How to save the building materials business. Place for a building materials store

In the current economic conditions The idea of ​​starting your own business is becoming more and more popular. The fact is that a personal enterprise opens up a number of advantages that were not available before. At the same time, you should not hope that your own business is devoid of any difficulties and unpleasant moments. From the very beginning, it must be understood that in order to achieve any positive results it will take a lot of effort. To date, the trade in building materials is almost the most popular business idea.

Relevance

The demand for construction products is quite high among domestic consumers. It's all about enough big number people make repairs in their houses, apartments or country houses. That is why they often turn to the sphere for help. retail building materials. On the other hand, there are individuals or legal entities that are engaged in large construction projects. Given the large volumes, representatives of the second group can be found in wholesale trade building materials.

Buy or create from scratch

People who decide to start selling building materials quite often have the following question: should I buy a ready-made hardware store or is it better to create it myself from the very beginning? While both options have their advantages and disadvantages, buying an established business is considered more profitable solution this question, since in this case it will be possible to assess the profitability and profitability of this particular store in a certain area. Thus, it is considered that to buy ready shop and re-registering it for yourself is the right decision. In addition, experts say that the costs of both the purchase and the creation of a store are approximately the same. For those who have decided to start their business from scratch, it would be useful to remind you that you need to register a legal entity to trade in building materials. LLC can be called whatever you like. The main thing is that this name does not repel potential customers.

Types of building stores

Fortunately, for a simple consumer, the number of places where you can buy building materials various kinds, is now very large. The whole set of points of trade in building materials according to the proposed assortment and trading area can be divided into the following groups:

• small shops up to 100 sq. m with an assortment of about 200 items;
• large stores (construction supermarkets) with a total area of ​​about 200 sq. m, offering their customers 5-15 thousand articles of goods;
• stores-warehouses with an area of ​​up to 2500 sq. m. and trade assortment up to 1000 articles.

At this stage, you should immediately determine what type of store you are going to open. Here it is very important to correctly assess own forces and existing demand to avoid possible financial problems in the future. For example, if you have a dream to open a construction supermarket, but in a territory where there is no strong consumer demand for construction products, then it is better to give up this dream. It is much more profitable to open a small hardware store to balance supply and demand.

Location for hardware store

This is how smoothly we approached the next important aspect in opening our own building materials trading business. The location of your store is one of the most important factors affecting its profitability. Naturally, the place outlet will depend on its type. However, the most versatile is the one that is located next to new buildings or not far from a busy highway. It is this location, as well as convenient access roads, that guarantee the store a decent flow of potential buyers in advance.

It is also worth noting that it is undesirable to make a building materials store in a residential building. In this case, there may be problems with the fire department regarding the sale of flammable substances.

If you decide to open a store-warehouse, then it will be useful to equip it with driveways. railroad tracks to be able to transport large loads in different ways.

In general, with regard to the choice of best place, a compromise must be found between good location and rent. The fact is that landlords also understand the importance of the location of the store, and the cost of rent increases proportionally with the improvement of this very place.

Appearance

Once you have found a suitable location and premises for your store, you should start designing it. Appearance should be given special attention, because it is on it that visitors will draw the first conclusions about your business. So, the store should be attractive in a general sense and have the right sign from a marketing point of view. In addition, do not forget about the need for parking, which is also very important for your future customers.

Interior view

Inside your store, a favorable atmosphere should reign, so that customers want to stay there and come again. First of all, you need to make sure that the internal appearance matches the external. Here it is necessary to use the same color scheme, the same design tricks, the same fonts, and the like.

• good lighting;
• large areas;
• easy access to goods;
• clear prices;
• product indicators;
• grouping goods by belonging;
• favorable temperature.

These were the most general requirements. When running your own business for a long time, determine a number of other requirements that will be special for you.

Another important aspect when making a store is correct location goods. The most important thing here is to put to the fore the products that you consider the most sold, that is, promising building materials for trade at a particular moment. For example, if you know what has recently passed strong hurricane, then promising products will be materials for the repair of roofing and glazing.

Range

What is the most important element of a hardware store? This is an assortment. In a building materials store, it must be very large. The best option is when you can offer your customer almost everything: from a nail to a sponge for washing dishes.

It is also very important to provide goods from different price groups. For example, if you sell imported timber at a crazy price, it would be quite reasonable to also have a cheaper analogue.

In addition, do not forget that the store must keep up with the times. Firstly, you need to constantly monitor the replenishment of the assortment with various new products, and secondly, in summer, focus on one product, in winter - on another.

Other important points

In addition to all of the above, there are a number of other points that can be decisive when it comes to the profitability of your building materials store. First of all, it concerns advertising. If you want to get a decent flow of customers from the first days of work, you should not save on funds to promote a new business.

The next aspect is the careful selection of personnel. Special attention It is worth paying attention to how this same staff will serve customers. Any manifestations of rudeness or rudeness to customers should be stopped immediately.

Another point that can attract more buyers is the provision of additional services. For example, the delivery of purchased products or the presence of teams of builders who could assemble, assemble, repair what was purchased. This can be an additional advantage of the new store in the eyes of the target audience.

The final point is taxation. Trade in building materials, like any other type commercial activities, is subject to taxes. This point must be taken into account from the very beginning, when running your own business is just an idea in your head.

Conclusion

This article mentioned the main points that you should pay attention to when opening your own building materials trading business. Naturally, this list is far from complete, but careful study of each of these points at an early stage will greatly facilitate the start of a business. Do not be afraid to take risks, then everything will work out!

If you believe experienced entrepreneurs, then opening a small outlet in this area will bring its owner more losses than profit. The reason for this conclusion lies in the fact that the cost of renting the trading area and warehouse, wages, taxes and public utilities, take away almost all profits and do not give the business the opportunity to develop.

Is it really for an entrepreneur who wants to open small shop building materials without impressive investments, the possibility of creating a profitable business is not available? Let's figure it out.

Usually, in search of materials for repair and construction, a potential buyer is inclined to go to a large construction center, the area of ​​\u200b\u200bwhich can be 1000 or even 2000 sq.m. The reason for this is several factors: the ability to buy everything you need in one place, a wide range, getting free consultation with a specialist if you have any questions.

But there are also cases in which the buyer will rather go to a small construction pavilion: the addition of materials that ended during the repair, the purchase of a small amount of building materials for cosmetic repairs, the location is not far from home.

The moment that determines the profitability of a business is the choice of a favorable location for sales. While large sellers are forced to sell their goods on the outskirts of the city, you can set up your business in a residential building, mall or local market.

How to choose and prepare the premises for the store

Where to start to building materials from scratch? To open a profitable point for the sale of construction and finishing materials, experts recommend paying attention to the first floor of a residential building near new buildings, or a construction market located within the city.

When opening such a business in a residential building, make sure there is an emergency exit in the room - this will be needed to pass the check fire safety. If the apartment is located in a housing stock, for paperwork and legal trade, you will need to remove it from the housing stock.

The profitability of your business will increase significantly if you own the retail space, but entrepreneurs do not recommend rushing into this and working for the first 2 years in a rented space.

If, shortly after opening, you find that this place is not profitable month after month, then it will not be difficult for you to simply leave this outlet, without the need for a subsequent sale of real estate.

In case of choice construction market, before purchasing products and renting premises, walk through the pavilions, study what and at what price your future competitors are selling.

Remember: you will be of the greatest interest to the buyer only if you offer a unique product that is not on the market, or the same one, but at a more attractive price.

Decoration of a building materials store

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 inexpensive cosmetic repairs and take care of good ventilation. This is all that is required from the premises for successful sales of your enterprise. The preparation of the premises will require an average of $ 6,000 - $ 9,000.

Equipment for a building materials store

To trade building materials, it will be necessary to purchase cash register, as well as counters, showcases and racks that will help in demonstrating finishing materials. Organize the lighting on the shelves in such a way as to create a good view of the products on offer.

If your business involves the sale of power tools, do not forget to equip the display cases with several outlets.

Registration of a business selling building materials

The sale of building materials, like any business, requires prior registration with the tax and pension authorities. For a small pavilion, it is enough to register an individual entrepreneur, this will help to significantly save on taxes.

OKVED codes to register such activities, they present an impressive list, depending on whether or not you have a trading platform on the Internet, courier delivery, and other specifics. The basic code you will need for registration is 47.52 Retail sale of hardware, paints and glass in specialized stores.

What documents are needed to open a building materials store

Building materials, without passing inspections and paperwork is indispensable. You will need to obtain permission and a patent to trade. What you need to obtain a permit: you must submit the following documents to the trade department of the city administration:

1. Conclusion from fire inspection and SES;
2. A certified copy of documents on registration of you as a legal entity or individual entrepreneur;
3. Lease agreement or documents confirming the ownership of retail and warehouse premises;
4. Certificate of registration with the tax office;
5. Document on the qualification or education of the founder;
6. Information about the mode of operation of the enterprise.

As for the patent for trade, it can be obtained from the tax office. When applying for a patent, you will go through the procedure for registering a cash register. All these activities can take from two weeks to several months, and the cost of processing and preparing all the documents necessary to start the activity will be about $ 300.

Hardware store assortment

When choosing an assortment for your organization, it is very important to provide the buyer with goods of various price categories. As a rule, at least two thirds of products are presented in the middle price segment and one third is left for cheap and expensive representatives.

The range of the trading platform may consist of the following building products:

• Paints, varnishes;
• Cement;
• Tile;
• Wallpaper;
• plinth;
• Hand power tools;
• Construction fittings;
• Gypsum;
• Parquet, linoleum, laminate;
• Self-leveling floors;
• Various primers;
• Spatulas, brushes, rollers, etc.;
• Drywall;
• Glue;
• Construction mixtures, etc.

building materials store staff

To open building materials, owners usually limit themselves to hiring one seller, or, in order to save money, stand behind the counter on their own.

The seller, working in a single person, must have sufficient knowledge in the field of construction, design and architecture, as well as a good knowledge of the range, purpose and features of each unit of goods.

If an experienced and knowledgeable person is behind the counter, your organization's sales will be 30% higher than otherwise, so it is recommended that you treat this moment with great responsibility and attention.

Construction store profitability

Let's calculate the profitability and find out how much it costs to open building materials with an area of ​​about 100 sq.m.

Investments:

• Purchase of goods for sale - $ 10,000;
• Registration, passing inspections and paperwork - $ 300;
• Cosmetic repairs, preparation of the trading and storage area for work - $ 8,000;
• Purchase of shelving and cash register - $ 7,000.

Total: $25,300.

Monthly expenses:

• Rent, utilities - $560;
• Replenishment of stocks of goods - $ 4,000;
• Salary to the seller - $ 280;
• Accounting - $80;
• Taxes - $130.

Total: $5,050.

Profit:

Profit will be taken into account at the rate of trade margin - 45%.

The cost of sold building materials per month is $4,000.
Profit per month - $ 5,800.
Gross Profit - $750

Thus, with regular sales of at least 40% of the total stock of goods monthly, the investments made will pay off after 3 - 3.5 years of work.

Speaking about how to open a hardware store from scratch and make it profitable, it is useful to know a few from experienced entrepreneurs:

1. Group products. Location matters a lot. It is important here that the buyer can get acquainted with all the goods of one category in one place. So same distribute products on purpose. Let brushes and rollers lie next to paintwork products, and screws and keys next to screwdrivers;
2. Samples. For each product that has wide selection colors and textures, there should be a catalog of samples that can be properly viewed and touched. Arrange the samples by color and indicate the article for each item;
3. Access. Give customers the opportunity to turn on and see how a drill or any other power tool works. Open access to your goods;
4. Don't stop at one outlet. One small pavilion cannot bring high enough and stable income. By developing and opening new outlets, you can protect your business from sudden surges in demand and significantly increase your income.
5. Something that the buyer can forget. Small consumables, such as light bulbs and batteries, are best placed near the cash register. The buyer will definitely remember that he wanted to buy them, waiting for the calculation or his turn.

In this article, we made recommendations regarding building materials. Calculations and experience of entrepreneurs in this area have shown that under certain circumstances, this enterprise can be really profitable and effective.

Opening your own building materials store may seem easy and does not require big investments business. But is it really so?

In Yekaterinburg on this moment there are more than 100 building materials stores. Among them there are both small highly specialized shops and large hypermarkets, occupying thousands of square meters and having a huge range of products. So how do you stand out in this market?

This business plan is designed to open a small building materials store in the center of the newly built residential complex "Kamenny Ruchey". The store development strategy allows you to save on attracting customers, meeting the most important requirements of the modern market environment: flexibility and mobility.

Of course, this business does not promise to bring you millions of profits, but it is quite possible to have a stable income of 100-150 thousand rubles. As an advantage this business it can be noted that the main investments fall on working capital. That is, if necessary, you can quickly release the invested funds.

The main thing is to clearly identify the target audience and try to satisfy its needs as much as possible when choosing an assortment of building materials.

Sum initial investment is 893,600 rubles.

Maximum revenue - RUB 1,168,333

Time to reach the breakeven point is 4 months.

With rock ROI is 13 months.

Maximum Profit- 147,800 rubles.

2. Description of the business, product or service

Each of us, sooner or later, has to deal with the need for repair. And this issue becomes especially relevant after the acquisition of a new apartment. However, when planning to start repairs, few homeowners understand how difficult the process is for them. In order for repairs to be completed faster, it is necessary to ensure an uninterrupted supply of materials. And since there is not always time and opportunity to go to large hypermarkets, a small building materials store located nearby will come in handy.

The main idea of ​​opening a building materials store "ByStroyka" is to open a small building materials store in an area that is being actively built up. The opening of the store is planned for the moment when the housing will be handed over, and the owners of the apartments will begin repairs, starting from the stage of rough finishing of the premises.

"ByStroyka" opens for the period of settling the owners of apartments in the house. As soon as the residential complex is occupied, the store moves to another quarter under construction. The term of operation of the store in one place is 3 years.

In order to realize this idea, it is necessary to minimize the financial and time costs of opening a new store. For example, indoor repairs are done with minimal investment in the style of industrial design. This does not require high-quality finishing materials and qualified specialists. The main thing is to keep it clean and dry. And as commercial equipment collapsible metal racks are selected, which are easy to transport and install.

Assortment of building materials store

The assortment of the building materials store will be focused on all stages interior decoration premises. Thus, the store satisfies the needs of both those who want to purchase all the materials needed for repairs in one place, and those who are simply not ready to travel far to buy the missing parts.

Most of the assortment will be displayed on the trading floor. Buyers will also be able to explore the catalogs of suppliers for which you can place an order. Among the suppliers there are both foreign and domestic manufacturers.

Approximate list of goods:

1. Building mixes: plaster, putty, leveling mixes;
2. tile adhesive;
3. Plasterboard sheets;
4. Self-leveling floors;
5. Paints;
6. PVC pipes;
7. metal-plastic pipes;
8. Polypropylene wires;
9. Construction tools;
10. Electrical goods;
11. Wallpaper;
12. Ceramic tiles, etc.

Due to the limited size and small stocks, the ByStroyka building materials store is able to quickly adapt to changes in customer demand.

3. Description of the market

The difficulty of opening a building materials store is that there are many construction hypermarkets and retail companies on the market that provide a huge range of products. Large networks cover all stages of construction and repair - from the beginning of development to fine finish premises. In addition, it is impossible to compete with such companies on price due to the huge difference in the scale of activities.

Nevertheless, it is possible to occupy your niche in this business if you choose the right location, think carefully about the assortment of the store, and also carefully organize the process of delivering materials to the end consumer.

A hardware store is best opened among new buildings and near transport interchanges. The location of the ByStroyka store is Yekaterinburg, residential complex "Stone Ruchey". Completion date of the residential complex - IV quarter of 2015. Address - st. Shcherbakov. The residential complex consists of 4 houses of 26 floors. The total number of apartments is 904. The first three floors will be used as retail space.

The target audience of the ByStroyka store is the owners of apartments in the residential complex Kamenny Ruchey.

The main goal of opening the store is to facilitate the process of carrying out repair work, as well as to ensure an uninterrupted supply of materials for target customers.

The main advantage of the store is that it opens on the first floor or basement of new buildings. In other words, he is nearest hardware store for the designated target audience. That is, the store will not have competitors in terms of location.

In addition, since the store is close, there is no need for customers to stock up on merchandise. It is possible to calculate the required amount of material for each stage of work and place an order in advance. This allows clients reduce shipping costs.

SWOT analysis

Strengths of the project	Vulnerabilities of the project
Location; Quality of service; Range; Ability to change the range of products, respond flexibly to demand; Close proximity to the end user; Sale of assortment in stock and on order.	Small warehouse; Lack of large wholesale discounts from suppliers due to small volumes of production.
Opportunities and prospects	Threats of the external environment
The settlement of the area will provide an increase in the level of demand; After full settlement, the store moves to another area under construction.	Increase in prices for raw materials and materials; Failures in the supply of materials.

Due to the fact that the modern real estate market is unstable, the building materials store must be flexible in every sense. The ByStroyka store meets the requirements of mobility: we easily adapt to changes in demand from the buyer, and change location, focusing on the target audience.

4. Sales and Marketing

The main principles of the company's work are flexibility and mobility.

Flexibility allows you to quickly adapt to changes in demand from the buyer, as well as capture an audience of various incomes.

Mobility allows you to be in close proximity to the target client.

This business strategy is uncompetitive, as there is no need to wait until the client finds our company. We ourselves find a client and provide him with comfortable conditions for cooperation.

It is important that the building materials store has a bright sign. The sign must be located on the facade of the building, and also be clearly visible from the side of the road when moving in any direction. The cost of the sign is 60,000 rubles.

In order to the target audience learned about the opening of the store, it is supposed to distribute leaflets inside the residential complex. The flyer provides a 10% discount on your first purchase.

After this, additional involvement is not required, since the client receives a sufficient number of benefits from cooperation: no need for delivery, convenient location, quality service, relatively low prices.

5. Production plan

6. Organizational structure

Minimum staff - 7 people:

1. Director;
2. Purchasing manager;
3. Accountant;
4. 2 sellers - cashiers;
5. 2 sales consultants.

The cashier and the sales assistant work in pairs and are simultaneously on the trading floor. They can replace each other in the workplace during periods of active sales.

Sales Consultant Responsibilities:

1. Provide quality assistance to customers in the selection of materials;
2. Generate orders for materials;
3. Receiving goods to the warehouse;
4. Arrange the goods on the shelves of the trading floor;
5. Monitor changes in demand, participate in the formation of the range of goods in stock (together with the purchasing manager).

Responsibilities of a sales clerk:

1. Release goods to customers, accept payment, issue receipts;
2. Work with a cash register and the 1C program;
3. Arranging returns and exchanges;
4. Monitor the compliance of the availability of goods in the warehouse and in the program;
5. If necessary, replace or partially assume the duties of a sales assistant.

The volume of sales directly depends on the quality of work of the employees of the trading floor. After all, it is they who establish contact with the end consumer. Therefore, sellers should be well versed in the product range, have an idea about technical specifications materials, be able to sell related products. They should be friendly and sociable, stress-resistant and resourceful, they need the ability to quickly resolve conflict situations.

The work schedule of sellers is 2 working days / 2 days off. Opening hours - from 9.00 to 22.00. Salary - 20,000 rubles + bonus (1% of revenue)

Also, once a month, an inventory of the warehouse is carried out, in which all employees of the trading floor participate. Inventory is carried out during non-working hours and is paid separately - 250 rubles per hour.

Purchasing Manager Responsibilities:

1. Search for suppliers, conclusion of contracts;
2. Servicing large customers: from ordering to delivery;
3. Formation of the assortment of goods (together with the sales assistant);
4. Drawing up a logistics chain and searching for a transport company;
5. Study competitive market, search for opportunities to expand the range;
6. Formation of a pricing strategy (together with the director).

The Purchasing Manager must be an enterprising employee who explores the market daily and looks for opportunities to reduce the cost of purchasing materials. He must quickly find opportunities for profitable cooperation with wholesalers and distributors, and maintain further relationships.

The work schedule of the purchasing manager is 5 working days / 2 days off. Opening hours: from 9.00 - 19.00. Salary - 25,000 rubles + bonus (1.5% of revenue).

Responsibilities of an accountant:

1. Organization of company accounting;
2. Timely reporting;
3. Management of cashiers;
4. Inventory control;
5. Execution of director's orders.

The accountant must be an attentive and demanding person who structures and maintains the order of the entire document flow of the company. He must also regularly monitor changes in legislation and find ways to reduce costs in the field of mandatory payments.

The work schedule of an accountant is 5 working days / 2 days off. Opening hours: 9.00 - 18.00. Salary - 25,000 rubles.

Director's responsibilities:

1. Manage store employees
2. Develop a company development strategy;
3. Explore the real estate market, as well as look for opportunities to expand the company;
4. prescribe job descriptions systematize the work of all employees;
5. Replace employees if necessary;
6. Analysis of the company's activities, development of measures to improve the quality of trade.

In our store, the store manager is the owner. He controls the entire process of the store from the conclusion of an agreement with suppliers to the delivery of goods to the end consumer. But his duties include not only ensuring the smooth operation of the store, but also looking for further ways of development. First, he needs to carefully track changes in demand, depending on what stage of repair the bulk of buyers are in. Secondly, he needs to look for opportunities to move the store to another quarter under construction after the residential complex on which the store is currently located is fully occupied. That is, the store must have time to move before the moment when revenue falls below costs.

Since own business can be compared to a child, the owner's work schedule is not limited. The main task is to always be aware of how internal changes business and external market changes. The owner's salary depends on the profits of the store, as well as on the profit distribution decision.

The total payroll per month (excluding bonuses) - 130,000 rubles.

7. Financial plan

Investment costs

Income and expenses

The income of a hardware store is calculated based on the size of the potential market.

The volume of the potential market is equal to the number of apartments in the residential complex. 20% of apartment owners are purchased exclusively in building hypermarkets, respectively, only 80% of potential buyers will visit our store. Of these, 50% are active customers who regularly order and purchase the necessary materials. The frequency of purchases varies from 4 to 8 times a month. Another 30% make purchases 2 to 4 times a month. The remaining 20% ​​of customers visit the store only when necessary, their visit frequency is 1-2 times a month.

Also, do not forget that the average apartment renovation lasts from 6 months to 1 year. That is, during this particular period, an individual client makes active purchases.

Average check in a hardware store 5 thousand rubles.

Based on this, we calculate the estimated revenue.

Market size and revenue potential
Total number of potential buyers
The size of the target market of regular customers, of which:
make purchases 4-8 times a month
make purchases 2-4 times a month
make purchases 1-2 times a month
Average check, rub.
Average revenue per month, rub.	1 168 333
Revenue per month for the initial period (first 6 months), rub.	584 166,5

Full settlement in new buildings occurs within 3 years from the commissioning of houses. But the change in customer activity has the following trend: in the first six months, revenue grows smoothly to 500,000 rubles, as apartment owners are just starting to carry out repair work. After about 8 months - a year, the store reaches its maximum revenue. During this period, there is an active settlement of the residential complex. Almost every apartment is being renovated at different stages of finishing. This level is maintained for a year and a half, after which the settlement comes to an end, and revenue drops sharply.

The markup on building materials ranges from 40-70%. Let's take an average markup of 50%. Consequently, the average revenue minus the cost of materials will be 194,722 rubles. And the maximum revenue minus the cost of materials will be 389,450 rubles.

Consider the structure of fixed costs:

Construction store cost structure
Premises for rent
Monthly salary for employees
Taxes + social contributions
Gazelle rental for a month
Communication services
Communal payments

* 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 a great idea for a profitable business. To figure out how to start a business and how much it will cost, we offer a detailed guide that 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 construction 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. Increasing market competition and regional leadership major players market 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 a profitable business. The main thing is to correctly choose a place and plan all stages of opening a retail outlet.

Ready-made ideas for your business

Thus, a hardware store as a business has its advantages and disadvantages. The main advantage is the high demand for the product, which guarantees a 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. It is necessary to set the optimal price for goods, since inflated prices will scare away potential customers, and too low prices will not allow the business to recoup. 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 retail sales 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.;

mounting foam, sealant, liquid nails, mounting glue;

hardware different 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 the middle price segment should 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 on 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. At the 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.

Ready-made ideas for your business

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 should be square or rectangular in shape, without unnecessary bends - this will make it easier to place 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 warehouse 50-70 sq.m. will be required.

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 inexpensive cosmetic repairs and take care of 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.

Ready-made ideas for your business

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 is 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. Most effective forms advertising for this store format is considered to be 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 overview;

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, the cost of the initial 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, and regulatory documents for 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, paints and varnishes 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 of 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, utilities, payroll, advertising, taxes, and depreciation.

fixed costs

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

10. Calculation of revenue and profit

When planning sales volume, some seasonality should be taken into account construction business- 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 settings the average size 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 on different stages project implementation. 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 that 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 the 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 form competitive advantage;

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 mitigate the risk with constant monitoring of the quality of goods and services, receiving feedback from store customers and taking corrective measures.

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.

1003 people are studying this business today.

For 30 days this business was interested in 212625 times.

Profitability calculator for this business

rent + salaries + utilities, etc. rub.

To study all the features, of course, it is important to know financial indicators 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 everyone modern man at least once in my life faced with the need for repair or construction. This is due to various circumstances, but most often this problem appears after buying a new apartment. As you know, many new buildings offer rough finish, therefore, the owners of apartments of 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. In order to implement this idea and get the maximum profit in the specified time, it is necessary to minimize all financial costs. In this business plan, we will just consider all the features of this approach and indicate the most appropriate ways of development. You just need to first study all the features of the products offered and different kind external factors.

As for the assortment of the store, it will be selected specifically for the interior decoration of the 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;
• wires polypropylene type;
• 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 almost all stages of construction and repair at the expense of goods. It is quite difficult to compete with such companies, not only because of the price, but also in connection with big difference on a business scale.

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 of the 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 us to provide the client with the most comfortable conditions for 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. Great importance here they also have various permits. 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. The maximum term of the latter will be two days (the goods must be in the supplier's warehouse).

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 of active sales, they can be replaced at workplaces.

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 fine finishing - these are, in particular, various building mixtures, drywall, plaster, metal profiles, putty, polyurethane 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;
• wage 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 the services of a transport company will be 9,600 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 try to purchase building materials at the most affordable prices - this, in fact, will allow our store to receive stable profit during 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.