Wholesale business without investment. What are the types of wholesale

How to start a business with China, starting from scratch and without investments? How to make money on the resale of Chinese goods and what is better to sell? How to find suppliers and intermediaries?

Hello dear friends! Welcome to the founder of the HeatherBober magazine, Alexander Berezhnov!

It's no secret that many people made their first million by reselling goods from China.

In this article, I will reveal all the chips about doing business with China from "A" to "Z", we will analyze the advice of experts and consider the most effective and profitable business models.

So far, this niche is relatively free: if you decide to start your own business and don’t know what to choose, it’s time to turn your attention towards the East.

Let's get it right, friends!

1. Business on goods from China - is it possible to start a business from scratch

Chinese-made products make up a significant share of the entire global market. In Russia about 60-80% light industry goods is represented by Chinese consumer goods. Modern Chinese products are no longer as handicraft and low-quality as they were 20 years ago: goods have become more functional and durable, they look much better.

Even if you have never been involved in sales and are familiar with Chinese goods only from a consumer point of view, no one and nothing can prevent you from starting a business with China and acquiring a new (and very profitable) source of income.

In this area, without making extra efforts (and without even leaving home) you can earn from 50 000 rubles every month and at the same time have time for life and rest.

Today, only the lazy do not do business with China. Business with China for resale without investments (well, or almost without them) is relatively simple and accessible to everyone with basic knowledge and business skills. You don't have to be a trade school or business school graduate to understand how the market works.

In fact, the scheme of work with China comes down to three points:

• find goods in China as cheaply as possible;
• deliver it to the Russian Federation;
• sell at a premium.

Do not rush to object “but what about customs, certificates, document flow, taxes?”. Below we will consider this scheme and all related questions in more detail and in detail. Exactly narrow-minded skepticism - the main obstacle to any successful entrepreneurial activity.

The second hurdle is lack of necessary knowledge . With the advent of the Internet, information has become more accessible and practically free: an example of this is the article you are reading.

Trade is the most attractive field of activity for beginner businessmen. It is much easier than manufacturing: you just need to purchase goods from wholesale suppliers and sell them at retail prices. Learning to do business with China does not take much time, especially if a person has a desire and a goal.

So, if you have this very goal and great desire, then you can build a business on goods from China in just 6 weeks.

And the expert in training in this area, verified by me, will help you get started.

I myself am already implementing this guy's chips in my business and they really work.

2. Chinese manufacturers are more profitable than any other

Interest Russian business to Chinese goods is growing steadily. China produces everything without which it is difficult to imagine life modern man: clothes, cosmetics, accessories, household appliances, gadgets. Surely your apartment is full of things marked "Made in China".

Even 15-20 years ago, plastic Chinese products crumbled in the hands of the buyer, now the quality of goods from China is quite satisfactory, and sometimes excellent. The stereotype “Chinese means short-lived and miserable” has almost lost its relevance. Even iPhones and other expensive brands are now made in Chinese factories, as it is inexpensive due to cheaper labor.

This graph reflects the growth of China's trade relations with Russia in 2015-2016:

As you can see, the turnover is not small and it increases over time.

The quality of Chinese products is constantly growing, but prices (at least wholesale prices) are still low.

What conclusion can be drawn from these facts? Correctly: you can make good money on buying and reselling goods from the “Celestial Empire”.

Wholesale deliveries from China can become a reliable and constant source of profit.

Initial costs will be minimal if modern information technologies (meaning the Internet) are involved in the business. There are already hundreds of companies on the market that act as intermediaries in the delivery of goods from the producer to the consumer: why don't you join the number successful businessmen earning stable income through a simple and understandable commercial scheme.

Benefits of doing business with China

We list the main advantages of working with China:

1. Low prices. When working with local (domestic) suppliers, the margin is usually 10-20% (in the most successful cases - 50%). Buying goods in China and selling them will bring you from 50% to 1000% markup. Cheap labor reduces the cost of production to a minimum.
2. Huge selection of goods. The range of Chinese goods is almost endless and limited only by your imagination. You can find absolutely everything in China, so you can fill your market niche with any kind of goods - say, an exclusive that has no analogues in the local market.
3. The focus of Chinese sellers is exclusively on sale. Due to competition and dumping, the Chinese value every client. They are in touch 24/7, you can start working with them with minimal lots, bargain, request free samples and models, photos and descriptions, and set favorable delivery terms. An experienced buyer knows how to reduce the purchase price to a minimum and conclude the most profitable contract.
4. Opportunity to purchase exclusive goods. As your business progresses, you can move on to bigger and bigger profitable trades. It is not necessary to work with intermediaries: you can establish direct contacts with the manufacturer and purchase goods of a specific brand that is poorly represented on the market.

Why is business with China profitable?

• Firstly due to the modern pace of life. The buyer today values ​​his time: he will not spend it on ordering and delivering goods from China, it is easier for him to place an order with you.
• Secondly, not everyone will understand the variety of sites offering goods from China.

To understand the functionality, check the integrity of the seller, calculate the cost of the goods, taking into account the delivery, you need skills and knowledge. Most people will prefer to turn to domestic intermediaries operating through sites with simple and understandable terms of cooperation.

It is much easier for an ordinary buyer to choose a product on a Russian-language site: they always have the opportunity to call the seller or discuss the terms of interaction and delivery.

3. How to start a business with China - 10 easy steps from A to Z

Let's move on to practice and learn how to start a business with China from the first step.

Step 1. We study business models on goods from China

There are several proven and effective models businesses that you can use in the early stages of your entrepreneurial career:

• dropshipping;
• Joint purchases;
• offline wholesale;
• retail sales;
• work through the online store.

Now more about each business model.

1) Dropshipping

Dropshipping- a method that allows you to start a business with virtually no investment. The essence of this model is extremely simple: you receive money from buyers, and then transfer the request for this product to a third-party supplier, who sends it to the buyer.

You get a percentage for mediation. At the same time, the client does not even realize that he is purchasing goods from someone else.

Your goal is to attract buyers, to convince them to buy goods from you. Intermediary commissions with this business model range from 30 to 500%. Agree, not the lowest profit in the absence of initial costs. At the same time, you do not need to worry that the goods you bought will lie in the warehouse for months - you redeem it only when you receive a specific order from the client, paying with his own money.

2) Joint purchases

Joint purchases- this is when several people join a group and buy goods from an official supplier.

commercial idea this event- Save money by buying in bulk. Another advantage of this option is the reduction in shipping costs. Usually the cost of transporting goods from China is much higher than the price of the product itself.

Example

A company of our friends of 3 pooled their financial resources to purchase in bulk sportswear a well-known brand with a production site in China.

The purchase allowed them to start a business selling goods first through social networks, then through one-page sites, and then through their online store.

3) Wholesale

Approximately similar model, only the goods are sold not at retail, but in large quantities. You again act as intermediaries and receive a certain percentage for your services. Business offers from China are numerous and diverse: finding a profitable partner is quite a feasible task.

The scheme of work is as follows:

1. You find a reliable wholesale supplier.
2. Looking for a client with a ready trading business or a budding entrepreneur. Tell him that you already have your own supply chain for Chinese products favorable price. The cost should, of course, be lower than the one at which the businessman buys the goods at the moment.
3. The client makes an advance payment, you buy the goods. You get commissions for your actions.

How to find local partners? At first, it is enough to use free ad sites and social networks. Be sure to mark "wholesale" in your ads. When the business starts to make a profit, move on to more effective paid advertising tools, such as . You can start with Yandex.Direct.

4) Online store

Option for the "advanced" entrepreneur. we have written before.

Usually an Internet platform for commercial activities requires initial costs, but in the end brings more solid income. On the initial stage a store landing page (target or “landing” page) or a promoted group in social networks will be enough.

We are setting up the work of the online store step by step:

1. Forming an offer- We offer customers a low price for a sought-after and attractive product.
2. We run an advertising campaign: here the scope of creativity is unlimited - business ideas can be generated independently or used already ready-made solutions, taken from the Internet (on forums on business with China and other resources).
3. Store promotion (marketing). Discounts, profitable offers, promotions for new and regular customers. Use any options to attract buyers. For effective promotion, our article about will help you.

In online stores, the most important are 3 constituent elements: Prices, Service, Assortment. Before sales become consistent and the store gains stable popularity, you will have to try many ways to increase sales until you find the most effective ones.

An example of an effective sale

You offer the buyer an ultra-modern knife sharpener for 100 rubles. The buyer orders a call, you confirm your offer, but at the same time specify that the delivery costs 200 rubles.

But you can make the purchase more cost-effective and beneficial if you order the "Housewife's Dream" kit, which, in addition to the aforementioned sharpener, includes ultra-precise electronic scales for the kitchen and an ax for chopping meat from "bulletproof" steel.

The set costs 650 rubles, but the entrepreneur takes care of the delivery. Some buyers will definitely accept such an attractive offer.

AT this example we see effective option increase in the amount of the sale (average check) during telephone conversations.

Step 2. Define your resources

The amount of money you have available directly affects the choice of business model. If this stock is close to zero, then you should start with dropshipping: intermediary eliminates monetary risk and minimizes your own costs for the purchase of goods.

If the resources allow you to open an online store and promote it, then you immediately get to a higher level of business: in this case profits will be higher, but the volume of work will also increase.

Step 3. We find our niche in business - we evaluate the prospects of the product

The most important question for anyone starting a business with China is what to sell?

Friends, my business acquaintances who are already engaged in this business say that anything can be successfully sold. But if you are just starting out, it is better to work with products that are in stable consumer demand.

If you are not at all guided by market trends, I will give you the following tips:

• to determine the demand for product categories will help the statistics of the service from Yandex Wordstat (wordstat.yandex.ru);
• the goods sold should not be excessively competitive;
• the product must be of high quality. If you trade a product with a low functionality indicator, the first purchases on your resource will be the only ones;
• It is desirable to understand the products with which you work. If you are aware of the latest fashion trends in the field of mobile devices, you should pay attention to this particular market niche;
• what are your hobbies? Maybe you love football. And you are well aware of what quality balls and sports uniforms are. In this you are already an expert and will be able to choose the right product and successfully sell it.

Example

One unique gadgets for "iPhone" or "iPad" can be found in the Chinese wholesale markets hundreds of varieties - take care of them (the question should be studied in as much detail as possible) and sell to everyone with almost zero competition.

Do not purchase goods you do not know in large wholesale quantities. It's always best to start with the smallest amount. Many vendors offer to purchase small trial lots. If the goods do not go, the monetary losses will be minimal.

Step 4. Search for goods in China - we find suppliers and intermediaries

Where to start looking for suppliers and intermediaries? First you need to decide who you are going to work with. If your goal is wholesale, you should contact direct suppliers: manufacturers or their distributors. If you are into dropshipping, then intermediary sites fall into the scope of your interests.

Today, to do business with China, it is not at all necessary to go on business trips to the "Celestial Empire" and negotiate directly with sellers. All products can be found and ordered online. If you are afraid to work on your own, turn to the services of companies that will help you promote your business and save you from typical mistakes of beginners.

For small and medium wholesale, the following Internet sites Aliexpress, Alibaba, Taobao, Dinodirect, Tmart, Focalprice are suitable. There are others, but these will suffice for a start.

Comparison table of the most popular sites selling Chinese goods:

№	Name	Peculiarities	Pros (+)	Minuses (-)
1		Retail	Financial protection of the client	Price rise
2		Medium and large wholesale	Prices are 2-3 times lower than on other resources	No retail
3		One of the most visited sites in the world.	More than 750 million items of goods	Prices and information in Chinese
4		Wide range of products	There is a Russian version. Payments via Qiwi.	High price
5		Wide range of products	Dropshipping possible	No Russian version

To work and make transactions, you must register on the selected web resource. You should not abandon the site just because of the lack of a Russian-language version: use an Internet translator - including for communicating with suppliers.

By the way, the ability to communicate online is the main condition for successful and profitable work. With the help of dialogue, you can evaluate the professionalism and adequacy of the partner.

Step 5. Checking a partner in China so as not to run into scammers

When choosing a particular intermediary, be sure to study its documents and try to find real reviews and recommendations from customers who have already worked with this supplier. Never work with an unverified or the first partner you come across: in China they know how to deceive.

When communicating, it is imperative to stipulate sanctions in case of unreliable information or a sudden change in the terms of the contract. If you are in the mood for a serious and long-term relationship, the option of checking the reliability of the company is possible. Insist on delivering product samples before making a deal.

Let's list the series possible problems that new entrepreneurs may face:

1. Fake shell companies. A non-existent company registers a domain and conducts an active advertising campaign on the Web. The buyer is told about favorable conditions and low prices. After the payment is made, the company disappears without a trace.
2. Selling low-quality goods. Sometimes even the conclusion of a contract with a real manufacturer does not guarantee the supply of the products you were counting on. In China, clandestine mini-factories still continue to operate, supplying the market with low-quality conveyor products.
3. Hacking your computer: scammers get your mail data, bank details and payment systems.

To avoid meeting with scammers, check and double-check your business partner. A pragmatic approach and caution will save your finances and peace of mind.

Below we will consider the main nuances when choosing a reliable supplier:

1. Set the domain lifetime(if it exists only a couple of days or weeks, refuse to cooperate).
2. Check contacts, which will help you get the real coordinates of the company. If only the city is indicated on the site, but there is no specific address, this is a reason to doubt the status of the company. Contacting a supplier who leaves incomplete or fake details is an unjustified risk.
3. Check the supplier's website carefully. If, along with jewelry, cars and household appliances are traded on the resource, it is unlikely that you are dealing with a real resource of the manufacturer.
4. Check the binding of electronic coordinates supplier to free postal services. The absence of your own postal service is a sign of a dubious company.
5. Examine the conditions of prepayment and details of the supplier. It is necessary that these be company accounts, and not personal accounts of employees.
6. Pay attention to the language of the site: if only the English version is present, this is a reason to be wary. Fraudsters usually don't bother translating the resource into Chinese.
7. Check the company in the list of scammers. This is easy to do through search engines.
8. Examine all references about the company on the web.
9. Communicating with suppliers require the provision of statutory and registration documents companies.
10. Ask the company for an official invitation for a study tour to the manufacturer's factory. By the reaction of a partner, you can tell a lot about his status.

Ideally, you should find an expert Chinese and find out information about the company on the resource of the Chamber of Commerce and Industry.

Step 6. We study the conditions of ordering and delivery of goods

The terms of delivery of the order are usually detailed on the website, but in practice, each buyer may have the right to choose more favorable options for himself. For small wholesale parties customs clearance, certification, tax reporting and other manipulations with documents are not required.

Spend quality time on this issue, this will save you a significant part of your money.

Difficulties arise if you move to the next stage of the business and start working with large deliveries from the manufacturer.

Step 7. How and where to sell - we find a buyer

We have already talked about ways of doing business above. If you are a novice businessman without start-up capital, you will have to work as an intermediary and show imagination in attracting customers. You can create landing pages on the Internet - landing pages (their cost is minimal compared to the cost of creating a site), you can sell through social networks.

Step 8. Calculate profitability

Acting at random, even if you are not investing finances in your project, but only your own time, is unjustified and inappropriate. Be sure to pre-calculate the profitability of your enterprise.

If you receive without upfront costs 100-300% from the initial cost of the product, acting only as an intermediary, which means that the business is profitable and promises good profit in perspective. If your income is calculated in units of percent, you should think about optimizing your activities.

Such a simple calculation will give you an understanding of the effectiveness of your business.

Step 9. We buy goods and conduct a quick test of the product

I have already mentioned the need to purchase samples and trial batches. The received product must be tested. If you start "chasing" customers poor quality product your business will wither before it can flourish.

Conclusion

The product must certainly be tested for functionality, aesthetics, strength and other qualities declared by the manufacturer.

If for some reason the characteristics of the product do not satisfy you, it is better to refuse the transaction than to ruin your reputation. In business, an honest name is more valuable than momentary profit.

Your business will be successful to the extent that customers are satisfied with the quality of the product.

Step 10. Starting Your Successful Business

Now everything is ready and the final touches are left before the start - this is to get answers to 3 main questions that Evgeny Guryev, an expert on business with China, analyzes in his video:

You can find out even more valuable and unique information on FREE, where he gives a step-by-step technology for starting a business with examples and numbers.

4. What goods can you earn money on - TOP 10 goods from China

Here I have described popular products, selling which many entrepreneurs have already earned good money.

Here is a list of the most popular and profitable products:

• shoes and clothes. Low cost, widest range, aesthetic appearance goods of this category allows you to work with any age categories and social groups;
• accessories - umbrellas, watches, belts, bags, wallets, etc.;
• video recorders, navigators, other car gadgets;
• cases for mobile devices;
• actually mobile devices - smartphones, iPhones;
• tablets, e-books;
• small disposable goods - hygiene products, plastic tableware, kitchen utensils;
• Food long-term storage- dried fruits, teas, nuts, dried seafood;
• household and computer equipment;
• toys and children's designers.

This is far from complete list popular and sought-after products, but you can start with them.

5. How to start a business with China "in an adult way" - wholesale deliveries from China

For legitimate business activities, large firms should adhere to a certain scheme:

1. Purchase of goods from the supplier with all necessary invoices and certificates.
2. Official customs clearance of a consignment of goods, payment of duty.
3. Registration of declarations and certificates of conformity for imported products.

Several channels are used to transport Chinese goods to the Russian Federation. But the most reliable is delivery by trucks. In some situations, it is more profitable to use combined options.

When choosing a product on the supplier's website, pay attention to the abbreviations in the "Price" column. The following notation is usually used there: FOB and EXW.

• FOB– the cost of the product is indicated with the cost of transportation to Shanghai and processing of export / import documents. In this case, you simply pay only shipping to the final destination.
• EXW- this is the provision of goods to the buyer directly from the enterprise. In such a situation, all shipping costs are borne by the buyer (wherever he is). You will have to choose which option is more profitable.

Be sure to check with your partner for an export license. This document allows the export of consumer goods outside the PRC. Otherwise, even if you have already purchased the product and paid for it, you will not be able to export the product outside the country.

If doing business with China is so profitable, why is everyone still not working in this direction?

It's not about competition state supervision, not in spoilage and not in bad market conditions. The problem is in the specifics. this business: there are a lot of nuances here that either do not allow the entrepreneur to develop, or deprive him of profit.

Success in doing business with China is influenced by:

• the ability to find a promising product and assess the profitability of a business;
• the ability to calculate the final cost of the product, taking into account overhead costs;
• the ability to find profitable and reliable suppliers and the skills of negotiating prices, delivery and business organization;
• having the skills to build marketing and sales in the sales market.

Ideally, the process of doing business should be automated as much as possible: it is necessary to develop the most effective scheme work and act on it without being distracted by extraneous circumstances.

Common Newbie Mistakes in Business with China

Below we consider the main mistakes of novice entrepreneurs in organizing their business on goods from China:

1. Lack of a clear business idea(decide: do you want to just make money for entertainment or make entrepreneurship your life's work?). We already wrote about which business idea to choose to start.
2. Fear of failure and failure: indecision does not allow to start, even if internal resources are present.
3. Focus on start-up capital.
4. Lack of basic skills entrepreneurial activity.
5. Unwillingness to learn new things.

There are several reliable and smart companies on the Internet that help newcomers start their business with suppliers from the PRC. In particular, Evgeny Guryev, an entrepreneur who organizes specialized trainings and courses on this topic, teaches business in China.

During the classes, he introduces everyone to various business models, tells how to start working with Chinese suppliers from scratch or make an existing business more efficient.

On special portals, you can read the lectures of this entrepreneur, where he explains the nuances and details of working with partners from the PRC and teaches how to bypass the pitfalls that deprive businessmen of profits.

10 golden rules for working with Chinese suppliers

Friends, in conclusion, I suggest you familiarize yourself with ten rules that help reduce risks when working with Chinese suppliers:

1. Always check and double check suppliers.
2. Conclude official contracts for the supply of goods.
3. Test the provided samples.
4. Choose the most optimal delivery scheme.
5. Insist on honest and objective product specifications.
6. Communicate personally with suppliers.
7. Specify in advance the actions and sanctions in the event of the delivery of marriage.
8. Conduct constant monitoring of the market situation, looking for better deals.
9. Comprehensively examine the purchased product. Minimum prices are good, but never forget about the functionality and quality of products.
10. Evaluate the service level of the supplier. Convenient customer service works for the future.

7. Learning to do business with China

I spent about 3 months of my life looking for really high-quality training courses on Business with China for results.

I watched a bunch of videos on YouTube on this topic, studied dozens of sites, even met with some of the "gurus" in person. And to be honest, 90% of them turned out to be amateurs or scammers.

After conducting my “investigation” and interviewing 28 friends and acquaintances who started a business on Chinese goods and are now successfully running it, I concluded that without “water” and only working techniques in the entire Runet, only one guy teaches, who himself has been teaching for many years " digs” this niche and has already earned not one million rubles. It .

His achievements just helped my 28 friends to start successfully.

Finally, on the subject of training... Watch a video in which a student of Zhenya Guryev shares his impressions and, most importantly, monetary results:

How to start a small business - step-by-step instruction for aspiring entrepreneurs to start their own business + tips and examples

-> Trade, services, transport

Wholesale business from scratch (intermediary model)

I will tell you very briefly about how you can create a wholesale business from scratch and earn your first serious money.

In general, a wholesale business can help you make good money from the comfort of your own home. Starting a wholesale business can bring you fast and big money.

The standard scheme by which the wholesale business operates is well known: due to the fact that you buy goods in bulk, these goods cost you much less. Then you can sell these goods in the same way in bulk, but at a higher price. Or you can sell these products already at retail and for a lot more.

You might think that starting a wholesale business would require money, at least for the first batch of goods. And since we buy in bulk, it means that it will take a whole mountain, or maybe several wagons of money. Not! The beauty of a wholesale business is that it can be done with absolutely no start-up capital (apart from minor expenses).

To be honest, wholesale is a relatively simple business, its huge advantage is that success in this business can be completely copied from another wholesale business.

What is the advantage of the wholesale business in general?

1. Wholesale business is serious business. There are large volumes, which means big money. But the coolest circumstance is that the wholesale business scheme is simple even for beginners.
Simply, beginners start with small volumes, and when they realize that they are already ready for a big swim (primarily psychologically), they increase momentum. A pleasant surprise awaits wholesalers when they realize that in order to get 10 times more money you need to sell not 1 sack of potatoes, but 10. But the amount of time spent on 1 sack and 10 sacks is about the same. So from a beginner people turn into entrepreneurs with money.

2. Being engaged in a wholesale business, you can concentrate entirely on one product or one niche. This is much easier than dealing with a huge assortment of a retail outlet, for example. The more expertise you have, the better you are doing.

3. The wholesale business scheme is simple and accessible to everyone, even those who have no experience.

4. Copying a successful wholesale business model is easy enough. All for the same reason - the scheme is simple and transparent.

5. No large initial investment required.

6. Initially, the wholesale business does not require a lot of time, so until you are sure that your business will bring you money, you can stay at your job without any risk.

How to start wholesale

Starting a wholesale business is much easier than you think!

There are two main work scenarios:

1. You buy or sell a product and sell it for a higher price, making a profit from it.
2. You find a buyer of goods, organize the process of buying and selling. After that, the provider pays you a commission for the completed transaction. But this needs to be agreed in advance with the supplier and conclude an agency agreement with him.

The first option is the classic model that is used big players wholesale market. As you understand, quite serious financial resources, storage facilities and personnel are needed to start.

The second option is the so-called intermediary model, which is widely used in small businesses. That's where I suggest you start.

Here are its benefits:

• No initial investment is required to purchase the product.
• You do not need to open an individual entrepreneur or LLC. You can work as a physical contract person.
• You do not need a warehouse and employees.

A wholesale business can be launched entirely via the Internet, without having an office, employees, and never even seeing your suppliers and customers. This means you can start wholesale quickly, easily, and with virtually no investment.

Losses of cafes, restaurants and other catering enterprises account for over 30% of the cost of purchasing products. And this happens because of the desire of restaurateurs to make purchases on their own, without seeking help from intermediary firms involved in complex food supplies.
And this is not the worst. It is much worse when the reputation of a cafe or restaurant suffers from the poor quality of products (restaurateurs are often deceived by selling them products that are not the first freshness or replacing expensive products with their cheaper counterparts), and the company simply begins to lose customers. After all, to recognize poor quality or a well-disguised regrading is not an easy task.
Therefore, today the owners of many cafes, restaurants and eateries have revised their positions on procurement and have begun to trust their companies specializing in the supply of food products.
In such a company, procurement is a priority activity. He is placed on professional basis and is under constant supervision.

Don't know where to invest free money?

You can open a package food supply company - help restaurateurs clean up, do a good deed for their customers and make good money at the same time.

Competitors

Work on a commercial offer - an alternative offer of your competitors. So that it, without compromising the quality of products, allows restaurateurs to buy original products at more low prices exactly you.
Look for the best suppliers of processed and fresh products. If vegetables, then from the fields. If meat and dairy products, then from farms.
Make selling organic products your thing.

How to open?

Register a legal entity or individual entrepreneur.
We recommend choosing an LLC as an organizational form, since only legal entities can obtain a license to trade in alcoholic beverages. Unless of course you want to include them in the range of products offered.
Then register with the tax authorities and start looking for office space and a small warehouse.
The warehouse must be equipped with appropriate equipment, including refrigeration units of various capacities and sizes. They can be bought or rented.
Both premises must comply with sanitary and epidemiological requirements. Their observance is a prerequisite.
Build a car park. Rent or buy small trucks for product delivery.

Before starting trading activities, be sure to read the following list of documents:
1. Federal Law "On the quality and safety of food products".
2. Decree of the Government of the Russian Federation "On approval of the Rules for the sale certain types goods, a list of durable goods that are not subject to the buyer's requirement to provide him free of charge for the period of repair or replacement of a similar product ... "
3. Decree of the Government of the Russian Federation "On approval of a unified list of products subject to mandatory certification, and a single list of products, the confirmation of conformity of which is carried out in the form of a declaration of conformity.
Get required licenses, certificates and other permits, including fire inspection permits and trade permits.

Work with providers

Always sign contracts. To automate this process and draw up contracts that comply with all applicable laws, use the FreshDoc online service. It will significantly reduce the time of working with documents.
Remember that suppliers are required to provide you with copies of certificates / declarations of conformity and shipping documents when selling goods.

In addition to the media, the Internet, business cards, flyers and other classic means, it is desirable to make a series of phone calls to potential clients.
In addition to calls, you can use email and send out your commercial offer to the owners of cafes and restaurants. Email addresses can be found on company websites or in the yellow pages.
If the main goal is to set the quality of services, their adequate price and a competent approach to the advertising campaign, then everything will definitely work out.

The main idea of ​​the wholesale business is to purchase goods in large quantities at the same price and sell them in small wholesale at a premium. Alternatively, you can open your own retail store, selling the goods even more expensive. You can open a wholesale business from scratch without even having huge capital to purchase the first batch of goods. It can be taken for implementation. The scheme of building any business is easily copied from any existing enterprise.

Key business benefits

The first advantage that entrepreneurs consider when trying to open a wholesale business from scratch is big money. This advantage is perfectly complemented by a simple and understandable start scheme, even for beginners. They usually start with small volumes, gradually increasing the scale of the business.

A wholesale business requires specialization in one particular product or niche. This allows you to fully delve into one area, having studied it thoroughly, increasing your expertise in it. And the better, more detailed you understand your business, the bodies are easier, more efficient for you to conduct your business.

The simplicity of the scheme of any wholesale business allows you to copy any convenient and effective scheme of competitors. You can start a business with minimum investment. Moreover, it does not require significant time costs. Therefore, you may well start a business while working at your main job.

Decide on the type of business

Before you start a wholesale business from scratch, you need to decide what type of wholesale business you will be. There are several opportunities to make money on wholesale sales.

1. Become a big wholesaler. Your task is to buy large batches of goods at the factory and sell them in smaller ones. Often such entrepreneurs work with several manufacturers, offering a wide range of products.

1. Become a mid-range wholesaler. Such people prefer to open a store selling goods in one particular industry, but they specialize in it very well. They can offer one type of product and various accessories for it from different manufacturers.

1. Highly specialized wholesaler. Usually offers one type of product, for example, only shoes, or only bags. Often works with different manufacturers.

1. Intermediary. For this activity, it is not necessary to open a store. It is enough to find a buyer with a specific request, and he needs to find a seller. Then control the progress of the sale, receiving a percentage of the transaction. The process can also go in the opposite direction: first, a seller is found with a product for which a buyer is being sought.

These are just the most common forms of business organization with which you can start your wholesale business. If you search, you can find other interesting schemes for doing business on the market.

Looking for your industry

Before you start your business, it is advisable to understand what industry you plan to work in and what the main patterns work in it. Therefore, it is easiest to open a business in an industry in which you already have some experience. Although, if desired, you can master other areas of interest.

To decide in which industry to open your wholesale store or base, think about which industry you most often encounter in life, what do you understand the most? It can be both the main job and a hobby. Of course, it is desirable that you like this industry and are sincerely interested in it.

In addition, it is important to understand such nuances that affect the choice of industry for wholesale activities:

1. What kind of production is your region specialized in? After all, these products can be purchased here at the lowest possible price. At the same time, you will not have problems with delivery and all issues can be resolved as quickly as possible - manufacturers are, as they say, at your side.

1. Having chosen a product, try to determine the market capacity: what is the demand for it, what is the turnover of the product, average prices for it and other details.

1. Evaluate the seasonality of the product. Of course, it is easiest to work with goods that are not subject to seasonal fluctuations. But in other cases, you can find ways to smooth out these differences. It is always better to focus on those products that are in demand in any economic conditions.

1. How easy is it to store the product. This question is especially relevant when you are thinking about how to open a wholesale warehouse. If the object of your entrepreneurial activity is perishable products, you need to pay special attention to the warehouse to ensure the necessary conditions. And this is an additional expense.

1. How easy is it to transport the goods. This applies not only to the overall dimensions of the goods, but also to its fragility. For example, it is very difficult to deliver glass and porcelain products, as there may be a high percentage of broken goods. This should also be taken into account when calculating the profitability of your business.

How to choose the right product

Before opening a store, you should not only decide on the product, but also test the demand for it. To do this, it is recommended to conduct such a campaign. Choose about three to five products that you are interested in working with and that can really be in demand in your area. Then hang ads on the Internet for their sale on free boards.

It is important to follow these rules:

• post ads on the same boards;
• post them in a unified form, one for everyone, so that later you can compare the result.

After posting ads, carefully collect and analyze feedback. Consider the number of calls and what the callers are interested in: volumes, prices, willingness to place an order, and so on. Thus, you can estimate the demand for the product that your store plans to sell. Potential customers can also answer that the goods are not yet in stock, or call back a little later and report that it is over.

Determining viability

Only after you have decided on a niche, a product, an approximate market need, its capacity, you know the needs of buyers and sellers, you can assess how viable your undertaking is and whether it is worth opening a store of this kind.

Calculate how long it will take you to deliver the goods and how much it will cost you. Monitor the trucking market that operates in your area and choose the right carrier for you. Then calculate how much you can get in the saddest and most optimistic scenarios. Based on the data received, he can decide whether you should open a wholesale store, base, warehouse or not.

Let's get down to business

Having solved all the preliminary questions, decide according to which scheme you will conduct your business. There are two main areas of doing this kind of business:

• Looking for a buyer, find a seller, organize and control the process of buying and selling, receiving a percentage of the transaction. For this type of activity, you must first conclude an agency agreement with the manufacturer.
• You buy goods for your own funds at a wholesale price and sell it at a premium, making a profit from the difference.

As a rule, the last model is used by large market players who have large finances for transactions. In addition, this form of doing business involves the availability of a warehouse, personnel for its maintenance, and the cost of their maintenance.

A novice entrepreneur can limit himself to the first option, which excludes these expenses, as well as the cost of purchasing goods. In addition, it is not necessary for him to register an LLC or an individual entrepreneur, he can work as an individual, drawing up an agreement. And if you start such work via the Internet, it will be even easier to organize a wholesale business.

Two words about competition

When planning to open your own wholesale store, consider the competition in the region and in the industry as a whole. A small player in the market can go bust if there are already large distribution networks in this area that have established a huge teamwork. Therefore, if you want to compete with such giants, study their features, think about how you can win in front of customers.

Wholesale business is a special field of activity with its own unique specifics. To achieve excellent results and receive stable income, you need to know this specificity to perfection. Many entrepreneurs view the wholesale business as an opportunity to earn good money without much effort, and they are absolutely right.

You will learn:

• What is a wholesale business
• What are the advantages and disadvantages of a wholesale business
• What are the types of wholesale sales
• How to organize a wholesale business
• Do I need investments to start a wholesale business
• What are the most common mistakes people make when starting a wholesale business?

What is a wholesale business

Wholesale as a business is the purchase of products in large quantities from a supplier or manufacturer (less often) for its subsequent sale in small quantities. That is, the product is bought not by the end consumer, but by a business representative in order to subsequently resell it or use it for production needs. Of course, the wholesale business takes far from last place on the issue of economic relations between industrial sectors, manufacturers of goods and companies engaged in retail trade.

Ambitious start-up entrepreneurs often face the problem of choosing between wholesale and retail trade. Each industry has its own advantages and disadvantages. The choice can only be made by carefully analyzing each of them.

To reach the heights in retail, you need to:

• To find the appropriate premises, in order to ensure the competitiveness of the enterprise, the location must be "profitable", passable.
• Have sufficient cash to buy out/pay rent and purchase goods.
• Have the necessary financial resources to adequately pay for the work of staff.
• Allocate funds for advertising and further promotion of the enterprise.

To organize a wholesale business, you should:

• Choose one or more reliable suppliers.
• Conclude agreements with stores in which goods will be sold.
• Choose a method of transporting goods (you can rent or purchase trucks in the required quantity).
• Find staff.

How to increase profits for a wholesale business

Wholesale companies are "sandwiched" between suppliers and buyers, who themselves face all the problems of the crisis period. How to build sales so that counterparties are satisfied, and this only benefits the company? Check out seven solutions that have helped wholesalers not only maintain, but raise the bar. You will find them in the article of the magazine "Commercial Director".

What are the types of wholesale

The two main forms of wholesale trade are:

• No need to advertise the company - enough build a customer base retail partners.
• The ability not to focus on the location of the wholesale warehouse or enterprise, unlike retail stores. The wholesale base can be located in any place convenient for you.
• The amounts of wholesale transactions and contracts are much higher than retail ones.
• Wide sales area.
• Opportunity to enter into many contracts with large manufacturers, including regional ones, since they often resort to the services of wholesalers.
• The chance to realize the most advantageous views products, such as tobacco products, alcohol, semi-finished products; Retailers must create an extensive range of products, seeking to satisfy all consumer needs.
• Savings on the purchase of wholesale goods - this allows you to set the retail price of your products.
• Strict regulation of the conditions for the sale of goods by an agreement between wholesalers and retailers; thanks to the drawn up agreement, the possibility of disagreements and conflicts between organizations is practically excluded.
• Receive payment for the goods immediately after delivery - the wholesale supplier does not wait until it is sold.
• Taxation rules for wholesale trade, according to the legislation of the Russian Federation, are quite simple. Retailers are subject to the Single Tax on Temporary Income, while wholesalers must pay fees under the DST or STS (General or Simplified Taxation System), which is much more convenient.
• Direct cooperation with experienced buyers who are interested in the low price of products and are constantly trying to reduce the cost.
• Requests from buyers for maximum deferred payments.
• Endless debts on the part of buyers and, as a result, the growth of overdue accounts receivable.
• Competitors regularly sell goods at reduced prices, which affects the quality of products.
• Incoming requests from customers to fulfill their conditions (for example, labeling products with special labels, bringing products by a certain time in small batches, using euro pallets for delivery, and many others).
• The lack of points of control over the work of managers in the sales department.
• Disruption of communication in the departments of the company, which causes disruptions in work and delays in deliveries.
• The absence of the effect of advertising that does not contribute to the promotion of products.
• The introduction of huge fines for non-compliance with certain conditions under supply contracts.
• Periodic "churn" of customers, some of which go bankrupt, others - make a choice in favor of other suppliers.

1. transit. It provides for the delivery of products to retail outlets directly without export to a wholesale warehouse. The main advantage of this form is more high speed trade turnover and safety of products.
2. Warehouse. Products are sold from stock. The form, which is by far the most common, allows you to prepare goods before sale and supply retail outlets with small batches of the products that are required at the moment

Wholesale points are also differentiated by the breadth of the range of goods:

• A specialized (narrow) assortment implies the presence of less than 200 items.
• A "limited" assortment is considered to be the names of goods in an amount of less than 1000.
• A wide assortment is from 1 to 100 thousand items.

In terms of turnover, wholesalers are small, medium and large.

According to the method of delivery: goods are delivered to the points by the company's vehicles or employees of the company. Products can also be issued directly from the warehouse.

There are several marketing systems - exclusive, selective and intensive. On one of these systems your business will be organized.

If the activity is based on an exclusive system, the manufacturer must issue a license to trade, according to the conditions franchising. The number of intermediaries is minimal. In the selective system, which also includes the wholesale business, the organization and the manufacturer enter into distribution agreements. In this case, technically complex goods are usually subject to sale. An intensive distribution system implies the presence of a large number of intermediaries and wholesalers.

Is it possible to start a wholesale business without investments

Wholesale business without investments is real. Entrance to it is possible in the complete absence of funds. All that a person who wants to work and earn money needs is a telephone connection, open access to the Internet and a focus on results. One can treat the issue with a share of skepticism, saying that all niches are already occupied, but there is no start-up capital. But the advantage of the wholesale business lies in the fact that it does not require financial injections. You need to be a sociable, confident and quick-witted person.

This option will appeal to newcomers to the business.

3 myths about the wholesale business

1. "The retail buyer can find a supplier himself." It is not uncommon for an enterprise to not make a profit in spite of sufficiently efficient operation. in full. The reason may lie in the inability or unwillingness of the supplier to self-advertise. Most of the category of people who deny the Internet, Yandex.Direct and other advertising channels are men over the age of 50 who started their business back in the 90s. The buyer, of course, can find a supplier himself. But it is worth considering the large territory of our country and the large volumes of consumed wholesale products. In any case, not every entrepreneur manages to sell the maximum amount of products. The main task of the wholesale business is to help suppliers sell goods on a huge scale.
2. “If I bring the supplier and the client together, they will do everything themselves, and they will throw me.” You can eliminate such an unpleasant situation by concluding an agency agreement. The probability that you will be "thrown" will be reduced to zero. The essence of the agreement is that when you find customers for the supplier, you will receive a percentage of the volume of goods sold. In this scenario, it is unprofitable for the supplier to terminate business relations with you, since it is in his interests to regularly sell products, in which you help him.
3. “Getting customers for wholesale is very difficult.” Entrepreneurs in the wholesale business often find customers through online classifieds. Contextual advertising Yandex.Direct is also a very effective business tool. Thanks to a simple algorithm, even a novice businessman can create a good selling ad that will help attract customers. Currently, a number of holdings and large companies are looking for suppliers on the Internet. However, many entrepreneurs dismiss this option, which is very "handy" for novice savvy intermediaries. Not the last role in the issue of attracting customers is played by cold calls and the work of high-class sales managers.

How to start a wholesale business

Stage 1. Market analysis and identification of the most liquid (fast selling) goods. To identify and predict the most popular wholesale options, it is absolutely not necessary to dive into a deep study of all existing offers. Pay attention to food products: flour, granulated sugar, butter, children food, canned food. All these products allow you to start a business without investments in the wholesale trade. Just agree on cooperation with an inexpensive manufacturer, and the matter is small.

Stage 2. Niche selection. Think about what niche you would like to occupy. The easiest option is to work with small wholesale lots. If you decide to open a wholesale business from scratch, this will allow you to gain valuable skills in concluding contracts and determining how to make a profit.

Stage 3. Selecting a product group. When choosing products for sale, consider several important components:

• Give preference to the group of products in which you are well versed. For example, if you received your education at a forestry institute, focus on products in the field of woodworking. At the same time, for a person who has a great desire to develop, there are no boundaries. Even without the appropriate education, it is quite possible to understand the products of any industry.
• Analyze what products are presented on the local market, what products are in the greatest demand, pay attention to the pricing process, find out which regions act as suppliers. Next, find a manufacturer where you can sell similar products at reduced prices and offer potential consumers their wholesale.
• When selecting products by category, make a choice in favor of those products whose sales do not depend on the season, weather conditions and other similar factors. Acquire perishable products also not worth it. Starting a business, do not take into account exclusive products that are popular in a limited circle of buyers.

Stage 4. Warehouse selection. Before organizing a wholesale business, select warehouse space. Its absence can be a significant problem. Many entrepreneurs are now talking about the shortage of warehouses both in megacities and small towns and villages. That is why the rent results in a large amount, especially if the area is large and the location of the premises is good. When organizing a wholesale business, remember that you need to rent or purchase warehouses after you have chosen products for sale. This is due to the fact that the storage conditions, for example, for home appliances differ significantly from the principles for storing dairy products.

Consider buying and renting a space. Perhaps the construction of a warehouse will be a much more profitable undertaking than monthly rental payments. The construction of a prefabricated warehouse has long ceased to be a difficult task - there are all conditions for organizing such a premises. Also consider buying or renting shelving, refrigerators, and other equipment to keep your warehouse running smoothly.

Stage 5. Supplier search - key moment in the organization of wholesale trade. Of course, it is better if the manufacturer works in close proximity to you. Find people who make products and are interested in selling them quickly. Such an enterprise or company can be furniture factory or a dairy plant with reasonable prices. In this case, you should not have any difficulties with delivery - and this is also a huge plus.

Often large-scale federal manufacturers work with many wholesalers or regional dealers. As a result, a long "chain" of sales goes through several wholesale outlets. It all depends on the number of competing companies in the trading industry, the level of demand for the product and the size of the retail market. Goods always get to retail points of sale through wholesale, and only then sales begin.

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When choosing a group of products for wholesale, remember that a wide range of products always contributes to generating income. The increase in the volume of deliveries and contracts with partners is a gradual process.

Finding a manufacturer that does not currently have a company through which you can buy goods in bulk is not an easy task. But in the interests of manufacturers and large suppliers - long-term cooperation with the wholesale business, and therefore its representatives are always offered bonuses and discounts. Direct cooperation with manufacturers without intermediaries can significantly save money.

Stage 6. Recruitment. An important role in organizing a wholesale business is played by interaction with sales representatives. The main task of representatives is to find the largest number of retail outlets sales, taking over the sale of certain products. You usually need to pay for goods either immediately or after they are sold in the store. Sometimes sales representatives also act as forwarders, delivering products to points of sale, doing paperwork and issuing goods. A sales representative is a key link in any chain, since it is he who finds potential customers, concludes supply contracts and works directly with store employees.

In work wholesale organization It's not just the sales representative that matters. You must establish cooperation with a PC operator who will process applications, an accountant, a storekeeper, a cashier and a driver.

Stage 7. Purchase of transport. Ideally, you should buy a car. But if you don’t have such an opportunity yet, you can rent a vehicle or find drivers who already have a personal truck. If you plan to sell products in large volume buy a forklift.

How to open a wholesale business branch in the region

Before each wholesaler, sooner or later, the question arises of building a distribution system in the regions. How to most effectively promote your products hundreds of kilometers from the head office? How to minimize the risks and costs of logistics? How to keep brand reputation under control? The Commercial Director magazine answers all these questions in its article.

What contract to conclude with the supplier

An agency agreement is concluded between a businessman engaged in wholesale trade and a supplier. It provides for the responsibilities of each of the parties and ensures their mutually beneficial relationship. According to the agreement, the wholesale businessman is looking for customers for the supplier, and the latter, in turn, pays interest for each of the transactions made.

When concluding a contract, pay attention to several aspects:

• The main function of an agent is to look for buyers.
• The contract is signed by the agent and the supplier.
• Signature can be put individual who does not have an LLC or IP.
• The document must contain the percentage that you receive for the transaction.
• The contract may contain sales volumes, payment methods (bank transfer, cash), work schedule and other details.
• The contract prescribes the information available in the Civil Code. It says that the contract obliges the agent, for a fee, to legally act on behalf of the principal on his own behalf, but at the expense of the other party, either at his own expense or on behalf of the principal.

There are a number of options to consider here:

• You, that is, the agent, act on behalf of the supplier and at his expense.
• You are acting on behalf of the supplier, but at your own expense.
• you act from own name and at your own expense.

Of course, the presence agency agreement does not give a 100% guarantee in case of cooperation with a dishonest supplier. This document is intended to provide you with emotional peace and confidence that you are acting in accordance with the law. The presence of an agency agreement is a reason for the supplier to be confident in your decency and legal literacy. It is much more important, of course, to agree with the second party in a human way, establish good relations and let the supplier understand that, working with you, he will always be afloat.

1. Before you implement your wholesale business plan, choose the niche you want to fill and analyze the market.
2. Study the properties of the product you would like to work with, learn more about the sales market and do not lose sight of the seasonality of the product.
3. At the beginning of work, always focus on accumulation (money, customers, product leftovers).
4. In the process of developing activities, the staff will expand, and therefore carefully calculate each step, think about the advisability of hiring new specialists.
5. The beginning is always the most difficult, and therefore there will be a lot of work; for an indefinite period, you can forget about holidays, weekends and vacations.
6. If you can not take a loan and impose other financial obligations, refuse them, at least until you are sure that you are not at risk.

Typical mistakes of beginners in the wholesale business

1) There is no clear plan of action. There are no improvisations in business, and this, unfortunately, is forgotten by many novice businessmen. The difference between business and Everyday life and lies in the fact that things left to chance turn out to be insoluble and do not bring a good result. Many entrepreneurs do not have an action plan, a project. A business plan (wholesale sales) should accompany you from the very beginning of the activity. Subsequently, there simply will not be time to compile it.

If you want to make a profit from work, write down each action and make up for a year. Think about what you need to expand your customer base, how to turn random customers into regular ones, write down the actions on paper. Work on the personnel search system, select employees, find suppliers. Developing a clear plan will take you the minimum amount of time, but it will save you the most in the future.

2) Incorrectly distributed start-up capital. Most beginners who ask the question: “How to open a wholesale business?” Want everything at once, and therefore waste start-up financial resources irrationally. Irrational expenses include the purchase of ultra-modern equipment, high rent for a warehouse and high salaries of specialists. Remember that the money business brings, first of all, sales. Therefore, it is better to direct the funds to the development of sales, supply chains and distribution.

When drawing up a business plan, pay attention to the most costly items. Analyze them and understand that at the very beginning of the work you will not need. You can cross off the list of new expensive office equipment, the creation of a modern personal website - you will deal with these issues later. If you can work not in the office, but in any other room, refuse to rent. Drive into new office you always have time.

3. Misunderstanding the importance of the target audience. Beginning businessmen often have no idea about the target audience and market segmentation. And, at the same time, these are key values ​​in business. If you don't identify your target audience and understand who your product is intended for even before you start selling it, it will be very difficult to create an effective plan for its implementation.

An advertising campaign is effective when it is clear for whom it is designed. Think about who your product is for? What age are these people? How much, on average, do they receive per month? Being sure that your concept is interesting to any category of the population, you should not direct advertising to everyone - you will lose time. The success of your business depends on how accurately you represent a potential client.

4. Misunderstanding the difference between selling and marketing. A number of entrepreneurs do not understand how sales differ from marketing, and are sure that these concepts are almost synonymous. But it's not. Let's take an example. The seller generates and implements wholesale business ideas, takes a number of actions so that a person purchases products. These are sales. Actions on the part of the marketer, aimed at making the buyer contact you - marketing.

If you know exactly about your target audience, there will be no problem with advertising. You will clearly understand how and where it is better to give it. There are a million ways to attract a client. One business is effectively promoted using one advertising campaign, the promotion of another is based on a completely different concept.

5. Expect instant profit. Many entrepreneurs do not understand: there is no instant income in business. This is especially true for those who have not previously conducted such cases. And, if it is not possible to make a profit during the first months, people leave the business. And you just have to be patient.

When calculating any business plan, the fact that the first year of operation does not give almost any profit is taken into account. Moreover, it can be very costly. And only then the losses become minimal, then they are reduced to zero, and after a couple of years, the ready-made wholesale business begins to generate income. Patience is the foundation of any business project.

How to increase sales in wholesale business

There are ways by which you can attract customers and increase sales. For example:

• Streamlining the sales management system.
• Interaction of regular customers and their involvement in the work.
• Creation and implementation of a high-quality advertising campaign.
• Increase in client base.
• Converting potential customers into real ones.
• Increase in marginal profit.
• Competent system of motivation of sales specialists.
• Efficient work with receivables.

All these manipulations can be carried out within the framework of a small enterprise using special business technologies.

How to turn wholesale business customers from potential to regular

How the wholesale business is organized, and what are its specifics, is completely unimportant. The main thing is systematic and continuous sales. In this regard, the key point in the system is the development of a sales funnel. Moreover, it is important not so much the presentation of this funnel as effective work with her. Basically, wholesalers go through 6 stages of sales, at each of which it is important to negotiate with customers.

The first block is the number of clients called by managers.

The second block is the number of interested customers who received a commercial offer.

The third block is the number of clients to meet.

The fourth block is the number of people with whom meetings have already taken place.

The fifth block is the number of buyers who signed the contract.

The sixth block is the number of buyers who received the goods from the first shipment.

Who can be trusted to do this work? Commercial department of the company. If we talk about a three-level sales department, then the department located on the first level creates a flow and makes cold calls. He is not engaged in negotiating and paperwork.

More qualified managers close sales. At the same time, high-class professionals, as a rule, do not want to deal with "cold calls", they are more willing to talk with regular customers, draw up documents and take orders. This leads to a cessation of the influx of new faces into the wholesale business. Therefore, the best option is to create a three-level sales department, in which responsibilities will be clearly distributed among employees.

After visualizing the funnel, you need to describe the indicators that exist at each level. If there is no systematic measurement of indicators, start measuring right now, and then at any time you will be able to assess the reasons why revenue does not increase and sales do not increase.

How to identify the "weak points" of the sales funnel

Galina Kostina,

Head of the consulting agency "ProfBusinessConsulting"

Having cut the funnel, you will understand how many potential customers move to the next level. For example, at a certain stage, a narrowing of the funnel is observed. So it makes sense to talk about weak point in common system and you can quickly intervene and correct the situation.

Example 1 The daily duties of managers include 50 cold calls, which is reflected in the checklist. However, there is no influx of new buyers. The reason may be the ineffectiveness of the cold call, the inability of the manager to negotiate at the proper level, or the initial incorrect drawing up of the buyer's portrait.

Example 2 Through cold calls, many customers are interested in your company. You sent them a commercial offer (due to this, moving to the second block). And here the funnel suddenly narrowed because the client did not want to meet. The reason is the misconfiguration commercial offer, which the potential consumer is simply not interested in. The fact is that buyers in this case are experienced buyers who pay attention only to numbers, and not to goods that can be highest quality. Therefore, think about how to make the most attractive commercial offer.

Example 3 Your employees regularly have meetings, you send specialists on business trips, but all to no avail - contracts are not concluded. Review the negotiation model, organize seminars or courses for employees where they could acquire the necessary skills. After training, evaluate the situation.

Example 4 Contracts are concluded, but at this stage the buyer stops working with you: he does not make orders, and no shipments are made. You will need the help of qualified managers who know how to work with objections and who are fluent in communication skills.

Information about experts and company

Galina Kostina, head of the consulting agency "ProfBusinessConsulting". Business Consultant, expert in increasing sales and profits for small and medium-sized businesses. Has 18 years of experience as a top manager in large manufacturing companies. Worked her way up from Chief Accountant (including at Wimm-Bill-Dann) and Director for Economics and Development to founding her own Consulting Agency. He has a successful experience in implementing internal development projects, strategic planning, expansion of production, attraction of investment financing. Author of articles for professional federal publications, presenter of trainings and master classes.

Consulting agency "ProfBusinessConsulting" is a team of professionals dedicated to technologies for growth and achievement of results for small and medium-sized businesses.