Open on the construction market. Stages of opening and developing a sales office

Construction, including private houses, can be considered one of the priority areas for the development of the district. In areas where industry is poorly developed, and nature is so good that it attracts residents of megacities, the emphasis is on the construction of holiday villages. Respectively, local population gets jobs in the procurement and production of lumber, sheet metal processing, construction work. For the convenience of selling goods, you need a point of sale (shop / warehouse). A well-developed business plan for a building materials store will show how profitable the enterprise will be.

The subtleties of the trading business for the sale of building materials

There are three types of building stores:

• narrowly focused, trading in one type of product;
• private with a wide range of goods;
• large hypermarket franchises.

Trading in shops with a priority direction of one, even the most popular product, does not bring the maximum return. This is explained by the fact that large trading houses offer discounts, systems for accumulating points for subsequent purchases. For a small store, this is at least not profitable. In most cases, it can lead to losses.

To be able to provide discounts to customers, you need to earn this reserve of funds. Method one - the purchase of goods in large quantities directly from the manufacturer. If the entire range of goods is produced in the region where the store is located, there are no problems with concluding contracts for large deliveries. But this is a utopia! In reality, most goods are delivered through half the country.

Conclusion! The most profitable construction stores are franchised by well-known network distributors of construction products.

Features of choosing a place for a store

The most successful location of a store with an assortment that covers all the needs of buyers carrying out repairs is a microdistrict under construction or the main street of the city. This choice has a significant drawback - high rent, limited retail space, remoteness of the warehouse.

More appropriate for smaller towns hardware store, located outside residential areas, near the highway leading out of the city, to the lake, river. This location of the store has many advantages. It is these places that the Metrika franchise company recommended for its partners.

What is the benefit?

Several large trade pavilions are a convenient solution for buyers. The goods in each of the premises are intended for a specific construction or repair stage. Each category of goods is placed in a separate hall or pavilion.

• Dry building mixtures and tools for their dilution, application, distribution.
• Wallpaper, paints and varnishes, finishing panels, ceramic tiles.
• Brushes, rollers, trays, basins, cornices, plinths.
• Lumber, doors, window frames.
• Roofing and facing materials, heaters, waterproofing.
• Bricks, building blocks, SIP panels.
• PVC, MDF, chipboard, OSB,
• Bathtubs, showers, faucets, geysers, sinks, washbasins.
• Stoves, stoves, fireplaces, water heaters.

Trading all this in one room will require a capacious warehouse. With separated spacious specialized premises, each of them is not only a sales area, but also a place of storage for most goods.

The close location to the shop of the steel rolling enterprise gives another advantage to reduce the cost of profiled sheets for buyers. For the manufacture of high-quality, but cheap building material, you will need a rolling machine, hydraulic shears (block), 20 square meters area.

Not in demand land in the city is a low rent. The bypass road, on which there is no restriction on the weight of cars, is the most convenient way for multi-ton cars to reach the store.

Additional store income

For most regions middle lane In Russia, wood should not be an imported material due to the richness of the regions in forests. The production of lumber does not require large production areas. When placing a store in an industrial area or just outside residential areas, a sawmill can be located directly on the territory of a shopping complex.

This is where jewelry is turned on. carpentry machine, splicing of wood materials is carried out. This is one of the methods to attract home builders, as they can not only buy materials cut to size, but also order the production of parts that differ in size from standard sizes.

Both of these enterprises (metal rolling and a woodworking shop), according to the documents, can only be referred to the store as suppliers. But such a close neighborhood and interaction is very beneficial in terms of paying rent, no expenses for delivering goods to the store, minimizing the costs of logistics services, accountants, lawyers and other administrative positions.

In order not to get confused about which product is already on the balance sheet of the store, and which one is still listed by the manufacturer, it is most convenient to use the 1C - enterprise program. The material ready for sale lies on the racks, no one moves it anywhere, and in the program it moves from one warehouse to another. This is a working scheme tested on the example of the operation of the Metrika store in Leningrad region. But it was not this store that survived during the crisis, but the one located on the same highway in the Pskov region. Despite the fact that he stands almost in the field, he was lucky to be close to the lake, where plots for construction are being sold.

What it takes to not miss your customer

For most buyers who purchase large quantities of goods, the question arises of their transportation. Own fleet for a store is an extremely rare exception. One of the solutions to this burning issue lies on the surface - an agreement with a cargo taxi for certain hours of work. Simplification of settlements with customers lies in the fact that they are made through the store's cashier when paying for the purchase.

Returning to the place of choice of place, it should be noted that bypass roads without weight restrictions Vehicle there may be many, but it is necessary to choose from them exactly the one that leads to the area in which building plots are sold. Few people will miss the benefit, most of the way to overcome from the big city to the rural construction site. Especially when on the way, a few kilometers from the construction site, you can buy almost everything you need.

The presence of parking in close proximity to the store and some distance from the roadway. This allows you to load goods without much effort and danger, be hit by passing vehicles.

Practice shows that the closer the store is to the future dacha, the more attractive it is for buyers who use their own transport for delivery. Given the small volume of the trunk and the trailer, the discount card for the benefit will be a good help for the buyer in choosing a store. This is a significant argument in favor of an agreement with a franchise company with an extensive distribution network.

Differences between chain and conventional hardware stores

Despite the general assortment, there are big differences between franchised and self-owned hardware stores.

Business organization stage	network	Independent
Conclusion of contracts with suppliers	partially	fully
Goods for sale	Yes	partially
Retail value of goods	low	high
Availability of promotions, significant discounts	Yes	No
Delivery of goods to order	No	Yes
Risk insurance	network	personal
Taxation	Yes	Yes
Payment for the rent of the premises	Yes	Yes
Payment of utility services	Yes	Yes
Recruitment	over the network	on one's own
Determination of wages	franchisor	entrepreneur
Payment of expenses for the delivery of goods	franchisor	entrepreneur
Trade software	provided	purchase
Marketing scheme of product placement	strict observance	arbitrarily
Advertising in the media	centralized network	local

The initial stage in drawing up a business plan

Before you plan your expenses for starting a business and start calculating the estimated income that determines the profitability of the future business, you need to conduct a thorough market research.

1. The number of competitors.
2. The range and value of the goods they sell.
3. Studying the demand for certain brands.
4. Number of outlets closed.
5. Development of the construction business in the area.
6. Average income in the region.
7. The cost of renting premises removed from the housing stock in the microdistrict of interest.
8. Possibility of unhindered delivery of goods to the point of retail and small wholesale trade.

Each of these factors can play a key role in initial stage, Bye given name store will not work.

Marketing plan

Advertising is one of the most important information media. At the initial stage, its goal is not so much to sell goods, but to awaken the interest of potential buyers, the desire to visit a new store. Promotion plan:

• life-size puppets, unusual or well-recognized characters handing out flyers with the date of the grand opening.
• solemn decoration of the main entrance and the territory adjacent to the store.
• performance or game program for children while their parents get acquainted with the assortment.
• information on the local TV channel, radio.
• place a report on the event held on the opening day of the store on the front page of the local newspaper.
• methodical sponsorship of a children's educational, entertainment, medical institution, rehabilitation center, a nursing home with money, and better with building materials.

Production plan

When registering a building materials trade business, it is advisable to choose the form of taxation of a Limited Liability Company. In this case, 6% of the amount of net income will have to be paid to the state.

A wide range, fast turnover - this is a direct indication that not only an accountant will need a 1C program. The program for storekeepers, merchandisers, cashiers has the same name with the explanation "Enterprise".

When a change is made by one user of the production network, the indicators on other PCs automatically change. This greatly simplifies the accounting and movement of goods.

The staff directly depends on the area of ​​the trade pavilion, the number of categories of goods.

consultants	2 people (varnishes, paints)	2 people (wallpaper)	2 people (instruments)	2 people (mixes)
cashiers	2 people		2 people
administrator
shift manager 2 people
logistician 1 person
accountant - 2 people
drivers	GAZelle - 1 person	GAZ - 53 - 1 person.	Passenger car - 1 person.
CEO

Total: 16 staff positions to ensure the operation of the store with a 12-hour working day.

• Project approval ≈ 30 days.
• Registration with the IFTS.
• Preparation of the premises - cosmetic repairs, installation of racks, cash and office equipment is carried out within one calendar month.
• Lease agreements freight transport- 1 Week.
• Contracts for the supply of goods for sale 2 months.
• Installation of a surveillance system.
• Purchase of goods - 1.5 months.
• Staff recruitment - 3 weeks.

Almost all areas of preparatory activities can be carried out in parallel, which significantly reduces the time from project approval to store opening.

organizational plan

For optimal organization labor will require shelves for goods, demonstration cabinets. Containers and trolleys on wheels, shelving with boxes for small items and panels with pins for bags of consumables.

12 hour work shift includes preparatory stage- cleaning the premises, replenishing the goods on the shelves.

Wages for key employees are paid twice a month.

Engaged workers with personal vehicles provide receipts for fuel consumption, reinforcing the data waybill and a check of payment for services by the customer. Payment terms are negotiated individually. Read more about how to write an organizational section in a business plan here -

Financial section

It will take about 1 million rubles to open and successfully start a business. 500 thousand rubles

• Registration in the IFTS for individual entrepreneurs ≈3300 rubles, for LLC -6500 rubles.
• Repair of the premises and purchase of equipment 150,000 rubles.
• Advertising expenses 15,000 - 20,000 rubles.
• Creation of a business card site -10,000 rubles.
• Monthly rent of premises - 45,000 rubles.
• Warehouse rental -10000 rub.
• Salary - 350,000 rubles.
• Utility expenses 15,000 rubles.
• Taxes 7000-10000 rubles.
• Purchase of goods - 1,000,000 rubles.

A 60% markup on a product is a reasonable amount. Approximately 5% of it should become a staff-stimulating fund. Incentives, bonuses, payments provided for by the collective agreement will be paid out of it.

Risk analysis and insurance

Analyzing the risks of a building materials trade enterprise, the following dangers can be identified that threaten the entrepreneur with considerable losses:

• fire in the warehouse of paints and varnishes;
• wetting or drying of wood in warehouses with central heating.
• damage to wallpaper and metal cans of paint when the ceiling or roof leaks.
• theft from a warehouse, or a car of a consignment of goods.
• damage during transportation of expensive goods.
• theft.
• damage, arson.
• shortfall in planned profit.

Any of the points of risk can become an insured event, in the event of which Insurance companies pay monetary compensation. By not skimping on insurance premiums, you will save yourself from complete collapse even in the event of an attack on your store by space aliens, if this risk option is indicated on your insurance policy.

Opening a building materials store at this stage is a pretty good investment in your well-being. According to Rosstat, the demand for Construction Materials increases every year by 20% compared to the previous one. Before you turn to the franchisor for support, calculate how long it will take you to strengthen your position in the market without outside help. If there is little competition, it is possible that the patronage of a well-known firm will not be important at all to your clients. After all, the main thing for them is a quality product at a reasonable price.

Overview of profitable construction niches - expert advice

The sale of building materials as a business remains relevant even in times of crisis, which is explained by the constant need of people to repair their property. Stores, or other points of sale, become unprofitable extremely rarely, paying off in the first year after the start.

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Services

The sale of building materials as a business means the sale of the following groups of goods:

• siding and accessories;
• heaters;
• drains;
• flooring;
• brick;
• extruded polystyrene foam;
• Styrofoam;
• drywall;
• forest, board;
• dry mixes (cement, putty);
• loose (sand, crushed stone);
• roofing materials;
• dye;
• primer;
• sealant;
• foam;
• silicone;
• wall blocks;
• construction grid;
• netting, sheet;
• self-tapping screws and other fasteners.

The assortment of the store depends on the area of ​​the retail space. At the same time, the owner must allocate for sale from 3 main lines of building materials and order components for them. For example, when focusing on tiles, tile crosses and wedges should be presented as related products.

Relevance

The relevance of the chosen type of trade is due to the following:

1. In private houses and summer cottages, it is necessary to annually carry out work on plastering walls and sealing cracks (or other problematic points).
2. By purchasing an apartment or other property, the new owners of the property seek to improve housing, taking into account their financial capabilities. It could be like overhaul with the alignment of the walls, and cosmetic - painting the existing wallpaper.
3. Continuous construction of housing by private companies and the state.
4. Willingness and availability of funds for redevelopment or improvement appearance in an apartment or house, associated with the improvement of the well-being of citizens.

The video analyzes the relevance of opening a building materials store and considers the business idea itself. Taken from Alexander's channel.

Description and analysis of the market

The building materials market in Russia can be characterized as follows:

1. According to studies by independent consulting companies, since 2015 the cost of imported materials has increased (by 42%), which is associated with the fall of the ruble. At this time, the policy of import substitution began to be actively pursued.
2. In 2015-2016, there was a decrease in the total production of building materials in the country.
3. Since 2016, domestic companies have begun to actively modernize the production process, which has led to an improvement in the quality of manufactured goods. This made it possible to replace most of the imported analogues.
4. The annual growth in demand for construction services and materials fell from 18% to 11% until 2015. According to analysts' forecasts, by 2020 a return to pre-crisis levels is expected.
5. The main deliveries are made to Belarus and Kazakhstan.

The target audience

The target audience The building materials market is represented by the following categories of people:

• average income and above - 60%;
• wealth above average, high (oriented to the prestige and quality of goods) - 20%;
• spontaneous buyers - 20%.

Competitive advantages

As competitive advantage building materials store should highlight the following:

• cumulative discount of 1-10%;
• a system for receiving bonuses when purchasing certain groups of goods;
• weekend promotions;
• free delivery when paying a check for more than 5,000 rubles;
• drawing of gifts among the owners of discount cards.

It is possible to provide additional services related to the organization of repair and construction works. The team can be hired or recruited as needed with the help of firms directly involved in the construction process.

Advertising campaign

• block on television and/or radio station;
• distribution of leaflets and business cards;
• holding promotional events;
• conclusion of contracts with construction companies;
• placement of a banner in places with the greatest flow of people (shopping center, railway station);
• stretching along the road in the city center (in places of traffic jams);
• developing your own website;
• contextual advertising on Youtube;
• through clicks or an active link through bloggers.

Step-by-step instructions for opening

Organization step by step instructions own business looks like that:

1. Market analysis according to economic zoning. This service can be ordered by specialists (cost from $200).
2. Preparation of a business plan. It is enough to download the finished document on the Internet and take it as a basis when planning your own store. The second option is to pay for development to economists (from 500 to 3,000 dollars).
3. Registration.
4. Finding and renting (or building) a store.
5. Repair.
6. Procurement and supply of equipment and inventory.
7. Selection of suppliers of goods for sale and conclusion of agreements with them.
8. Organization of an advertising campaign.
9. Search and registration in the staff of the company's staff.

Documentation

The business owner chooses how to register after evaluating potential buyers. When targeting construction firms and state-owned companies, it is better to register as an LLC or OJSC. In other cases, IP registration is suitable.

It is necessary to issue a case from scratch in the following sequence:

1. Contact the registration center to obtain a certificate. You need to have a passport and a receipt for payment of the state duty in the amount of 800 rubles for individual entrepreneurs or 4000 for LLCs. When registering an enterprise, especially if more than one owner is planned, it is important to prepare the Charter and the Minutes of the meeting of founders in advance.
2. Be registered with the tax office. Here you have to choose the form of tax payment - UTII (single tax on temporary income) or USN. Simplified system taxation can range from 6 to 15%.
3. Contact the Pension Fund.

Additionally, you will need to obtain permissions in the following services:

• City Administration;
• fire inspection.

Room and location

The location of the hardware store should be chosen taking into account a convenient entrance for oversized transport and compulsory parking. It can be the central or sleeping part of the city. If it is planned to open a super- or hypermarket, a location outside the city limits is allowed.

The minimum store size is 30 m2: 20 m2 for sales area and at least 10 m2 for warehouse. These zones can be combined. Repairs in them are carried out at the expense of personal funds, or with the help of suppliers of certain types of goods (wallpaper, plumbing). The second case is a publicity stunt.

Equipment and inventory

Equipment and inventory needed to start a business:

Staff

For the successful operation of a building materials store, you will need to recruit the following staff:

Position	Number of persons	Requirements for a candidate	Job Responsibilities	Salary in rubles
Manager	1	financial literacy; 5 years experience in a similar position.	control of the work process of employees; resolving issues related to supply and delivery; organizational moments.	30 000
Accountant	1	work experience of at least 3 years; financial literacy.	preparation and submission of accounting documentation; conducting an inventory; work with current primary documents.	30 000
Salesman	2	Experience from 1 year; grammatically correct speech; sociability; benevolence.	client consulting; display of goods.	15 000
Cashier	2	Experience from 1 year; knowledge of the cash register; benevolence.	cashier work; keeping the workplace in order.	10 000
Security guard	2	age up to 50 years; special protection certificate; experience.	territory control; work with the video surveillance system; help in solving conflict situations before the arrival of the competent authorities.	15 000
Total	8			140 000

Financial plan

For the implementation of financial calculations, the following initial data are taken:

• LLC registration;
• rent of premises on the territory of a shopping center in a residential area of ​​the city;
• store area - 200 m2;
• work schedule - from 8 to 22.00 7 days a week without a break;
• advertising: banner, promotions.

How much does it cost to open a hardware store

To implement the chosen business idea, you will need to distribute start-up funds as follows:

Recurring costs

The monthly costs are divided as follows:

Income

With marketing support before the start of the store, we get the following data:

• goods are sold per month, on average, for 320,000 rubles;
• net profit is - 110,000 rubles.

Calendar plan

The process of implementing a business idea is as follows:

Stage	1 month	2 months	3 months	4 months	5 months	6 months	7 months	8 months	9 months
Market analysis	+
Business plan preparation	+	+
Registration of a package of documents			+
Obtaining Additional Permissions			+
Construction/rental of premises				+
Repair work				+
Purchasing and stocking					+
Site creation						+	+
Supplier search					+
Advertising campaign						+
Complete set of goods								+
Recruitment						+
Opening									+

Trading is one of the most common business options for start-up entrepreneurs. Experts note that every tenth person, when asked what type of business he considers the most promising, answers - the sale of building materials.

There is a rational grain in this, because each of us at least once in our lives bought materials for construction and repair: drywall, tiles, laminate, all kinds of fasteners, etc.
Moreover, the general fuss makes one think that the vast majority of stores of this profile still bring a decent profit. Is it really? Let's look at the nuances of organizing a business on building materials.

Classification of building materials stores

Today, both large chain stores and private traders in the markets are engaged in the sale of this type of product. Depending on the scale of the business, points are conventionally divided into the following types:

• Pavilions with an area of ​​60-70 sq. m. The assortment is represented by 15-20 items of goods with a narrow range of applications (sanitary floor coverings, Decoration Materials).
• Full-fledged stores with an area of ​​120-170 sq. m. Here for sale more items(50-70 positions) with the number of articles up to 4 thousand.
• Large shops with a trading area (700-1200 sq. m) and a warehouse (1500-2000 sq. m). The assortment of such stores reaches 20 thousand articles.
• Hangar rooms. As a rule, in such stores there is no decoration, they are more like an indoor market.

Choosing a place for a building materials store

Without painting commonplace phrases, we can give a recommendation to build on your financial capabilities. For example, to open a small store with an area of ​​80-100 sq. m will have to spend at least 10 thousand dollars. Practice shows that such a format of business in modern realities is not profitable. The maximum that he can cover is the salary of the staff. It turns out that there is no point in attracting investments in such a project, and if you have your own money, it is better to invest it in something more profitable.

If we consider the opening of a building materials store with an area of ​​200-250 sq. m, you will have to spend about 50 thousand dollars. Project of 1000 sq. m requires an initial investment of 300 thousand dollars, the monthly yield after deduction of all expenses is 4-5 thousand dollars.

This is the most profitable way to build a business. As a rule, in such stores a person can buy everything necessary for repairs. Here you can build competent system discounts, arrange shipping.

The most promising place to open a building materials store is near busy roads and not far from construction sites.

Do not consider options on the ground floor of a residential building. The sale of a number of goods (paints and varnishes) is prohibited in housing facilities.

Another important question is to rent or buy a room? Practitioners say that you can try the option of renting with a subsequent buyout if the business “tramples”. Buying premises is not the best rational option, because if problems with business begin, one more problem will surely arise - the sale of working capital.

Do not miss:

Product Suppliers

In order to offer the client a sufficient range of goods, it is necessary to cooperate with 50-100 suppliers. As a rule, large manufacturers of building materials are reluctant to go for options with a delay or transfer of goods for sale. At the beginning, it is unlikely that it will be possible to take more than 30% of the goods for sale; as the business develops, the volume can grow to 60%.

Guessing with a commodity stock is quite difficult for a novice entrepreneur. Large networks buy goods for storage, the amount of which is 2-3 times higher than the monthly turnover. Such a policy allows us to serve orders of large customers. If there is less inventory, there may be interruptions in supply.

The global economic crisis had a negative impact on the construction industry. However, despite a significant reduction in construction volumes, there is a stable demand for building materials and related products. In order to identify the relevance of this direction, a businessman needs to carefully analyze the current state of the market. Only after the nature of consumer desires has been determined and competitors have been assessed, one can begin to develop a business model for the future enterprise. Below, we propose to discuss how to open a hardware store from scratch.

Hardware store is one of the most sought after and profitable species business

The relevance of the construction business

A detailed analysis of the selected market segment allows the entrepreneur to assess the level of demand for his idea. According to statistics, today there is a high growth rate in this area. The increased demand for building materials is explained by the growing number of new buildings, shopping malls and other construction projects. Based on this fact it can be concluded that this direction is practically not tied to economic conditions. For creating successful business the entrepreneur needs to take care of the formation of the initial customer base and product range. Particular attention should be paid to various organizational issues related to the opening outlet.

At the preparation stage, the future businessman needs to decide on the format of trade. By making an early decision, the entrepreneur gets the opportunity to study in advance all the subtleties of future activities. In case of lack of funds to open a large retail outlet, it is recommended to start with a highly specialized store. This choice will allow you to build up the main customer base, which will be a kind of advertising for the store. In order to receive positive reviews and reputation, an entrepreneur needs to choose only high-quality materials to form a product line. This factor contributes to the launch of "word of mouth", the effectiveness of which exceeds the effectiveness of many classic marketing tools.

It is important to understand that people who want to purchase building materials are not limited in their choice of stores. In order for a potential client to choose the entrepreneur’s store, several different methods of dealing with competitors will have to be developed.

You can attract customers only through low prices, high-quality goods or exclusive products that other merchants do not have.

Before starting a business, the future store owner needs to carefully study the specifics of his city. Choosing a location where several firms already operate in a similar direction requires the development of a special marketing strategy based on low prices. In this case, it is possible to increase the profitability of the business only thanks to large client traffic. For this purpose, it is best to choose crowded points of the city with a high level of traffic. The availability of the store will be one of those advantages that will make potential customers turn to this particular point.

It is recommended to evaluate the work of competitors taking into account the chosen concept and format. To date, there are three main areas, each of which has a unique specificity. Let's look at the features of each of the formats:

1. Wholesale and retail sales. This business format is more attractive for those entrepreneurs who have their own production. The presence of a workshop can significantly reduce the size of the initial investment. As a rule, such points are located near the central markets. This project will require a property with a large area, where various goods will be exhibited. The value of the margin on the range varies from fifteen to forty percent. The main advantage of this direction is the ability to interact with both ordinary customers and construction companies that will purchase goods in large quantities.
2. Highly specialized store. According to experts in the field of marketing, this format of trade has lost its relevance. As a rule, such stores specialize in two or three product groups, in the form various types cement, primer or paint. It is important to note that this format commercial activities has a high risk of loss.
3. General store. The assortment presented in such stores includes several hundred commodity items. One of the advantages of this format is the relatively low threshold for entering the business. Even if there is a small amount Money, a competent businessman can organize a profitable and successful project.

Construction works people lead almost always: when there is enough finance, they start new construction, when there is a crisis in the yard, they repair what has already been built

Business plan for opening a building materials store

When compiling a business plan for a hardware store, it is very important to pay special attention to small details.. This applies both to determining the organizational status of the future business, and the formation of the assortment. Attention to detail will significantly reduce organizational costs and accelerate the pace of project implementation.

Registration procedure

At this stage, the future businessman needs to make a choice between the status legal entity and a private entrepreneur. This choice should take into account the format and scale new business. If you want to open a small trading shop, it is enough to register as an individual entrepreneur. To open a retail chain or a large supermarket, you will need to create a limited liability company.

One of important points registration procedure is the choice of codes economic activity. In the case of a hardware store, it is recommended to choose the code "47.52". The use of this cipher allows the entrepreneur to engage in retail paints and varnishes, hardware and glass. As additional codes, it is recommended to choose those values ​​that correspond to the specifics of the selected format.

Choosing the right space

Before starting to search for real estate, an entrepreneur needs to carefully study a number of basic parameters by which specific objects are selected. The most optimal location is the construction market. In addition, you can choose one of the districts where new buildings are being actively built. residential buildings. When choosing a particular point, you need to take into account both the location of competitors and the availability of parking spaces. These actions will help to significantly increase the influx of customers who will buy building materials in large quantities. It is very important that cargo vans and cars can drive up to the selected location. As a rule, such properties can be found closer to the city outskirts.

It should also be noted that there are no strict requirements for the premises themselves. The only requirement of the control bodies is the removal of real estate from the housing stock. To organize an average store, an area of ​​​​more than one hundred and fifty square meters will be required. Another advantage of the direction under consideration is the possibility of refusing to conduct repair work. In order to start work, it is enough to bring the premises in line with SES standards.

The store will be in demand regardless of whether it is in a small or big city you plan to open it

Purchase of equipment

The shop equipment is importance. Not every buyer will want to purchase goods at those points where it is difficult to independently find the products of interest. From this we can conclude that the presence of commercial equipment designed for displaying goods is one of the mandatory requirements. To get started, you will need to purchase several demonstration podiums and tables, racks and shelves.

The business plan for a finishing materials store should contain information about total amount purchase costs commercial equipment. To purchase all of the above equipment, you will need to spend from one hundred to one hundred and fifty thousand. the rest necessary equipment you can buy in addition after opening a point and making corrections to the product line.

Product range

To organize a general store, you will need to conclude agreements with several sales offices that can provide all the necessary products. It is very important to find suppliers who can handle large volumes. You also need to understand that not all companies will want to cooperate with newcomers.

The initial assortment should include about five hundred different products. At this stage, it is recommended to select exclusively demanded product groups. Attempts to experiment with the assortment can lead to the appearance of the first losses. The initial product line should include paint and varnish products, adhesive and finishing materials, as well as fasteners. In addition, you will need to purchase expendable materials(sandpaper, grout, etc.), as well as construction equipment.

Product display also plays an important role. Each product group must be visible from anywhere in the sales area. Many experts in this area recommend using the widest possible range. During the first months of work, the entrepreneur must carefully study consumer demand to identify in-demand products. It is very important that each product group is represented by several products from different price categories. This step will allow interacting with both highly solvent customers and those people who wish to purchase budget products.

Before opening your hardware store, you should monitor the region and see how developed the construction industry is in it

Hiring

The quality of service is one of those advantages that allow you to win in the competition. First-class service allows you to form a large customer base. Each person hired as a salesperson must know all the characteristics of the goods presented and have knowledge in the construction industry. special attention deserves a question related to the construction of a work schedule. As a rule, hardware stores are open for twelve hours, seven days a week. To work in this mode, you will need several sellers working in shifts.

To improve the efficiency of trade, it is necessary to introduce a system of bonus payments. To the fixed amount of salary you need to add a certain percentage of total sales. Such an approach guarantees decency, accuracy and accurate performance of their duties on the part of employees.

Marketing and Advertising

When developing a marketing strategy, it is necessary to decide in advance which advertising tools will be used to promote the project . It is necessary to start an advertising campaign a few months before the opening of the outlet. The best result is given by advertising banners placed along busy streets. In addition, you can order advertising on cars. Engagement of funds mass media relevant only for large metropolitan areas. In the provinces, this advertising tool will not bring the desired result.

It is very important to develop a program of bonuses and discounts for regular customers in advance. Distribution of discount cards can be organized on the opening day of the outlet. In addition to the initial advertising costs, you should take into account the monthly costs aimed at maintaining the result.

The financial analysis

When conducting financial analysis It is very important to consider the format of the store and its location. The cost of completing the registration procedure varies from ten to twenty thousand rubles. You should also take into account the cost of acquiring trading equipment and starting assortment. The value of this article can reach two hundred thousand rubles. Another fifty thousand will be required to carry out repairs and prepare the premises.

The largest item of monthly expenses is the rent of real estate. The cost of a monthly rental of a room that meets all the necessary requirements is about thirty thousand rubles. You should also take into account the costs of forming a salary fund, paying taxes and replenishing the assortment. The total amount of monthly expenses can reach three hundred thousand rubles.

In order to calculate the profitability of this enterprise, it is necessary to take into account the value of the commodity margin. Setting a forty-five percent allowance allows you to receive revenue in the amount of three hundred and fifty thousand rubles. In this case, the net income of the entrepreneur will be only fifty thousand. Based on these calculations, we can conclude that the payback period of the project will be about three years. However, in practice, there is a significantly higher level of profit, which allows you to recoup the capital within eighteen months.

The target audience of a hardware store, as a rule, includes several groups of potential consumers at once

Taxation

In order to determine the optimal form of taxation, one should take into account both the specifics of trading activities and the legal status. For individual entrepreneurs It is recommended to use a single tax on imputed income. Using this mode allows you to significantly reduce the impact of the tax burden on a developing business.

In the case of an LLC, it is more expedient to use the simplified taxation regime according to the “income minus expenses” system. Selecting this regime allows the taxable base to be calculated based on net income.

What is the markup on building materials

As we noted above, the level of trade margins for building materials varies from fifteen to fifty percent. However, when developing a pricing policy, it is very important to take into account several nuances. One of these nuances is the economic features of the region. You need to understand that luxury products, designed for people with high incomes, will remain unclaimed in small provinces.

Another an important factor is the cost of goods from competitors. In order to lure their customers, it is necessary to set prices a few percent lower than in the stores of opponents.

What to do with competitors

When creating a general hardware store, an entrepreneur needs to be prepared to compete with large trading networks.The only way to get big client traffic is to have niche products. In order to introduce into the assortment similar products you will need competent sellers who know all the features of the products presented.

Another important advantage of small shops is their convenient location. Many large shopping centers are located closer to the outskirts of the city, which can be inconvenient for most customers. Another way to win in the competition is to cooperate with large customers in the form of construction companies. The conclusion of such contracts can significantly increase the profitability of the business.

The amount of investment in a hardware store will depend on the format in which you open

Conclusions (+ video)

In this article, we considered the question of how to open a building materials store from scratch. In order to master this market, an entrepreneur needs a well-designed business plan, built taking into account all the subtleties and nuances of this area. Availability walkthrough greatly simplifies the implementation of the project and prevents the occurrence of possible risks.

The indisputable truth is that a person must live somewhere, which means that housing construction will never stop. Yes, and housing is deteriorating, which means that it needs to be repaired from time to time. At my entrance only one of the newcomers is repairing. The elevator takes them out of action by transporting building materials. I go out onto the landing, and here are bags of cement, some cans and sheets of plywood or something else. Understanding people have long understood that the sale of building materials is in demand.

However, lately I often hear the dissatisfaction of buyers with low-quality building materials. Who does it depend on? Clearly from sellers. I think that people's demands for the quality of building materials will only increase in the future. Do you think that those who have been selling building materials for a long time are ready to improve the quality? I personally doubt it. Since they are already accustomed to high margins, they are unlikely to reduce their profits by supplying quality materials.

Here is a niche for you, which you can safely enter. I won’t say that the niche is simple, but it is in demand with a new approach. Time is changing, and people in this niche are in no hurry to change their views. You can start this business without investments, acting as an intermediary between customers and suppliers. Conduct a detailed analysis of the building materials market. If you seriously intend to enter this market, then one way or another it must be done. Make a list of all manufacturers of building materials in your area, as well as all sellers. I'm sure you'll find flaws in both.

In our city, bricks, for example, are brought from other cities, despite the fact that there is more than one brick factory in the city. What does this fact mean? So in your region there is not a very high-quality supplier, which can be replaced by a supplier from another region. The main thing is to find and agree on prices. Gradually studying the needs of the market, you will have a complete picture of where and what to take and at what prices you can sell. Profit can also be calculated in advance.

Now directly sale of building materials like a process. I don’t know how this process is organized in your region, but my observations on our market speak of a purely passive sales. The vast majority of sellers place ads in newspapers and sit by the phone waiting for a call with an order. Do you think this moment can be used? Definitely possible! You should move to active sales. We need several agents who would analyze the allotted territory for repairs or construction and immediately offer building materials with delivery.

It is worth noting that in the cities there are teams of builders who are engaged. As a rule, suppliers have a direct relationship with the foremen and interest them in bonuses for the order. Explore this opportunity in your area. Your trump card as building materials. Keep this in mind when talking to the foreman. Yes, and customers should explain these details. And if you can somehow prove the higher quality of your materials, then this will be crucial.

Along with agents, it is imperative to create an online store of building materials, as society moves towards computerization. The sooner you start, the sooner you will get results. Combining work "in the field" and on the Internet will give its results.

To increase profits, you can combine production of building materials and sale of building materials. For example, one can produce or paving slabs, and take all other positions from suppliers. In any case, you will provide customers with building materials with delivery throughout the list.

An additional feature in your business selling building materials can be the sale of used building materials. Incorporating this topic into your business will require a constantly updated database of demolished buildings in your area. A brigade of "destroyers" is being recruited and all those suitable for reuse building materials. Floor slabs are especially in demand.

My friend, who is directly involved in construction, once had a database of all hangar buildings in the region. At any moment, he was ready to dismantle these hangars, transfer them and build them again on specified place. He offered a good price for these used hangars. It seems that his margin at the same time was not small.

At some point in your development, your sale of building materials will require the creation of a site for their storage.

Do not forget that this activity is regulated by section 14 of the Rules for the sale of certain goods (Decree No. 55 of 19.01.98 of the Government of the Russian Federation). This section deals with the features of the sale of building materials.

It is here that it is indicated how to sort the goods, how to sort and check the completeness, and then store. By adhering to the provisions of this decree, you will save yourself from problems.
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