How to set up a shop. How to open a point in the market? Detailed guide with tips from the experienced

The information is relevant for those who plan to open a store in Russia, Belarus, Ukraine, Kazakhstan and other countries of the CIS and the world. All the features of launching an enterprise are universal for different areas. In this article, we answer the following questions:

How to create a store from scratch, and how much does it cost?
What type of outlet is better to choose?
Where to start, how to draw up documents and equip a retail space?
How to attract customers and get a stable profit?

winning option– choose the type of product related to your professional skills or hobbies.

For example, a person who understands technology will be able to establish its sale, correctly assess the needs of customers and know how to present this product. Cosmetics or clothing stores are traditionally run by women who are passionate about beauty and style. It is easier to form an assortment and set up work with those things that you understand.

If you approach the choice of direction purely for commercial reasons, then you should open an enterprise of any type that is in demand in a particular place. If there is nowhere to buy pasta in a residential area after nine in the evening, The best decision- own 24-hour grocery store.

The nuances of opening a store, or factors to consider when choosing a market niche:

1. Seasonality of business. Many types of goods sell better in certain seasons (winter clothing, some sporting goods, etc.). Decide on the seasonality of your business and think in advance about ways to receive money in the off-season.

2. Competition. When deciding on the type of product, it is important to choose a location without direct competitors nearby. Or offer the buyer something that the competitor does not have. For example, adjacent to expensive boutiques in a shopping center, it is worth offering a good range of youth clothing and accessories at a low price. A grocery store near a supermarket cannot survive with the usual assortment. It is better to specialize in the sale of confectionery, meat, household essentials, etc., that is, narrow your niche.

3. Be very careful with ideas. which have no analogues. On the one hand, such a business in the absence of competitors will receive maximum profit. On the other hand, the lack of competition may mean that such products are not in demand.

Step 2: Store Name

It is necessary to start preparing for the opening with the name. This is a little thing that should be taken care of in advance. When drawing up a business plan and planning expenses, be sure to consider the sign. And its value directly depends on the name.

Main requirement- Appropriateness and attractiveness of the name. It should explain to passers-by what is for sale inside. If you want to take the original name, then add a specialization to it (grocery, construction, clothing, etc.)

Step 3: Business Plan

If you are not sure whether it is worth spending time on this, discard all doubts. This is step by step guide how to open a store, plus an extra opportunity to look at the business from the outside: assess the risks and benefits. Mandatory points of the plan:

Summary(where is the company located, what does it do);
Market and competitor analysis;
Organizational moments(registration of the enterprise, obtaining the necessary permits and licenses);
(how will you stimulate sales, what advertising to use to attract and retain customers);
Assortment and pricing(what categories of goods will be presented, their cost, brands);
Production plan(arrangement of the premises, communications, division into zones);
Technical base(equipment, manufacturers from whom it is profitable to purchase);
organizational plan(staff and work schedule, salary level);
Possible risks and how to deal with them. This paragraph implies a description of a “pessimistic” business development scenario. A pre-prepared strategy will help to cope with possible difficulties;
Financial plan(how much money is needed to open a business, calculation of potential profit, calculation of payback).

Step. 4: Finding a room

- a rarity, so in planning we focus on the rented area. Common accommodation options: the first floor of a residential building or office building, space in a shopping center, a separate building. The last option is the most expensive and not always expedient.

The best place is on the "red line", that is, overlooking the road with a lot of traffic. What is in a residential area, what is in the city center perfect way to receive "random" buyers who just walked by. Below are the main conditions when choosing a location, or where it is best to open a store.

Availability. No confusing lanes on the way to the establishment, it should be easy to find and easy to see from afar. Huge pluses - the presence of nearby parking, advertising signs.

Positioning(customer orientation). There are different places for each type of goods. Small grocery outlets are popular in residential areas, souvenirs are popular in entertainment centers, luxury items are best sold in the city center, and stationery is close to schools, universities, and business centers.

Properly chosen space. Space must be used rationally so as not to overpay for unnecessary square meters. But some businesses need a lot of space. For example, a small boutique of gifts and souvenirs needs 20 sq. m, a clothing store with fitting booths will need at least 40 sq. m. The area of retail space ranges from 20-100 square meters. m depending on the chosen type.

Adequate rent corresponding to the price level. For example, expensive space in a shopping mall is unprofitable for a consignment shop. On average, the cost of rent is 8-11 $ per 1 sq. m. m in residential areas and remote places, $ 15-20 per 1 sq. m - in the center.

Important nuance- it is worth paying rent for six months or a year in advance (this will go into capital investments) in order to ensure the operation of the company in the first months, until trade begins to bring a lot of income. Otherwise, with a convulsive monthly search for money for rent, there is a risk of going broke.

Step 5: Arrangement and repair of the premises

It is necessary to rent an area, and start arranging the site before receiving a majority permits. Most instances in the package of documents require a lease agreement, and also check the readiness of the premises for work.

Requirements

Mandatory conditions for all trading floors:

Having an evacuation plan, fire alarms, fire extinguishers;
Availability of heating, electricity, air conditioning, plumbing(mandatory not for all types of sales, important for food);
When repairing in the process of finishing, painting, cladding, use moisture-resistant and easily washable materials. Floors must be even, without cracks and potholes;
Compliance with consumer rights. This includes control scales for grocery outlets, the availability of a book of complaints and a consumer corner (sales rules, contact details of the company, etc.);
The layout of the space should be simple for the buyer, not hindering movement in the hall.

Placement permit and when to get it

This certificate must be obtained prior to repair. This is a kind of expert assessment of Rospotrebnadzor on whether it is possible to start selling in the chosen place. If the site does not fit in many ways, then the money for repairs will be wasted. Getting an expert assessment takes 2-3 weeks. When contacting a special law firm the cost of registration will be 150-160 $.

Average, redecorating and finishing premises with an area of 50-70 sq. m cost in the amount of 1500-2000 dollars.

Step 6: Business Registration

What documents are needed to open a store? First, formally register your business. The simplest, it's faster, cheaper and less hassle with bookkeeping. But to sell alcoholic drinks, for example, can only LLC with authorized capital not less than a million rubles.

How to open an IP?

Registration certificate legal entity must be obtained from the local tax office at the address of registration. It is worth deciding on the taxation system in advance (OSNO, STS, UTII).

Documents required in the tax office:

Your passport(for foreign citizens - a passport) and TIN. If you do not have an individual taxpayer number, it will be issued along with a certificate, it will take 4-5 days more;
Application form R21001 (For Russia). One of the important points of the application is the choice of OKVED codes. For each type of store they may differ, but the general subsection for all: 47 - "Retail trade, except for trade in motor vehicles and motorcycles." It is recommended to choose as many suitable codes as possible, so as not to fuss with “additional registration” later. Extra codes do not affect the activity in any way;
Receipt confirming payment of the state duty ($12);
Application for the transition to a simplified taxation system if it suits you. Otherwise, DOS is written by default.

The tax office issues a receipt on receipt of documents. In five days, the application will be considered, with a positive response, the entrepreneur receives a certificate of registration with the tax service and an extract from the USRIP (Unified State Register of Individual Entrepreneurs).

Together with them, they issue a notice of the assignment of statistics codes from Rosstat, a certificate of registration of an entrepreneur in pension fund at the place of residence, certificate of registration in TFOMS. Otherwise, you will have to issue these certificates separately.

After that, you need to open a bank account and make a seal (up to $ 15). The presence of a seal for an individual entrepreneur is not necessary, usually a signature and the mark “B / P” (“without a seal”) are sufficient.

Step 7: Selecting Suppliers

Main selection criteria:

Experience and reliability, reviews of other buyers;
Range. The most convenient supplier - from which you can buy the maximum of different products. Pay attention to recognizable products of famous brands, they are sold better;
Convenience of calculations. Various bonuses, discounts, deferrals. It is difficult for a beginner to find a supplier who will agree to provide products with deferred payment. However, it is worth trying to negotiate according to the 50/50 scheme, you pay for some of the goods immediately, and some after the sale.

Search for suppliers should be on the Internet, newspapers and magazines, at trade shows.

Step 8: Shop Equipment

Common items of equipment for all store types:

Racks, counters, showcases - about $ 700. good producers– Mago, Neka, Rus, Fabrik Art;
A simple reception for issuing purchases - $ 150-300. Showcase Plus, "Trade Equipment";
Control- cash register- 150-250 $. Orion, Mercury, Elwes-MK.

Total minimum investment equipment will be $1200.

An important point is the connection of the possibility of cashless payment (acquiring), this will increase the number of customers and reduce the risk of encountering scammers. You need to contact the selected bank, where they will form the conditions for cooperation for you (basically, the amount of bank commissions) and install a pos-terminal. On average, the commission is 1.9-4% of the transaction volume.

The lower the company's turnover, the higher the commission required by the bank. For cooperation, a certain deposit amount is required on the current account.

Step 9: Recruitment for the store

For a small grocery or flower shop, two sales assistants (the work schedule is “week after week”) and a cleaner are enough. In a construction or clothing store, it is worth hiring a sales floor administrator (consultant), a cashier, and a cleaner. It is recommended to outsource bookkeeping to save money.

The most important person is the salesperson. In addition to the standard qualities of a good employee and sales skills, the employee must be in the right place. In other words, match the store. For example, underwear is sold beautiful women, a Construction Materials- men and women of age who inspire confidence with their experience.

The ideal way to stimulate the seller is a percentage of the proceeds. But if you put an employee completely on a percentage in a new place, you can lose him and provoke a large turnover of staff. It is best to form a minimum salary (for example, $ 200-250) plus a percentage of monthly revenue. The cashier, the cleaner receive a fixed salary.

Step 10: Assortment Formation

This includes product display and interior design shop. Don't be too lazy to learn the basics of merchandising or hire a specialist to make the initial layout. Among general rules stand out:

The product must be placed conveniently for the visitor, in easily accessible places. Those products that need to be sold first are placed in the most prominent place;
Use price tags to promote sales. Highlight promotions and discounts in large letters and bright colors. For expensive products, place the price so that you have to look for it and turn the thing in your hands, evaluating all its advantages;
Divide things for convenience on categories and mark them with signs or stands;
Interior decoration and atmosphere should be motivated to buy certain things. Proper lighting, background music, pleasant smells - all this affects visitors.

Step 11: Security

Keep your company safe. Minimum set security equipment - alarm, "panic button", video surveillance camera. Purchase and installation costs start from $200, maintenance costs start from $50 per month.

Step 12: Store Opening and Advertising

Turn your launch into a promotional event with music, contests, giveaways, promotional brochures, discounts, and more. Then customers will want to come back to you.

Periodically arrange sales and promotions for customers. Discount cards for regular customers work well. For building materials, clothes, toys, distribution of printed advertising in mailboxes is suitable. Form a unique offer and colorfully design flyers. Printing 5,000 copies will cost about $100.

Step 13: Risk Assessment

Before starting a business, you should evaluate all the risks and benefits. What do you need to know?

pros

An established point of sale is a source of stable income. An enterprise in a good location and with a wide range of products will always have buyers.
A trading enterprise, if necessary, is easy to sell as a ready-made business.
Pretty simple billing system.

Minuses

Large investments in business and high level competition.
Remains of unsold products that have to be written off or sold at a markdown.
Seasonality of some types of trade.
The risk of losing up to 80% of investments in case of an unsuccessful turn of events.

Consider the singularities and . Based on the previous points, the minimum amount of expenses for business registration, repairs and equipment, rent and advertising is approximately 8 thousand dollars.

Clothing store

Area - from 50 sq. m.

Costs for:

Mannequins and busts, torsos (about 10-15 pieces) - about $ 500;
Mirror in full height to the trading floor - from $ 50;
2 fitting rooms with curtains + 2 mirrors - $ 200-250;
Hangers and racks for clothes - $300-400;
Electronic product protection system - $ 1400;
Barcode scanner - $100-150;
Barcode label printer - $400-600;
Purchase of things for six months in advance - 10-15 thousand dollars.

The total investment in the business will amount to 20-25 thousand dollars. Margin - from 50-400%.

Important nuances: a large assortment (at least 1000 units), the availability of popular sizes, the sale of related products and accessories (handbags, purses, hangers, jewelry, belts, etc.). Regularly run sales and promotions (“third item as a gift”, “second purchase discount”, etc.)

lingerie store

Enough 15-25 square meters. m. The list of equipment differs from the previous type of outlet only in the type of mannequins. You will need special hangers-busts, "shoulders", "legs" for tights and socks, etc. Demonstration of goods on mannequins and torsos works well. You need to invest at least $ 13,000 in the opening.

Good and popular lingerie brands: Incanto, Lormar, Milavitsa, Agent Provocateur, Victoria's Secret, Calzedonia, Passionata, Rosme. The best demand is observed for products of the middle price category. It is necessary to form an assortment for women, men and children in order to visitors made purchases for the whole family.

Grocery store

Required area - from 30 sq. m. Additional equipment and costs:

2 Refrigerators – 1100 $;
Shelving for vegetable breakdowns (vegetable box) - $ 150;
Product racks— 600 dollars.
Printer for printing barcodes and labels - $ 400-600.

In total, together with the purchase of goods, capital costs will amount to 13-15 thousand dollars.

A grocery store needs a warehouse to store food. There are also special requirements for such firms.

To obtain a work permit from Rospotrebnadzor, it is necessary to fulfill the conditions of SanPiN 2.3.5. 021-94 — « Sanitary regulations for food businesses. All norms, GOSTs, etc. are written here.

Products must have price tags, weight indication, good term validity. Products with defects are sold separately, with mandatory notification of the defect. Must have weights.

Company employees must have sanitary books, work in uniform with a headdress, have a badge indicating the name and position.

Children's clothing store

Selling clothes for children will require the same opening costs as a regular clothing store. Mannequins need to be purchased for children. The amount required to start a business is in the region of $17,000-20,000. It is important to determine the price category ( the best way- medium), and sort the products by age.

Commission shop

Area 50-60 square meters.

Peculiarities:

No need to look for suppliers, people hand over their things themselves;
The size of the company's commission for the sale of a used product is 20-50%;
There are no problems with unsold balances. Unsold items are taken back by the owner;
It is best to place a clothing commission in a densely populated residential area;
Unlike a clothing salon, many expensive mannequins are not required, a few torsos, busts, and hangers are enough.

To open a thrift store on your own, you will need to spend approximately $ 9,000-10,000.

Auto parts store

The required size of the room is from 60 sq. m. From the equipment you will need counters, racks, a cash register. The amount of investments - from $ 12,000, taking into account the purchase of spare parts.

Business secrets:

It is better to specialize in one or two brands of cars, but to provide spare parts for the entire model range;
Sell accessories (mats, scented key rings, etc.);
Sellers must be well versed in the device of the car;
Select several suppliers for each product group so as not to keep customers waiting. By cooperating with official dealers, you will increase the credibility of the company and will be able to officially use the brand logo in your advertising;
Offer home delivery of purchases.

Flower shop

Area from 20 sq. m. V trading floor you need racks, a table for packing and composing compositions, racks and flowerpots for flowers, ideally a refrigerator to maintain the desired temperature. In addition to flowers, wrapping paper, baskets, gift ribbons, bows, transparent cellophane, mesh, felt, and adhesive tape are purchased as consumables. From small tools you will need scissors, wire cutters, a glue gun, floral knives.

Investments in equipment and the first purchase of cutting - from $ 12,000. To begin with, it is worth working with local wholesalers; with good promotion, it is recommended to buy flowers from the capital and foreign suppliers.

Nuances:

Organize the sale of flowers and ready-made bouquets and compositions by the piece;
Flowers should always be fresh, so you need to learn how to correctly assess the volume of purchases;
Diversify the assortment with gift cards and soft toys;
Having created a thematic website, an entrepreneur can start decorating holiday celebrations to order.

Draft beer shop

Required space - from 70 sq. m.

Optional equipment:

Racks with taps and beer barrels;
Coolers and defoamers;
Snack stands.

A complete set will cost about $2,000. About two thousand more will be needed for the purchase of 10-15 types of beer, 100 liters each. In total, the opening will take about $ 13,000.

Sales organization secrets: you need an assortment of 10-15 varieties of a drink and the availability of snacks in packages and by weight (crackers, chips, fish, etc.)

Hardware store

Area - from 60-70 square meters. m. In addition to standard equipment and counters with racks, demonstration stands are needed. Necessarily storage room, packing and delivery services for purchases. Capital investments in the enterprise will amount to 16-20 thousand dollars.

Most wanted products: Decoration Materials, tools, paint and varnish products, plumbing. It is best to place a retail outlet in the city center, near major roads and intersections, markets, shopping centers. Margin on products - 25-40%.

Franchise shop

Easier than starting a business from scratch. Obvious advantages: work with a promoted brand, assistance in the design and advertising of the company. In fact, this is the acquisition of a ready-made enterprise.

Minuses: rather high cost of the franchise, monthly deductions from sales, purchase of products from strictly defined suppliers. The initial payment is 5-10% of the total investment in the business, the monthly royalty is 6-10% of the proceeds.

The price of a franchise of a well-known brand is rather big, but there are companies that are ready to help in starting a business under their own name for a minimal fee. This is done with the aim of deep integration into the market, promotion of certain manufacturers from which franchisees are purchased.

any business and receive good profit. average cost small business - in the region of 6-7 thousand dollars.

Opening a store on your own requires good investment and legal expertise or professional help. In the calculations, always include the amount for unforeseen expenses, never work "back to back" so as not to go broke. A trading enterprise pays off in a year or two and begins to bring a good income.

In the Internet a large number of requests about what is on the market, but specific answers are difficult to find, so in this article we will try to give an exhaustive answer to this question. So, before you open your point on the market, you need to decide on the question of what you will trade.

It can be a food group of goods or non-food. If you set a goal to earn on turnover, then we recommend starting trading in agricultural products (cucumbers, tomatoes, onions, garlic, etc.). And if you plan to make money on the price, then start trading in clothes.

To open a point in the market, you need state registration, there is nothing complicated, you need to register as an individual entrepreneur and choose a simplified form of taxation.

It is also worth taking care of choosing a supplier, now it is not easy to find a good supplier, but it is quite possible.

markup:

Not all goods have the same markup, for some goods it is 20-30%, and for others - from 100%. For small items such as pens, key chains, you can put a 200 - 300% markup.

And for fruits and vegetables - from 5 to 15%. How much can you earn per day at your outlet in the market? It depends on many factors: seasonality, traffic, even the weather.

For example! In vegetable markets, the turnover can be 1000 - 2000 UAH / day. And for clothing (depending on the season) 3000 - 7000 UAH / day.

And a couple more tips for trading in the market. Market manager - main man! So try to make friends with him.

Open more outlets. The more your points in the market, the more profit. Gradually open more and more points.

Arrange to rent a warehouse - if there is a lot of goods, but in the beginning you can store it at home or in the garage.

Of course, such amounts of earnings are available at very good conditions, but 200 - 500 UAH from one point is quite real

Don't trust anyone! If you take a loan, you must return it! What if your product is damaged or seized! what's next?

Everything is detailed and understandable, but this requires initial capital and not bad!!!

Need capital - take a loan from a bank. If you are not confident and afraid, then you do not belong in business.

Sergei, you ****. Loans for peasants.

Even if so, what’s wrong? Who doesn’t want to live well, in abundance? I think if you borrow a certain amount for your business, you can make money, but at first it will not be easy

Indeed...sitting with a penny in your pocket and dreaming about business is stupid!! Many started with loans

Damn, what if you get into business precisely because of already taken consumer loans?

Dmitry, then open a thrift store. You don't have to pay for the things that you bring. Items are paid for only on sale. rate things as low as possible and put your markup. or take things for implementation.

CHILDREN'S clothing consignment store will bring more profit

Is it possible to trade on the market without CCM?

Do you need a loan of any kind? do you need a loan to start your business? Do you need a loan for any purpose? Here is your help as we offer loans to individuals and firms at low and affordable interest rates. Interested loan applicants please contact us at [email protected] to get their loan today.

In the dashing 90s, opening a point on the market was considered a prestigious and profitable business. And it really was. When the bulk of the gray mass went to the factory at 7 in the morning, the entrepreneur slowly came to the market by 9-10 o’clock, where he spent time in a fairly calm atmosphere, communicating with colleagues and customers. And yes, they made good money.

But with the advent of numerous shopping centers, the popularity of the market began to decline. Outdoor tents have been replaced by covered pavilions in super- and hypermarkets. In fact, the market has moved to the premises and the demand for it has not fallen.

Should I open a store?

Experienced market traders say with confidence that working in the market is not only a way to make money, but also a way of life. A person must have a certain temperament. The market is tightening. People who have been working in this field for years and even decades can hardly do anything else. Despite some difficulties, the point in the market gives easy money. Besides, you are your own boss.

Before starting…

Before we discuss how to open a point in the market, here are a few important tips which are much more important for the future market worker than the issues of registering activities and renting an object.

Decide what you will trade. It doesn't have to be things or food. The market can also provide services, such as shoe repair or urgent clothing repair.
Trade what interests you. If you have a child, open a point of sale of children's things. Love delicious food? Work with products! Retirees are good at selling seeds and seedlings. With such a selection, you kill two birds with one stone: you sell what you are well versed in, and you get the opportunity to use your own product if it does not sell at the right time.
markup. There are different markups for different products. So, for cheap little things, the markup is 200-300%. stick next rule: the smaller the turnover, the higher the margin. Or vice versa: the faster the product sells out, the less throw.
Competitors. Do not sell what is on the market and so much in every pavilion. Firstly, it is unprofitable, and secondly, it is quite possible to have trouble in a dark alley.
Purchase of goods. It is very important to find a product that has a low price so that you can make good money from selling it. Therefore, the search for a supplier is one of the most important stages.
Seasonality. Some items don't sell well in the winter, some in the summer. You will have to constantly be flexible and expand your assortment so that you can offer relevant products at any time of the year.

And a few more tips:

Find mutual language with the administrator. This is the main person in the market. It is he who can change the location of your point as the best or, conversely, disadvantageous. It is he who can create a lot of problems for you or, on the contrary, help to resolve difficult situations. Make friends with the administrator from the very beginning and always maintain a cordial relationship.
Be one step ahead of your competitors. This is very important in the market. Be the first to introduce new features, new products. Don't be afraid to experiment.
Get ready for the holidays. With good preparation, you can make monthly revenue in a day. Purchase an assortment corresponding to the holidays in advance, before other merchants buy it from the supplier.
Don't limit yourself to one point. The more pavilions, the more profit. Offer different products so as not to be left at zero. One thing doesn't work today, replace it with another!
Never trust your hired salesmen. They are very cunning and dodgy, and will gladly cheat not only buyers, but also you.

Instructions on how to open a retail outlet in the market.

First you need to go to the administrator and clarify whether there is a free place for rent. Look at it, evaluate how passable this place is. Find out the cost. If you are satisfied with the terms, draw up a contract.
Now in the tax office you need to get permission to work as individual entrepreneur. There you will also receive advice on opening such an activity with a list of necessary documents.
The next step is the selection of a range of products.
Search for a supplier - at least milestone. Ask neighbors-sellers where they buy their goods. Perhaps they will share with you the contacts of the wholesale base.
It is necessary to calculate the initial capital and assess whether it is worth opening a retail outlet on the market, whether there was enough money for rent, paperwork, and the purchase of the first batch of goods. If you are interested in how to open a meat outlet, you must include the possible spoilage of products in advance. If you decide to connect your activities in the market with the clothing trade, consider seasonality, and also be prepared for unsold balances.
The last step is to give the administrator everything Required documents, pay rent, conclude an agreement with suppliers, arrange goods in the pavilion. You can start trading!

It doesn't matter what you sell - the main thing is that the revenue suits

Are salespeople needed?

Those who have already opened a retail outlet know what cannot be done without. Of course, without sellers. While you are not untwisted, it is quite possible to perform this function on your own. In the future, in any case, you will need an assistant. Set a small fixed salary, and make the main income depending on the revenue. Then the employee will have an incentive to sell as much as possible.

Registration of a point of sale

Even small outlets in the market with clothes or food are of interest to buyers if they are decorated in an interesting way. Banners, signs, flyers and business cards will attract attention and increase the status of your small shop. And if, in addition, you are friendly, helped good advice and did not deceive, the person will definitely return.

How much does it cost to open a point and is it profitable?

Profitability may vary. The margin on the goods is from 30 to 300%. It all depends on the initial price, sales volume, popularity of products, the presence of competitors on the market, the season. According to experts, a point of sale on the market will pay off in a year if everything was properly organized without significant errors.

If you have any questions about the article or have your own opinion on this matter, we are waiting for your comments. We value any of your opinions!

The state decided to help the unemployed registered at the Labor Exchange. Gives them free of charge 58,800 rubles, or even more, “seed capital”, if they provide some formal business plan based on the idea of their business.

Most often, the thought comes to the mind of such novice businessmen: I will start trading in the market (in the sense, in the bazaar). Of course, before that, a person dealt with the markets only as a buyer. A novice entrepreneur walks around the markets, looks closely, asks traders, negotiates with the administration about renting a place. The idea to trade in the market is increasingly fixed in my head and, finally, is embodied.

At the same time, most newcomers to the marketplace make 10 typical “strategic” mistakes and go bankrupt. Most, but not all. Approximately 1-2 out of ten successfully trade. Too bad, everyone could.

First mistake: you look at what the traders already working there are trading on the market, how they are trading, what is being sold more successfully and you want to be equal to them, trade the same and the same.

From an increase in the number of merchants, for example, sausage, the number of buyers of sausage and money in their pockets will not increase. You have a balance between the number of outlets for specific products and the buyer flow of the market. You will just sit on the same customer stream, "biting off" a share of the proceeds of the old merchants.

You will not receive your share, because you have not yet “overgrown” enough regular customers. As a result, you will not even have enough from the proceeds to pay for the rent of a trading place. Moreover, the old merchants will play dirty tricks.

It is necessary: to trade not in what is already being traded, but in what is missing in this market for buyers who regularly come here. To do this, ask buyers, observe and think, think.

Three attractive stereotypes in relation to retail markets (bazaars):

you can find everything here
here you can safely bargain (discount immediately)
here for each product there is a "own" seller who can be trusted

And in this “find all” there may be voids. Look for them. But remember: if something is not on the market, this does not mean that it should be traded immediately. Perhaps the old sellers tried it - it didn’t work. Feeling a promising void in the assortment, carefully find out if they have already tried to trade this here?

And one more thing: do you want to be “like everyone else”, becoming part of the “common pattern”, or stand out, be different from everyone? Guess from 2 times: who will pay more attention to buyers?

Second mistake: you want to trade in what you yourself like: “I want to trade in elite teas, sweets, cookies - it's so beautiful! My layout (range) will be better than those of these merchants.

Trading what you personally like is like death. It is necessary to trade in what the market visitors like. In this case, see the "First mistake".

Third Mistake: You want to trade something that you think is not on the market, or very little represented.

The decision should be based on the opinion of the buyers, not yours. To do this, you need to study the buyer, learn, observe him (see "The first mistake"). The desires of buyers may not be to your liking. What do you want: income or satisfaction of your opinion?

Fourth mistake: you do not adequately evaluate the features of the location of the trading place that you were offered for rent in the market.

There are places "through": usually closer to the entrances, on the central aisles; and "impassable": in the side aisles, along the periphery of the market, in dead-end aisles. Places can also be impassable along the central aisles, but at the end of the trading row. Buyers are no longer available. Passing places are always busy. You, a beginner, will be offered only impassable ones.

Everyday goods (gastronomy, bread, cigarettes, for example) or “impulse demand” (household items, stationery, etc.) cannot be traded in impassable places. But it is possible to trade, and successfully, goods of "special" demand and a narrow assortment. For example, "only Hunter knives”, or “everything for dog breeders”, etc.

But remember that in order to form the primary flow of "specialized" customers to your "specialized" place, you will need additional advertising already on the streams: a wall poster, a "cot", etc., but it's better not to be lazy and distribute simple leaflets at the entrances with advertising for a week your product and location. There is a plus: impassable places have low rents.

Fifth Mistake: You start trading without doing deep and detailed calculations of fixed costs.

Fixed costs are not just rent for a trading space. There is a lot more: a fee for various market services - the use of a cart, or permission to enter your car for unloading; payment to the veterinary laboratory, for the rental of commercial equipment.

Do not forget about the imputed tax once a quarter. So a decent amount is collected on trifles. Plus fines if payment is late for something.

Fixed costs do not depend on the level of your revenue. Even if you didn't sell it, pay it. Will your first month's income be enough?

Sixth mistake: you are guided by optimistic (and even rosy) forecasts for revenue and turnover.

Having polled, or somehow found out the level of revenue and turnover of traders already working on the market, you plan for yourself the same or even higher. Because you think you will be a better trader (see "Mistake Two").

Always consider "pessimistic" projections when planning any business when calculating revenue, turnover, and fixed cost levels. In most cases, in the first three months (place promotion, acclimatization) the net profit is zero. BUT fixed costs have to pay.

Have a reserve of primary capital in this case. Persistent traders sometimes take other jobs (in the evenings, weekends) to pay fixed costs from their salary while the place in the market is unwinding. And they do it right.

Seventh mistake: you do not adequately assess the cyclical nature of trading to start your business.

For any product during the year there is a cyclicity in trade turnover (by demand). In some months, very high revenues, in others, on the contrary, even a loss. It is necessary to focus not on income per month, but on the basis of the year. For some types of trade, 2-3 months "feed the whole year."

For example, fresh flowers. Experienced traders set aside a portion of the earnings of the "good months" to pay for fixed costs during the "bad months". As you plan your trading, carefully learn about the cyclicality of this commodity.

As a rule, opening trade at the end of spring at the beginning of summer is not profitable. But at this time it is easier to get a good (passing) place in the market and endure it with low trading until the revival in autumn. To give up in the hope of getting a “good” place in the fall is useless for a beginner.

Eighth mistake: you are a beginner, for the first time you open your trading place on the market, but you do not trade yourself, but hire a seller.

It is also like death. First, you will never learn to understand the intricacies of bazaar trading. Secondly, a hired seller is poorly motivated to "catch buyers" when promoting a new place, and generally keep a smile on his face.

The percentage that you promised him does not mean anything if the seller simply does not have the ability to promote the trading place. And sellers with abilities have long been attached. Thirdly, there is a whole business: to be hired by such newcomers in order to decently plunder and disappear.

The ninth mistake: you do not calculate the amount of working capital required, taking into account the "Parete's law".

Do you know such a law? Paret's law says: of all your products, only 20% of the assortment will bring the main (80%) revenue. The remaining 80% of the assortment provide only 20% of the revenue and can be sold for a very long time. But there is a paradox: without this allegedly unnecessary "ballast" in the form of 80% of the assortment, profitable 20% of the assortment will not be sold. abstruse?

Read thoughtfully several times. Experienced traders explain this simply: in order to successfully trade, for example, only potatoes, you also need to put wide range of all sorts of other stuff, down to nuts and bottled juice. But only one potato is not traded.

So, enough working capital is needed to buy both the main product and “for the assortment”.

Tenth Mistake: You start a trading business alone.

Without the support and participation of your entire family, or at least one person who loves you, you will not be able to cope. It is in this main reason successful work in the markets of merchants of "other nationalities" - in the participation of the whole family, from small children to distant relatives.

This is the real business plan.

If you find solutions to avoid making the listed mistakes in your particular case, then these solutions will be a true business plan for you. It would be nice to write down these decisions (how not to make mistakes) and constantly look into the records, correct, supplement. And then you will succeed.

Many entrepreneurs start their business from trading. Renting an outlet on the market allows you to quickly put your business in motion and start making the first profit. Trading in the market has its own specifics, here you need to be able to quickly solve a lot of organizational issues, have knowledge of attracting new customers. It is from small trade and gaining experience in this environment that big business is born. Now is the time of opportunity, so for self-confident people, renting a retail outlet in the market can be the first step towards an independent business. To get started, the entrepreneur needs to determine what product he will sell. The range of products is now quite wide, consider the most popular products.

Popular types of trade

Clothing and footwear. Despite the great competition in this niche, there is still a profit from the clothing trade. Sales depend on seasonality, so you need to be able to regulate the process of purchasing a new product.

Prom. products. This product can be called one of the popular niches in the trade. The shelf life of products is very long, goods do not go out of fashion, do not have seasonality.

Stationery. A special surge in demand occurs in August and September. Products are bought steadily throughout the year.

Grocery goods. In the sale of products you need to have at least minimum experience. It is better to start with people who know the rules of the game when trading products.

Management

Open a sole proprietorship or LLC. We choose a taxation system, usually it is a “simplification”. We spend marketing research, analyze competitors and identify interesting views activities that you can use in your business.

We choose a supplier with favorable terms of cooperation. We compare wholesale and retail prices and calculate the difference. We try to initial stage make small investments to keep all costs to a minimum. We draw up a contract for the supply of the necessary products to a retail outlet or warehouse.

If the rent of a retail outlet on the market corresponds to the allowable costs, we are looking for suitable place. A good place on the market has good sales, so you should not rush into choosing. You need to look for a point in the market in the sector that corresponds to a specific niche. Clothing should be sold next to clothing, and not with food or household items. goods, etc.

Finding a distributor is not difficult. Usually, information stands are installed in the market, on which advertisements from potential employees are posted. Price category, as a rule, has an average range and does not differ much.

One of the important issues is the search for a warehouse that is close to the outlet. Usually, temporary porters are engaged in transporting products from a warehouse to a retail outlet, who willingly offer their services for a penny.

note

The return on investment in goods and the lease of a point depends on the volume of sales and profitability. Large goods usually have up to 30% markup. Small goods may have more than 100% markup. Seasonal and perishable goods have their own margin, small products can have up to 300% markup.

Helpful advice

Trading in the market is profitable when an entrepreneur has several outlets. The time spent on organizing and resolving issues is allocated almost the same, and income will be at least doubled. Several outlets will not only increase profits, but also minimize the risks of trading, since different niches have profitability.

Question: Is it better to open several outlets in one market or in different ones?
Answer: From the point of view of saving time, several points in one market are beneficial. If you keep 1 point in one market and 1 point in another, the approach is not rational. This approach works well if there are at least 3 points on the market, in which case the time spent will be justified.

Question: If I want to have several outlets in different markets, is it profitable to use the same niches?
Answer: If the markets do not have a specific focus on trade, the use of goods in one niche will be very profitable. Invested funds in products will be rationally used, and bring maximum income.

Question: What is the best niche for a beginner entrepreneur to start from?
Answer: Take a popular niche and start trading. The main thing is not to start with niches that have expensive investments, such as mink coats, carpeting.

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