Business plan for a bank selling building materials. My method of organizing trade. Now let's move on to the structure of fixed costs

Trade is considered the domain of budding entrepreneurs. “This is the simplest and therefore the most widespread type of small business,” says sociologist Arkady Semenov from Moscow. - Take, for example, building materials store. According to random surveys, where would you start your business, from the list of ten proposed ideas, many gave preference to selling goods for the repair and decoration of apartments. It turned out that this is even more interesting than a car service or.”

And in fact, almost all people, with very rare exceptions, in one way or another at least once in their lives bought wallpaper for their apartment, screws for fasteners, taps for plumbing. Moreover, due to the constant bustle and queues, one gets the impression that almost all stores of this profile are successful. Is this really so and what needs to be done to open a successful retail outlet with repair goods, we decided to find out.

Optimists and pessimists

Judging by the information and discussions on the RuNet, the topic of owning a building materials store is popular. Here are some posts worth checking out:

“...I would like to hear your opinion knowledgeable people: how profitable is it to open a store? building materials? - forum member Bulavka is interested.

“If there is an opportunity, then there is nothing to even think about, open up, develop, prosper! This type of business will always be in demand,” another forum participant, shahter78, is convinced.

“I’ve been in the subject for a long time,” a certain Dmitry Ivanovich doubts. - There are enough problems, the most important of which is the attractive price. I don’t know how to achieve it. Repairmen are cunning people. They are looking for something inexpensive. Moles dig the ground. If you raise the price a little, your customers will blow away like the wind. And trading cheaper than competitors is at a loss.”

Economist experts, in particular Mira Kolomiytseva, who specializes in small business, believes last statement a kind of cry from the soul. “Numerous publications on the topic of “owning your own building materials store” have nothing to do with reality,” she says. - For example, some authors link starting amounts to retail space, saying these are key indicators. Abstract numbers are given, the observance of which supposedly guarantees the success of the undertaking. In particular, 500 thousand rubles are needed as working capital for a point of 100 square meters. Meanwhile, this disorients budding entrepreneurs.”

According to Kolomiytseva, people have the false impression of a quiet business that will generate income in any case. Meanwhile, the store should be “correctly configured” in terms of assortment with taking into account the prices of the nearest wholesale distributors.

We are talking about a kind of road map that should be drawn up before the start. “Buyers don’t like the narrow specialization of a building materials store,” says Valery Andreev, a businessman from Rostov-on-Don. - As a rule, they come with a list, according to which they buy. Therefore, the assortment should be as thoughtful as possible. I know one entrepreneur who, in a large chain building materials supermarket, stood at the cash register and quietly took into account who, what and how much was buying.”

In this assortment, on the one hand, duplicate items should be excluded, since unnecessary items are expensive to service. On the other hand, transport and storage costs are optimized. “It is necessary to establish a clear system of interaction with distributors,” advises Anna Smirnova, director of a small building materials store. - Good personal relationships are important here. In this case, it may be possible to access the changing price lists of wholesalers via the Internet.”

Expense arithmetic

Anna Smirnova, relying on personal experience, says that the store should have convenient transport accessibility. It could be residential area, and even an industrial zone, and the territory along the main entrance and exit from a city or village. “Renovation of premises may be the most budgetary, but you will have to fork out for equipment,” Arkady Semenov is sure. “It’s psychologically important for people to buy in a familiar work environment, and certainly not in a barn.”

Therefore, it is necessary to install up to 3 meters high and 1 meter wide, as well as several glass cabinets that can be locked with a key. You will probably need a turnstile for buyers, a packing table and about ten chrome-plated carts for purchased building materials.

Of course, each store should have its own business project, but basic indicators should still be taken into account. We present them in a simplified table.

Cost items for opening a store

To summarize, we can say that opening a building materials store will require a businessman to detailed planning and strict implementation of the plan. Experts believe that the “break-even point” will be passed within a year from the moment of opening, while the profitability of the business should be at least 15%.

The building materials market today is rapidly developing both in megacities and small towns. This is primarily due to the fact that the number of enterprises is increasing and new residential areas are being formed. In addition, people periodically make repairs in houses and apartments, which requires a considerable amount of different materials.

To successfully sell such products, they must be different. high quality. Despite the great competition in this area, the sale of building materials as a business can bring stable profits for a long time.

How to open a hardware store?

Before opening a building materials store, you need to understand some of the features of this business. An entrepreneur first needs to decide on the concept of a retail outlet - will it be highly specialized or with a large product range.

In the first case, homogeneous products are placed in the store (for example, paints and varnishes, linoleum and laminate, as well as tiles). You can open your own store selling wallpaper and related products, which are no less in demand on the market. The advantage of this format of a retail outlet is the low cost of renting space, since a small store is suitable for work. If a novice entrepreneur is faced with the question of how to open hardware store from scratch at minimal cost, you should opt for a small pavilion. On an area up to 100 m? you can arrange products and not invest money in purchasing expensive equipment. As a rule, the assortment of a construction store (highly specialized) consists of several dozen items.

Standard stores require up to 200 m?. They usually have up to 50 in stock. various types building materials. Large points of sale of building materials can occupy an area of ​​300-400 m2. Here you can find about 100 product items. If a businessman wants to organize a supermarket, he will have to find a store with an area of ​​500 square meters or more. Such pavilions must have:

• own warehouses;
• transport for loading and delivery of building materials;
• trading floors, service rooms for staff.

Entrepreneurs who want to organize a business in building materials should be aware of its features. First of all, it is recommended to highlight high level competition. In every locality there is a significant number of small shops, building materials depots and supermarkets, where a huge range of goods is presented. For this reason, you should initially consider competitive advantages of your enterprise, which will allow you to differ from other retail outlets.

It doesn’t hurt to analyze the prices of various products from competitors so that in the future you can decide on the cost of your products. It is optimal to set them a few percent lower than in other stores.

Business registration

Businessmen who decide to organize a building materials store, open a paintball club or a production facility must register their business. You can register an individual entrepreneur or a company with limited liability. To do this, you need to visit the Federal Tax Service at your place of residence and provide documents (for individual entrepreneurs):

• application for opening an enterprise;
• original and copy of passport, TIN;
• check for payment of state duty (800 rubles).

If you plan to open an LLC, you will need to attach the Charter of the enterprise to the papers. But in this case you will have to pay a state duty in the amount of 4 thousand rubles and have authorized capital organizations from 10 thousand rubles.

In addition, you need to indicate OKVED codes, for which you should select 46.73 “Wholesale trade in building materials, timber and sanitary equipment” or 46.74 “Retail trade in building materials not included in other groups.” You also need to choose a taxation system. For small and medium-sized stores, the simplified tax system is suitable. To start trading, you will have to obtain permits from Rospotrebnadzor and the fire inspectorate. It is mandatory to register the enterprise with the Pension Fund and the Medical Insurance Fund.

Selection of premises

The success of an enterprise largely depends on the choice of location for a building materials store. In most cities, neighborhoods are being built, so it is advisable to locate a store near them so that people can buy goods close to home.

You should not consider options for renting premises in the city center, since the cost is too high. In addition, it is quite difficult to find a place for a store whose area will be over 100 m2. In addition, for the trade pavilion it is necessary to provide convenient access and organize the possibility of loading materials into vehicles.

In remote areas, you can rent suitable premises at a reasonable price, but you should remember that not all people will want to travel far for building materials and pay a lot of money for their delivery. Residential areas are well suited for a store. When choosing a location for a trade pavilion, you should pay attention to ensure that there are no competitors nearby.

Inside the store, heating and ventilation systems, electrical networks and plumbing must work. It wouldn’t hurt to divide the area into zones:

• trading floor;
• cash register;
• warehouse;
• service room for staff;
• bathroom.

Important: In a hardware store you can avoid expensive repairs, which will save on costs. If you plan to sell luxury plumbing fixtures, tiles or exclusive wallpaper to financial clients, you need to take care of the appropriate interior.

Redecorating a store with an area of ​​100 square meters or more will cost approximately 50 thousand rubles. You will also need to purchase:

• equipment for installing a ventilation system – 130 thousand rubles;
• racks, pallets – 25 thousand rubles;
• plumbing, furniture for staff - 30 thousand rubles;
• computer equipment – ​​30 thousand rubles;
• equipping the sales area – 50 thousand rubles.

Thus, one-time costs at this stage will amount to 315 thousand rubles. In addition, you should know that it is better to rent a room for at least 6 months. Metal shelving can be purchased used, which will minimize costs.

Formation of assortment

It is important for an entrepreneur to decide on the product range. It will directly depend on the chosen enterprise format. If you plan to sell flooring, you should choose several types of linoleum, parquet boards, laminate, baseboards, corners and other related materials. In wallpaper stores, such items as dry types of glue, rollers, trays, baguettes, cornices, scissors, corners, etc. are in great demand. For a department store, you need to choose the most popular items. This:

• various types of cement;
• dry mixtures for exterior and interior finishing work;
• mounting grids, spatulas, corners;
• construction tools;
• sheet foam, plasterboard, lining;
• fasteners;
• PVC panels, chipboard, MDF, plywood and much more.

The store should have both cheap and expensive products designed for various categories citizens. Since in construction business The competition is very high; beginners are recommended to first open a highly specialized pavilion.

Advice: an entrepreneur can earn extra money from cargo transportation. To do this, it is necessary to offer goods delivery services to customers.

Search for product suppliers

Suppliers of building materials can be large warehouses and hypermarkets, as well as manufacturers (foreign and domestic). Their choice largely depends on the type of store. If a businessman decides to specialize in the sale of expensive building materials, it is worth looking for suppliers of European products. Stores aimed at buyers with average and low income levels may have Russian and Chinese goods. It is quite difficult to find a supplier who will agree to provide products for sale and then receive money from their sale. Nevertheless, large players offer their partners enough good prices, which allows you to earn almost a 50% markup.

Recruiting staff

What kind of employees should be brought into the building materials store for full-time work? First of all, you will need a trade pavilion administrator who can resolve production issues with suppliers, monitor the assortment and inventory, and also find large buyers (at first, these responsibilities can be performed by the business owner himself in order to save on salary costs). You should also invite sales consultants, a loader and an accountant to your staff.

In order for the store to function with maximum efficiency, it is necessary to organize its work seven days a week. For these purposes, it is enough to invite 4 sellers who will work in shifts. It is advisable that these be men, since many buyers believe that they are the ones who have a better understanding of the specifics of building materials. An approximate store staff might look like this:

• manager (administrator) – 28 thousand rubles;
• sales consultant (4 people) – 80 thousand rubles;
• loader (2 people) – 24 thousand rubles;
• cleaning lady – 7 thousand rubles;
• accountant – 10 thousand rubles.

Total - salary expenses will amount to 149 thousand rubles. The cleaner can clean the place at the beginning of the working day and after lunch. If you plan to open a small store, it is enough to hire two salespeople.

Advertising for a hardware store

To attract a large number of customers to a building materials store, you will need to create marketing plan. It is better to entrust this task to professionals and contact an advertising agency. Specialists will develop effective promotion strategies and apply networking tools, which will allow the young enterprise to develop successfully. Let's look at some ways to attract your target audience.

Even before the store opens, it is recommended to use life-size puppets - trained people will distribute flyers and leaflets to the population, which will quickly disseminate information and attract customers. Customers also love the opening ceremonies of various stores. It would not be superfluous to hold promotions and competitions with prizes in the form of discounts and bonuses. This will allow you to get regular customers from the very first days. In addition, you need to use:

• advertisements in the media, city newspapers, and radio;
• posting information on billboards;
• advertising in public transport;
• posting advertisements in the area where the store will be located.

Taking into account the production of an external sign, holding an opening event and creating promotional materials, the cost of an advertising campaign will vary within 100 thousand rubles. In the future, you will have to spend about 25 thousand rubles monthly to attract buyers.

Advice: the products of building materials stores are needed by teams providing services for carrying out repair work, specialists in making money on real estate (who, for example, buy “killed” apartments, renovate them and sell them at a higher price) and installation organizations. It is necessary to establish business relations with them and offer favorable conditions cooperation (prices, delivery of materials) so that they subsequently become regular customers.

Business plan - sale of building materials

How to write a business plan for a store selling building materials? It allows you to find out how much money is needed to open a retail outlet, calculate the amount of monthly mandatory expenses and the profitability of the enterprise. Capital investments in the project will be:

• business registration – 0.8 thousand rubles (for individual entrepreneurs);
• repair and equipment of the store - 315 thousand rubles;
• rent (for 6 months) – 420 thousand rubles;
• purchase of the first batch of goods – 200 thousand rubles;
• advertising campaign – 100 thousand rubles;
• other expenses – 30 thousand rubles.

As a result, the starting investment is 1.067 million rubles. Also, the business plan for a hardware store should include a calculation of regular costs. These include:

• staff salary – 149 thousand rubles;
• payment of utilities – 15 thousand rubles;
• conducting an advertising campaign – 25 thousand rubles;
• taxes – 30 thousand rubles;
• production costs - 20 thousand rubles.

The amount of expenses is 244 thousand rubles. In the calculation, we did not include the cost of purchasing goods for the store, since the amounts can vary greatly depending on the concept of the store, the number of regular customers and other factors. As practice shows, the daily revenue of an average well-promoted store can reach 30 thousand rubles. With daily work, the monthly turnover will be within 900 thousand rubles. To find out the net profit of an enterprise, you need to subtract the amount of mandatory costs from its turnover, you get 656 thousand rubles. Under such conditions, investments in a store will pay off after 4-6 months of operation.

Is it possible to organize the sale of building materials via the Internet?

The Internet allows every person to effectively develop a business. Organizing the sale of building materials is quite simple, for which you need to create a website for the enterprise. This will allow:

• attract many target buyers;
• do not pay money for renting a shopping pavilion;
• do not limit yourself to working only in your region;
• offer customers a wide range of products;
• do not maintain a large staff of workers.

To organize a business through the Global Network, it is recommended to entrust the creation of an online store to a web studio or freelancers. The cost of a full-fledged portal with many functions varies between 30 thousand rubles. To promote a website, you need to turn to the services of SEO optimizers, who can bring it to the top positions of search engines for certain queries in a relatively short period of time.

The site makes it easy to sell products throughout Russia and abroad. But for this you will need to organize delivery of products. This can be done using the appropriate services. It is imperative to create groups in social networks. Users need to be provided with interesting, unique content on the use of various types of building materials. This will attract the target audience and reach large sales volumes.

Will give a good result contextual advertising. This tool will help you get a large number of buyers ready to purchase the product. It is better to entrust store promotion to an experienced marketer. Website promotion services will cost approximately 15 thousand rubles. Another 5 thousand rubles must be paid monthly to support the advertising campaign.

To summarize, we note that opening a building materials store is a promising option commercial activities. Such products are always in great consumer demand and bring good profit and has a long shelf life. If you organize your own business correctly, you can quickly return your investment and achieve a stable income.

To study all the features, of course, it is important to know financial indicators business. Even though they are approximate, one can still estimate approximate profitability and business viability. Due to the fact that we are planning to open a building materials store, we will present the average figures for Russia.

So, this business plan involves opening a small store selling building materials.

The amount of initial investment will be 893 thousand 600 rubles.

Total earnings for one month: 1 million 168 thousand 333 rubles.

Maximum profit for one month: 147 thousand 800 rubles.

The break-even period will be four months.

Total payback period: thirteen months.

Thus, the main points are indicated, so in the future you can move on to studying the details. Once again, we emphasize that these figures are approximate, that is, they are provided as a guide only. In reality, these numbers may differ slightly.

2.Description of business

Almost everyone modern man at least once in my life I was faced with the need for repairs or construction. This is due to various circumstances, but most often this problem appears after the purchase. new apartment. As you know, many new buildings offer rough finishing, so owners of apartments of this type also need high-quality materials. The time spent on home repairs is also of great importance. When planning to start it, people want to receive everything they need on time. You don’t always have time to go to a large hypermarket, but a small store located nearby will be most convenient. That is, our outlet will fully meet the needs of the target audience. Perhaps some goods will be even more expensive than in a hypermarket - this is unlikely to be a problem, since most people would prefer to save time and buy everything they need here. It turns out that high demand here will be ensured with a high probability.

The main idea of ​​our business plan is to open a full-fledged retail outlet in an area with active development. This will allow you to get a significant number of clients in need of large quantities building materials. It is better to organize the opening of a store exactly at the moment when the housing has already been rented out and its owners are ready to carry out repairs. As a result, it will be possible to sell all remaining inventory quite quickly, which will allow for very high profitability overall.

Perhaps over time the store will move to another block, where new houses are also appearing. In this regard, the estimated period of operation of the business in one place will be three years - during this period it is planned to achieve very high results. To implement this idea and get it within the specified time maximum profit, it is necessary to minimize all financial costs. In this business plan we will look at all the features of this approach and indicate the most acceptable ways of development. Just first you need to study all the features of the products offered and various external factors.

As for the store’s assortment, it will be selected specifically for interior decoration. That is, absolutely everything that is necessary for a complete renovation will be sold here - this will help retain customers and not force them to travel far for other building materials.

It is recommended to display a significant part of the assortment on the sales floor. Customers will also be offered to study supplier catalogs - this will allow customers to place orders. By the way, both foreign and Russian enterprises will be used among partner companies.

Here is a list of the main products:

• building mixtures (plaster, putty, etc.);
• plasterboard sheets;
• tile adhesive;
• paints different types;
• PVC pipes and metal-plastic pipes;
• polypropylene type wires;
• wallpaper;
• construction tools;
• electrical goods.

Limited size and low inventory will allow the store to quickly adapt to changes in customer demand. As a result of this, it will be possible to avoid illiquid goods as much as possible and successfully sell almost all products received from suppliers. Thanks to this approach, all kinds of time costs in running this business will be reduced.

3. Description of the sales market

The complexity of the market is determined by the presence of similar companies offering a fairly large range of products. Large networks cover almost all stages of construction and repair with goods. It is quite difficult to compete with such companies, not only because of the price, but also due to the large difference in the scale of the business.

The solution to the problem will be right choice location. The product range will also be carefully developed and the process of delivering products to the client will be organized. As mentioned above, our store will appear among new buildings and in a place with good transport links. It turns out that the main target audience of the store will be residents of nearby houses. The presence of competitors within walking distance from this outlet is not expected. The store will be located on the first or ground floor of a new building.

4.SWOT analysis

Under strengths project includes such points as:

• store location;
• quality of customer service;
• variety and breadth of assortment;
• the ability to change the product range depending on demand;
• proximity to the place of residence of potential buyers;
• possibility of selling goods to order.
• As for the vulnerabilities of the project, they are as follows:
• small warehouse size;
• no wholesale discounts from suppliers.

Business opportunities and prospects:

• gradual settlement of the area will allow for higher demand over time;
• After full occupancy, the store will move to a more promising and new area.

External threats:

• increase in the cost of raw materials and materials;
• disruptions in the supply of in-demand products.

Thus, the solution to many problems is based on business flexibility and the ability to quickly adapt to customer needs.

5.Marketing and sales

Flexibility and mobility are a significant advantage here. This approach allows us to provide the client with the most comfortable conditions for cooperation. Thanks to this, a very wide target audience is also captured.

Particular attention should be paid to the store sign - it should be bright and visible from afar. The cost of its production will be 60 thousand rubles.

In order for the target audience to quickly learn about the opening of a new store, it is planned to distribute leaflets at the entrances of nearby residential complexes. By coming to the store with a leaflet, the client will be able to receive a ten percent discount on their first purchase.

No additional activities are planned as the buyer receives the following advantages: convenient location, low prices and professional service.

6.Production plan

The hardware store will be registered as an LLC, and the simplified tax system will be chosen as the taxation system with a rate of six percent of income. During the work, the 1C system will be used. The staff will include an accountant who will be responsible for maintaining all related documents.

The store will be open from 9.00 to 22.00 and seven days a week.

Our construction store is launched according to the following scheme:

Selection of suitable premises and conclusion of a lease agreement

It is important to take into account here that the premises must have an area of ​​170 square meters, and the retail area must be 100 square meters. At the same time, fifty square meters will be required to organize a warehouse, fifteen square meters to organize an office, and five square meters to organize a bathroom.

It is imperative that the store is located in the most convenient area with good transport links. Naturally, there should be convenient access nearby and it would be advisable to organize parking. The premises must be classified as non-residential. It is also important to provide for the possibility of placing bright outdoor advertising.

It is worth emphasizing that selecting a suitable premises is a rather serious issue, since it is its location that determines whether the business will be profitable or not. Great value there are also various permits. In particular, it is very important to officially approve the project, because it must meet the requirements of firefighters and the SES.

Recruitment

Much attention should be paid to personnel selection. They do not require any special skills, but it is still important that the person is committed to long-term work. The priority here should be a decent salary, which will allow you to find and retain sincerely interested employees.

Purchase of necessary equipment

To work you will need high-quality equipment:

• metal racks – 70 pcs.;
• counter – 1 piece;
• cash register – 1 pc.;
• office tables – 2 pcs.;
• office chairs – 6 pcs.;
• computers – 3 pcs.;
• aluminum stepladder – 1 pc.;
• laser printer – 1 pc.

A thorough search and selection of the most suitable suppliers will also be carried out. Various cooperation schemes are proposed, which will be discussed individually.

The store will use a landline telephone, as well as internet and an alarm system. Company employees will use a cash register and document management programs in their work.

It is planned to create an external sign, which will be ordered at the most reasonable cost. In the future, the sign will be installed above the entrance to the store.

Start of the store

At least one hundred square meters will be allocated for the sales area. The warehouse will occupy an area of ​​fifty “squares”. The most in-demand products will certainly be stocked as warehouse balances.

Due to the fact that the retail part of the store will not allow the entire assortment to be displayed, some products will be sold through delivery. The maximum period for the latter will be two days (the goods must be in the supplier’s warehouse).

7.Organizational structure

The minimum number of employees will be seven people. The company's staff will include:

• director;
• purchasing manager;
• accountant;
• two cashiers;
• two sales consultants.

The cashier and the sales consultant will always work together and at the same time they will be on the sales floor at the same time. During the period of active sales, they can be replaced at the workplace.

8.Financial plan

To make everything as clear as possible, let’s break the financial plan into several components.

Investment spending

A significant part of the investment in our case will be in working capital. To ensure that they are always available, it is important to carefully calculate the structure of the required capital. It is expected that there will be a significant demand for materials necessary for finishing - these are, in particular, various building mixtures, drywall, plaster, metal profiles, putty, polyurethane foam and other primary materials. Based on customer demand, we will focus on these products during initial purchases.

Let's move directly to the figures characterizing the total amount of investments required to legally register the activity:

• registration of a legal entity - 3000 rubles;
• obtaining permission from the fire service - 10 thousand rubles;
• installation of 1C accounting – 5 thousand rubles;
• obtaining permission from the SES - 6 thousand rubles;

Thus, 24 thousand rubles are needed to register a business.

Equipment you need to buy to get started:

• metal racks (70 pcs.) – 140 rubles;
• trade display (1 pc.) – 3 tr.;
• stepladder (1 pc.) – 4 tr;
• office tables (3 pcs.) – 6 thousand rubles;
• office chairs (6 pcs.) – 4 thousand rubles;
• laser printer (1 pc.) – 4 tr.;
• cash register (1 pc.) – 10 rubles;
• computers (3 pcs.) – 40 tr.

Total 211 tr. for the purchase of equipment.

First month expenses and working capital:

• purchase of goods for sale – 350 rubles;
• wages employees (1 month) – 130 rubles;
• payment of taxes and social contributions - 30 tr;
• GAZelle rental (1 month) – 9.6 rubles;
• stationery – 1 t.r.;
• production of signs and leaflets – 70 rub.

Total: 658 tr.

So, for opening and the first month of work, an amount of 893 tr is required. Next, we will consider the amounts that we plan to earn and spend in the next months of work.

8. Income and expenses

It is expected that about eighty potential customers will come to our store. Of this number, approximately half will be repeat customers. The frequency of purchases of the latter varies from four to eight times a month (approximately fifty percent of the regular customers will be such buyers). Another thirty percent of regular customers will make purchases with a frequency of two to four times a month. The remaining twenty percent will come to the store only once or twice a month.

It is also important to consider that apartment renovation usually lasts from six months to one year. Thus, it is during this period that the client is most active in purchases.

The average bill in our store will be approximately five thousand rubles. Based on this and the above indicators, let's try to calculate the approximate revenue per month.

Let’s say that in a month the number of potential buyers will be 904 people. Of these, 452 people are expected to be real buyers, of whom: 226 people will make purchases 4-8 times a month; 136 people will make purchases 2 – 4 times a month and 90 people will buy goods in our store approximately 1 – 2 times a month. It turns out that the average monthly revenue will be 1 million 168 thousand 333 rubles. Moreover, in the first six months of operation, total revenue will be 584 thousand 166 rubles.

Occupancy in nearby new buildings will occur within three years from the date of commissioning of the houses. Accordingly, for the first six months, profits will grow smoothly, since homeowners will not begin repairs immediately. Literally eight months from the start, the store should reach maximum revenue. This level will most likely last for a year and a half, after which the occupancy of apartments will come to an end, and revenue will ultimately decrease noticeably.

The markup on building materials in our store will be approximately from forty to seventy percent. Let's say the average markup is fifty percent. It turns out that the average monthly revenue (minus the cost of materials) will be 194 thousand 722 rubles. Maximum revenue with all expenses: 389 thousand 450 rubles.

Now let's move on to the structure of fixed costs:

• rental of premises (170 sq.m.) – 68 rubles;
• employee salary (1 month) – 130 tr;
• taxes with social contributions - 30 tr;
• rent of a GAZelle for 1 month – 9.6 rubles;
• communication services – 600 rub.;
• utility bills - 3 tr;
• other expenses – 1 tr.

Total: 242 thousand 200 rubles per month.

Delivery of goods will be made three times a week. Purchasing a car as your own will increase the initial investment, so an agreement will first be concluded with a transport company. Due to the fact that one hour of renting a GAZelle costs 400 rubles, and the minimum order time will be approximately two hours, the payment for the transport company’s services will be 9,600 rubles. Rental cost for 1 sq.m.: 400 rubles.

Considering income and expenses, we can calculate that the time to reach the break-even point is four months. In other words, only in the fourth month of work the owner gets into the black and begins to make a profit. Payback period for investments in in this case is thirteen month. The maximum monthly earnings of an entrepreneur (“net”) will be 147 thousand 800 rubles.

9.Risk factors

The main risk factor here is that the real estate market today is showing a certain decline. This is due not only to financial crises, but also to the fact that many people still purchase secondary real estate. In this regard, it is obvious that new residents appear in newly built houses for quite a long time.

At the same time, people who bought apartments in new buildings, as a rule, spend a long time doing renovations. Most potential buyers try to purchase building materials at the most affordable prices - this, in fact, will allow our store to receive a stable profit for several years.

Also, when opening a store, it is worth considering that in any city with a population of over a million, new neighborhoods never cease to appear, which means that a stable flow of customers is one hundred percent guaranteed. To make sure of this, you should find out the plans of local developers for the development of the city.

The key point here is that you need to occupy your niche as quickly as possible. This will allow you to exclude competitors in your neighborhood to the maximum and become a “monopoly” in terms of the sale of building materials in the new quarter. To achieve this goal, it is recommended to open a store almost immediately after the delivery of the first house. As a result, it will be possible to confidently talk about the emergence of new customers, for whom it will be much more convenient to go to a store located within walking distance than to go somewhere to buy building materials on the other side of the city.

Our reader Vlad Petrov sent us his story about how he developed a wholesale business related to the sale of building materials and soil. We pass the microphone to him.

The story began in 2013. I was constantly thinking of all sorts of business ideas, even though I was working in a factory at the time. Apparently, Robert Kiyosaki's books had a very strong influence on me. I was not going to give up, I tried various projects, but it was all frivolous, I quickly got bored, and I again switched to searching for a new “secret of success.”

These ideas sat in my head, from time to time I discussed them with various acquaintances. My next idea was to start decorating the premises - hire craftsmen and take orders. Although, I have never dealt with this area - I just thought that this idea was understandable, which means it was easier to implement.

And then one day I met my friend, whom I had not seen for several months. We talked about this and that, and I suggested that he start this kind of business. He told me that he himself doesn’t really understand this process and doesn’t want to get involved with it. But instead, he suggested that I go into cargo transportation, something that he does himself.

I knew that he was carrying some kind of soil, but I never asked him what it was. Immediately he outlined in general outline his activities and offered to join. I didn’t immediately decide to take such a step, but the idea sank into my soul.

At first I started joining this business in free time– in the evenings I posted advertisements on the Internet on free boards and called construction companies from DoubleGIS.

Certainly, big money with this approach it could not come - in order to earn money properly, you need to be properly immersed in activity. Therefore, after some time, I again plunged into the factory routine, abandoned the search for clients and worked as usual.

I read the correct words in a couple of books from different business coaches: until a person desperately needs to earn money, he will not lift a finger. I don’t know how it is for anyone, but this was just my case.

I still couldn't find a girl with whom I would like to build serious relationship- I made acquaintances left and right - on the street, in parks and general companies, but it didn’t work out, even if you cracked. But one fine day I finally found such a girl and was about to get married.

But the salary at the factory would definitely not be enough to provide for a family. So I called my friend and asked if his offer was still valid. He said yes. Thus began a new stage in my life.

We started working in the winter, every day I came to the apartment that my friend was renting, they called clients, placed advertisements, sometimes, overcoming fear, I went to construction sites, talked with foremen, and contacted suppliers.

The first two months, of course, were a bit difficult - there were a lot of calls, there was little use, I, as a rule, heard the same thing - “call back in the spring” or “send a commercial offer by mail.”

Well, this was not a reason to give up - I set a goal to work here for at least six months so that I could talk about something. And I really didn’t want to go back to the factory.

Closer to February, the situation began to improve - the first, thin stream of clients began to flow. I have already earned money for February 26 thousand rubles- more than at the factory. “Well, not bad for the winter month,” I thought. Eh, I wish I knew what would happen in March...

March turned out to be hot - applications poured in like from a cornucopia - people responded to my commercial offers, they called based on advertisements, some even bought something on the spot - during my first call to them.

When at the end of March I calculated how much I earned, the figure turned out to be interesting - 111 thousand. 7 times more than at the factory - not bad, right?

Of course, not all months were so successful, but still, on average, my income increased 4 times compared to last year - and this is just the beginning. It was a pleasant feeling when I negotiated for a long time, agreed on the price with everyone, and at the end, cars with sand were flying to the construction site all day.

Analyzing my year of work in such a business, I came to the conclusion that the main method of recruiting a customer base is cold calling. The competition in such a business is not bad, so directors of companies and suppliers rarely sit down on the phone and look for who will bring them crushed stone - there is already a queue of companies ready to transport materials to them.

Tours of construction sites are also very useful - I once went to a construction site and asked the foreman for the number of the deputy director of the development company. They mainly rent out premises and rarely build, so I would not have found such a company in the catalog construction companies. And for this site alone, we brought them about 1,500 tons of sand and crushed stone, and removed 1,000 cubic meters of soil and construction waste from them. Therefore, detours cannot be neglected.

However, advertisements also cannot be discounted - not only are there private traders who bring in more than 5,000 rubles from one transaction, but construction companies still sometimes call. This happens when they need some kind of scarce product - used road slabs or soil, or when the object is located far outside the city, and the spread of prices for delivery to that address can be very large - it makes sense to compare suppliers.

So, based on the advertisements, I found 3 large clients; one was supplied with about 800 tons of sand and crushed stone over the course of a year, and a couple more were supplied with soil and crushed stone. Therefore, use all the working methods of finding clients and don’t discount anything.

Not long ago, a thought occurred to me - why not help others and help people earn the same money as me?

Trading is one of the most common business options for beginning entrepreneurs. Experts note that every tenth person, when asked what type of business he considers the most promising, answers – 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 us think that the vast majority of stores of this profile still bring a decent profit. Is this really true? Let's look at the nuances of organizing a business in building materials.

Classification of building materials stores

Today, both large chain stores and private traders in markets sell 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 (plumbing, floor coverings, finishing materials).
• Full-fledged stores with an area of ​​120-170 sq. m. More products are sold here (50-70 items) with the number of articles up to 4 thousand.
• Large stores with retail space (700-1200 sq. m) and warehouse(1500-2000 sq. m). The range of such stores reaches 20 thousand items.
• Hangar premises. As a rule, such stores do not have any decoration; they are more reminiscent of an indoor market.

Choosing a location for a building materials store

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

If we consider opening 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, monthly profitability after deducting all expenses is 4-5 thousand dollars.

This is the most profitable option for building a business. As a rule, in such stores a person can buy everything necessary for repairs. Here you can build a competent system of discounts and organize delivery.

The most promising place to open a building materials store is near busy roads and near construction sites.

You should not consider options on the ground floor of a residential building. The sale of a number of goods (paint and varnish products) is prohibited in residential buildings.

Another important question: should you rent or buy a space? Practitioners say that you can try the option of renting with subsequent purchase if the business fails. Buying premises is not the most rational option, because if problems arise with the business, another problem will probably arise - the sale of working capital.

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Product suppliers

To offer the client a sufficient range of goods, you need to cooperate with 50-100 suppliers. As a rule, large manufacturers of building materials are reluctant to accept options involving deferment or transfer of goods for sale. At the beginning, it is unlikely that you will be able to take more than 30% of the goods for sale; as the business develops, the volume can increase to 60%.

It is quite difficult for a novice entrepreneur to guess with inventory. Large chains purchase goods for storage, the quantity of which is 2-3 times higher than the monthly turnover. This policy allows us to service orders from large clients. If inventory is lower, supply disruptions may occur.