Open a cleaning company from scratch reviews. Fixed expenses and financial plan. Total amount, rub

In Europe, cleaning is well developed, has existed for several decades, is considered highly profitable, and its niche is almost filled. In Russia, the first cleaning companies appeared only in the mid-90s of the 20th century, and this direction began to develop seriously only in the first decade of the 21st century.

Target audience of cleaning services

Now the situation in the Russian market is such that in major cities, crowded with all kinds of enterprises and business centers, competition in the field of cleaning services can be quite high, and in small towns it may not be at all. What is the reason?

And the reason is that serious business entrepreneurs(more often in large cities), they are well aware of the need for high-tech cleaning, the quality of which will largely determine the image of the company. They understand that the services of grandmothers, armed with iron buckets and cotton rags, cannot provide the level of cleanliness and order that is so important for reputable organizations, and they are not stingy with paying for the services of cleaning companies. In the provinces, such business structures may not exist, and small offices do not attach such importance to the image.

clients among individuals harder to find. This is due to the specifics of the mentality: Russians are not used to keeping servants. Even if funds allow, it is psychologically difficult for most of our compatriots to come to terms with the presence of an outsider in the house, putting things in order in the personal space zone. Most often, clients of cleaning companies are people of a high level of prosperity, in whose circles it is customary to keep service staff, single, busy men, as well as those who want to help their elderly parents.

Accordingly, all entrepreneurs who decide to open a cleaning company should, first of all, focus on the appropriate clientele. Mid-level organizations, large structures, as well as the population with a high level of well-being- this is the target audience, among which it is worth looking for customers. If there is such a thing, then it is advisable to open a cleaning business. It is quite cost-effective, low-cost and promising in our country. What is needed for this, and what difficulties may await newcomers in this matter - we will consider further.

Registration of a cleaning company, paperwork

1 Initially follows decide on the legal form. What to choose - LLC or IP? There are no restrictions, but there are nuances. If you are focused on high speed If you want to work mainly with organizations (their service is the most cost-effective direction), then it is better to organize an LLC, answering to clients with authorized capital and applying the main or simplified taxation system (these systems are best suited for settlements with legal entities). If you prefer to work mainly with individuals(cleaning of private apartments, houses), it is better to register with the tax office as an individual entrepreneur, choosing UTII as a form of taxation.

2 Also in the tax it is necessary to indicate such OKVED codes as:

• 74.70.1 Cleaning and cleaning of industrial and residential areas. premises, equipment
• 74.70.2 Cleaning and cleaning Vehicle
• 74.70.3 Disinfection, disinfestation, deratization activities
• 90.00.3 Cleaning and the like activity

3 Register with the Pension Fund and other off-budget funds

4 Coordinate the compliance of the premises of your enterprise (if any) with Rospotrebnadzor (SES) and Gospozhnadzor. At first, you can save on rent by arranging an office at home, and store equipment, for example, in a personal closet or garage. Ideally, for a serious cleaning company, it is necessary separate room containing:

• representative office;
• storage warehouse detergents and inventory;
• accounting room.

5 Study the document GOST R 51870-2002 - “Household services. Services for cleaning buildings and structures. This is the basic standard.

Development of a list of targets, services, price tags

When the company is registered, the target audience and its level are determined, it's time to move on to the selection of specific business objects. It will not be possible to cover everything at once, especially since some of them may already be serviced by competing firms. This is:

• offices;
• apartments;
• underground parking,
• halls of shopping and entertainment centers;
• warehouses;
• bars, cafes, restaurants;
• industrial kitchens;
• industrial premises and territories adjacent to them;
• premises after construction;
• private houses, apartments.

Then you need to draw up a specific list of services, develop price tags (it is advisable to study the price range of competitors before that), for example:

• furniture cleaning - from 35 rubles/m;
• carpet cleaning - from 20 rubles/m;
• window washing - from 25 rubles/m;
• general cleaning - from 55 rubles / m, etc.

Usually most in demand post-construction and general cleaning, glass washing, carpet cleaning, upholstered furniture.

Training and recruitment

The next question to be answered is how you will carry out cleaning services. Must have knowledge of:

• what types of pollution exist;
• by what means they are liquidated;
• what equipment is needed and how to use it;
• how certain materials react to disinfectants;
• cleaning features, etc.

for example, in winter, from the shoes of visitors to shopping centers, salt and chemicals remain on the floors of the halls in large quantities, which are sprinkled on the streets of cities. And if you do not clean them promptly and competently, then marble, carpet or parquet floors will become unusable. Therefore, at night the floors are processed special formulations, and during the day, cleaners must clean up pollution in a timely manner. In a word, this is a whole science that an entrepreneur needs to master and then train the staff. For these purposes, it is worth taking special courses or temporarily getting a job at a competing cleaning company.

The main staff are cleaners. The job is not very prestigious, so need to be prepared for staff turnover. All employees must sign liability agreements(after all, they will work in areas where various values ​​are located). You can pay both a fixed salary and a percentage of the order amount (usually 15-25%) - everything will depend on their wishes and your capabilities.

Selection of cleaning equipment, inventory, household chemicals

Cleaning equipment and special funds should be chosen specifically, based on what types of services you will provide. All components for cleaning are divided into 3 main groups:

1. Harvesting equipment(Tested brands "Taski", "Tenannt", "Kercher", "Nilfisk", "Cleanfix"):

• vacuum cleaners for dry cleaning;
• single-disk rotary machines;
• scrubbing machines, etc.

2. Cleaning equipment(Vileda, TTS, Euroop, Vermop):

• cleaning carts;
• replaceable buckets, wringers, etc.

3. Household chemicals("Taski", "Khimitek", "Kiel", "Tanu")

• universal cleaners;
• cleaning products for textile upholstery and carpets;
• protective coatings and etc.

From cleaning equipment required for large projects single disc rotary machine(about $2500). It is necessary for cleaning various floor coverings and applying protective agents (varnish, polishes) to them. If it is also equipped with a foam kit, then it will be possible to carry out foam cleaning of carpets. A vacuum cleaner for dry cleaning ($ 500) is also useful.

Professional rotary floor polisher for maintenance of large areas

From chemistry for cleaning purposes, for example, residential premises, you will need products for cleaning sanitary facilities, carpets, general cleaning, and glass washing (about $ 200-300).

Also needed Office equipment and the vehicle in which the equipment will be transported.

Features of the cleaning business

The main feature is that a cleaning company can be organized with a minimum of funds to start, for example, offering only window cleaning (one of the most popular services). To do this, it is enough to register a company, buy a set for work in the amount of $ 100 - 200, find customers and proceed directly to cleaning. As the client base expands, you can attract additional employees to the staff, buy additional equipment, etc.

There are also mode features. As a rule, cleaning is carried out on holidays, weekends or at night under the supervision of security personnel. The schedule will always have to be drawn up individually, taking into account the wishes of a particular client.

In general, this business is quite promising. If you manage to find an unoccupied niche, enlist the support and recommendations of regular customers, do the work efficiently and responsibly, then there is a high probability of building a reliable business that brings a stable income.

* Calculations use average data for Russia

1. PROJECT SUMMARY

Objective of the project– opening of a cleaning company in Rostov-on-Don. The main source of income for the establishment is payment for professional cleaning services. The cleaning company offers a wide range of professional cleaning services for commercial and private premises.

The target audience– the corporate segment, represented by shopping and entertainment centers, offices, restaurants, cinemas; private segment.

To benefits this business should include:

Demand for this type of service;

Relatively low level of competition, low threshold for entering the market;

The predominance of the corporate segment makes it possible to conclude long-term service contracts, which guarantees a stable income.

Investment costs in the amount of 1,578,400 were used for the purchase of specialized equipment, the purchase of a car, the arrangement of a sales office and the formation of a working capital fund. Payback period of the project- 11 months. Profitability business in the first year of operation will be 12%.

2. DESCRIPTION OF THE INDUSTRY AND COMPANY

The market for cleaning services in Russia appeared relatively recently - about 25 years ago, thanks to the arrival of large foreign companies. The introduction of cleaning services began in Moscow and St. Petersburg - these local markets are still the leaders of the domestic market of cleaning services and account for almost 60% of the total volume.

The activity of cleaning companies is a set of measures aimed at cleaning and maintaining cleanliness in commercial and private premises. AT recent times this type of service is gaining popularity, which is due to the demand for professional maintenance of the premises, problems in organizing their own cleaning services, actively ongoing construction, and outsourcing fashion.

The annual growth rate of the Russian market of cleaning services is 30%. The Moscow market shows growth of 68% and the market volume is more than 15 billion rubles a year. The turnover of the Russian market of cleaning services at the beginning of 2016 amounted to 222.13 billion rubles. To date, about 1500 companies operate in the regions of Russia, about 700 companies in Moscow and St. Petersburg.

According to statistical studies, in 2016 cleaning services entered the top 5 most demanded services in the domestic market.

The growing demand for professional cleaning leads to a constant expansion of the client base. Maintenance of commercial real estate accounts for 80% of the entire market. To date, the main users of the services of cleaning companies are shopping and entertainment centers. But in the segment of individuals, these services are just beginning to gain popularity.

Rice. 1 - The structure of the client base of cleaning companies

The dynamics of the commissioning of commercial space reflects the possibility of expanding the circle potential clients. The peak of commissioned commercial space was recorded in 2014, and in the last two years there has been a decrease in the indicator. However, during the crisis, many companies optimize their costs, among which were the costs of maintenance personnel. Thus, the demand in the cleaning services market was supported by those companies that refused to hire traditional cleaners in favor of outsourcing. This step, according to experts, can bring savings of 20% for the company. Therefore, even with the advent of the crisis in the commercial real estate market, the cleaning business continues to develop dynamically. Recently, the demand for cleaning services is provided by state organizations, which carry out the choice of cleaning companies through competitions, auctions, and so on.

Rice. 2 - Dynamics of the area of ​​commissioned commercial buildings in Russia

Competition in this market is growing very slowly, the threshold for entering the market is quite low. Statistics show that in recent years the number of cleaning companies has remained unchanged: every year new companies enter the market, but the same number leave it. The main trend in the cleaning services market is the consolidation of companies and the expansion of the range of services, due to which the market is growing. At the same time, small enterprises also survive, as they are able to flexibly and quickly respond to changes in market conditions. The profitability of this business is in the range of 12-15%.

Ready-made ideas for your business

This business plan was developed for opening a cleaning company in Rostov-on-Don, so you should analyze the local market for cleaning services. According to the results of the search query, there are 58 cleaning organizations in the city, of which the highest rating is assigned to: "CleanOffice", "Master Shine" and "Make a Wish". These companies are serious competitors. It is recommended to study their pricing policy and the list of services in order to form their own competitive advantages.

Thus, cleaning business has the followingpros:

1. The market for cleaning services is in the stage active growth. Cleaning services have long been familiar to potential consumers and have experience of successful application in various regions of Russia;

2. The basis of the client base are legal entities, so with a high level of corporate service, you can count on long-term cooperation, which will provide the company with a stable income;

3. Relatively low level of competition, low threshold for entering the market.

3. DESCRIPTION OF GOODS AND SERVICES

Potential clients of the cleaning company are both individuals and legal entities. Target audience in the segment of servicing individuals - families with an income level above 30 thousand rubles for housing cleaning; in the service segment legal entities- commercial facilities for various purposes to maintain cleanliness and care in the premises.

The complex of cleaning services should be formed based on the target audience and demand for certain types of services. According to statistics, the largest share by type of service is occupied by complex daily cleaning, in second place is cleaning of the adjacent territory, garbage collection, and cleaning after repairs.

Daily cleaning includes dusting, cleaning mirrors, cleaning floors. Cleaning of the surrounding area involves washing windows, facades, garbage removal, snow / leaves / grass removal (depending on the season), maintaining the cleanliness of architectural elements. General cleaning is also offered, which means removing dirt from walls, washing skirting boards, removing local dirt from various surfaces, cleaning tile joints, washing windows, and so on. Particular attention should be paid to such a type of service as cleaning after repair - recently this type of service is in demand. Cleaning after repair includes: removal of construction waste, washing windows from plaque, thorough removal of dust from various surfaces, heavy dirt, washing floors, cleaning furniture, washing chandeliers, etc.

Some cleaning companies offer special programs and services. Such services may include cleaning before the birth of a child, washing advertising structures, cleaning after holidays, outstaffing (staff hire) and others. The presence of such specific types of services favorably distinguishes the company in the market. Many cleaning services are expanding their range of services, offering clients dry cleaning of furniture and carpets, disinfection of the premises, or the provision of a housekeeper.

Ready-made ideas for your business

The range of cleaning services is quite wide, but limited in cash because many services require expensive equipment. On the initial stage creating a cleaning service, it is recommended to choose the main services, namely:

Daily cleaning of the premises - from 5 rubles / m 2

General cleaning of premises - from 50 rubles / m 2

Cleaning of furniture and carpets - from 40 rubles / m 2

Washing windows - from 20 rubles / m 2

Household assistant - from 45 rubles / m 2.

In general, the set of services is individual for each client. The contract is drawn up indicating the list of necessary services, the price of which may vary depending on the scope of work.

4. SALES AND MARKETING

Marketing promotion of a cleaning service may include a number of activities aimed at different target audiences:

1. Direct marketing will be effective in the corporate segment. For advertising, you will need to prepare handouts. You can also cold call a range of potential customers.

4. Creation of a website that allows a potential client to independently study the list of services and the price list.

When planning an advertising campaign, you should consider what selection criteria are guided by potential customers. The most significant are: the cost and range of services provided, reputation in the market, staff qualifications, work schedule flexibility. These parameters should be paid attention to in presentations and other promotional materials.

Ready-made ideas for your business

Promotion tools can be different - it all depends on the target audience and the budget allocated for advertising. Most cleaning business owners admit that the most effective way promotion is word of mouth. To make it work, ask the first customers to leave a review about the company - in return, offer some kind of bonus, for example, a discount on the next visit. Loyalty programs should be worked out, involving promotions and discounts with constant cooperation. The conclusion of contracts for regular maintenance will provide the company with constant employment of personnel. Make a statement about the sustainability of cleaning products – there has been a recent trend towards “green cleaning”.

Another tool used in marketing is the analysis of the pricing policy of competitors. Table 2 presents a comparative description of three large cleaning services in the city of Rostov-on-Don. Based on the collected data, you can create your own prices for each type of service and develop marketing strategy. For example, the Rostov market has a small share of the service "domestic helper" - to include such a service in the list, no additional costs for the purchase of special equipment will be required. And in case of low demand for this type of service, the employee will be able to perform another type of service.

Taking into account the average market cost of services and the prices of competitors, a price list was formed:

Daily cleaning of the premises - from 10 rubles / m 2

General cleaning of premises - from 70 rubles / m 2

Cleaning of the premises after construction and repair - from 70 rubles / m 2

Cleaning of furniture and carpets - from 80 rubles / m 2

Washing windows - from 115 rubles / piece

Household assistant - from 50 rubles / m 2.

Table 1 - The cost of cleaning services in Rostov-on-Don

To promote the cleaning service in Rostov-on-Don, it is planned to conduct an advertising campaign aimed at informing the city residents about the opening of the cleaning service. The advertisement will be on the radio for 2 weeks. The cost of 1 minute of advertising on the radio in prime time costs an average of 3,500 rubles. The minimum number of repetitions per day is 6. The duration of one advertising message is 30 seconds. Based on these parameters, advertising company on the radio will cost an average of 88,000 rubles.

Attracting corporate clients is planned to be carried out by showing a presentation of services at a personal meeting. In this presentation, it is necessary to reflect the main advantages of outsourcing cleaning, as well as the main advantages of your company, which distinguish you from your competitors.

It is also planned to create a website and naming for the development of a logo and company name. These costs will amount to about 20,000 rubles.

An additional promotional tool will be the distribution of leaflets and the placement of advertisements around the city. Development of the layout will be - 1000 rubles. Printing of 1000 single-sided flyers in A6 format - 3200 rubles. In total, this promotion tool will cost 4200 rubles.

5. PRODUCTION PLAN

To accommodate the sales office of the company, as well as to store all the equipment, it is necessary to rent a room with an area of ​​40 m 2. The cost of renting such a room in Rostov-on-Don is about 25,000 rubles.

The sales volume is calculated as the market average for a city with a population of more than 500,000 people. Based on the standards, an employee cleans 600-800 m 2 per day. With 4 employees working in shifts, the maximum workload per month is 11,250 m2 per employee or 45,000 m2 for the entire cleaning staff. average price services is 50 rubles / m 2. With a workload of 50%, the company's monthly revenue will be 22,500 * 50 = 1,125,000 rubles. It is planned to reach such indicators in the fourth month of the cleaning service.

6. ORGANIZATIONAL PLAN

To implement the project, registration of an LLC is expected. Form of taxation - USN with the object of taxation "revenue" at a rate of 6%. Types of activities according to OKVED-2:

81.1 Integrated facilities maintenance activities

81.2 Cleaning and cleaning activities

43.39 - post-construction cleaning

96.01 - washing and dry cleaning of carpets and textiles.

No license is required to provide this type of service.

Making all required documents takes up to 1 month and costs about 6,000 rubles.

To achieve the planned sales volume, a staff of 6 employees is required. Cleaning service hours from 8:00 to 22:00. The cleaners work in shifts. The payroll fund is 141,000 rubles per month, including social payments of 183,300 rubles.

Table 2 - Staff of the cleaning company and payroll

Qualified staff is the main key to the success of the cleaning service. That is why it is necessary to give special attention selection of personnel. The most suitable candidates are responsible, conscientious women and a man aged 25-40. Cleaners must be interchangeable. Each cleaner is provided with overalls - average cost one set is 2000 rubles.

If an entrepreneur plans to expand the business, then he should take into account the cost of staff training. Currently, various cleaning courses and schools have been created in Russia, which provide training and advanced training programs for cleaning service personnel. Training of 1 person will cost an average of 3000 rubles.

It is also necessary to purchase truck, which will deliver cleaners and all the necessary equipment for the provision of services. The cost of a used gazelle will be approximately 300,000 rubles.

7. FINANCIAL PLAN

The financial plan includes fixed and variable costs. To launch the project, it is necessary to calculate the amount of initial investment. To do this, you need to determine the cost of equipment and machinery.

Table 3 - Initial investment

The initial investment for opening a cleaning company is 1,578,400 rubles.

Table 4 - Costs for the purchase of equipment

The purchase of equipment will amount to 945,200 rubles, and the cost of equipping an office will average 65,000 rubles.

Table 5 - Monthly expenses

Thus, monthly expenses were determined in the amount of 346,348 rubles. The cost of services consists of monthly expenses and the cost of the equipment used. The average cost of cleaning 1 m 2 is 31.5 rubles. For a volume of 22,500 m 2 per month, the cost of work will be 708,750 rubles.

8. PERFORMANCE EVALUATION

The payback period of the project with an initial investment of 1,578,400 rubles is 11 months. The net monthly profit of the project upon reaching the planned sales volumes will be about 100 thousand rubles. It is assumed that the achievement of planned indicators will occur in the fourth month of the cleaning service. Return on sales in the first year of operation - 12%.

9. POSSIBLE RISKS

To assess the risk component of the project, it is necessary to analyze external and internal factors. External factors include threats related to the economic situation in the country, markets. To internal - the effectiveness of the management of the organization.

We list the main risk factors when creating a cleaning company and how to respond to threats. External risks include:

An increase in the cost of services, which entails a decrease in marginal income. It is possible to mitigate the risk by creating a margin margin on the cost, which will compensate for the increase in costs without increasing the cost of services;

The opening of direct competitors in the city entails the threat of loss of customers, dumping, and an increase in marketing and advertising costs. It is possible to reduce the impact of this risk by building up your customer base, creating loyalty programs, concluding long-term contracts for exclusive service.

Internal risk factors include:

A low level of staff competence can lead to a drop in sales, a deterioration in business reputation and bitterness competition. An effective system of training and staff motivation will reduce the risk;

The seasonality of the business entails a decrease in sales, an increase in uncovered staff costs. It is possible to mitigate the risk with the help of promotional offers, organization of low workload time for personnel training;

Breakdown of equipment entails the suspension of activities and the loss of part of the profit. This threat can be avoided by carrying out scheduled inspections of equipment and cooperation with reliable manufacturers of equipment.

Starting investments - 1,037,000 rubles. Net profit in the first year of operation - 600,000 rubles, return on sales - 16%. Payback period - 18 months.

It will take 2,285,000 rubles to open your own dry cleaners. Such a business will not pay off in a couple of months (according to our calculations, almost 3 years), so it is recommended to have some...

Even 25 years ago, no one knew what a cleaning company was, and today more than 600 companies involved in this field compete with each other on the market. These companies provide cleaning services for commercial and private premises, washing facades and windows, cleaning areas after renovation or fire.

Starting in the niche of apartment cleaning is low-cost, but such a business does not bring big profits. There are much more opportunities to earn money from those firms that specialize in working with commercial, warehouse, production areas, although it is almost impossible to get such an agreement for a newly opened cleaning company - the market has long been divided between large organizations providing full complex services.

This article describes step by step plan opening a medium-sized cleaning company, assessed the initial costs and profitability of the enterprise, and also considered the option of starting a franchise business.

1. Analysis of the scope of cleaning services

To begin with, it is necessary to assess the capacity of the business within the geographic location of the entrepreneur. Areas where cleaning services are most in demand:

• wholesale and retail trade in large areas (covered trade warehouses, hyper- and supermarkets, exhibitions and sales in exposition centers);
• private medical centers (diversified commercial clinics, beauty and health centers, bath and spa complexes);
• class A and B office buildings;
• premises of workshops and warehouses of "clean" industries (food, processing, light industry);
• cottage settlements within the city with a large number of multi-storey private houses;
• construction companies and design bureaus finished projects"Full construction";
• entertainment (children's playgrounds, shopping centers, banquet halls, nightclubs).

It is worth thinking about organizing a cleaning business if there are contractual prospects with clients from the listed categories. You should not count on large profits from cleaning apartments or small offices. Despite the significant growth in this area in recent years, most of the work here is done independently, with the help of a paid cleaning lady or a visiting assistant.

The exception is megacities, where the service "Sustaining cleaning" is gaining popularity. Low price entry into this niche has spawned high level competition with constant price dumping, frequent marketing promotions and constant improvement of the site interface for prompt ordering of services. For one-time and seasonal works (window cleaning, general cleaning, washing the premises after repair), the customer, as a rule, chooses the most attractive offer in terms of price, without becoming a regular client of a particular company.

2. Business registration

Work without registering a business can be carried out if the entrepreneur himself provides one-time cleaning services. In this case, it is possible to conclude a work contract or an agreement for the provision of paid services between the customer and the contractor. However, this form of relationship does not exempt the parties from paying taxes. The client organization is obliged to pay income tax and all social payments to the contractor. If the client is an individual, the contractor pays income tax in the form 3-NDFL.

An entrepreneur can hire staff and provide services under a contract only after the legal registration of the business.

Name choice

One of the most important steps that you need to go through before registering a company is to decide on the name. Recognition in the market, the degree of trust, difference from competitors and the design of an advertising campaign: logo and slogan depend on this.

You should make sure that the chosen name does not sound similar to the names of competitors. The most common names in this area are derived from the word cleanliness, cleaning, cleaning and their derivatives. Cute names like Moidodyr, Cinderella, Brownie will not add prestige in the eyes of large customers.

The company logo should be made clear, light, bright: the client should understand what is shown in the picture or in the title at a glance. You can check this by interviewing acquaintances and friends - if it takes them a long time to determine the area for which the logo was created, it is better to change it.

Organizational and legal form

In practice, contractor agreements are much more readily concluded with enterprises than with individuals. But in order to choose the organizational and legal form, it is necessary to determine who the client is and what his requirements for contractors are.

Small private firms, entrepreneurs, the population, as a rule, have nothing against one-time work with individual entrepreneurs. Therefore, it is preferable to choose this form and the simplified tax regime of the simplified tax system 6% to optimize payments to the budget.

At the same time, constant interaction with simplified companies is unprofitable for enterprises that work with VAT. Such clients outsource cleaning companies or enter into a contract based on the results of a competition, and to work with them, it is necessary to open an LLC and apply the general tax regime.

The disadvantage of working in a general mode is the mandatory accounting and personnel records. That is, payment for the services of a professional will be required from the very opening of the company. However, this option allows you to enter into large contracts, participate in tenders and make a profit of a different order than when working with individuals. Therefore, for a business in this area, it is preferable to open an LLC. Further, we will consider all examples for this organizational and legal form.

OKVED codes

In the new OKVED-2 classifier, cleaning activities for premises and territories are included in group 81, a subgroup is selected depending on the types of services that the organization will provide. 81.29.9 “Other cleaning and cleaning activities” can be indicated as the main code, and when providing additional services for the dry cleaning of carpets or furniture at home, code 96.01 “Laundry and dry cleaning of textiles” should also be indicated.

Required documents

Cleaning services for premises and territories are not subject to licensing, and therefore a standard package of documents is required to start a business. It includes a passport, an application for opening an LLC, a decision of a participant, a charter and a receipt for payment of a fee. If the founder does not own the premises that provide an address for registering a legal entity, then a letter of guarantee from the owner is also required.

The easiest way to register an enterprise is through the MFC or online on the State Services website. Regulatory term readiness - 3 working days, in some cases there may be delays of up to two weeks.

After registration, it is necessary to perform a number of mandatory actions: order a seal, open a current account, officially hire employees. By the 20th, submit a report on the average headcount, and within 4 months - pay the full amount of the authorized capital.

3. Assortment management

The services provided are divided into outdoor (yard cleaning, cleaning of swimming pools, washing windows, sidewalks) and indoor (all types of indoor cleaning) works, cleaning with mechanical tools (brooms, mops, rags) and with the help of equipment (high-pressure washers, polishing machines, drying cars), daily or seasonal. It is required to decide on the list of services at the initial stage of opening a business, since it depends capital expenditures for the purchase of equipment.

Many companies do not deal with outdoor work and facade cleaning, as often industrial climbers who have access to work at height work in this niche. These services can be introduced later, with the expansion of the business or at the request of a regular client who needs a complex of works.

An approximate list of works that should be in the list of services of a newly opened cleaning company is given in the table.

For each of the positions, you must have a list of work or a checklist, as well as a list of additional services that are provided for a fee.

For large industrial enterprises and retail space, checklists are developed based on existing cleanliness standards.

The standard price also includes additional items that allow you to interest a new client and create a competitive advantage. For example, cleaning the apartment before discharge from the hospital, which is distinguished by the use of only environmentally friendly, natural cleaning products and the treatment of all surfaces with steam. Also, customers will be interested in cleaning the pool, polishing the parquet, express cleaning after the party and other interesting offers that do not require the owner of the company to purchase additional equipment or recruit additional staff.

4. Purchase of equipment

Cleaning of private apartments and cottages is possible without the purchase of expensive equipment. It is enough to buy buckets, mops, brooms. Even a vacuum cleaner and a stepladder can be borrowed from the client. However, such an approach to doing business will not inspire confidence in a large client and will not bring large profits.

For manual cleaning, you will need to spend at least 60 thousand rubles on inventory:

• universal cleaning carts - from 15 thousand rubles;
• mops for dry and wet cleaning - from 5 thousand rubles;
• replaceable buckets for carts - from 400 rubles;
• window cleaning kit - from 10 thousand rubles;
• scoops, brushes, scrapers - from 200 rubles.

If a business in the field of cleanliness is created, as recommended, for a large client, then even the minimum set of equipment will have to be spent 250 thousand rubles. Cleaning machines are used daily and for a long time, and therefore the quality of work of a cleaning company directly depends on the quality of their assembly, reliability and warranty conditions of the manufacturer.

The first stage of cleaning is cleaning the room from large debris and dust. Traditionally, a broom and a dustpan are used for this, but to increase productivity in large areas, a sweeper is purchased. This equipment is suitable for cleaning workshops, warehouses, medical and commercial facilities as a preparation for washing the floor, as well as for outdoor work.

Sweepers are:

• mechanical (from 10 thousand rubles), the drive shaft of which activates the movement of the wheels, is used in medium-sized rooms;
• rechargeable batteries (about 100 thousand rubles) are charged from the mains, suitable for working in narrow aisles of an average area;
• with an internal combustion engine (from 150 thousand rubles), using gasoline or diesel as fuel, are used in cleaning large open areas;
• with a seat for the operator (about 500 thousand rubles), are used at large production facilities with a continuous cycle of dry cleaning.

It is most convenient to use a machine with a suction mechanism, a hopper for collecting debris and a dust collector. You should also pay attention to which floor coverings a particular model is recommended for: linoleum and ceramic tiles are easily damaged if not properly cleaned. Eureka Picobello 151 can serve as a neat, environmentally friendly and silent model for starters.

For wet cleaning of the floor, you will need a floor scrubber. Modern models have a built-in vacuum system that allows you to dry the surface immediately after washing and refuse to purchase a floor dryer. Additional equipment with special brushes allows the device to work also with carpets. Scrubbers are divided into:

• network (from 60 thousand rubles) require a 220 V or 230 V cable no more than 20 m long, which is suitable for small and medium-sized rooms;
• rechargeable batteries (from 120 thousand rubles) are distinguished by maneuverability and ease of use in rooms with furniture, storage equipment;
• with a seat or a standing place for the operator (from 420 thousand rubles) are used for continuous cleaning of hypermarkets, hospitals, large production workshops;
• single-disk (about 30 thousand rubles) for washing hard-to-reach places, stairs, window sills and other small-area coatings are necessary for enterprises providing cleaning services multi-storey buildings or private cottages.

The most versatile of them are battery-powered machines, for which the presence of furniture in the room is not a hindrance, which means they can be used to clean areas for various purposes. For example, the GhibliRolly 7 scrubber dryer in small spaces can be used with a 230 V mains connection.

A professional vacuum cleaner is required to clean carpets and furniture. They can perform dry or wet cleaning, there are also models that combine both types of work and are even able to suck liquid mud. Vacuum cleaners come in different types:

• construction (from 10 thousand rubles) absorb concrete dust, shavings, large fragments of debris and often have increased wear resistance and a stainless steel body;
• for dry cleaning (from 5 thousand rubles) differs from household models in power, cord length, noiselessness;
• detergents (from 20 thousand rubles) can be used both for dry and wet cleaning, and due to their compact size they are often used in everyday life;
• water vacuum cleaners (from 7 thousand rubles) suck a large number of liquids, which is necessary in production in various industries;
• knapsack (from 15 thousand rubles), comfortable shoulder design, used in rooms with narrow aisles: airplanes, cinema halls, stairs;
• brush (from 25 thousand rubles) best cope with long pile carpets, which is important for hotels, kindergartens and administrative institutions.

The most functional for small cleaning companies are washing vacuum cleaners with the possibility of dry cleaning. For example, the Delvir WDC PLUS model combines both functions and additional dry cleaning.

For the destruction of odors, fungi, mold, rust, greasy spots from surfaces use a professional steam generator. For this equipment, there are various interchangeable nozzles that expand the scope of use. The BieffeMagicVapor steam generator has an iron-shaped nozzle that allows you to iron and steam clothes and bed linen.

Since the services are provided on the territory of the customer, transport in this type of business is much more important than an office. The car must be well-groomed, clean, ideally a minivan with company advertising on the body. A used PeugeotPartner, for example, costs about 400 thousand rubles in the secondary market. It is better to hire personnel for home cleaning without special equipment with personal transport, compensating for depreciation and fuel costs.

5. Selection of consumables

Professional cleaning requires special products that differ from household products in concentration, impact on pollution, safety for others and large packages:

• universal cleaner for all types of surfaces - 4500 rubles / 10 l, depending on the concentration, enough to wash 400-1000 sq. m;
• detergent for carpets and upholstery fabrics - 2000 rubles / 10 l, enough to clean 300-600 sq.m;
• sanitary zone cleaners - 3000 rubles / 10 l;
• air purifiers - 6000 rubles / 10 l;
• stain removers - 1000 rubles / l;
• for glasses, mirrors and shop windows - 2000 rubles / 10 liters per 300–600 sq.m;
• for wood and parquet - 3000 rubles / 5 liters per 50 sq.m.

Except chemicals you will need wiping materials (rags, rags, napkins, sponges, microfiber), rubber bands and mops for mops, bottles and spray bottles for detergents, garbage bags, gloves.

6. Recruitment

The attractiveness of the cleaning service sector for workers is that such employment does not require special skills, is often paid on a piece-rate basis, and is easily combined with studies or main work on a shift schedule. However, like any personnel in the field household services, they are required to have a medical book, uniform, an agreement on liability.

The salary depends on the volume of work and the frequency of site visits and averages 15 thousand rubles. To maintain accounting, personnel records and pay taxes, an LLC needs an accountant, half-time or incoming. The duties of a client manager (departure to the office, conclusion of contracts, acceptance of orders, advertising) can be performed by the business owner, however, with an increase in volumes, an additional staff unit will be required.

7. Do you need your own office to run a business?

The home office or home office is one of the most popular small business trends, suitable for taking calls, solving problems remotely, posting advertisements, and even storing equipment and cleaning supplies. Since meetings and discussions take place at the client's premises or by phone, there is no point in renting commercial space.

Of course, a successful company with a well-known name needs office space with a customer reception area, a small warehouse, a place of work for administrative staff, a laundry. But at the initial stage, all these functions are assigned to the premises (residential or not) of the business owner.

8. Search for clients and advertising

The total size of the cleaning services market is huge, and in order to properly position a company, it is necessary to choose a specific niche. Specializing in cleaning commercial space or residential cottages, industrial premises or medical centers require completely different platforms for advertising and finding customers.

The next step is to assess the geographic area of ​​work. It is necessary to decide on what distances the team is ready to travel and deliver equipment, this will outline the circle of potential customers and allow you to assess whether they are enough for the chosen niche.

Even with one or two customers for cleaning large areas, it is worth developing in the field of home services. It does not require the purchase of additional equipment or special consumables, nor does it bring a lot of profit. However, this is an opportunity to earn reviews, fame, be heard and optimize processes within the company. The first customers can be friends, relatives, neighbors, former colleagues entrepreneur.

After this step, you can order ad placement. In the field of personal services, promotion works well with the help of color booklets with detailed working conditions, clear pricing and realistic photographs of the cleaning process. Such materials are placed on racks of laundries, in shops, bathhouses, mailboxes.

For advertising among legal entities, e-mailing, cold calls to offices, and participation in tenders work better. In addition, the company should have a professionally designed website that details all services, time limits, equipment and cleaning products used, as well as a detailed price list and a form for writing reviews.

Don't give up on modern ways promotion. For example, a Youtube channel will introduce potential customers to the specifics of the company's work, give tips on daily cleaning on their own, show the premises before and after cleaning, as well as testimonials from happy customers.

9. Franchise a cleaning company or start from scratch?

Starting a business on your own or choosing one of the ready-made franchises on the market, the businessman himself must decide. Each method has its pros and cons.

The franchisor will provide a carefully crafted market analysis, business plan, marketing support, and often a ready-made online store selling services. For this, you will have to pay a lump-sum or marketing fee, and / or make monthly royalty payments as a percentage of revenue. However, most of the work will still have to be done independently: search, hire, train staff, make purchases, interact with the client, place ads.

You can start a cleaning business on your own if you have experience entrepreneurial activity and preliminary agreements with at least one customer. In this option, the business owner decides what services to provide, what to specialize in, and where to go wrong.

Popular franchises

In a service business without complex processes, expensive equipment and secret technologies, buying a franchise provides little additional features. Sometimes the franchisor provides discounts for the purchase of consumables and assistance in advertising at the federal level, and then subject to a recognizable brand. This is the main difficulty: there are many medium-sized companies in the market that sell franchises, but large players with well-known names do not do this. As a result, when buying a ready-made business, a businessman does not receive anything beyond what he could organize on his own.

This is due to the fact that many cleaning companies have curtailed their franchising development programs - the information in the franchise databases has not been updated for several years or leads to sites whose service has been suspended. Of the "live" proposals on the Russian market, only two are valid.

Financial calculations

Given the low costs at the start, the payback of the business depends only on the activity of the entrepreneur in terms of finding customers and promoting the services of his company.

How much money do you need to start?

To get started, you will need an amount for the registration of an LLC, the development of a logo and promotional materials; purchase of equipment; creation and promotion of the site; purchase of uniforms for staff.

Monthly expenses

The company's monthly operating expenses consist of staff salaries, purchase of consumables and cleaning products, gasoline, advertising budget and tax deductions.

How much can you earn?

Cleaning office and retail space requires one employee per 600 sq. m, means 2 employees with the help of a sweeper and washing machines, as well as manual inventory, can serve a small supermarket with an area of ​​\u200b\u200bless than 1200 square meters. m. Monthly revenue from the maintenance of such an object will be 1200 sq. m. m*30 rub./sq. m * 30 days = 1080 thousand rubles. Net profit 1080-200 \u003d 880 thousand rubles. However, for non-stop shift cleaning of such an area, all personnel will have to be involved and the purchase of a car for transporting equipment from 400 thousand rubles will have to be taken into account in the costs.

For household services, revenue is of a different order. It takes 2-3 hours of working time and one person to clean the apartment, the minimum check is 1800 rubles. This means that for a working day, taking into account the trips, one worker cleans 2 apartments, and five workers are able to serve 10 apartments a day. This means that the monthly revenue will be: 1800 rubles / apartment * 10 apartments * 30 days = 540 thousand rubles. Profit for the month without operating expenses 540-200 = 340 thousand rubles.

Thus, in the case of opening a business for a specific client, the costs will more than pay off in the first month of work, while occupying a household cleaning niche - in the second month of work. However, it should be remembered that these figures were obtained taking into account the full load of all employees, which in reality is extremely rare.

Conclusion

The sphere of cleaning services in the country is close to saturation: the client chooses from many competing companies based on price, reviews, market position. The niches of commercial and domestic cleaning are firmly occupied by companies with many years of experience and high quality services.

Nevertheless, if you have a preliminary contract for the cleaning of large commercial facilities, you can start your own business with an initial capital of 350 thousand rubles and pay it back in the first month of work. In the residential cleaning niche, the entry point is smaller due to the absence of electronic equipment costs, but the monthly profit is also low, depends on the number of orders and employees, and is also subject to significant seasonal fluctuations.

Cleaning is a professional service for cleaning various premises and maintaining cleanliness.

Even in Europe and the USA, with their established market for cleaning services (about 80% of all commercial real estate is serviced by cleaning companies), this area is developing rapidly. The Entrepreneur Top 500 Franchise List includes 17 cleaning companies, all of which are growing rapidly.

In Russia, only one fifth of all commercial real estate is serviced by professional cleaners. But if there are large players in the market for cleaning non-residential premises in Russia, working with large shopping centers, business centers, government agencies, the residential cleaning market is not consolidated. It is represented by small local companies operating within the same city, as well as individual cleaners constantly working for several clients. Therefore, the threshold for entering this market is not so high.

The purpose of this project is to create a cleaning company specializing in cleaning residential premises (apartments, houses, cottages) in a million-plus city.

Key success factors for this business:

• Low competition. Even in big cities there are no large players in this market, it is occupied by small businesses or “private traders” with whom one can successfully compete. In cities with a population of less than 500 thousand people, it is quite possible that the market will be free.
• Demand. In any city there is a solvent audience that does not want or does not have the opportunity to clean their homes on their own. Even those who clean their own houses order additional services, such as dry cleaning of mattresses and carpets.
• High MRR(monthly recurring revenue). A person needs cleaning all the time, once every 1-2 weeks. If you provide quality services, the client will order it again and again, which, coupled with a high average check, will lead to an increase in MRR. A high MRR is not only a stable monthly income, but also the ability to predict and track the profitability of the enterprise in advance.

Amount of initial investment is 325,000 rubles*

Breakeven point achieved for 4 months of work

Payback period is 9 months

Average monthly profit first year project implementation is 96,800 rubles.

* excluding monthly expenses(FZP office and cleaners, chemicals and consumables). They can be found in the "Financial plan" section.

2. Description of the business, product or service

List of services provided:

• Regular cleaning is dry and wet cleaning of the entire room. It is necessary once every 1-2 weeks and includes dedusting and wet cleaning of all surfaces in an apartment or house.
• General cleaning is a comprehensive cleaning of the apartment, including washing windows and balconies and kitchen appliances from within. General cleaning is required for the premises once a month.
• Post-construction cleaning is a one-time service required after the repair of an apartment or house. It is aimed at getting rid of traces of building mixtures, glue, limescale from all surfaces in the apartment.
• Dry cleaning of upholstered furniture. Professional cleaning service for furniture (mattresses, chairs, sofas, armchairs) using a special vacuum cleaner. Produced 1-2 times a year.
• Ironing - is done at the customer's home using the company's equipment and ironing board. Payment is hourly.
• Delivery of keys to the customer. If the customer is not at home at the time of the arrival of the cleaners and the end of the cleaning, he can order the delivery of keys from him and to him for a fee.
• Separate services included in the general cleaning. For example, window cleaning. Can be ordered separately or together with regular cleaning.

Working hours - from 7:00 to 22:00. All services are provided at the client's premises.

3. Description of the market

In 2014-15, the commercial real estate cleaning market, which previously occupied more than 90% of the cleaning market, entered a stage of stagnation associated with price dumping against the backdrop of cost optimization for large companies and business centers. In turn, the residential cleaning market began to grow, due to the fact that the services of housekeepers became less accessible to the middle class. For now, this growth continues.

In million-plus cities, there are about 10% of the solvent population who are ready to order cleaning of their house or apartment. On average, there are 2.5 inhabitants per dwelling in Russia. Let's estimate the potential and actual market volume per month for different cities, provided that the client orders cleaning twice a month for 2000 rubles:

* the calculation is made taking into account the smaller share of the solvent population in cities with a population of less than 1 million people.

4. Sales and Marketing

Promoting a cleaning company is not an easy task. You will have to work with several segments of potential customers at the same time, answering their key questions.

Let's highlight these segments:

• Those who do not know about household cleaning at all. Their question is “What, can I order cleaning of my house?” They just need to describe the company in detail. There are many such people. For example, 70% of our regular customers ordered cleaning from us for the first time.
• Those who are used to cleaning themselves. “Why should I order when I can do it myself?”. If this is a principled position, there is nothing you can do, but the rest of the categories need to be conveyed the benefits of professional cleaning, employee training and work standards.
• Those who want to order, but are afraid / doubt. Their question is “What if it’s unsafe/expensive/inconvenient?” Your task is to refute these assumptions. And not only in word, but also in deed. Today, in the age of the Internet, any published story that your cleaning lady stole something, or that the stated check was lower than the actual one, will kill the reputation of your business.
• Those who order from "private traders" or other companies. Study the work of these categories. Order cleaning yourself and think about what can be done better. This will set you apart, and it will form the basis of your company's positioning.

In any case, constant active marketing will nullify the profit of your enterprise. High-quality performance of the service, a high percentage of customer return - that's what needs to be achieved in the first place.

Prices for cleaning apartments (rub):

Prices for house cleaning (rub):

Prices for additional services:

The average check is 3000 rubles.

5. Production plan

Stage 1. Registration

First of all, you need to register your business.

Register IP. Select UTII as the taxation system.

In the OKVED-2 classification, select item 81.21.1 "Activities for cleaning apartments and private houses." It is included in the class "household services" and falls under UTII.

You will also need to make and register a seal and open a bank account. In total, you will spend about 4,000 rubles for registration.

Stage 2. Premises

Your activities will be related to the storage of chemicals, inventory, the constant arrival and departure of employees. Therefore, an apartment as a room would be a bad option. Rent a small inexpensive room for free use. It should have a bathroom, two rooms, good ventilation. Since the arrival of customers is not expected, repair of the premises is not required. A plus will be the availability of free parking near the office and the availability of public transport. In a million-plus city, such an office can be rented for 25,000 rubles a month.

Stage 3. Purchase of equipment, uniforms and chemicals

To get started you will need:

1. 20 cleaner sets (mop, mop, bucket, bag) - 40,000 rubles.
2. 20 sets of uniforms - 30,000 rubles.
3. Professional vacuum cleaner that can be used for post-construction cleaning - 23,000 rubles
4. Vacuum cleaner for dry cleaning of upholstered furniture - 47,000 rubles.

Monthly costs:

• Consumables (sponges, rags, gloves, caps, etc.). All this will cost about 500 rubles per cleaner
• Chemicals - about 1200 rubles per month for a cleaner

Total: 140,000 rubles of initial costs + monthly.

Stage 4. Hiring employees

First of all, you need to hire an office manager. This position does not require a person with any special competencies, he will simply supervise cleaners, accept and send them to orders. Since the company's work time is clearly more than 8 hours, most likely, you will have to take two employees in 2/2 mode. The salary of an employee is 25 thousand rubles.

Your main problem will be hiring cleaners. Residential cleaning involves high demands on employees - in terms of discipline, appearance willingness to work and improve skills. But there is an established idea of ​​cleaning as the lot of low-skilled personnel or people looking for a part-time job. In our experience, only 1 person out of 75 who responded is suitable.

But hiring people is not enough - they still need to be trained. You can independently study GOSTs, materials on the Internet, practice with inventory in order to subsequently train employees. You can hire a technologist on a piece-rate basis who will deal with pure training. In this case, each cleaner training will cost you at least 2,000 rubles. One way or another, even recruiting a staff of 5 cleaners will take you about 2-3 months.

6. Organizational structure

The company structure is simple:

• Head - 1
• Office managers - 2
• Cleaners - 20

Naturally, you will not hire 20 cleaners right away, initially 5 people will be enough. But it is with 20 employees that you get perfect combination- high turnover while maintaining the simplicity of the team structure. Increasing the state will lead to the need to create an additional hierarchy, and this is an extra complication for you.

Cleaners' salary - 60% of the order. Schedule: 2/2. It is obligatory to have a medical book with analyzes for employees of domestic services (for example, a beauty salon).

7. Financial plan

The financial plan is calculated from the average cleaning bill of 3,000 rubles and the norm of 18 cleanings per cleaner per month.