How to start trading building materials. How to make money selling third-party construction products

* Calculations use average data for Russia

1. PROJECT SUMMARY

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

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

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

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

Table 1. Key performance indicators of the project

2. COMPANY AND INDUSTRY DESCRIPTION

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

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

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

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

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

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

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

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

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

3. DESCRIPTION OF GOODS (SERVICES)

The main direction of the company's work is the sale of sawn softwood - boards and edged beams. In addition, the range includes sand, crushed stone, cement. Full product information is given in Table. 2. Prices are inclusive of all shipping costs to the base warehouse. Variable costs are shown in Annex 2.

Table 2. Assortment matrix of the project

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

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

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

Lumber - 9250 rubles / m. cube;

River sand - 2000 rubles / t;

Crushed gravel - 2800 rubles / t;

Cement PC-500 - 4800 rubles / t.

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

4. SALES AND MARKETING

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

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

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

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

The sales plan is given in Appendix 5.

5. PRODUCTION PLAN

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

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

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

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

Table 4. Initial stock

Table 5. Fixed costs (per month)

6. ORGANIZATIONAL PLAN

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

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

7. FINANCIAL PLAN

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

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

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

8. PERFORMANCE EVALUATION

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

9. RISKS AND WARRANTY

Table 6. Potential risks and countermeasures and prevention measures

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

10. APPS

Denis Miroshnichenko
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Profitability calculator for this business

rent + salaries + utilities, etc. rub.

The starting capital for opening a sawmill is 2 million 160 thousand rubles. Monthly expenses: 700 thousand rubles.

With a rough estimate, in order to open a small sawmill with a production volume of about 350 cubic meters. meters of lumber per month, it will take from 4 million rubles.

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

The profitability of sales in this type of business ranges from 10 to 20%, depending on the selected supplier, region, etc. In this case, the break-even point is between 2 and 4 million...

The payback period for the business of producing aluminum structures with relatively small capital investments, which are estimated at 300-350 thousand rubles, ranges from six months to a year.

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

Is the possibility of creating a profitable business really inaccessible for an entrepreneur who wants to open a small building materials store without impressive investments? Let's figure it out.

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

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

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

How to choose and prepare the premises for the store

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

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

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

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

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

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

Decoration of a building materials store

When preparing a trading and storage area, there is no need for expensive finishing materials. The finished room should be bright, clean and dry. Make inexpensive cosmetic repairs and take care of good ventilation. This is all that is required from the premises for successful sales of your enterprise. The preparation of the premises will require an average of $ 6,000 - $ 9,000.

Equipment for a building materials store

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

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

Registration of a business selling building materials

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

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

What documents are needed to open a building materials store

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

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

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

Hardware store assortment

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

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

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

building materials store staff

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

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

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

Construction store profitability

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

Investments:

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

Total: $25,300.

Monthly expenses:

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

Total: $5,050.

Profit:

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

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

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

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

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

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

Opening your own building materials store may seem like an easy and low investment business. But is it really so?

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

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

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

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

Sum initial investment is 893,600 rubles.

Maximum revenue - RUB 1,168,333

Time to reach the breakeven point is 4 months.

FROM rock ROI is 13 months.

Maximum Profit- 147,800 rubles.

2. Description of the business, product or service

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

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

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

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

Assortment of building materials store

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

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

Approximate list of goods:

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

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

3. Description of the market

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

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

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

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

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

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

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

SWOT analysis

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

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

4. Sales and Marketing

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

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

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

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

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

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

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

5. Production plan

6. Organizational structure

Minimum staff - 7 people:

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

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

Sales Consultant Responsibilities:

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

Responsibilities of a sales clerk:

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

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

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

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

Purchasing Manager Responsibilities:

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

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

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

Responsibilities of an accountant:

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

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

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

Director's responsibilities:

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

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

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

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

7. Financial plan

Investment costs

Income and expenses

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

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

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

Average check in a hardware store 5 thousand rubles.

Based on this, we calculate the estimated revenue.

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

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

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

Consider the structure of fixed costs:

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

• Capital investment: 800 000 rubles,
• Average monthly revenue: 450 000 rubles,
• Net profit: 65,414 rubles,
• Payback: 12.3 months!

 

According to a study conducted by ABARUS Market Research, the Russian building materials retail market, compared to the Western market, is at an early stage of development. At the same time, the annual growth rate is 20%. In 2007, the volume of the retail market for home and repair goods was more than $14 billion in Russia. In 2011, the market volume amounted to about $17 billion, and by 2020 the market volume will be about $30-35 billion. (opinion of experts).

About 80-90% of the construction market volume falls on large network companies (both Russian and foreign), and the rest of the market is divided among themselves by single stores, small retail chains (regional). Taking into account the fact that several new foreign players are planning to enter the Russian market, as well as taking into account plans to expand existing federal chains, the market share of "single stores" will decrease.

In connection with the above, small stores cannot compete with federal retailers either in prices or in the range of products offered.

But if you want to start a business in the building materials retail segment, you can try opening a small retail outlet in the “At Home” format.

This type of store has the following advantages:

1. Opportunity to open a store in an area where federal chains will not enter due to the impossibility of obtaining large turnovers.
2. A special assortment of the presented goods and an individual approach to the buyer.

1. Organization of retail trade in building materials

1.1. room

The premises in which it is planned to open a retail hardware store in the neighborhood format must meet the following criteria:

• Area 30-50 sq.m.
• The premises should be located in a residential area, within walking distance for buyers.
• Lack of other stores selling building materials in the immediate vicinity.

1.2. Equipment

The choice of equipment can be approached quite freely, so to reduce the cost of purchasing equipment, part of the racks and shelves for goods can be made by hand, and part of the equipment can be bought second-hand

1.3. Staff

The store must work 7 days a week, working hours from 9.00 to 20.00 for these purposes, it is necessary that there are 2 sellers in the state. (work in shifts, two after two)

1.4. Range

During repairs, it often happens that there was not enough wallpaper glue, the metal hacksaw blade broke, there were not enough carnations, the glue got lost somewhere, the neighbor took the screwdriver and did not return it. The buyer is not interested in going to the construction hypermarket for such small things, he is ready to buy all this near the house, even at a higher price, in connection with this, all this should be presented in assortment.

Approximate assortment of the store:

• Consumables for tools
• Mounting glue
• Wallpaper glue
• Nails, dowels, bolts, etc.
• Construction tools
• other related product.

For optimal operation, the range of products sold should be about 300 positions.

1.5. Suppliers

The choice of suppliers must be made from wholesale companies operating in the region. These companies themselves are engaged in the delivery of products to the store, with long-term work with them, it is possible to provide a deferral of payment.

Replenishment of inventory and assortment must be carried out on a weekly basis.

2. Feasibility studies

2.1. Capital cost of opening

To maintain the assortment and uninterrupted trade, inventory should be at least two monthly revenues (in purchase prices), and the optimal balance is 2.5-3 monthly revenues.

2.2. Revenue

The revenue of a small (up to 50 sq.m.) hardware store in the "At Home" format located in a densely populated residential area, with a well-chosen assortment, as well as in the absence of competitors in the near distance, is about 400-500 thousand rubles. per month.

For calculations of payback and profitability, the amount of monthly revenue was 400 thousand rubles.

2.3. Cost price

The markup on products sold is 50-80%, depending on the product, for calculations for the average markup of 60% was taken

2.4. General expenses

2.5. Calculation of the profitability of a building materials store

2.6. Payback calculation

3. Organizational moments

3.1. Organizational form

The optimal legal form is an individual entrepreneur.

3.2. Taxation system

Studies of the construction business market have shown that even despite some recession in the economy, the construction market is growing every year by 15-20%. This means that building materials are in growing demand.

Drawing up a business plan

Before starting any business, you need to draw up a competent business plan in order to understand the size of future investments. So, we will draw up a business plan for a hardware store.

Upcoming opening costs:

• equipment from 80 thousand rubles;
• paperwork from 10 thousand rubles;
• payment of rent for the first and last month from 60 thousand rubles;
• purchase of goods from 600 thousand rubles.

So, it is clear that the initial costs will be from 750 thousand rubles. In addition, there are monthly expenses:

• salary of employees from 50 thousand rubles per month;
• rent of premises for a store from 30 thousand rubles per month;
• taxes from 10 thousand rubles per month (depending on the form of ownership);
• advertising from 20 thousand rubles a month.

Monthly expenses will be at least 110 thousand rubles.

When setting a markup on a product, you should take into account the prices of competitors and make sure that your prices are beneficial to buyers. As a rule, the margin is about 45-65%.

Given the margin, the profit should be at least 450 thousand rubles per month. But keep in mind that in the first months the flow of customers will be small - they don’t know you yet. But with good advertising and a favorable pricing policy, the flow of customers will grow steadily. The payback of the store should be expected no earlier than after a year of successful work.

Premises selection

The right place for the location of the store is at least half the success.

Therefore, in order to open a building materials store from scratch, you need to know the main criteria that you should focus on when choosing the location of the future store.

An excellent choice would be the area of ​​new buildings. It is worth paying attention to the lack of competitors nearby, but at the same time, a location near the construction market will be a good place. The presence of parking in the immediate vicinity of the store will significantly increase your popularity with customers, because building materials often have significant weight. Therefore, not only parking is needed, but also good access roads for the passage of large vehicles. A good place would be a place in the immediate suburbs, next to large shopping centers.

Read also: Selling clothes online: where to start, how to find a supplier

There are no specific requirements for the premises for a hardware store. The only condition is the removal of the premises from the housing stock. It is desirable that the area of ​​​​the premises is at least 150 square meters, because a store with a smaller area is likely to become unprofitable.

Special investments in the repair of premises for the sale of building materials will not require. It is enough that the room meets the basic sanitary requirements, is dry and clean.

Required Documentation

For the legality of any business, it is necessary to issue all permits. The most important issue is the issue of registration of ownership.

You can register an individual entrepreneurship (IP) or a legal entity - a limited liability company (LLC).

The choice will depend, first of all, on the scope of the future business. If you are planning to open one small store, then an individual entrepreneur will be enough, and if you are planning to open a construction hypermarket or even a chain of stores, then it is better to choose an LLC.

Having chosen the form of ownership, you need to select the code for the all-Russian classification of types of economic activity (OKVED). For a hardware store OKVED, you should choose from section 47.52 - retail sale of hardware, paints and varnishes and glass in specialized stores. There you can choose one or more codes that match the specifics of your store.

Selection of equipment and purchase of goods

What equipment to choose and what you need to open a hardware store? If the store format is small, then inexpensive showcases, racks and shelves will be enough.

You should buy goods for your store, focusing on the main groups of goods:

• wallpaper and glue;
• dry mixes;
• varnishes and paints;
• floor covering;
• plumbing;
• doors;
• construction tool;
• electrical equipment.

But if your store is small, it is better to choose one of the product groups and present it as widely as possible.

Actually, the choice of equipment and product range directly depends on the format of the future store.

Advertising

Before you open a hardware store from scratch, you need to think over an advertising campaign. It is worth allocating enough money so that potential customers know about the upcoming opening, so you need to start advertising your hardware store in advance, even before it opens.

You need to think over a loyalty program for regular customers in advance, order discount cards. You can time the opening of the store with a free distribution of loyalty cards, and later issue them after a purchase for a certain amount.