* Calculations are based on average data for Russia

1 220 000 ₽

Initial attachments

473 000 ₽

133 000 ₽

Net profit

18 months

Payback period

Opening a building materials store means starting profitable business, in demand at any time. Having invested about 1 million rubles, you can earn 150 thousand rubles a month.

"The renovation cannot be completed, it can only be suspended" - worldly wisdom indicates one of the reasons why it is worth opening a hardware store. There will always be a demand for building materials: while some are building, others are repairing and vice versa. The development of the construction market in Russia contributes to the fact that a lot is being built and repaired. Even if there is no need to carry out repair work in the house, nails, a hammer, a screwdriver and so on will come in handy in everyday life. Therefore, opening a hardware store from scratch is great idea for a profitable business. To figure out how to start your own business and how much it will cost, we suggest detailed manual, which will answer the basic questions of an aspiring entrepreneur.

1. Market overview

The dynamic development of the construction industry and the real estate market in Russia has contributed to the growth in demand for building materials. This was accompanied by the emergence of new retail outlets - from small pavilions to construction hypermarkets. Annually market building materials increased by 20%.

Today, there are more than a thousand universal and specialized chains of construction stores on the market, while the top 10 largest retailers account for almost 25% of the market. The 2014-2015 crisis consolidated the success of large construction stores. Growing competition in the market and the regional leadership of large market players led to the fact that other construction stores faced problems: reduced sales and, as a result, a deterioration in financial condition.

The difficulty of competing with construction hypermarkets lies in their aggressive pricing policy and a wide range of products covering all stages of construction and renovation. When planning a purchase, a potential customer is inclined to choose a large shopping center. There are many reasons. This is the breadth of the assortment, lower prices, the ability to buy everything you need at one point of sale, service (consultations, delivery services, etc.).

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However, there are situations in which the buyer would rather go to a small hardware store. This is the purchase of a small amount of building materials for cosmetic repairs, the addition of materials ended during the repair, small domestic issues urgent decisions. In this regard, since 2015, among construction stores, there has been a tendency to change the structure of the assortment with the replacement of building materials with goods for the home.

The defining moment in this area of ​​trade is the advantageous location of the store. While large retail outlets occupying vast areas are forced to be located on the outskirts of the city, small construction stores may open in a residential building. mall or in the local market. Therefore, despite high level competition in the building materials market, this direction can become profitable business... The main thing is to correctly choose a place and plan all stages of opening a retail outlet.

Thus, the hardware store as a business has advantages and disadvantages. The main advantage is the high demand for the product, which guarantees stable income... According to statistics, the average family in Russia makes repairs every 5-7 years. This does not include purchases to maintain repairs. The profitability of a hardware store can be 30-32%, depending on the margin on goods.

Difficulties in the business of selling building materials:

Strong competition in the industry. The market will have to compete not only with small retail outlets, but also with construction hypermarkets, which can offer the consumer a wide range of products and lower prices;

Price policy. It is necessary to establish an optimal price for goods, since overpriced prices will scare off potential customers, and too low prices will not allow a business to be recouped. The best option is the analysis of the pricing policy of competitors and the reduction of prices by 2%;

The need to provide a wide range of products that will interest the consumer. Firstly, there is an important task to correctly form the assortment, taking into account the preferences target audience... Secondly, there is a need to establish contacts with a large number of suppliers and choose the most suitable one;

Seasonality of sales. Statistics show that the peak of retail sales was recorded in the spring and autumn months, summer sales are 70-80%, and winter - 50-60% of the maximum. Moreover, the seasonality is also observed for certain commodity items, which is why a wide range of a hardware store is important.

2. Store format and assortment

As mentioned above, it is more rational for a novice entrepreneur to open a store in the “near home” format. Its scale can also be different: from a small pavilion with building materials to a supermarket. It all depends on the chosen place for trading and financial capabilities. We will look at how to open a hardware store, using the example of a small supermarket that offers customers more than 100 items of goods.

For a store of this sales format, you should rely on consumables used in repair work (fasteners, paints and varnishes, adhesives, construction tools). Based on the format of the store, its assortment is determined, which should include the following categories of goods:

paints and varnishes (paints for interior and exterior works, primers, impregnations, varnishes and coatings for various materials, as well as rollers, brushes);

building mixtures, cement, primer, putty, alabaster, etc .;

polyurethane foam, sealant, liquid nails, assembly glue;

ironmongery of various modifications and sizes, nails, screws,

wallpaper. This group of goods should be represented by a wide assortment, allowing to satisfy the tastes and requirements of different consumers. Related products include adhesives, brushes, and more;

floor coverings (laminate, linoleum, carpet, parquet and related products in the form of fasteners, underlays, baseboards, etc.);

construction tools (rollers, spatulas, hammers, nail pullers, drills, screwdrivers, etc.).

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Before forming the assortment, a thorough analysis of the market, suppliers and the assortment of competing stores should be carried out. This will allow you to determine consumer demand and select products in such a way as to create a unique offer in the market. Important! You will be of the greatest interest to the buyer in two cases: if you can offer a unique product that is not on the market, or the same one, but at a more attractive price. The fact of proximity to the house is also significant, however, since building materials do not belong to spontaneous purchases, so you should not hope only for this.

Basic recommendations for the formation of the assortment of a hardware store:

it is desirable that each product group be represented by several manufacturers in different price categories. At the same time, goods of the middle price segment must make up at least 60% of the entire range;

choose reliable, high-quality suppliers, since the reputation of the store depends on it;

when choosing suppliers, also pay attention to whether they are presented in other stores. Unique offers on the market will attract buyers;

if some product is not in demand, its stocks should be reduced, but not excluded from the assortment completely.

It is also proposed that the store operate in a self-service format. As practice shows, such a system contributes to the growth of sales. For this format, products should be categorized for convenience. A consultant is provided for each department (or related departments).

Advantages of a hardware store operating in the mini-market format:

great location for clients. Hardware stores that are within walking distance, in certain cases, are the most attractive option than hypermarkets remote from the city;

variability of the assortment. The area and format of the store allow us to offer a wider assortment range than in construction pavilions. Not only products of popular manufacturers can be presented here, but also less common brands. Construction hypermarkets usually work with certain brands and are not inclined to change suppliers. Smaller stores are more flexible and can partner with a wider range of suppliers.

customer loyalty system. On this moment not many home improvement stores pay attention to customer acquisition policies. You can correct this error and provide, for example, a system of discounts for regular customers.

3. Choice of location and premises

As with any retail establishment, the location of a home improvement store plays an important role. The favorable location determines 70% of the success of the outlet. Evaluation of the location of a store takes into account such parameters as the characteristics of the area, ease of parking, the intensity of pedestrian flow, visibility and noteworthiness, proximity to similar enterprises. A good option will be an area of ​​new buildings, as well as residential areas remote from large construction stores.

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When choosing a space for a store, the question arises: rent a retail space or acquire it as a property? Entrepreneurs recommend not to rush to buy retail space and work in a rented space for the first two years. In the event that you make a mistake with the choice of a retail outlet or it does not work out, it will be much easier to simply vacate the rented area.

Requirements for the premises of a hardware store:

The required store area is at least 100 sq. m. Otherwise, there is a risk that the store will be unprofitable.

The sales area should be square or rectangular in shape, without unnecessary bends - this will make it more convenient to place showcases and make the most of the available space.

The ceiling height must be at least 2.7 m.

There should be two entrances from the sales area - for visitors and for loading goods. With a trading floor area of ​​100-150 sq. m. for a warehouse you will need 50-70 sq.m.

The presence of heating, ventilation, air conditioning, water supply, sewerage, ventilation and electricity in the room.

Special investments in the repair of premises for a hardware store will not be required. Enough for the room to fit sanitary requirements was dry, clean and well lit. Rent retail space total area of ​​150 sq.m. on average it costs about 100,000 rubles a month. Dividing the rented area into premises for various purposes, 100 sq. M. Should be allocated. to the trading floor, 40 sq.m. for a warehouse and 10 sq.m. to technical rooms.

4. Equipment of the sales area

The retail space should be well lit. The interior for a hardware store is quite simple and does not require large investments. However, when planning the budget for a project, you should include the cost of repairs. One way or another, some kind of minimal alteration of the rented premises will be required. Plan at least 20,000 rubles for this type of expenses.

When preparing a retail and warehouse area, there is no need for expensive finishing materials. The finished room must be bright, clean and dry. Get some inexpensive redecoration and good ventilation. This is all that is required from the premises for successful sales your enterprise. The technical equipment of the home improvement store should support sales growth, ensure the productivity and return on trade, and meet safety requirements. In this regard, the sales area must be equipped with reliable lighting and ventilation equipment.

In addition, you should purchase commercial equipment - racks, showcases, cash counter, cash register. Since the store operates in a self-service format, several racks will be required on which the goods will be placed. For initial stage the store has two cash desks. However, the retail space should be zoned so that, if necessary, one more cash desk can be put up.

Equipment costs

	Name	price, rub.	Quantity, pcs.	Total cost, rub.
	Wall shelving
	Wall panel
	Island shelving
	Cash counter
	POS system with cash register
	Security and fire alarm
	Baskets and carts (including freight)

5. Search for suppliers and purchase of goods

Suppliers should be looked for in person, visiting the wholesale centers of the city, or via the Internet. The first method is convenient because it is easier to agree on partnership terms during a personal conversation; the second is that you can save on transportation costs, reach a wide range of potential partners, find more favorable conditions and conclude contracts with suppliers not represented on the local market. It is recommended to use a mixed method of work with suppliers: to buy part of the goods at once, and take part for sale.

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Having decided on the suppliers, you need to purchase goods for the store. Practice shows that for an average hardware store, the formation of the initial assortment will require 500-700 thousand rubles. Based on the specifics of demand and the conditions of suppliers, it will be necessary to make additional purchases of goods. The main thing in this matter is to correctly calculate the required volume of goods in order to diversify the assortment, but to exclude oversaturation of product shelves.

6. Recruitment

The main personnel in the store are sales assistants. It is on them that the success of the trade largely depends. For a store with an area of ​​100 sq.m. four sales assistants, three cashiers and one manager will be enough. Requirements for sales consultants: knowledge construction products, the ability to unobtrusively offer their help and win over the client, organization, responsibility, politeness.

Since the hardware store works seven days a week and is open for 12 hours: from 9:00 to 21:00, a shift schedule for staff should be provided. It is recommended that two sales assistants and a cashier work in each shift. Sales assistants are interchangeable personnel and can provide assistance to each other if necessary. The functions of a manager and an accountant can be delegated to employees, or entrusted to the entrepreneur himself, which will save money in the first months of work.

In the future, it is recommended to introduce a separate position - purchasing manager. His responsibilities will include working with suppliers, forming a range of goods, drawing up a supply chain for the delivery of goods, and forming a pricing strategy. Before starting work, personnel must undergo training, familiarizing themselves with the range of products, its characteristics and sales technology.

V this example the entrepreneur performs the main functions of a manager - he goes through all the registration procedures, is engaged in the selection of personnel, negotiates with landlords and suppliers, purchases goods, and is engaged in strategic promotion of the store. The manager organizes the workflow, supervises the work of sellers, accepts and recounts the goods and prepares the appropriate documentation.

The preparatory stage will take about two months, during which the registration procedures, the establishment of partnerships with suppliers, the search for suitable premises, the selection of personnel, the purchase of equipment and goods are envisaged.

7. Advertising and promotion of a building materials store

The target audience of the hardware store is retail buyers, 60% of whom are the male population of the city aged 23 to 65 years. Another group of consumers are corporate clients in the person of construction and installation teams, with whom contracts are concluded and work is carried out on the invoicing system.

Advertising for a hardware store can be divided into two types - passive and active. Passive advertising includes signs, banners, pillars, etc. Active advertising involves distributing leaflets, distributing business cards, articles in specialized publications, advertising on radio and television. Another effective advertising tool is cooperation with repair and construction companies and teams. They will bring customers to the store and purchase building materials, and the seller will give a percentage of the sales of attracted customers.

Since there is a lot of competition in the segment, it is necessary to carefully consider the advertising strategy. The most effective forms of advertising for this store format are considered to be advertising in elevators, distributing leaflets, placing a bright sign. It is important to note that the sign should be on the front of the store building and be clearly visible from the road when moving in any direction.

Competent design of the sales area is important element marketing strategy. It is necessary to provide for convenient navigation in the store and place the goods in such a way that each position is visible to the buyer. Marketers have long established that the correct display of goods in stores largely creates demand and allows you to increase sales by 10-15%. The placement of items such as wallpaper, flooring and other decoration materials is especially important.

Basic rules of merchandising for home improvement stores:

classification of the placement of the entire presented range of products; separation of large and small-sized goods;

competent placement of commodity groups in the trading floor in accordance with the localization places of the main flows of buyers;

bulky goods should be placed around the perimeter of the store to improve the visibility of the sales area. If the area of ​​the store allows, then on the lower shelves under the demo sample is the product. If the area of ​​the store is limited, then the issuance of large-sized products is carried out at the warehouse with the assistance of a sales assistant;

goods of small dimensions are placed accordingly with their classification and are presented in several copies, which attracts the attention of the buyer. To lay out such goods, racks with hooks and fasteners are used. Small, vulnerable goods are located in the area with good overview;

main volume finishing materials requires a special layout on special equipment: a showcase for wallpaper with rollers, demonstration stands. The most convenient grouping of wallpapers is by colors;

in the checkout area there are small-piece goods, consumer goods and related goods;

broadcasting of accompanying information, allowing customers to navigate in the trading floor;

effective placement of consultants in the trading floor.

Thus, the cost of the start-up advertising campaign will amount to 72,000 rubles. It will take an average of 3 to 6 months to promote the store and reach the desired sales volumes - during this time, buyers have time to learn and get used to a new outlet.

8. Business registration

To maintain retail construction materials do not require any special permits. To open a hardware store from scratch, you will need to collect a package of documents, which includes a sanitary and epidemiological conclusion from Rospotrebnadzor, permission from the fire inspection, regulations to the store. It will also require contracts for the removal of solid waste, pest control and deratization of the premises.

To maintain commercial activities you can register an LLC or individual entrepreneur with a simplified taxation system (“income minus expenses” at a rate of 15%). The choice between an individual entrepreneur and an LLC will depend, first of all, on the scale of the future business. If you are planning to open one small store, then an individual entrepreneur will be enough. If you plan to open a large construction supermarket or a chain of stores, it is better to register an LLC. In this case, you need to select the type of activity according to the OKVED-2 classifier: 47.52 Retail trade in hardware, paints and varnishes and glass in specialized stores.

9. Cost planning

When planning costs, you should divide them into three groups: initial investments, variable and fixed costs. And now, in order.

Initial investment - the amount that is required to start a business. This includes all costs incurred in the early stages of the project: from the cost of finding premises to the purchase of equipment and goods. According to our example, the initial investment will amount to 1 220 000 rubles. Please note that added to the initial attachments working capital, which will be spent on proof of purchase of goods and to cover expenses in the first months of work.

Initial costs

	Amount, rub.
Rent for 1 month
Renovation of the premises
Set shop equipment
Business registration, obtaining permits
Purchase of goods
Working capital

Variable costs consist of the cost of purchasing goods, including shipping. Fixed costs consist of rent, utility bills, fund wages, advertising costs, taxes and depreciation charges.

Fixed costs

	Name	Amount per month, RUB
	Rent
	Communal payments
	Depreciation
	Payroll with deductions
	Taxes (average)

10. Calculation of revenue and profit

Some seasonality should be taken into account when planning the volume of sales. construction business- The peak of sales falls on the spring and autumn months, and the fall in sales - in the winter. The planned sales volume is calculated based on the average bill amount of 3,000 rubles and the number of buyers - 400 people per month. With these parameters, the average revenue will be 1,200,000 rubles per month. You can reach the declared sales volume in the fifth month of the store's operation, taking into account the seasonality of the business.

How much a hardware store can earn

We consider, based on the volume of proceeds, the mark-up on building materials of 65% and all costs indicated in the tables above.

Gross profit (revenue-cost price): 1,200,000 - 727,000 = 473,000 (RUB)

Profit before tax: 473,000 - 269,000 = 204,000 (rubles)

Net profit: 204,000 - (473,000 * 0.15) = 133,050 (RUB)

Of course, in the first months of work, you should not expect such a profit, but when you reach the planned sales volume, you can earn about 130 thousand rubles. per month. In this case, it will be possible to recoup the initial investment in 1.5 years after the start. Please note that these calculations are approximate. In order to start a successful business, it is necessary to develop a business plan for opening a hardware store. This will allow us to assess the prospects for the development of such a business in a specific region, take into account the nuances of a specific project and competently plan each stage of implementation.

11. Risks

When planning a business, it is also worth considering the risks that an entrepreneur may face at different stages of a project. Its specificity determines the following risks of activity:

increase in purchase prices for goods, unscrupulous suppliers. In the first case, there is a risk of increased costs and, as a result, the selling price, which may negatively affect demand. In the second case, the risk is associated with interruptions in the trading process due to a shortage of goods. It is possible to reduce the likelihood of these threats with the right choice of suppliers and the inclusion of all necessary conditions which include financial responsibility the supplier in case of their violation;

insufficient level of demand. First, the demand for building materials is highly seasonal; secondly, it is closely interconnected with the economic situation in the country. In this regard, the risk of a low level of demand is one of the most probable and may arise both due to the low solvency of demand and because of high distribution costs. It is possible to reduce the risk with careful planning of the store's activities and financial results, competent choice of retail space, holding various promotions and discounts, encouraging repeat purchases, flexible pricing;

reaction of competitors... Since the building materials market is quite saturated and competitive, the behavior of competitors can have a strong influence. To minimize it, you need to create your own customer base, constant monitoring of the market, the presence of a customer loyalty program and the formation of competitive advantages;

property risks. This category includes risks associated with damage and theft of goods. The likelihood of this risk is increased by the self-service system. To minimize the threat, the seller-consultant will check the goods that enter the store, control the situation in the trading floor;

refusal to lease premises or increase in the cost of rent. Since location is one of the most important parameters for trading, the loss of space is fraught with large losses. To reduce this risk, it is necessary to conclude a long-term lease agreement and carefully choose a landlord;

staff problems,which means low qualifications, staff turnover, lack of employee motivation. The easiest way to mitigate this risk is at the recruiting stage, by hiring employees who meet all the requirements. It is also worth providing for premium motivation of employees;

deterioration of the store's reputation in the circle of the target audience in case of mistakes in management or a decrease in the quality of services. It is possible to mitigate the risk with constant monitoring of the quality of goods and services, receiving feedback from store customers and taking corrective measures.

SUMMARY

Like any business, a hardware store has its own advantages and disadvantages. The main advantage is the high demand for building materials. It is provided not only by those consumers who make repairs in new buildings, but also by residents who are doing repeated repairs. This means that one consumer repeatedly visits the hardware store, which generates sales. That's why potential buyers the hardware store has a lot.

The negative point is the high competition in the market. It is especially difficult for small hardware stores to survive in the fight against chain hypermarkets. However, even under such conditions, you can occupy your own niche. A well-chosen assortment, active advertising, an advantageous location and loyalty to customers will help in this.

If you manage to win your consumer, then go to profitable job the store may already be in 3-4 months after opening, and the initial investment will pay off in 1-1.5 years. A building materials store is able to earn about 1.5 million rubles. a year and become promising business who has room to grow.

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One of the conditions for the transfer of activities related to the retail sale of goods to the taxation system in the form
UTII is the implementation of this activity through the objects of a stationary or non-stationary trading network.

The main condition for the application of the taxation system in the form of UTII is the use of the object of trade when retail... In this case, it does not matter whether after the retail sale of the goods there will be subsequent shipment and delivery of the purchased products to customers from the warehouse. In any event, if this sale is made through a store, it is recognized as a retail trade that can be converted into payment. So it is indicated in the letter submitted by the Ministry of Finance of Russia.

These conclusions are based on the provisions establishing that the taxation system in the form, carried out through shops and pavilions with a sales area of ​​not more than 150 sq. M.

Trading floor area - a part of a store, a pavilion (open area), occupied by equipment designed for displaying, displaying goods, conducting cash settlements and servicing customers, the area of ​​checkout points and checkout booths, the area of ​​workplaces service personnel as well as aisles for buyers.

For example, if a product is sold simultaneously with its demonstration in the office, and then issued in a warehouse, then this activity cannot be equated with retail trade, which is subject to UTII. As indicated in the Decision of the Supreme Arbitration Court of the Russian Federation of November 6, 2012 No. VAS-13781/12, an office space used to display goods and conclude contracts for the retail purchase and sale of building materials, in the event that goods are released to customers not in this room, but in a separate warehouse building, cannot be qualified as an object of a stationary trade network.

note

An office space in which contracts for the sale and purchase of building materials are concluded cannot qualify as trading place located in a stationary trading network facility. That is why the activity on the sale of building materials carried out with the use of office premises does not apply to retail trade, and is not subject to the payment of UTII (Resolution of the Presidium of the Supreme Arbitration Court of the Russian Federation of 15.02.2011 No. 12364/10).

Retail sale requires a trade object

As seen from judicial practice, the main complaint of the inspectors is non-recognition entrepreneurial activity"Retail trade".

So, if the sale of goods according to samples is carried out in a stationary trading network, it is recognized as retail.

A stationary trading network that has trading floors is a trading network located in buildings and structures (their parts) intended for trading, with separate premises equipped with special equipment intended for conducting retail trade and serving customers. This category of retail facilities includes shops and pavilions.

A stationary trading network that does not have trading floors is understood as a trading network located in buildings, structures and structures (their parts) intended for trading, which do not have separate and specially equipped premises for these purposes, as well as in buildings, structures and structures ( parts thereof) used for the conclusion of retail sales contracts, as well as for the auction. This category of shopping facilities includes indoor markets (fairs), shopping malls, kiosks, vending machines and other similar facilities.

A store is a specially equipped building (part of it) intended for the sale of goods and provision of services to customers and provided with trade, utility, administrative and amenity premises, as well as premises for receiving, storing goods and preparing them for sale.

In the resolution of the Presidium of the Supreme Arbitration Court of the Russian Federation of 04/16/2013 No. 15460/12 we find the conclusion that if the premises in which the merchant carries out retail trade according to samples is located in a stationary trading network facility, then this activity for the sale of goods carried out by the company in this building applies to activities subject to the taxation system in the form of UTII.

EAT. Yudakhina, for the magazine " Normative acts for an accountant "

In recent years, the population of our country has been actively building and no less actively renovating new and old apartments. Many cities are now experiencing a construction boom. And so everyone needs building materials. Selling materials and other components needed for construction and renovation is a lucrative business. Many entrepreneurs have understood this, so there are many shops of the corresponding direction. But there are still unoccupied niches and attractive opportunities in this business. Consider how to open a building materials store.

Store format

Building materials and related product names are sold in different ways. In construction markets, in small stalls, in warehouse stores, in construction supermarkets and in ordinary stores of building materials. Before starting this business, you need to figure out what types of home improvement stores exist. And which of these types suits your capabilities. Or maybe you will study what is and come up with something of your own. So, the conditional division of construction stores:

1. Small shops, from 20 to 50 sq.m. plus a warehouse of approximately the same area. In such a store, one or two groups of goods are usually presented, from 30 or more names. For example, wallpaper. Or paint. Or floor coverings. Along with the main group of products, related products can be sold. For example, wallpaper and wallpaper glue of several names, suitable for the varieties of wallpaper that are present in the store's assortment.
2. More large stores, up to 200 sq.m. total area, the area of ​​the trading floor in this case can be 100-120 sq. m. In such a store, several dozen product groups can be presented. There can be wallpaper, and paint, and several types of flooring, and plumbing, and a board, and pipes. Total amount SKUs of goods can be up to 5-6 thousand items.
3. Large construction stores with retail space from 1000 sq.m. and extensive storage facilities. In such a store, there are usually no less than ten departments, where you can find almost everything you may need for repair and construction. There are hundreds of product groups and thousands of names.
4. Store-warehouse. There is no division into warehouses and a trading floor. The goods are presented to customers in the volumes and quantities that are available in the store. On average, the size of such complex trade enterprises range from 2000 to 3000 sq.m. But there are also small stores, warehouses, where goods of one or two directions are sold.

Required Documentation

First you need to register in the Unified State Register as entity... After that, you can receive a certificate of registration with the tax authorities.

Usually, home improvement store owners choose one of two legal forms doing business - (IP) or (LLC). IP is convenient if you do not have a very large store, and you are its sole owner. An LLC is usually used for a larger business and with co-founders.

You will need to choose a taxation system. This choice may depend on local laws and laws may vary from region to region.

Convenient tax - UTII (), in most regions of the country, all retail outlets, which include a building materials store, fall under it.

If in your city UTII is not provided for this kind of activity, then you can choose the STS -. This tax is 6% if the object of taxation is income, and 15% if the object of taxation is income reduced by the amount of expenses.

Since 2014, introduced new system taxation, patent. It consists in acquiring a patent for each type of activity. This taxation system is only possible for individual entrepreneurs.

From Goskomstat, you should receive a notification that your enterprise has been assigned codes according to OKVED (All-Russian Cadastre of Species economic activity) that match your business.

In addition, you will need to obtain permits from the following authorities:

• City Administration.
• Chamber of Commerce.
• Fire inspection.
• GAI (when organizing parking).

Place for the store

Criteria for choosing a location for a building materials store:

• The proximity of a busy transport highway with a constant flow of cars.
• District of new buildings.
• In a large construction market.
• Close to stores of a similar focus that do not duplicate your store.
• In the area of ​​the industrial zone of the city - there you can find suitable premises at a bargain price.
• The premises must be in non-residential premises, so firefighters will not allow the sale of flammable substances, which make up a significant part of the range of the hardware store, in a residential area.
• There must be ample secure free parking near the store.
• Convenient access roads should lead to the store.
• For a large warehouse-store that sells large quantities of bulky goods, it is desirable to have access railways.
• The store must comply with the requirements of the SES and the fire inspection for the conditions of storage and sale of goods.

The next question that needs to be resolved: rent or purchase of premises? It is, of course, convenient to own a premise in the property, but it requires large investments that will not return soon.

Therefore, if you already have your own suitable premises, great. This will solve a lot of problems. If there is no room, and you do not have a solid initial capital, then it is better to rent the premises for the store. Perhaps it will be a lease-to-buy if your store is doing well and you have a consistently high income.

Shop equipment

The set of equipment is standard and simple and includes:

• Single-sided wall-mounted racks for product display.
• Double-sided racks, which are located in the central part of the hall.
• Showcases-cabinets with glass doors for placing small-sized goods.
• Showcases-counters for some departments of the store.
• Trade nets for hanging hanging goods.
• Fasteners and hooks for placing goods on the walls.
• Packing table.
• Cash register, one or more.
• Shopping carts and baskets.

Assortment of goods

Choose groups of goods that should be in your store after considering the following questions:

• Store size. If you have a large supermarket, you can have a wide and varied assortment. If your store is small in size, then you need to choose one direction.
• The presence of similar stores in your city or area. If you are looking to sell flooring, make sure there is no similar store nearby.
• Buyers' needs. Study the market for construction products, find out what is lacking and what products are in abundance.

In any case, your store should have a wide range of products. A modern customer is spoiled by an abundance of goods and is unlikely to return to a store with a meager assortment. If the area does not allow exhibiting a large number of goods, you can also work with catalogs, on order.

Let's list the standard product groups for a building materials store:

Suppliers

Suppliers can be searched personally by visiting all wholesale centers of the city, or via the Internet. The first method is convenient because it is easier to agree on conditions with personal contact, the second is because you do not need to go and drive anywhere, it is enough to look through the catalogs of the necessary companies and compare prices.

Don't be limited to suppliers in your city, especially if your city is small. Look for suppliers in nearby major cities. This is usually more beneficial.

Often, large bases deliver goods to neighboring cities for free with a sufficiently large order. In many cases, it is possible not only to draw up an application for a product, but also to conclude an agreement with a supplier via the Internet.

Store employees

To open a construction goods store and make it prosperous, you must find experienced employees. Your store should be managed by a person who has worked in this field for more than one year. After all, the assortment of goods, and contacts with suppliers, and personnel management depend on it.

Sales consultants must have all the information about the product, in addition, they must understand the process of construction and repair itself in order to give advice or consultation. If your store has several departments, then each must have at least one consultant who thoroughly understands the products of this department.

In addition to sales consultants and management personnel, you will need cashiers, room cleaners, a warehouse manager and movers.

The remuneration of the store employees should be stimulating: a salary and a bonus, the amount of which depends on the quality of work and the quantity of goods sold. With this approach, employees work most efficiently.

Building materials store business plan

The opening of a small building materials store with an area of ​​about one hundred square meters, according to experienced entrepreneurs working in this business, costs 300-400 thousand rubles.

The average trade turnover for one month is 200,000 rubles. This is with trade margin for goods 20-30%.

Most of the turnover goes to settlements with suppliers (about 70%). That is, 60,000 rubles remain. And you also need to pay salaries and taxes. A very insignificant amount will remain.

Therefore, opening a small store is profitable only if you have the opportunity to inexpensively purchase goods from suppliers and make a mark-up in the store for more than 30%. In addition, you need to agree with suppliers on the supply of all goods without prepayment, for sale. And one more thing - the premises. If the rental price is high, your business may become unprofitable.

Conclusion: opening a small-format building materials store is profitable if you have inexpensive premises (best of all, owned by you) and favorable conditions for working with suppliers.

Opening of a shop with an area of ​​about 200 sq. M. will require an amount of 1.5 million rubles, including the full cost of payment for the goods. The turnover of funds per month is 800-900 thousand rubles, the net profit after taxes is 50-60 thousand per month.

Supermarket of building materials, occupying 1500-2000 sq.m. will require investments in the amount of 8-10 million rubles. The turnover of such a store is approximately 3 million rubles per month, and the net profit is about 150,000 rubles.

This trading option is the most profitable for the business owner and the most convenient for the client, because he can purchase all the basic and related goods for repair in one place.

Building materials store promotion

Since the competition in this business is high, and the location of the store may not always be successful from a marketing point of view - often such stores are located on the outskirts of the city or in industrial zones - advertising becomes of paramount importance.

By the time the store opens, you need to prepare advertisements in the local press, radio and television where possible. You can also install advertising posters and banners on the streets of the city, announcing the opening of a new store, its benefits and discounts to the first customers.

Be sure to start your website on the Internet, because now they are looking for everything that may be needed there. The site must be made with high quality, it must attract attention, give an idea of ​​your range and prices. It should contain information about the time of your work, options for the delivery of building materials, your contact numbers. Remember to update it regularly.

Another effective form of advertising is cooperation with repair and construction companies and teams. They will bring their customers to you and buy materials from you if you give them the opportunity to receive discounts or percentages on the sales of new customers attracted.

You can attract sales representatives who will offer your product to firms engaged in interior design, renovation and construction. So you can find profitable regular customers who will purchase large quantities of goods from you.

Be sure to give regular customers discount cards, simple or accumulative. Do not forget to carry out promotions when new types of goods appear. Invite design consultants or builders to participate in these promotions. Organize online and SMS mailing of news from your store to regular customers.

Construction is one of the areas professional activity that never stands still. Every year, new materials and products appear on the market designed to improve the processes of building construction, renovation, etc. Naturally, trade in this industry must be tightly controlled, otherwise negative economic phenomena- dumping, the formation of the shadow economy, monopolists, etc. To somehow cope with this task, in OKVED 2016, retail trade in building materials is divided into a large number of subsections. Of course, there are fewer of them than in the case of food, but sometimes it is quite difficult to find the right code. The reason for this, in addition to the variety of options presented, is the heterogeneity of this field of activity.

Few of the entrepreneurs are solely engaged in the trade in bricks or timber. As a rule, such organizations offer a wide range of products for any need, from the raw materials themselves, to tools, fasteners and related products. In addition, specialized stores usually have their own delivery and other services. And they already belong to another section of the OKVED. So it turns out that in order to organize a normal business in this industry, it takes a lot of time to select a combination of codes that would fully reflect the essence of your activity. But we will not delve into the specifics, but simply consider the main types of goods that are included in the concept of retail trade in building materials.

Products and names by groups

Let's say right away that the Federal tax office tried to somehow make life easier for distributors of this type of product by combining some similar products in one subsection. A striking example of this is “47. ", Which contains:

• Hardware trade.
• Glass products.
• Paints and varnishes.

If your company or store decided to implement just such a set at its points of sale, then you do not need to search separately for the code of each of the subspecies. You can specify a general one, and that will be enough. If, for example, you sell glass and glass products, but do not have the names of paint, then you will have to enter only subparagraph 47. .3, and then if the sale is carried out in specialized stores.

Incidentally, this is a separate topic that also requires attention. According to OKVED, retail trade in building materials can be carried out in almost any way. The most common option is specialized retail outlets, special hardware stores, where you can find any product for repair and construction. However, there is also an alternative in the form of all kinds of trays in the bazaar, stands in trading halls, trade through specialized resources of the Internet, etc. Many just want to keep a warehouse with products and not have anything to do with the actual sale, dealing only with hot and cold calls and sending their goods through transport services. But it is worth remembering that in this case, a completely different group of codes operates. All-Russian classifier types of economic activities. And if you do not indicate them, and the tax office will record the fact of sending and receiving for this Money, you face a serious fine and other sanctions. So, first decide on the method of trading and its instruments that you will use, and only then register a new subject.

Other types of goods

Other goods also belong to the construction theme: bricks, concrete blocks, timber, cellulose, metal and non-metal structures, finished wooden products. You can also think of various solutions, seals, connectors, solvents, etc. Accordingly, for each name in the OKVED edition of 2016, there are codes that you must indicate during registration if you are going to retail the above products.

Some difficulties and features

The building materials market is very heterogeneous and volatile. Due to the serious pace of world progress in this area, new types of products appear almost every day on the shelves of stores, construction bazaars and other specialized places. Therefore, it is almost impossible to track and predict what your company will trade in a year. The only way out is to simply determine the direction and adhere to this vector of development.

And in order to further minimize contacts with state control bodies and, at least for the near future after opening, forget about filling out official documents Before you go through the registration procedure, prepare for this process. Find on the Internet the OKVED base, and in it section 47. under the letter "G ". This is where the codes you need are located. You will have to sit for a while to find and fix the necessary ones, but at the end of this operation you will have a powerful tool and all the necessary information to correctly fill out the forms necessary for registration.

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

According to a study carried out by ABARUS Market Research, the Russian construction materials retail market is at an early stage of development in comparison with the Western one. At the same time, the annual growth rate is 20%. In 2007, the volume of the retail market for household goods and repairs amounted to more than $ 14 billion in Russia. In 2011, the market volume was about $ 17 billion, and by 2020 the market volume will be about $ 30-35 billion. (expert opinion).

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

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

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

Have of this type store has the following advantages:

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

1. Organization of retail trade in building materials

1.1. Premises

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

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

1.2. Equipment

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

1.3. Staff

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

1.4. Range

During the repair, it often happens that there was not enough glue for wallpaper, the blade of a hacksaw for metal broke, there were not enough nails, the glue disappeared somewhere, the neighbor took the screwdriver and did not return it. The buyer is not interested in going to a construction hypermarket for such small things, all this, he is ready to buy next to the house, even for more high price, in this regard, all this should be presented in the range.

Approximate assortment of the store:

• Expendable materials for tools
• Mounting glue
• Wallpaper glue
• Nails, dowels, bolts, etc.
• Building tools
• other related goods.

For optimal performance, the range of products sold should be about 300 items.

1.5. Suppliers

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

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

2. Feasibility studies

2.1. Opening capital costs

To maintain assortment and smooth trade stocks of goods must be at least two monthly receipts (in purchase prices), and the optimal balance is 2.5-3 monthly receipts.

2.2. Revenue

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

To calculate payback and profitability, the amount of monthly revenue was 400 thousand rubles.

2.3. Cost price

The mark-up on the products sold is 50-80%, depending on the product, for calculations they took an average mark-up of 60%

2.4. General expenses

2.5. Calculating the profitability of a building materials store

2.6. Payback calculation

3. Organizational issues

3.1. Organizational form

The optimal organizational and legal form is individual entrepreneur.

3.2. Tax system