufficient assortment in a large store, you need to have more than 100 suppliers. If you have a large start-up capital on hand, this will not be a problem. But unfortunately, many aspiring entrepreneurs are financially constrained, so they try to take the goods for sale. But not all suppliers agree to such conditions. Basically they prefer 100% prepayment.

If you manage to gain trust, building materials will be delivered with a deferred payment or at a good discount. Goods for sale are given according to high prices so you won't be able to make a good profit from it.

Some stores operate with a minimum amount of inventory. They do not want to freeze their working capital, so they make purchases several times a week. Their frequency depends on sales. In this case, you need to clearly work with suppliers. This is a rather risky form of doing business.

Business Profitability

It should be noted right away that retail entails high costs and low profitability. But, despite this, all large companies trade at retail. A good store is the face of the company.

Wholesale and retail trade in building materials differ in organization. In wholesale trade, it is enough to find a few large customers and work with them constantly, but in retail trade, you need to try to satisfy the needs of all customers.

Building materials are bought in bulk by foremen, architects and professional builders, but retail goods are bought by consumers who do not know exactly what they need. Therefore, you need to hire only qualified personnel to help customers make the right choice in the store. How much it costs to open a hardware store can be easily calculated by adding up all the costs and adding mandatory payments to them.

Prospects for further development

A business such as trading in building materials will develop successfully, as people are constantly building or repairing something. Many new houses are rented with a rough finish, so you have to buy high-quality finishing materials. Those entrepreneurs who can offer consumers a quality product at affordable prices will undoubtedly win.

The trade in building materials is stable business which does not require large investments. If the trading process is organized correctly, you are guaranteed to provide an average level of income for yourself. In order not to burn out in the low season, try to change the assortment on time.

* Calculations use average data for Russia

1. PROJECT SUMMARY

The purpose of the project is the creation of a trading company, a wholesale base of building materials in Simferopol, the Republic of Crimea. The active development of the region is expected in the coming years, associated with government investments, as well as with an increase in its popularity as a resort. In this regard, an increase in construction volumes is expected, and, accordingly, an increase in demand for building materials.

The main difficulties in the implementation of the project are related to the establishment of supply chains - the search for a manufacturer of quality materials from the range in question, as well as the organization of efficient logistics. First of all, the organization of the transportation of goods through the Kerch Strait requires attention, which so far is carried out only with the help of a ferry crossing.

The project does not require the use special technologies or the involvement of highly qualified specialists. Investment costs amount to 11,855,000 rubles.

Key indicators of the economic efficiency of the project are given in Table. one.

Table 1. Key performance indicators of the project

2. COMPANY AND INDUSTRY DESCRIPTION

The project involves the creation of a wholesale base of building materials in the city of Simferopol. The main direction of work is lumber; besides, it is planned to expand the assortment due to sand, crushed stone, cement. Such a narrow focus at the first stage will allow to consolidate the volume of purchases and get a more favorable entry price. In addition, it will simplify logistics and warehouse management.

The territory of the base is an unheated warehouse with convenient access roads for heavy vehicles and a covered area; also provides for the presence of a railway dead end, tk. delivery of goods will occur mainly by rail. In the immediate vicinity of the warehouse, there is an office for administrative and sales personnel. Warehouse area - 100 sq.m., sites - 250 sq.m., office area - 20 sq.m.

The main competitive advantage of the company is working directly only with manufacturers of building materials, due to which it becomes possible to ensure a competitive price and uninterrupted supply of material in any volume. Narrow specialization, as mentioned above, also provides advantages in price, logistics and doing business, that is, it reduces operating costs, making the enterprise more profitable.

Today the Crimean federal district represents a very attractive area for investment. The main income source of the region is tourism and beach holiday. In connection with the blocking of such popular destinations among Russians as Egypt and Turkey, one should expect an extremely high interest in domestic tourist destinations. In addition, the popularity of Crimea as a resort is ensured by its political role. At the same time, the entire infrastructure of the peninsula is in a state far from the average for the country as a whole. The mass construction of hotels and tourist infrastructure facilities is beginning, primarily at the expense of private investors.

In 2014, the Government of the Russian Federation approved the target program "Socio-economic development of the Republic of Crimea and the city of Sevastopol until 2020", for which 681,221.18 million rubles were allocated. budgetary and extrabudgetary funds. All this allows us to say that even in the face of a difficult economic situation in the country, the region will develop, and any development involves construction, both residential and industrial, as well as the reconstruction of old funds. Thus, the need for building materials becomes obvious.

Difficulties in the industry arise due to the lack of established supply chains from Russian manufacturers, and also due to logistical limitations - today communication with the peninsula is carried out only by ferry. For the smooth overcoming of the crossing, an administrative resource can be extremely useful. In the case of establishing unhindered transportation of goods through the strait, the only serious restriction on the development of the project is removed. According to the plans of the Government of the Russian Federation, the construction of the bridge should be completed by the end of 2018, which will finally eliminate the logistical problem. By this time, the project should have developed a stable client base and occupied a market share of at least 5% of the total volume of the peninsula sawn timber market.

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The competitive environment in the industry has been formed, there is a fairly large number of offers, however, during the season, many suppliers have problems with logistics and the availability of goods; in 80% of cases, problems are caused by delays at the ferry crossing. This confirms the thesis that a key role in the implementation of the project is played by: the presence of a stable supply chain and a well-established scheme for transporting goods across the strait. By offering a competitive price and meeting the stated delivery times, you can win a significant market share. The quality of the goods in this case plays a secondary role, however, of course, when choosing a supplier, serious attention must be paid to checking the quality of products.

The business is seasonal, so it is necessary to organize the base before the onset of the construction season; the first active purchases usually begin in mid-March. For the search for a suitable place, as well as the execution of documents related to the registration of the enterprise and the lease, you should lay a margin of two months. The term of delivery of goods by rail can reach 30-50 days, depending on the region of dispatch, which must also be taken into account. Thus, the project start date can be considered January 1, 2017.

As an organizational and legal form, it is advisable to choose an individual entrepreneur with a simplified taxation system. In the future, with an increase in turnover, the option of registration in the Free Economic Zone of Crimea will be considered in order to reduce the tax burden. Types and volumes of investment costs are given in Appendix 1.

3. DESCRIPTION OF GOODS (SERVICES)

The main activity of the enterprise is the sale of lumber conifers- edged boards and beams. In addition, the range includes sand, crushed stone, cement. Full information by goods is given in Table. 2. Prices are inclusive of all shipping costs to the base warehouse. variable costs are given in Appendix 2.

Table 2. Assortment matrix of the project

Lumber is used in construction for flooring, roofing, formwork, etc. The scope of application is very extensive. Sand is used in the zero cycle of construction, for the preparation of CPS, concrete, plaster, etc. Crushed stone can be used in the production of concrete and reinforced concrete, in the construction of roads. Portland cement brand 500 is used for the preparation of DSP and concrete. Given the widespread use of frame-monolithic construction technology, the high demand for cement is beyond doubt.

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As a rule, only the most general quality requirements are imposed on such goods, so it makes no sense to build a sales policy only on the consumer characteristics of the goods. All suppliers are manufacturers, as a result of which the intermediate mark-up of intermediaries is excluded. Suppliers are selected taking into account the possibility of uninterrupted provision of planned purchase volumes. The supplier also organizes the delivery. Lumber and cement are transported by rail, while sand and crushed stone are transported by sea. Delivery time: crushed stone and sand - 10-14 days, cement - up to 30 days, lumber - up to 50 days.

Monitoring of competitive prices in the region showed that the average price level today is as follows:

Lumber - 9250 rubles / m. cube;

River sand - 2000 rubles / t;

Crushed gravel - 2800 rubles / t;

Cement PC-500 - 4800 rubles / t.

At the same time, the goods are not always in stock in required quantity especially during the construction season.

4. SALES AND MARKETING

Sales are carried out by both active and passive methods. The role of a sales representative is performed directly by the entrepreneur. Work is carried out with construction organizations, including visits to construction sites.

Passive sales are carried out through Internet marketing, as well as through your own website. Taking into account the low level of quality of work of local webmasters, the development is transferred to specialists from one of the largest cities in Russia. It is expected that it will be possible to pre-order through the website. In addition, information about prices and products of the company is posted on all local information Internet sites and in catalogs. Information about the company is also placed in printed free catalogs distributed in hardware stores.

The working hours of the base are Tuesday-Sunday from 08.00 to 17.00. Trade is carried out by two sellers; six days a week they work in shifts. The sale is made on the terms of full prepayment and pickup. If necessary, the company's managers can order transport at the expense of the buyer.

The pricing policy is diversified. Depending on the volume, the client may receive a discount. For regular or prospective customers, a deferred payment is provided. Accounts receivable is controlled by the company's managers.

The sales plan is given in Appendix 5.

5. PRODUCTION PLAN

The project does not provide for the production of products, only wholesale. However, the specificity of the materials being sold also requires compliance with certain technologies for warehousing, loading, etc. In particular, loading and unloading of bulk materials is carried out using a wheeled excavator based on a tractor; loading and unloading of lumber and cement in containers is carried out using a forklift. Maintenance of the trading platform and warehouse is carried out by loaders and machinists.

The cost of equipment, staffing and payroll are given in Appendix 4.

To work on loading machines, qualified workers with appropriate permits and at least 5 years of experience are involved. For other work, special qualifications of workers are not required; they can be recruited for the season, without pay for the winter.

To form the initial warehouse stock, the following volumes of goods are required (Table 4).

Table 4. Initial stock

Table 5. Fixed costs (per month)

6. ORGANIZATIONAL PLAN

The project implies the execution of all administrative duties directly by the entrepreneur. It requires basic knowledge accounting and fundamentals of entrepreneurship, legislation in the field of entrepreneurship and labor protection. In addition, for successful work with construction companies knowledge of technology is required construction industry. Subordination of all employees - directly to the entrepreneur.

In order to fulfill their main duties, employees are subject to the most general requirements related to their field of activity.

7. FINANCIAL PLAN

Legal form - IP. The taxation system is simplified, the object is income reduced by the amount of expenses.

Investment costs - 11,855,000 rubles. Own funds - 3,000,000 rubles. It is planned to attract credit funds for the missing amount of 8,855,000 rubles. Loan term - 36 months, rate - 18%. The loan is repaid by annuity payments starting from the third month of using the loan.

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The calculation of financial indicators takes into account the volume of sales of each type of product and the seasonality factor. The financial model of the enterprise is given in Appendix 7.

8. PERFORMANCE EVALUATION

The effectiveness of the project is evaluated using generally accepted integral indicators obtained by analyzing the projected financial results of the enterprise in a five-year period, taking into account the discount rate. Despite the fact that the project has a low-risk potential, a discount rate of 24% has been adopted, which makes it possible to judge a high financial stability project, because integral indicators are on high level(Table 1).

9. RISKS AND WARRANTY

Table 6. Potential risks and countermeasures and prevention measures

The project can be characterized by an average degree of risk.

10. APPS

Denis Miroshnichenko
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The most important thing for a new business is to survive and not close in the first few years. To do this, you just need to follow a few simple rules.