Own business: production of dry building mixtures. Ready-made business plan for a store selling building materials with step-by-step instructions

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

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Services

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

siding and accessories;
heaters;
gutters;
flooring;
brick;
extruded polystyrene foam;
Styrofoam;
drywall;
wood, board;
dry mixes (cement, putty);
loose (sand, crushed stone);
roofing materials;
dye;
primer;
sealant;
foam;
silicone;
wall blocks;
construction mesh;
chain-link, sheet;
screws and other fasteners.

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

Relevance

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

In private houses and in summer cottages, it is necessary to carry out work on plastering walls and filling up cracks (or other problematic points) every year.
By purchasing an apartment or other property, the new owners of the property strive to improve their housing, taking into account their financial capabilities. This can be either a major overhaul with leveling the walls, or a cosmetic one - painting the existing wallpaper.
Continuous construction of housing by private companies and the state.
The desire and availability of funds for redevelopment or improvement of the appearance in an apartment or house, associated with improving the well-being of citizens.

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

Market description and analysis

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

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

The target audience

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

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

Competitive advantages

The following should be highlighted as the competitive advantages of a building materials store:

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

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

Advertising campaign

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

Step-by-step opening instructions

A step-by-step instruction for organizing your own business looks like this:

Market analysis according to economic zoning. This service can be ordered by specialists (cost from $ 200).
Business plan preparation. It is enough to download the finished document on the Internet and take it as a basis when planning your own store. The second option is to pay the development to economists (from $ 500 to $ 3,000).
Registration.
Finding and renting (or building) a store.
Repair.
Purchase and completion of equipment and inventory.
Selection of suppliers of goods for sale and conclusion of agreements with them.
Organization of an advertising campaign.
Search and registration of the staff of the company.

Documentation

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

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

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

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

City Administration;
fire inspection.

Premises and location

The location of the hardware store should be chosen taking into account the convenient access for large vehicles and the mandatory availability of parking. This can be the central or sleeping part of the city. If you plan to open a super- or hypermarket, location outside the city limits is allowed.

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

Equipment and inventory

Equipment and inventory required to start a business:

Staff

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

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

Financial plan

To carry out financial calculations, the following initial data are taken:

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

How much does it cost to open a building materials store

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

Regular costs

Monthly costs are allocated as follows:

Income

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

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

Calendar plan

The process of implementing a business idea is as follows:

Stage	1 month	2 months	3 months	4 months	5 months	6 months	7 months	8 months	9 months
Market analysis	+
Business plan preparation	+	+
Registration of a package of documents			+
Obtaining additional permissions			+
Construction / rental of premises				+
Renovation work				+
Purchase and stocking					+
Site creation						+	+
Supplier search					+
Advertising campaign						+
Completion with goods								+
Staff recruitment						+
Opening									+

To study all the features, of course, it is important to know the financial performance of the business. Even taking into account the fact that they are approximate, it is possible in any case to assess the approximate profitability and feasibility of the business. Due to the fact that we are planning to open a building materials store, here are the average figures for Russia.

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

The initial investment will amount to 893,600 rubles.

Total earnings in 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. We emphasize once again that these indicators are approximate, that is, they are indicated solely for guidance. In reality, these numbers may differ slightly.

2. Description of the business

Almost everyone modern man at least once in my life I was faced with the need for repair or construction. This is due to various circumstances, but most often this problem appears after purchase. new apartment... As you know, many new buildings offer rough finish, therefore, the owners of apartments of this type need high-quality materials. Great value here also has the time spent on home renovation. When planning to start it, people want to get everything they need on time. There is not always time to go to a large hypermarket, but a small store located nearby will be the most convenient. That is, our a store will fully meet the needs of the target audience. Perhaps some products will be even more expensive than in the hypermarket - this is unlikely to be a problem, since most people would prefer to save time and buy everything they need here. It turns out that high demand here will be provided with a high probability.

The main idea of our business plan is to open a full-fledged retail outlet in an area with active development. This will allow you to get a solid number of clients in need of a large number of building materials. It is better to organize the opening of the store at the very 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 of the inventory leftovers rather quickly, which will provide a very high profitability in general.

Perhaps, over time, the store will move to another quarter, in which new houses also appear. In this regard, the approximate term 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 the maximum profit within the specified time, all financial costs must be minimized. In this business plan, we will just consider all the features of this approach and indicate the most acceptable ways of development. Only first you need to study all the features of the products offered and various kinds of external factors.

As for the assortment of the store, it will be specially selected for interior decoration premises. That is, absolutely everything that is necessary for a full-fledged renovation will be sold here - this will keep customers and not force them to go somewhere far away for the rest of the building materials.

It is recommended to display a significant part of the assortment in the sales area. Also, buyers will be offered to study the catalogs of suppliers - this will allow customers to place orders. By the way, both foreign and Russian enterprises will be used among the partner companies.

Here is a list of the main products:

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

The limited size and small stock will allow the store to quickly adapt to changes in customer demand. As a result, it will be possible to avoid the illiquid product as much as possible and successfully sell almost all the products received from suppliers. Thanks to this approach, all kinds of time costs in doing this business will be reduced.

3. Description of the sales market

The complexity of the market is due to the presence of similar companies offering a fairly large assortment of goods. Large chains cover almost all stages of construction and renovation at the expense of 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 precisely right choice location. Also, the product range will be carefully worked out and at the same time the process of delivery of 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 basement floor in a new building.

4.SWOT analysis

The strengths of the project are understood as such points as:

the location of the store;
quality of customer service;
variety and breadth of assortment;
the ability to change the product grid depending on demand;
proximity to the place of residence of potential buyers;
the possibility of selling goods to order.
As for the vulnerable sides of the project, they are as follows:
small size of the warehouse;
lack of wholesale discounts from suppliers.

Business Opportunities and Prospects:

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

Environmental threats:

increasing the cost of raw materials and supplies;
interruptions in the supply of demanded products.

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

5 marketing and sales

Flexibility and portability are significant advantages here. This approach allows you to provide the client with the maximum comfortable conditions 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 manufacturing it will amount to 60 thousand rubles.

In order for the target audience to learn more quickly about the appearance of a new store, it is planned to distribute leaflets at the entrances of the nearest residential complexes. By coming to the store with a flyer, a customer can get a ten percent discount on their first purchase.

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

6.Production plan

The hardware store will be formalized in the form of an LLC, and the simplified tax system with a rate of six percent of income will be chosen as a taxation system. In the course of work, the 1C system will be used. The staff will include an accountant who will handle all related documents.

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

Our hardware store is launched according to the following scheme:

Selection suitable premises and the conclusion of a lease agreement

It is important to consider here that the room must be from 170 square meters and the retail space should be 100 square meters. At the same time, the organization of the warehouse will require fifty square meters, the organization of the office - fifteen "squares" and the bathroom - five square meters.

It is imperative that the store is located in the most convenient area with good transport links. Naturally, there should be a convenient entrance nearby and it is 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 the selection of a suitable premises is a rather serious issue, since it depends on its location whether the business will be profitable or not. Various permits are also of great importance here. In particular, it is very important to officially agree on the project, because it must meet the requirements of firefighters and SES.

Staff recruitment

Great attention should be paid to the selection of personnel. They are not required to have special skills, but it is still important that the person is set up for long-term work. The priority here should be a decent salary, which will allow you to find and keep in place genuinely interested employees.

Purchase of the necessary equipment

To work, you will need high-quality equipment:

metal racks - 70 units;
counter - 1 pc .;
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. It is assumed different schemes cooperation, which will be discussed on an individual basis.

The store will use a landline telephone, as well as an Internet connection and an alarm system. Employees of the company will use a cash register and document management software in their work.

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

Shop opening

At least one hundred square meters will be allocated for the sales area. The warehouse will occupy an area of fifty "squares". The most demanded goods will also be included in the warehouse balance.

Due to the fact that the shopping part of the store will not allow you to lay out the entire range, some of the products will be sold through delivery. The maximum period of the latter will be two days (the goods must be in the supplier's warehouse).

7.Organizational structure

The minimum number of employees is seven. The staff of the company will be:

director;
purchasing manager;
accountant;
two cashiers;
two sales assistants.

The cashier together with the sales assistant will always work together and at the same time they will be in the trading floor at the same time. During the period of active sales, it is possible to replace them at workplaces.

8 financial plan

To make everything clearer, let's break down the financial plan into several components.

Investment spending

A significant part of investments in our case will be in working capital. In order for them to be always available, it is important to carefully calculate the structure of the required capital. It is assumed that there will be a significant demand for the materials required for fine finishing- these are, in particular, various building mixtures, drywall, plaster, metal profiles, putty, polyurethane foam and other essential materials. Based on customer demand, we will focus on these items in our initial purchases.

Let's go directly to the figures characterizing the total amount of investments required for the legal registration of activities:

legal entity registration - 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 thousand rubles;
trade showcase (1 pc.) - 3 thousand rubles;
stepladder (1 pc.) - 4 tr .;
office tables (3 pcs.) - RUB 6;
office chairs (6 pcs.) - 4 thousand rubles;
laser printer (1 pc.) - 4 thousand rubles;
cash register (1 pc.) - RUB 10;
computers (3 pcs.) - 40 tr.

Total RUB 211 for the purchase of equipment.

First month expenses and working capital:

purchase of goods for sale - 350 thousand rubles;
salary for employees (1 month) - 130 thousand rubles;
payment of taxes and social security contributions - RUB 30;
GAZelle rental (1 month) - 9.6 thousand rubles;
stationery - 1 tr .;
production of signs and leaflets - 70 tr.

Total: RUB 658

So, for the opening and the first month of work, an amount of 893 thousand rubles is required. Next, we will consider the amounts that are planned to be earned and spent in the next months of work.

8 income and expenses

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

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

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

Let's say the number of potential buyers is 904 people per month. Of these, there will be 452 real buyers, of which: 4-8 times a month 226 people will make purchases; 2 - 4 times a month 136 people will make purchases and 90 people will buy goods in our store about 1 - 2 times a month. It turns out that the average monthly revenue will amount to 1 million 168 thousand 333 rubles. At the same time, in the first six months of work, the total revenue will be 584 thousand 166 rubles.

Accommodation in nearby new buildings will take place within three years from the date of commissioning of the houses. In accordance with this, for the first six months, the profit will grow smoothly, since homeowners will not start repairing immediately. Literally in eight months from the start, the store should reach maximum revenue. This level, most likely, will hold out for a year and a half, after which the occupancy of apartments will come to an end, and the proceeds will ultimately decrease significantly.

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

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

rent of premises (170 sq.m.) - 68 thousand rubles;
salary of employees (1 month) - 130 thousand rubles;
taxes with social contributions - 30 thousand rubles;
rent of a GAZelle for 1 month - 9.6 thousand rubles;
communication services - 600 rubles;
utility bills - 3 thousand rubles;
other expenses - RUB 1

Total: 242 thousand 200 rubles per month.

The goods will be delivered three times a week. The purchase of a car in ownership will increase the initial investment, therefore, an agreement will be signed with the transport company first. Due to the fact that one hour of renting a GAZelle costs 400 rubles, and the minimum order in time will be approximately two hours, the payment for the services of the transport company will be 9600 rubles. Rent price for 1 sq. M .: 400 rubles.

Considering income and expenses, we can calculate that the period for reaching the break-even point here is four months. In other words, only in the fourth month of work, the owner comes out "in plus" and begins to make a profit. The payback period in this case is thirteen months. The maximum monthly earnings of an entrepreneur (“net”) will amount to 147,800 rubles.

9 risk factors

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

At the same time, people who have bought apartments in new buildings, as a rule, have been doing renovations for a long time. Most potential buyers are trying to purchase Construction 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 new quarters do not stop appearing in any city with a population of one million, which means that a stable flow of customers is 100 percent guaranteed here. In order to be convinced 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 "monopolist" in terms of the sale of building materials in the new quarter. To achieve this goal, it is recommended to open a store almost immediately after the first house is delivered. As a result, it will be possible to confidently talk about the emergence of new customers, who will find it much more convenient to go to a store located within walking distance than to go somewhere to get building materials to the other end of the city.

* Calculations are based on average data for Russia

1. SUMMARY OF THE PROJECT

The goal of the project is to create a trading enterprise, a wholesale base of building materials in the city of Simferopol, the Republic of Crimea. Active development of the region is expected in the coming years, associated with government infusions, as well as 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 associated with the establishment of supply chains - the search for a manufacturer of high-quality materials from the assortment under consideration, as well as the organization of effective logistics. First of all, attention is required to organize the transportation of goods through the Kerch Strait, 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. DESCRIPTION OF THE COMPANY AND THE INDUSTRY

The project envisages the creation of a wholesale base of building materials in Simferopol. The main area of work is lumber; in addition, 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 covered area; also provides for the presence of a railway dead end, tk. delivery of goods will be carried out mainly by rail. In the immediate vicinity of the warehouse there is an office for the accommodation of administrative and sales personnel. Warehouse area - 100 sq.m., area - 250 sq.m., office area - 20 sq.m.

The main competitive advantage companies - work directly only with manufacturers of building materials, due to which it becomes possible to provide a competitive price and uninterrupted supply of material in any volume. Narrow specialization, as mentioned above, also provides advantages in price, logistics and 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. Due to the blocking of such popular destinations among Russians as Egypt and Turkey, one should expect 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. Mass construction of hotels and tourist infrastructure facilities begins, primarily at the expense of private investors.

In 2014, the Government of the Russian Federation approved the target program "Social and 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 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 apparent.

Difficulties in the industry arise due to the lack of established supply chains from Russian manufacturers, as well as due to logistical constraints - communication with the peninsula is carried out today only by ferry. An administrative resource can be extremely useful for smoothly crossing the crossing. In the case of establishing unhindered transportation of goods across the strait, the only serious restriction for the development of the project is removed. According to the plans of the Government of the Russian Federation, the construction of the bridge crossing 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's sawn timber market.

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The competitive environment in the industry has been formed, there is a fairly large number of offers, but during the season many suppliers have problems with logistics and availability of goods; in 80% of cases, problems are caused by delays at the ferry crossing. This confirms the thesis that the key role in the implementation of the project is played by the presence of a stable supply channel and a well-functioning 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, it is necessary to pay serious attention to checking the quality of products.

The business is seasonal in nature, therefore, it is necessary to organize the base before the onset of the construction season; the first active purchases usually start in mid-March. Search suitable place, as well as paperwork related to company registration and lease, you should lay a stock in two months. The delivery time of goods by rail can reach 30-50 days, depending on the region of dispatch, which must also be taken into account. Thus, the start date of the project 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. The types and volumes of investment costs are given in Appendix 1.

3. DESCRIPTION OF GOODS (SERVICES)

The main activity of the enterprise is the sale of softwood lumber - edged boards and beams. In addition, the range includes sand, crushed stone, cement. Full information by goods is given in Table. 2. Prices are given including all costs of delivery to the warehouse of the base. Variable costs are shown in Appendix 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 zero cycle construction, for the preparation of DSP, concrete, plaster, etc. Crushed stone can be used in the production of concrete and reinforced concrete, when installing highways... Portland cement grade 500 is used for the preparation of CPB 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 requirements in terms of quality, therefore, it makes no sense to build a sales policy only on the consumer characteristics of a product. All suppliers are manufacturers, as a result of which intermediate markup of intermediaries is excluded. Suppliers were selected taking into account the possibility of uninterrupted provision of planned procurement volumes. Delivery is also handled by the supplier. Lumber and cement are transported by rail, while sand and gravel 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 / m2 cub.;

River sand - 2,000 rubles / ton;

Gravel crushed stone - 2800 rubles / t;

Cement PC-500 - 4800 rubles / t.

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

4. SALES AND MARKETING

Sales are carried out both actively and passively. The role of the sales representative is performed directly by the entrepreneur. The work is carried out with construction organizations, including visits directly to construction sites.

Passive sales are carried out through online marketing as well as through their own website. Given 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 assumed that it will be possible to make a reservation through the website. In addition, information on 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 free printed catalogs distributed in hardware stores.

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

The pricing policy is diversified. Depending on the volume, the client may receive a discount. A deferred payment is provided for regular or prospective clients. Accounts receivable control is carried out by the company managers.

The sales plan is given in Appendix 5.

5. PRODUCTION PLAN

The project does not provide for the production of products, only wholesale. However, the specifics of the materials sold also require compliance with certain technologies of storage, loading, etc. In particular, loading and unloading operations of bulk materials are 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.

Equipment costs, staffing and payroll are shown in Appendix 4.

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

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

Table 4. Initial warehouse stock

Table 5. Fixed costs (per month)

6. ORGANIZATIONAL PLAN

The project involves the performance of all administrative duties directly by the entrepreneur. He is required to have knowledge of the basics of accounting and the basics of entrepreneurship, legislation in the field of entrepreneurship and labor protection. In addition, knowledge of technology is required to successfully work with construction companies. construction production... The subordination of all employees is directly to the entrepreneur.

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

7. FINANCIAL PLAN

Organizational and legal form - individual entrepreneur. 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. Attraction is planned 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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In the calculation of financial indicators, the sales volume of each type of product and the seasonality coefficient are taken into account. The financial model of the enterprise is shown in Appendix 7.

8. EVALUATION OF PERFORMANCE

The effectiveness of the project is assessed 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 potential for a low level of risk, the discount rate is adopted at the rate of 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 WARRANTIES

Table 6. Potential risks and countermeasures and warnings

The project can be characterized by a moderate degree of risk.

10. APPENDICES

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

In the current economic conditions, the idea of starting your own business is becoming more and more popular. The thing is that a personal enterprise opens whole line benefits that were previously unavailable. At the same time, you should not hope that your own business is devoid of any difficulties and unpleasant moments. From the very beginning, you need to understand that in order to achieve any positive results, it will be necessary to make a lot of efforts. Today, trade in building materials is almost the most popular business idea.

Relevance

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

Buy or build from scratch

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

Types of building stores

Fortunately, for the common consumer, the number of places where you can buy building materials different types, now very large. All the many points of sale of building materials according to the offered assortment and retail space can be conditionally divided into the following groups:

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

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

Place for a hardware store

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

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

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

In general, with regard to the choice of the better place, here you need to find a compromise between good location and rent. The fact is that landlords also understand the importance of the location of the store, and the cost of rent increases proportionally with the improvement of this very place.

Appearance

Once you have found a suitable location and premises for your store, you should start decorating it. You should pay special attention to the appearance, because it is on it that visitors will draw the first conclusions about your business. Thus, the store should be attractive in general terms and have the correct sign from the marketing point of view. In addition, do not forget about the need for parking, which is also very important for your future customers.

Interior view

There should be a favorable atmosphere inside your store so that customers want to stay there and come again. First of all, you need to make sure that interior view corresponded to the external. Here you need to use the same color range, the same design techniques, the same fonts, and the like.

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

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

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

Range

What is the most important element of a home improvement store? This is an assortment. In a store that sells building materials, it must be very large. Most the best way when you can offer your customer pretty much everything from a nail to a dishwashing sponge.

It is also very important to provide products from different price groups. For example, if you sell imported timber at a ridiculous price, it would also be quite reasonable to have more cheap analog.

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

Other important points

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

The next aspect is the careful selection of staff. Particular attention should be paid to how these same staff will serve customers. Any manifestations of rudeness or rudeness towards customers should be immediately stopped.

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

The final point is taxation. Trade in building materials, like any other kind commercial activities is subject to taxes. This point needs to be considered from the very beginning, when running your own business is only an idea in your head.

Conclusion

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

Construction, including private houses, can be considered one of the priority areas for the development of the district. In areas where industry is poorly developed, and the nature is so good that it attracts residents of megalopolises, the focus is on the construction of summer cottages. Accordingly, the local population receives jobs in the procurement and production of lumber, sheet metal processing, construction works... For the convenience of selling goods, you need a retail outlet (store / warehouse). A well-developed business plan for a building materials store will show how profitable the enterprise will be.

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

There are three types of home improvement stores:

narrowly focused, selling one type of product;
private with a wide range of goods;
large hypermarkets operating on a franchise.

Trade in shops with a priority direction of one, even the most hot product, does not bring maximum benefits. This is explained by the fact that large trading houses offer discounts, points accumulation systems for subsequent purchases. For a small store, at least it is not profitable. In most cases, it can threaten with losses.

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

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

Features of choosing a place for a store

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

For small settlements, a hardware store is more appropriate, located outside of residential areas, near the highway leading out of town, to a lake or river. There are many advantages to this store location. These are the places that the Metrika franchise company recommended for its partners.

What is the benefit?

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

Dry building mixtures and tools for their dilution, application, distribution.
Wallpaper, paints and varnishes, finishing panels, ceramic tile.
Brushes, rollers, trays, basins, cornices, skirting boards.
Lumber, doors, window frames.
Roofing and facing materials, heaters, waterproofing.
Bricks, building blocks, SIP panels.
PVC, MDF, chipboard, OSB,
Baths, showers, mixers, gas water heaters, sinks, washbasins.
Stoves, stoves, fireplaces, water heaters.

Trading all of these in one room will require a spacious warehouse. Separated by spacious specialized rooms, each of them is not only a trading area, but also a storage place for most of the goods.

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

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

Additional store income

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

It is also the place where the jewelery is grinded on carpentry machine, splicing is performed wood materials... This is one of the methods of attracting clients who are building houses, since they can not only purchase materials cut to size, but also order the production of parts that differ in size from standard standard sizes.

Both of these enterprises (rolled metal and woodworking shop), according to the documents, can only be regarded as suppliers of the store. But such close proximity and interaction is very beneficial in terms of paying rent, no costs for delivering goods to the store, minimizing costs for the services of a logistician, accountant, lawyer and other administrative positions.

In order not to get confused about which product is already on the balance sheet of the store, and which one else is listed by the manufacturer, it is most convenient to use the 1C program - an enterprise. The material ready for sale lies on the shelves, no one moves it anywhere, but in the program it is moved from one warehouse to another. This is a working scheme tested on the example of the Metrika store in the Leningrad Region. But it was not this store that survived the crisis, but the one located on the same highway in the Pskov region. Despite the fact that he practically stands in a field, his good fortune was brought about by the proximity to the site of the lake, where plots for construction are sold.

What it takes to watch out for your customer

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

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

The presence of parking in the immediate vicinity of the store and some distance from the roadway. This allows you to upload products without special efforts and the danger of being hit by a passing vehicle.

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

Differences between chain and ordinary home improvement stores

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

Business organization stage	Network	Independent
Conclusion of contracts with suppliers	partially	fully
Goods for sale	Yes	partially
Retail value of goods	low	high
Availability of promotions, significant discounts	Yes	No
Delivery of goods to order	No	Yes
Risk insurance	network	personal
Taxation	Yes	Yes
Payment for rent of premises	Yes	Yes
Payment of utility services	Yes	Yes
Recruiting staff	through the network	on one's own
Determination of the size of wages	franchisor	businessman
Payment of shipping costs	franchisor	businessman
Retail store equipment	provided	purchase
Marketing product placement scheme	strict adherence	arbitrarily
Advertising in the media	centralized network	local

The initial stage in drawing up a business plan

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

The number of competitors.
The range and cost of the goods they sell.
Study of the demand for certain brands.
The number of outlets closed.
Development of the construction business in the area.
Average earnings in the region.
The cost of renting premises removed from the housing stock in the microdistrict of interest.
Possibility of unimpeded delivery of goods to retail and small-scale wholesale points.

Each of these factors can play a key role initially, until your own store name works.

Marketing plan

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

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

Production plan

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

A wide assortment, fast turnover is a direct indication that not only an accountant will need a 1C program. The program for storekeepers, commodity specialists, sales clerks has the same name with the explanation "Enterprise".

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

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

consultants	2 persons (varnishes, paints)	2 persons (wallpaper)	2 persons (tools)
cashiers	2 persons		2 persons
administrator
shift manager 2 people
logistician 1 person
accountant - 2 people
drivers	Gazelle - 1 person	GAZ - 53 - 1 person	Passenger car - 1 person
general manager

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

Project approval ≈ 30 days.
Registration with the bodies of the Federal Tax Service Inspectorate.
Room preparation - redecorating, installation of shelving, cash and office equipment is carried out within one calendar month.
Freight transport lease agreements - 1 week.
The contract for the supply of goods for the sale of 2 months.
Installation of a surveillance system.
Purchase of goods - 1.5 months.
Staff recruitment - 3 weeks.

Practically in all areas of preparatory activities, it is possible to act in parallel, which significantly reduces the time from project approval to store opening.

Organizational plan

For optimal organization of work, you will need shelves for goods, display stands. Containers and trolleys on wheels, racks with drawers for small goods and panels with pins for bags of consumables.

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

The salaries of the main employees are paid 2 times a month.

The attracted employees with personal transport provide receipts for fuel consumption, supporting the data with a waybill and a receipt for payment of services by the customer. Payment terms are negotiated individually. Read more about how to draw up an organizational section in a business plan here -

Financial section

To open and successfully start a business, you will need about 1 million. 500 thousand rubles

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

A 60 percent markup on a product is a worthwhile amount. Approximately 5% of it should become a fund to stimulate the team. It will be used to pay incentives, bonuses, payments stipulated by the collective agreement.

Analysis and insurance of risks

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

fire in the warehouse of paints and varnishes;
wetting or drying out of wood in warehouses with centralized heating.
damage to wallpaper and metal cans with paint in case of leakage of the ceiling, roof.
theft from a warehouse, or a car consignment of goods.
damage during transportation of high-value goods.
theft.
damage, arson.
shortfall in the planned profit.

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

Opening a building materials store at this stage is a pretty good investment in your well-being. According to Rosstat, the demand for building materials is increasing every year by 20% in relation to the previous one. Before asking for support from a franchisor, calculate how long it will take you to consolidate your position in the market without outside help. If the competition is low, it is possible that the patronage of a well-known firm will not be important to your customers at all. After all, the main thing for them is a quality product at reasonable prices.

Review of profitable construction niches - expert advice