Before starting to create business plans for an enterprise (store) wholesaler retail you need to study the initial features of this business. They are very specific.

Features of a Retail Store Business Plan

The assortment is the cornerstone of successful retail sales, expand the list to the maximum, look for products that competitors cannot put on the counter. You can increase profitability by increasing the speed of turnover.

Use standard advertising techniques: introduce discounts, report promotions. Ordering professional monitoring of popular products is a very expensive undertaking. Try to conduct a simplified version of it yourself: conduct a survey among store visitors, encourage all participants with nice presents. The analysis of questionnaires will indicate which assortment group to pay attention to in the future.

An important point is the statement staffing. At first, it is desirable to achieve its compactness by introducing combined positions. Vendors may act as a window dresser and sometimes act as a courier.

Services for the delivery of goods are unconventional for retailers, but they are in demand. So, it is worth paying attention to this point, to justify its effectiveness.

Features of a business plan for a wholesale and retail store

If you have accumulated experience, feel the presence of healthy adventurism, look for at least a dozen types of products that will be purchased in large quantities.

Retail is designed for the occasional shopper, spontaneous, impulsive spending. The man looked into the store, admired appearance goods and bought several units. Opens space for advertising, it is easy to convince the visitor to purchase something in a single copy. Becoming a wholesaler, you must find, attract the following categories of buyers:

• – smaller retailers who will retail your products;
• – people who use your products for their professional activities.

Focusing on wholesale trade, you move to a more complex level of relationships in the "supplier - seller - client" scheme. To begin with, a number of structural transformations will have to be carried out:

• – to increase the area of ​​warehouses;
• - to modernize the thermoregulation system, adapting its long-term storage of goods;
• - pay attention to the packaging of products;
• - acquire vehicles For delivery small wholesale, having your own cargo taxi will increase the list of regular customers.

Do you know how to succeed in business thanks to the experience of successful entrepreneurs?

Features of a Clothing Retail Store Business Plan

First, you need to study franchise programs large companies selling clothes. If the "monsters" of the market consider you a worthy partner, entrust the implementation of models of branded brands, then there will be preferential terms of supply and ready-made marketing concepts. Inevitable disadvantages:

• - the assortment policy is dictated by the franchisor, and you have no room for maneuver;
• - territorial limitation, you can become a franchisee only at a considerable distance from the flagship stores of the parent company.

Alternative with good prospects– sale of products of private sewing workshops. Clothing is subject to the rigid dictates of fashion. When the season ends, prices have to be halved or tripled, so it is advisable to order small batches of diverse models.

You can also look in your city for nuggets-fashion designers, preferably winners of any professional competitions. The appearance of author's collections in the store will lead to a surge in customer activity. Additional costs: you will need to conduct several high-profile PR campaigns for your protégé.

As a rule, several business plans are drawn up. One of them is a starting one, it requires special care in development. Here, expenditure items are taken into account: rent, utility and tax payments; spending on the purchase of goods, wages.

Estimated sales revenues are checked by mathematical modeling, determining the amount of the average check. When the business proves its viability, gains momentum, you can update long-term plans. At this stage, creative experiments will already be acceptable.

Wholesale business is a special field of activity with its own unique specifics. To achieve an excellent result and receive a stable income, you need to know this specifics perfectly. Many entrepreneurs view the wholesale business as an opportunity to earn good money without much effort, and they are absolutely right.

You will learn:

• What is a wholesale business
• What are the advantages and disadvantages wholesale business
• What are the types of wholesale sales
• How to organize a wholesale business
• Do I need investments to start a wholesale business
• What are the most common mistakes people make when starting a wholesale business?

What is a wholesale business

Wholesale as a business is the purchase of products in large quantities from a supplier or manufacturer (less often) for its subsequent sale in small quantities. That is, the product is bought not by the end consumer, but by a business representative in order to subsequently resell it or use it for production needs. Of course, the wholesale business takes far from last place on the issue of economic relations between industrial sectors, manufacturers of goods and companies engaged in retail trade.

Ambitious start-up entrepreneurs often face the problem of choosing between wholesale and retail trade. Each industry has its own advantages and disadvantages. The choice can only be made by carefully analyzing each of them.

To reach the heights in retail, you need to:

• To find the appropriate premises, in order to ensure the competitiveness of the enterprise, the location must be "profitable", passable.
• Have sufficient cash to buy out/pay rent and purchase goods.
• Have the necessary financial resources to adequately pay for the work of staff.
• Allocate funds for advertising and further promotion of the enterprise.

To organize a wholesale business, you should:

• Choose one or more reliable suppliers.
• Conclude agreements with stores in which goods will be sold.
• Choose a method of transporting goods (you can rent or purchase trucks in the required quantity).
• Find staff.

How to increase profits for a wholesale business

Wholesale companies are "sandwiched" between suppliers and buyers, who themselves face all the problems of the crisis period. How to build sales so that counterparties are satisfied, and this only benefits the company? Check out seven solutions that have helped wholesalers not only maintain, but raise the bar. You will find them in the article of the magazine "Commercial Director".

What are the types of wholesale

The two main forms of wholesale trade are:

• No need to advertise the company - enough build a customer base retail partners.
• The ability not to focus on the location of the wholesale warehouse or enterprise, unlike retail stores. The wholesale base can be located in any place convenient for you.
• The amounts of wholesale transactions and contracts are much higher than retail ones.
• Wide sales area.
• Opportunity to enter into many contracts with large manufacturers, including regional ones, since they often resort to the services of wholesalers.
• The chance to realize the most advantageous views products, such as tobacco products, alcohol, semi-finished products; retail companies must create an extensive product range, seeking to satisfy all consumer needs.
• Savings on the purchase of wholesale goods - this allows you to set the retail price of your products.
• Strict regulation of the conditions for the sale of goods by an agreement between wholesalers and retailers; thanks to the drawn up agreement, the possibility of disagreements and conflicts between organizations is practically excluded.
• Receive payment for the goods immediately after delivery - the wholesale supplier does not wait until it is sold.
• Taxation rules for wholesale trade, according to the legislation of the Russian Federation, are quite simple. Retailers are subject to Single tax on temporary income, while wholesale companies have to pay contributions under the DST or STS (General or Simplified Taxation System), which is much more convenient.
• Direct cooperation with experienced buyers who are interested in the low price of products and are constantly trying to reduce the cost.
• Requests from buyers for maximum deferred payments.
• Endless debts on the part of buyers and, as a result, an increase in overdue accounts receivable.
• Competitors regularly sell goods at reduced prices, which affects the quality of products.
• Incoming requests from customers to fulfill their conditions (for example, labeling products with special labels, bringing products by a certain time in small batches, using euro pallets for delivery, and many others).
• The lack of points of control over the work of managers in the sales department.
• Disruption of communication in the departments of the company, which causes disruptions in work and delays in deliveries.
• The absence of the effect of advertising that does not contribute to the promotion of products.
• Imposing huge penalties for non-compliance certain conditions according to supply contracts.
• Periodic "churn" of customers, some of which go bankrupt, others - make a choice in favor of other suppliers.

1. transit. It provides for the delivery of products to retail outlets directly without export to a wholesale warehouse. The main advantage of this form is more high speed trade turnover and safety of products.
2. Warehouse. Products are sold from stock. The form, which is by far the most common, allows you to prepare goods before sale and supply retail outlets with small quantities of the products that are required in this moment

Wholesale points are also differentiated by the breadth of the range of goods:

• A specialized (narrow) assortment implies the presence of less than 200 items.
• A "limited" assortment is considered to be the names of goods in an amount of less than 1000.
• A wide assortment is from 1 to 100 thousand items.

In terms of turnover, wholesalers are small, medium and large.

According to the method of delivery: goods are delivered to the points by the company's vehicles or employees of the company. Products can also be issued directly from the warehouse.

There are several marketing systems - exclusive, selective and intensive. On one of these systems your business will be organized.

If the activity is based on an exclusive system, the manufacturer must issue a license to trade, according to the conditions franchising. The number of intermediaries is minimal. In the selective system, which also includes the wholesale business, the organization and the manufacturer enter into distribution agreements. In this case, technically complex goods are usually subject to sale. An intensive distribution system implies the presence of a large number of intermediaries and wholesalers.

Is it possible to start a wholesale business without investments

Wholesale business without investments is real. Entrance to it is possible in the complete absence Money. Everything that a person who wants to work and earn money needs - telephone communications, open access to the Internet and focus on results. One can treat the issue with a share of skepticism, saying that all niches are already occupied, but there is no start-up capital. But the advantage of the wholesale business lies in the fact that it does not require financial injections. You need to be a sociable, confident and quick-witted person.

This option will appeal to newcomers to the business.

3 myths about the wholesale business

1. "The retail buyer can find a supplier himself." It is not uncommon for an enterprise to not receive profit in full with sufficiently efficient operation. The reason may lie in the inability or unwillingness of the supplier to self-advertise. Most of the category of people who deny the Internet, Yandex.Direct and other advertising channels are men over the age of 50 who started their business back in the 90s. The buyer, of course, can find a supplier himself. But it is worth considering the large territory of our country and the large volumes of consumed wholesale products. In any case, not every entrepreneur manages to sell the maximum amount of products. The main task of the wholesale business is to help suppliers sell goods on a huge scale.
2. “If I bring the supplier and the client together, they will do everything themselves, and they will throw me.” You can eliminate such an unpleasant situation by concluding an agency agreement. The probability that you will be "thrown" will be reduced to zero. The essence of the agreement is that when you find customers for the supplier, you will receive a percentage of the volume of goods sold. In this scenario, it is unprofitable for the supplier to terminate business relationship with you, because it is in his interests to regularly sell products, in which you help him.
3. “Getting customers for wholesale is very difficult.” Entrepreneurs in the wholesale business often find customers through online classifieds. Contextual advertising Yandex.Direct is also a very effective business tool. Thanks to a simple algorithm, even a novice businessman can create a good selling ad that will help attract customers. At the moment, a number of holdings and large companies are looking for suppliers on the Internet. However, many entrepreneurs dismiss this option, which is very "handy" for novice savvy intermediaries. Not the last role in the issue of attracting customers is played by cold calls and the work of high-class sales managers.

How to start a wholesale business

Stage 1. Market analysis and identification of the most liquid (fast selling) goods. To identify and predict the most popular wholesale options, it is absolutely not necessary to dive into a deep study of all existing offers. Pay attention to food products: flour, granulated sugar, butter, children food, canned food. All these products allow you to start a business without investments in the wholesale trade. Just agree on cooperation with an inexpensive manufacturer, and the matter is small.

Stage 2. Niche selection. Think about what niche you would like to occupy. The easiest option is to work with small wholesale lots. If you decide to open a wholesale business from scratch, this will allow you to gain valuable skills in concluding contracts and determining how to make a profit.

Stage 3. Selecting a product group. When choosing products for sale, consider several important components:

• Give preference to the group of products in which you are well versed. For example, if you received your education at a forestry institute, focus on products in the field of woodworking. At the same time, for a person who has a great desire to develop, there are no boundaries. Even without the appropriate education, it is quite possible to understand the products of any industry.
• Analyze what products are presented on the local market, what products are in the greatest demand, pay attention to the pricing process, find out which regions act as suppliers. Next, find a manufacturer where you can sell similar products at reduced prices and offer potential consumers their wholesale.
• When selecting products by category, make a choice in favor of those products whose sales do not depend on the season, weather conditions and other similar factors. Buying perishable products is also not worth it. Starting a business, do not take into account exclusive products that are popular in a limited circle of buyers.

Stage 4. Warehouse selection. Before organizing a wholesale business, select a warehouse. Its absence can be a significant problem. Many entrepreneurs are now talking about the shortage of warehouses both in megacities and small towns and villages. That is why the rent results in a large amount, especially if the area is large and the location of the premises is good. When organizing a wholesale business, remember that you need to rent or purchase warehouses after you have chosen products for sale. This is due to the fact that the storage conditions, for example, for home appliances differ significantly from the principles for storing dairy products.

Consider buying and renting a space. Perhaps the construction of a warehouse will be a much more profitable undertaking than monthly rental payments. The construction of a prefabricated warehouse has long ceased to be a difficult task - there are all conditions for organizing such a premises. Also consider buying or renting shelving, refrigerators, and other equipment to keep your warehouse running smoothly.

Stage 5. The search for a supplier is a key moment in the organization of wholesale trade. Of course, it is better if the manufacturer works in close proximity to you. Find people who make products and are interested in selling them quickly. Such an enterprise or company can be a furniture factory or a dairy plant with reasonable prices. In this case, you should not have any difficulties with delivery - and this is also a huge plus.

Often large-scale federal manufacturers work with many wholesalers or regional dealers. As a result, a long "chain" of sales goes through several wholesale outlets. It all depends on the number of competing companies in the trading industry, the level of demand for the product and the size of the retail market. Goods always get to retail points of sale through wholesale, and only then sales begin.

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When choosing a group of products for wholesale, remember that a wide range of products always contributes to generating income. The increase in the volume of deliveries and contracts with partners is a gradual process.

Finding a manufacturer that does not currently have a company through which you can buy goods in bulk is not an easy task. But in the interests of manufacturers and large suppliers - long-term cooperation with the wholesale business, and therefore its representatives are always offered bonuses and discounts. Direct cooperation with manufacturers without intermediaries can significantly save money.

Stage 6. Recruitment. Important role in the organization of the wholesale business, interaction with sales representatives plays. The main task of representatives is to find the largest number of retail outlets sales, taking over the sale of certain products. You usually need to pay for goods either immediately or after they are sold in the store. Sometimes sales representatives also act as forwarders, delivering products to points of sale, doing paperwork and issuing goods. A sales representative is a key link in any chain, since it is he who finds potential clients, concludes supply contracts and works directly with store employees.

In the work of a wholesale organization, it is important not only Sales Representative. You should establish cooperation with a PC operator who will process applications, an accountant, a storekeeper, a cashier and a driver.

Stage 7. Purchase of transport. Ideally, you should buy a car. But if you don’t have such an opportunity yet, you can rent a vehicle or find drivers who already have a personal truck. If you plan to sell products in large quantities, buy a forklift.

How to open a wholesale business branch in the region

Before each wholesaler, sooner or later, the question arises of building a sales system in the regions. How to most effectively promote your products hundreds of kilometers from the head office? How to minimize the risks and costs of logistics? How to keep brand reputation under control? The Commercial Director magazine answers all these questions in its article.

What contract to conclude with the supplier

An agency agreement is concluded between a businessman engaged in wholesale trade and a supplier. It provides for the responsibilities of each of the parties and ensures their mutually beneficial relationship. According to the agreement, the wholesale businessman is looking for customers for the supplier, and the latter, in turn, pays interest for each of the completed transactions.

When concluding a contract, pay attention to several aspects:

• The main function of an agent is to look for buyers.
• The contract is signed by the agent and the supplier.
• Signature can be put individual who does not have an LLC or IP.
• The document must contain the percentage that you receive for the transaction.
• The contract may contain sales volumes, payment methods (bank transfer, cash), work schedule and other details.
• The contract prescribes the information available in the Civil Code. It says that the contract obliges the agent, for a fee, to legally act on behalf of the principal on his own behalf, but at the expense of the other party, either at his own expense or on behalf of the principal.

There are a number of options to consider here:

• You, that is, the agent, act on behalf of the supplier and at his expense.
• You are acting on behalf of the supplier, but at your own expense.
• You are acting in your own name and at your own expense.

Of course, the presence of an agency agreement does not give a 100% guarantee in case of cooperation with a dishonest supplier. This document is designed to provide you with emotional peace and confidence that you are acting in accordance with the law. The presence of an agency agreement is a reason for the supplier to be confident in your decency and legal literacy. It is much more important, of course, to agree with the second party in a human way, establish good relations and let the supplier understand that, working with you, he will always be afloat.

1. Before implementing a wholesale business plan, choose the niche you want to fill and analyze the market.
2. Study the properties of the product you would like to work with, learn more about the sales market and do not lose sight of the seasonality of the product.
3. At the beginning of work, always focus on accumulation (money, customers, product leftovers).
4. In the process of developing activities, the staff will expand, and therefore carefully calculate each step, think about the advisability of hiring new specialists.
5. The beginning is always the most difficult, and therefore there will be a lot of work; for an indefinite period, you can forget about holidays, weekends and vacations.
6. If you can not take a loan and impose other financial obligations, give them up, at least until you are sure that you are not at risk.

Typical mistakes of beginners in the wholesale business

1) There is no clear plan of action. There are no improvisations in business, and this, unfortunately, is forgotten by many novice businessmen. The difference between business and everyday life lies in the fact that things left to chance turn out to be insoluble and do not bring good results. Many entrepreneurs do not have an action plan, a project. A business plan (wholesale sales) should accompany you from the very beginning of the activity. Subsequently, there simply will not be time to compile it.

If you want to make a profit from work, write down each action and make up for a year. Think about what you need to expand your customer base, how to turn random customers into regular ones, write down the actions on paper. Work on the personnel search system, select employees, find suppliers. Developing a clear plan will take you the minimum amount of time, but it will save you the most in the future.

2) Incorrectly distributed start-up capital. Most beginners who ask the question: “How to open a wholesale business?” Want everything at once, and therefore irrationally spend start-up financial resources. Irrational expenses include the purchase of ultra-modern equipment, high rent for a warehouse and high salaries of specialists. Remember that the money business brings, first of all, sales. Therefore, it is better to direct the funds to the development of sales, supply chains and distribution.

When drawing up a business plan, pay attention to the most costly items. Analyze them and understand that at the very beginning of the work you will not need. You can cross off the list of new expensive office equipment, the creation of a modern personal website - you will deal with these issues later. If you can work not in the office, but in any other room, refuse to rent. Drive into new office you always have time.

3. Misunderstanding the importance of the target audience. Beginning businessmen often have no idea about the target audience and market segmentation. And, at the same time, these are key values ​​in business. If you don't identify your target audience and understand who your product is intended for even before you start selling it, it will be very difficult to create an effective plan for its implementation.

An advertising campaign is effective when it is clear for whom it is designed. Think about who your product is for? What age are these people? How much, on average, do they receive per month? Being sure that your concept is interesting to any category of the population, you should not direct advertising to everyone - you will lose time. The success of your business depends on how accurately you represent a potential client.

4. Misunderstanding the difference between selling and marketing. A number of entrepreneurs do not understand how sales differ from marketing, and are sure that these concepts are almost synonymous. But it's not. Let's take an example. The seller generates and implements wholesale business ideas, takes a number of actions so that a person purchases products. These are sales. Actions on the part of a marketer aimed at making the buyer contact you - marketing.

If you know exactly about your target audience, there will be no problem with advertising. You will clearly understand how and where it is better to give it. There are a million ways to attract a client. One business is effectively promoted using one advertising campaign, the promotion of the other is based on a completely different concept.

5. Expect instant profit. Many entrepreneurs do not understand: there is no instant income in business. This is especially true for those who have not previously conducted such cases. And, if it is not possible to make a profit during the first months, people leave the business. And you just have to be patient.

When calculating any business plan, the fact that the first year of operation does not give almost any profit is taken into account. Moreover, it can be very costly. And only then the losses become minimal, then they are reduced to zero, and after a couple of years, the ready-made wholesale business begins to generate income. Patience is the foundation of any business project.

How to increase sales in wholesale business

There are ways by which you can attract customers and increase sales. For example:

• Streamlining the sales management system.
• Interaction regular customers and getting them to work.
• Creation and implementation of a high-quality advertising campaign.
• Increase in client base.
• Converting potential customers into real ones.
• Increase in marginal profit.
• Competent system of motivation of sales specialists.
• Efficient work with receivables.

All these manipulations can be carried out within the framework of a small enterprise using special business technologies.

How to turn wholesale business customers from potential to regular

How the wholesale business is organized, and what are its specifics, is completely unimportant. The main thing is systematic and continuous sales. In this regard, the key point in the system is the development of a sales funnel. Moreover, it is important not so much the presentation of this funnel as effective work with her. Basically, wholesalers go through 6 stages of sales, at each of which it is important to negotiate with customers.

The first block is the number of clients called by managers.

The second block is the number of interested customers who received a commercial offer.

The third block is the number of clients to meet.

The fourth block is the number of people with whom meetings have already taken place.

The fifth block is the number of buyers who signed the contract.

The sixth block is the number of buyers who received the goods from the first shipment.

Who can be trusted to do this work? Commercial department companies. If we talk about a three-level sales department, then the department located on the first level creates a flow and makes cold calls. He is not engaged in negotiating and paperwork.

More qualified managers close sales. At the same time, high-class professionals, as a rule, do not want to deal with "cold calls", they are more willing to talk with regular customers, draw up documents and take orders. This leads to a cessation of the influx of new faces into the wholesale business. Therefore, the best option is to create a three-level sales department, in which responsibilities will be clearly distributed among employees.

After visualizing the funnel, you need to describe the indicators that exist at each level. If there is no systematic measurement of indicators, start measuring right now, and then at any time you will be able to assess the reasons why revenue does not increase and sales do not increase.

How to identify the "weak points" of the sales funnel

Galina Kostina,

Head of the consulting agency "ProfBusinessConsulting"

Having cut the funnel, you will understand how many potential consumers move to new level. For example, at a certain stage, a narrowing of the funnel is observed. This means that it makes sense to talk about a weak spot in the overall system, and you can quickly intervene and correct the situation.

Example 1 The daily duties of managers include 50 cold calls, which is reflected in the checklist. However, there is no influx of new buyers. The reason may be the ineffectiveness of the cold call, the inability of the manager to negotiate at the proper level, or the initial incorrect drawing up of the buyer's portrait.

Example 2 Through cold calls, many customers are interested in your company. You sent them a commercial offer (due to this, moving to the second block). And here the funnel suddenly narrowed because the client did not want to meet. The reason is the misconfiguration commercial offer, which the potential consumer is simply not interested in. The point is that buyers this case are experienced buyers who pay attention only to numbers, and not to goods that can be highest quality. Therefore, think about how to make the most attractive commercial offer.

Example 3 Your employees regularly have meetings, you send specialists on business trips, but all to no avail - contracts are not concluded. Review the negotiation model, organize seminars or courses for employees where they could acquire the necessary skills. After training, evaluate the situation.

Example 4 Contracts are concluded, but at this stage the buyer stops working with you: he does not make orders, and no shipments are made. You will need the help of qualified managers who know how to work with objections and who are fluent in communication skills.

Information about experts and company

Galina Kostina, head of the consulting agency "ProfBusinessConsulting". Business Consultant, expert in increasing sales and profits for small and medium-sized businesses. He has 18 years of experience as a top manager in large manufacturing companies. Worked her way up from Chief Accountant (including at Wimm-Bill-Dann) and Director for Economics and Development to founding her own Consulting Agency. He has a successful experience in implementing internal development projects, strategic planning, expansion of production, attraction of investment financing. Author of articles for professional federal publications, presenter of trainings and master classes.

Consulting agency "ProfBusinessConsulting" is a team of professionals dedicated to technologies for growth and achievement of results for small and medium-sized businesses.

How to start a clothing business?

The business of selling clothes has long proven its profitability. Things have always been bought, and will be bought, no matter what kind of business it is: the business of selling women's clothing, men's or children's. Many aspiring entrepreneurs often face the question: “Which business format is better?”, “Where is it more profitable to start?”. The questions are really difficult, because you can open wholesale organization and become a supplier, you can open a standard retail store, or you can start with a simple online store. The choice is sufficient, so you need to analyze this question “from and to”, so that later it does not turn out that the choice made is a big mistake.

Clothing business formats

There are three business options for selling children's clothing, men's and women's.

1. Wholesale trade.
2. Retail through a general store.
3. Sale through an online store.

Wholesale clothing- this is a kind of store, the purpose of which is still the same: the sale of goods. Only the target audience not customers, but retail stores. That is, the process is as follows: a wholesale store buys goods in large quantities, becomes a supplier and begins to look for options for selling products. These options are retail stores. Thus, a small chain is obtained: manufacturers, from which the wholesale company is purchased, - the wholesale company, from which retail stores are purchased, - retail stores that sell their goods to customers.

Retail- This is a regular store, in this case, specializing in clothing. The target audience is consumers. The main characteristics that are inherent in all retail stores are:

1. square trading floor,
2. level of customer service,
3. amount commodity items,
4. product placement technology.

These characteristics are both distinctive and, thanks to them, the stores have their own identity.

Selling through an online store- a popular method today. It involves organizing and doing business online. Customers can shop without leaving home. To do this, they just need to choose the right thing and pay for the goods either with a card or using a payment system. The main condition for organizing an online store is to make the process of making a purchase as comfortable as possible for customers so that they want to return to shopping.

The process of opening a wholesale company

Opening a wholesale company, regardless of the type of clothing and target buyer(mono-brand or multi-brand store, stock, second-hand, boutique), has common components:

1. a detailed business plan for a wholesale warehouse;
2. building;
3. storage equipment;
4. suppliers;
5. employees (usually from 5 to 10 people);
6. set of permits.

First of all, you need to get acquainted with competitors, collect maximum information on sales in a given region, and identify its dynamics. It will not be superfluous to talk with dealers. Before opening a wholesale store, it is necessary to make the maximum detailed business plan, which will reflect all financial information.

Finding a location is not the most important step. When opening a wholesale company, an advantageous or good location is not required at all, since retail stores will either come to pick up the goods themselves, or even provide all the work to the wholesale company. Therefore, the optimal location will be the most important. The building can be found ready-made or built for specific purposes (depending on the availability of available funds). Before renting or buying a ready-made premises, you must make sure that it is suitable for a warehouse.

After the building is rented or bought out (built), you need to start arranging the premises: it is worth dividing it into sections (loading, unloading, receiving, picking, storing goods). Equipment will also be needed, depending on the range, weight and dimensions.

The supplier selection stage is different for each store type. If the target audience is stock stores, then you need to buy clothes either from manufacturers or from stores that have leftovers. Secondhand stores are the most economical option (purchasing clothes is cheap, unlike others). Suppliers are companies that collect things. Multi- and mono-brand items, as well as expensive and elite items for a boutique, are purchased directly from manufacturers.

The wholesale store will need employees.

1. Boss.
2. Additional workers, in the amount of 5-10 people.

To make it easier for retail stores, you need to make access roads convenient and free. A good option is a building on the outskirts of the city, where you can easily and without traffic jams.

Store opening process

Opening a store begins with drawing up a business plan for selling clothes. After that, registration (LLC or IP) begins. Next, the most important step is finding a location. It should be in passable place where there is a large flow of people every day. It could be shopping center or separately standing shop in the city center on a busy street. It all depends on the type of clothing sold and its target audience.

The size of the premises also varies depending on the type of clothing sold. For example, a second-hand store does not require a large room. After the premises are rented, the search for suppliers, the purchase of equipment and the hiring of personnel begins.

Suppliers by and large will be wholesale companies. You can search for them either through friends or through ads on the Internet. Equipment also depends on the store. If this is a boutique, then everything should be expensive, and if it is second-hand, then a lot of equipment will not be needed and, in principle, they will not pay attention to it.

Hiring staff is another crucial moment, since the profitability of the business (its profitability) depends on the employees. And the last step is advertising. More about opening retail store(its stages, main advantages and disadvantages regarding each type of clothing) can be found in previous articles.

Opening an online store

The business of selling clothes online is as follows. The first is the search for suppliers. It is very important for an online store to have a quality product. You can create your own warehouse where the clothes will be stored, or you can agree with the supplier that the clothes will be picked up from his warehouse for each order. The second option is cheaper regardless of the clothes, their quality and brand.

To open an online store, you need a website. For the site - hosting and domain, for which you can find low prices. Hosting is paid every month. You will also need to register entity(LLC or individual entrepreneur), so as not to have problems with the tax office.

It is important to provide for payment and delivery methods, there must be a choice so that the buyer finds something suitable for himself.

When suppliers are found, the site is created, you need to attract buyers. To do this, you need to start active promotion: contextual advertising ordered in Google or Yandex. It will attract to the store those who see this advertisement and follow the link. There is another option - advertising in boxes. You can create your own affiliate program so that buyers bring their friends and acquaintances and receive interest on their purchases.

Promotion is a means to form a base of regular customers. It is aimed at sales (20% regular customers= 80% of sales). In order to keep customers, you need to hold constant promotions and discounts, give coupons and send out messages with great deals.

Online shopping has its pros and cons. Of the advantages, it is worth highlighting the simplicity and minimum costs, and of the minuses that it is unlikely to be achieved high income(of the three options, this one has the lowest yield), unlike retail or wholesale stores. There are also limitations on target audiences.

Any business selling clothes can make a profit. All this will happen only for different periods of time. Retail store has the fastest payback period.

And the easiest method of organization is an online store. A wholesale company, on a par with an online store, is not characterized by such high costs. But retail profits are also higher. Each business option has its positive and negative sides. Therefore, each entrepreneur must independently make a choice based on their experience, capabilities (including financial ones) and desires.

Undoubtedly, the grain market in Russia is well developed. At the beginning of the last century, it was our country that held the leading position in the export of grain in the world, which we managed to maintain until today. By this indicator last year managed to get ahead of such giants as the US and Canada. The domestic market is full of small joint farms, which are unable to properly organize sales. There is an acute need for intermediaries between producers and consumers. For this reason, we propose to consider a business plan for the wholesale grain trade with calculations.

Work algorithm

Before drawing up a business plan for the wholesale grain trade, it is worth delving into the specifics of the business and understanding what's what. The algorithm for doing business is as follows: the reseller buys wheat and other grain crops at the time of harvest. As a rule, then the price of grain is the lowest in the whole the production cycle. Although there may be exceptions here: fluctuations in the exchange rate of the ruble and gasoline prices, changes in the climatic and economic situation.

Like the market valuable papers, the intermediary must capture the slightest impulses in grain prices and analyze the data received. Based on the results, the reseller must predict when maximum price and when to sell grain. There are some trends here: usually the maximum price is reached in late winter - early spring, when most of the stock has already been used up.

Harvest should be bought in the Krasnodar and Stavropol Territories, Rostov and Voronezh Regions. The best distribution channels are abroad or to the northern regions. Buyers are ready to take the product at an inflated price, but the logistics costs in this case increase significantly. In addition, deliveries will be accepted from several thousand tons, so significant investments in purchase and storage will be required.

Business risks

The agricultural market for the sale of grain is well developed in Russia, and all acute issues have long been resolved. What you need to pay attention to when buying grain for resale:

• Before purchasing grain, it is necessary to take the product for quality examination.
• Grain is taken for verification from different storage locations. Unscrupulous entrepreneurs hide low-grade grain under the top layer of class I.
• The examination is carried out in special laboratories, institutes and elevators, the results are documented.
• It is necessary to study the technical parameters and GOSTs for grain to facilitate the determination of grain quality.
• Do not neglect the search for clients on the Internet.

We equip the hangar

If you decide to seriously engage in the wholesale of grain, then you just need to build your own storage hangar. Example. To sell grain to flour mills, the volume of delivery must be at least 1000 tons of grain. It will be extremely difficult to find a manufacturer willing to sell and deliver such volumes. Therefore, the reseller buys grain of the specified class from several dozen small farms, accumulating goods in hangars.

The warehouse must strictly comply with government requirements on:

• scale.
• temperature.
• ventilation.
• Sanitary condition.

The hangar must be insulated, well ventilated with the function of maintaining constant humidity and temperature. The required storage area for 2,000 tons of grain is at least 1,000 square meters. Finding such a hangar for rent is an impossible task. The most obvious is to build your own warehouse visit.

To build, you will need to go through several stages:

№	Stage	Price
1	Finding a place	–
2	Conclusion of a land lease agreement for 5 years*	500 000
3		200 000
4	Obtaining a building permit	–
5	Foundation device	3 000 000
6	Construction manufacturing
7	Mounting
8	Additional work
Total		3 700 000

Organizational moments

In this case, the optimal choice organizational form there will be an LLC with a simplified taxation system. This form makes it possible to enter the international market and cooperate with major market players. To engage in speculative business, it is necessary to license the activity for storage of grain.

To legally register a business, you will need to go through the following steps:

№	Stage	Price
1	LLC registration (state duty)	4 000
2	Registration with the tax office	–
3	Submission of documents for licensing	300
4	State duty for obtaining a license	1 000
5	Contract for maintenance of ventilation for a year	30 000
6	Security system installation	100 000
7	Contract for disinfection and deratization	30 000
8	Obtaining permission from Rospotrebnadzor	–
9	Obtaining permission from SES	–
10	Obtaining a Fire Supervision Permit	–
11	Notification of Rospotrebnadzor on the launch of the project	–
12	Seal	1 000
13	Registration of current account	2 000
Total		168 300

Technical equipment

It is noteworthy that this business does not require specific equipment. The only exception will be a truck ("KamAZ") for 12,000 kilograms. On the secondary market they can be found for 2,700,000 rubles. In addition to large expenses, you will need:

• Work phone.
• Computer with internet and printer.
• Grain loader.
• Shovels, bags, buckets and other small household utensils.

About 300 thousand rubles will be spent on these needs. Total for everything necessary equipment need 3,000,000 rubles.

Staff

For normal operation you will need:

Employee	Qty	Payment form	Salary part	Minimum percentage depending on volumes	Total for all employees		Maximum percentage depending on volumes	Total for all employees	Fund wages along with deductions
Driver	2	Salary + interest	10 000	5 000	30 000	39 060	30 000	80 000	104 160
Sales Manager	2	Salary + interest	10 000	5 000	30 000	39 060	40 000	100 000	130 200
Handyman	2	Salary + interest	8 000	5 000	26 000	33 852	20 000	56 000	72 912
TOTAL	6				86 000	111 972		236 000	307 272

Since the grain wholesale business is seasonal (June-July and February-March), the maximum payroll falls on 4 months. The remaining 8 months of the year, employees will receive minimum payment, because almost all work will be suspended. Thus, the annual payroll is calculated as follows:

(111,972 x 8) + (307,272 x 4) = 2,124,864 rubles.

The accounting section can be fully given to the management of outsourcing company. On average, 120,000 rubles will be required for these needs per year. In total, 2,244,864 rubles will go to the entire salary part.

Inventory

To completely fill the hangar, you need to make a lot of manipulations, trips, grain checks and calls that lead to nothing. So here you should study the price of grain and understand how much financial resources will be required to purchase such volumes. Let's take wheat as an example. In the spring of 2017, the cost of 1 ton of wheat ranges from 8,200 to 8,500 rubles. This is the lowest price for the season.

Thus, the purchase of 2,000 tons of grain will require from 16,400,000 rubles.

The volume of capital expenditures

Name of the item of expenditure	price, rub.
Organizational expenses	168 300
Construction of a hangar for storage of products	3 700 000
Technical equipment	3 000 000
Other contingencies	200 000
Create inventory	16 400 000
Financing activities until reaching self-sufficiency	1 000 000
TOTAL	24 468 300

Project launch schedule

Name of works	1 month	2 month	3 month	4 month	5 month	6 month	7 month	8 month
Finding a place	+
Carrying out survey and design work	+
Obtaining a building permit		+
Hangar construction			+	+	+
Obtaining a license						+
Registration of an LLC and registration with the tax service						+
Purchase truck and other aids							+
Personnel search							+
Launch of the project								+

In order to start the project during the lowest price season, it is better to start preparation work from the very beginning of the year. In September, there is still an opportunity to buy grain at a minimum cost.

Financial results

Regardless of the volume of consumption, annual expenses will consist of the following items:

• Utility payments for electricity - 120,000 rubles.
• Land rent - 500,000 rubles
• Salary - 2,244,864 rubles.
• Fuel and lubricants - 500,000 rubles.
• Property taxes - 50,000 rubles.
• Taxes under the simplified tax system - 900,000 rubles
• Other expenses - 100,000 rubles.

Total annual costs will amount to 4,414,864 rubles. annually.

Income from the sale of grain is formed due to price fluctuations. As already mentioned, in the low season, the cost of one ton of grain drops to 8,200 rubles. At the end of winter - beginning of spring, the price rises to 13,000 rubles. Thus, the income from the sale of 2 thousand tons of grain will be 26,000,000. The profitability in this case is 9,600,000 rubles, the net profit is 5,185,136 rubles. The profitability of the business will be 54%. The initial investment can be recouped in 5 seasons.

Benchmarks

• Start of work on the launch of the project: January 2018.
• Start of work: September 2018.
• First sales: March 2019.
• Operating break-even: March 2019.
• Earnings target: April: May 2019.
• The payback period for the grain wholesale business is spring 2023.

Eventually

Setting up a grain wholesale business requires big investments, impressive experience and knowledge in the field of agricultural products. However, high profitability attracts more and more investors. In addition, the embargo on grain exports was lifted not so long ago, and it would be a huge omission not to take advantage of the opportunity to make good money.