Open a small department where to start. How to competently open your own clothing store from scratch. A large number of periodic routine operations

Building a sales department from scratch is a rather complicated process that requires certain knowledge and skills. How to effectively build and organize a sales department so that it gives maximum results from scratch - read this material.

How to organize gave away sales? Is it possible to build a sales department on your own?

First, let's look at the ideal sales force as it should be:

Ways to create a sales department:

1. Hire good sales people and sales will take care of themselves., because people know how to sell, and they themselves will create conditions for the development of sales.

2. Turn to professionals to build a full-fledged turnkey sales department. For example, to us 🙂
We have built more than a dozen sales departments, we know all the pitfalls, we can launch the department into full-fledged combat work in 2-3 months. But it would not be true to say that it is impossible to create a sales department on your own.

3. Start building a sales force yourself. There are people who can do it themselves. It is for those who decided to build a sales department on their own, and this text was written. If difficulties arise or you want to do everything the first time and efficiently, our proposal to create a turnkey department is valid.
The main thing to know is that there are two main approaches to such a process as organizing the work of a sales department. Here you can find out what their differences, disadvantages and advantages are. Now we will focus on the actions that need to be taken to create a full-fledged sales department.

Algorithm for building a sales department:

Step #1. Define Resources

First, we must determine the resources we have. First of all, this finance. For example, the cost of creating a sales department in Moscow from scratch will be:

One-time costs:

Organization of the manager's workplace (15,000 - 40,000 rubles)
CRM system per employee (3,000 - 30,000 rubles)
Virtual PBX and telephone equipment, with the ability to fix and record conversations per employee (2,000 - 5,000)

It is necessary to have a reserve of resources for at least 3 months. This is the period for which the seller reaches payback. Therefore, you need to have a supply for feeding him without taking into account his income.

Monthly costs:

Rent at the rate of 5 m 2 per employee (4,500 - 45,000 rubles)
Salary (35,000 - 60,000 rubles)
Phone (1500 - 6000 rubles)

So, the creation of a sales department with one specialist, according to rough estimates, in Moscow costs 143,000 - 380,000 rubles. These are only the direct costs associated with the work of a manager, and for a new business, the costs are an order of magnitude higher. Of course, you can expect managers to sell a lot of things in the first month, but based on experience, I would not do this. Let it be a pleasant surprise if they sell everything they can ;). Therefore, when planning financial resources, you need to clearly understand the cost of organizing one sales specialist.

Temporary Resources. Building a sales department from scratch takes at least 4 working hours a day in the first or second month. At least 2 hours a day in the third month. If the owner / commercial director plans to create a sales department, then he must clearly allocate this time to debug the system. If it is difficult to allocate this time, then you need to hire a person who will build and organize this mechanism - the head of the sales department.

Human resources. It is necessary to understand how many managers the company can afford in terms of finances. And how many of them, when fulfilling sales plans, the company itself can digest. So that it does not happen that managers sell, and the company cannot produce goods or provide services.

Step number 2. Regulate sales processes

Usually this step is omitted. No, sales processes, of course, are formed in any case, but chaotically. The first specialist sells in one way, the second in another, one communicates with the purchasing department directly, the other through the first, the third generally believes that he knows about the capabilities of the purchasing department better than the purchases themselves. The areas of responsibility are not clear, it is impossible to bring this zoo into a single statistics. It is because of this that the idea appears that it is impossible to regulate the sales department. After some time, the processes themselves settle down, less successful sellers peep working schemes from more successful ones, and, in the end, a more or less unified algorithm is developed. But for this, a significant time must pass, and the processes will remain only more or less unified; when building a turnkey department, we do not allow this.

Therefore, in order to manage unified system, rather than disparate individuals, and it is required to first think over the basic documents of the sales department.

osnewregulations required for most sales departments:

Rules for attracting new customers;
the rule of preparation of commercial proposals;
rule of interaction with the purchasing department, technical unit, accounting and logistics;
customer support policy.

The regulation of the sales department is not a once written and rigidly fixed document, it is a living description real work. It must be constantly changing, because it is impossible to write it once and for all correctly. Until they start acting on it, it is generally difficult to imagine the effectiveness of its work, so it can only be a guideline. The regulation should not be more than 1 A4 page, ideally it should be a simple block diagram for half an A4 page. If it goes to the second page, then it will not work.

You can check the performance of the regulation with one in a simple way. Give it to three or four participants in the process to read, and then remove it, and allow these participants to speak it. If everyone has an understanding of teamwork and the boundaries of responsibility, then he is a worker, if there are rumors, he needs to be supplemented. The regulation should not contain large ramifications and hundreds of exceptions, it should work in 80% of cases, for the rest it should be possible for the members of the sales department to agree.

Step #3. Define HR policy

First of all, you need to draw up a portrait of a sales manager. There are many ways to do this, but, first of all, the most important issue needs to be resolved: will the bet be placed on young guys with burning eyes, or on pros who have worked in the industry and who know the market who simply need to be given the tools and do not need to be trained.

Most owners and managers in the construction of the department tend to the second option. Which is understandable, because this does not require training, spending effort on developing a strategy and constantly wiping snot at the first stage. In addition, not everyone can teach, and a third-party guest coach is not always result-oriented. He comes in and does a cool, fun, driving training, and then he leaves. And the leader remains to independently perform the main work - organizing and translating knowledge about sales theory into a skill. Of course, we are the exception 🙂 We select employees who must show results, train them and provide further support until the sellers show a stable effective sales skill. The second option can still be dangerous because any sales manager has a certain expiration date, and if you take an experienced professional, then you can run into a burnt out, moreover, highly paid one.

Now let's move on to the number of sales department. There is an approach that says that a sales team of less than 6 people is not a sales team. The approach is clear. We take 6 people, of which perhaps 1-2 will show real results and pay for the rest. I believe that you can start a sales department with 3 people. And this is only the beginning, then two more may remain. One should be in reserve, so to speak, reinsurance against the human factor. It is better to have at least two, so that there is a benchmark, competition and there is no dependence on one person. Although with a limited budget it can be 1 person, the risks are simply higher.

As for the creation of a sales department with 10 or more employees at once, I consider this to be completely inefficient. I'll explain why. If there is no department, then there is still no understanding of where to go, where the customers are, how to convince them. This understanding will slowly emerge. Of course, 10 people will be able to pass more roads, but all this time the budget will be spent on their maintenance and organization. Therefore, I am in favor of creating a sales department of 3-5 people, and then, after stuffing all the primary bumps, replicating successful practices.

Step #4. Define Management Tools

The key to a successful sales team is the control system. Control is necessary even for the most successful managers, but should not be intrusive and justify itself. I am categorically against any reports filled out in order to show my work to the manager. Any reports should be generated automatically and contain only the information that the sales specialist will still enter for his convenience. Works great with this feature. CRM systems. The salesperson works with the client and does not generate reports for management. And online management can create any report in any context. You can learn more about automation of the sales department.

The motivation system is the heart of the management and organization of the sales department. It should move salespeople to accomplishment, but in no case should you think that hanging a big carrot, you did enough for the manager to strive for it. It is then that the system by which the sales department is built is successful, when the specialist needs to create conditions under which he will be able to reach it, performing the actions that he has been trained to do.

Field support of managers is what determines the level of salable (key) skills of specialists. Not how many trainings they've had, not how many books they've read, not how many objection handling techniques they know, not even how well they passed a product knowledge test. This is exactly how salespeople know how to use all this information in real sales. Therefore, if the decision is made to invite the coolest sales trainer, but at the same time the head of the department does not know how to organize field support, the training will not affect the level of sales in any way.

Step number 5. Go through everything yourself)

17Oct

Hello! Today we will talk about how to open a store. We will consider opening any store, not specific example by type of product sold.

Open your own store- one of the most frequent options from which novice businessmen choose. The store can bring a stable income, practically does not require intervention in work, time and effort. However, many are scared off by ignorance of how exactly you can open your own store, how much it will cost and when it will pay off. We tried to answer these and many other questions in this article.

What documents are needed to open a store

Let's figure out together how to open your store from scratch. The procedure for preparing for the opening of a store begins with registration as an individual entrepreneur or company with limited liability. Each of the options has its own advantages, but most often beginners prefer the sole proprietorship, as in this case there will be fewer reporting problems, as well as lower taxes. And the sanctions for individual entrepreneurs are much lower than for LLCs.
Unfortunately, such benefits and simplifications turn into the fact that the entrepreneur is liable for all obligations with his own property, and the founder of an LLC risks only a share in the total mass authorized capital. Among other advantages is great anonymity, because not everyone knows who is the founder of the LLC. You should also pay attention to the fact that when working with alcohol, registration as an individual entrepreneur is not suitable.

You should make a choice in advance, since it depends on the legal status which package of documents you need to collect.

LLC registration

To register an LLC, you will need to collect the following papers:

in 2 copies;
for sole founder– a decision to establish an LLC, for co-founders – an agreement and minutes of the meeting;
photocopies of the passport of the director and founders;
a document confirming the payment of a state duty in the amount of 4,000 rubles (you will need to open a temporary account);
if necessary - .

If none of the founders of the LLC is the owner of the premises at the legal address, then a letter of guarantee will be required.

On average, the registration process takes about 5 days and as a result, the entrepreneur will receive the following documents:

charter with a mark of registration;
registration certificate;
certificate of assignment of TIN and registration with the Federal Tax Service;

IP registration

To register an individual entrepreneur, you will need a shorter list of papers:

receipt of payment of state duty;
signed and certified by a notary;
a photocopy of the passport;
photocopy of TIN certificate;
if necessary - an application for the transition to the simplified tax system.

An important point: those who deal with the entire process on their own do not need notarization of the signature on the application, which will save on the services of lawyers.

The registration period is also 5 days, upon completion, the entrepreneur will receive an extract from the USRIP and a certificate of state registration as an IP. All documents with USRIP and USRLE information for registration of LLC and IP are sent to off-budget funds everyday. The same information is sent to the statistical authorities.

A notice of the completion of registration and a letter from Rosstat can be received either in person at the institution or by mail.

Rospotrebnadzor

Thanks to latest changes in legislation, novice entrepreneurs are no longer required to submit a huge pile of paperwork to various authorities. Instead, it will only be enough to notify one specific authority to open a store.

For individual entrepreneurs and LLCs that open trade according to OKVED 52.1, 52.21-52.24, 52.27, 52.33 and 52.62, this body is Rospotrebnadzor. The same applies to those who plan to engage in wholesale deliveries of groceries or non-food consumer goods.

Notice must be submitted in the form specified in the relevant Rules. You can deliver it either in person, or by mail, or in in electronic format, certified electronic signature. In the latter case, the public services portal is used. Upon completion of the process, you can open the store for the first customers.

Which store is profitable to open

Almost all outlets are in demand among buyers. However, some of them bring more income than others, and the initial investment pays off faster. Next, we will look at various ideas for opening a store, estimate how much money you need to open your store. It is also worth understanding which store is profitable to open in a crisis.

Flower shop

Open flower shop always profitable, but you need to choose the right place and delve into flower business so as not to incur losses due to damage to the goods. Flowers need to be able to sell!

Shop products

A reliable and popular option, especially attractive to newcomers to the business. The demand for products will never fall, which guarantees a constant income in case of a good location outlet. However, it requires special equipment, including rather expensive refrigerators. The volume of required investments will be about 600 thousand rubles, and the payback period will be about a year.

Household goods

Such products are also consistently in demand. To open a store, you will need certificates for varnishes, paints, etc. It is most profitable to open household goods stores in small settlements and villages. The payback period is 1-1.5 years.

Children's store: toys, clothes, shoes

This product will always be in demand, because no one will save on clothes and shoes for children.

Also, many parents are simply unable to refuse their child when he asks new toy. The environment in such a store should be appropriate - the shelves are somewhat lower so that children can reach all the goods, and the interior is best decorated in bright rainbow colors.

Furniture store

In a crisis, it is worth paying attention first of all to more available solutions rather than luxury furniture. It is also worth paying attention to domestic manufacturers. In terms of quality, their products are not inferior to numerous foreign competitors, but at the same time they are much more affordable.

Hardware store

People are always building - in a crisis and outside it. A variety of building and finishing materials are in stable demand. The profitability of the business, according to experts, is about 20%.

Auto parts store

Ask any car owner and he will tell you that there are always not enough spare parts in stores and you have to wait a long time for them by ordering delivery from another city or country. Auto parts stores will always be relevant. The main thing in this direction is to find your niche.

If you live in the provinces, consider which store to open in small town. All of the above options are definitely fine. You can also consider, for example, opening a pet store, a car accessories store, a fabric store, etc.

The choice of commercial equipment for the store

No real store can do without the appropriate equipment. The choice of specific models should be made based on the assortment of the outlet. Special attention should be given to refrigeration equipment - it is it that takes up the most space, and prices can deal a serious blow to the budget.

The choice of showcases is made on the basis of turnover and assortment. For example, for refrigerated display cases, you should choose models with a deep narrow layout, and the temperature regime for them should be observed within the range from -6 to 0 degrees Celsius for fish and meat and from 0 to +8 degrees for cheese, sausages and confectionery.

After refrigeration equipment, it is worth moving on to choosing racks, which will become the main element for displaying goods. Today on sale you can find models with sections from 600 to 1250 mm long. The price varies depending on the length. For bakery products showcases are additionally equipped with wooden baskets, and sections of confectionery products are supplemented with restraints that do not allow goods to crumble.

Special attention when choosing commercial equipment should pay attention to the following points: stability, functionality. Quality, durability and design. Before purchasing a specific model, you should pay attention to analogues, compare their parameters, and only then stop your choice on a specific option.

Choosing a location for opening a store

A significant role in the question of how to open your store is played by a competent choice of premises for it. There are a number of requirements and aspects that you should pay attention to when choosing.

Product type. Separate types goods require that they be sold in certain places. For example, a grocery store or simple household goods should not be placed in large shopping centers - more accessible premises should be preferred. Great option will be a building on a busy street in a residential area.
Accessibility and visibility. Remember: even the biggest traffic does not guarantee a large number of visitors and buyers. The point of sale should be located in such a way that there are as many as possible on the street. target buyers. You also need to take into account the location of the sign - it should be visible to everyone passing by. Remember: what best shop visible, the less advertising it requires. It is very important that there are enough parking spaces nearby. Experts believe that the best option would be 5-8 seats for every 100 square meters trading area.
Competitors. The presence of neighboring firms can play both a positive and a negative role. Here it is important to take into account their clientele: a hypermarket and an expensive boutique will not bring new clients to each other, and a beauty salon may well contribute to the growth of the client base.
Price. One of the most important factors. It is worth noting that here we are talking not only about the cost of rent. Any room requires periodic repairs from the owner. In addition, marketing costs should be included in this amount when the store is located far from the main flow of visitors. Do not forget about monthly payments: utilities and others. In some cases, additional redevelopment may be required, which entails considerable costs.
Personal preferences. If you yourself plan to work in your own store, when choosing a room, it will be useful to take into account your own preferences - the distance from the house and the like.

It is very important not to rush when choosing a room for a store. Try to research the area in advance, look at potential customers and competitors. In some cases, you should not be afraid to postpone the opening date for this, because the wrong choice will result in a whole lot of problems.

Choosing a vendor for a store

As the seller fights for each client, so the suppliers fight for their customers. At its core, a supplier is the same store, but a wholesaler. The supplier should be chosen very carefully. Particular attention should be paid to the following criteria:

Reliability. Of course, reliability is the most important criterion. It includes how obligatory the supplier is regarding the execution of the order, how honest he is during the calculations, how timely he delivers.
Price. It is perfectly logical that everyone wants to buy a product as cheaply as possible. Under equal conditions, preference should be given to the supplier with the lowest prices.
Range. It is also a very important criterion - the wider the product line will be exhibited, the more interest it will be able to attract.
Brand recognition. Everyone knows that trading is inextricably linked with psychology. To quickly gain a reputation, you should work with the most famous and popular brands. In addition, there are much fewer problems with working with them - it is much easier to return or replace goods under warranty.
Additional nuances. Among the important little things should include discounts, bonuses, deferred payments, the issuance of goods for sale and other similar ones. They will allow you to get additional profit, so you should definitely not neglect them.

Don't limit yourself to working with just one supplier. The best option is to purchase from 2-3 wholesalers at once. That way, if there is a problem with one, the others can close the gap.

It is also necessary to take into account such a nuance as logistics. To do this, you should find out in advance how the delivery network is built, which transport companies operate in the city of the supplier and your own. The best option will be delivered by rail.

Finally, communication with suppliers is most often conducted via e-mail. It is enough to select the positions of interest, and the supplier will issue an invoice in response to this. Chosen after payment transport company will deliver the goods.

Recruitment for the store

Each employer, when looking for employees, can go two ways. He can try to find high-class professionals who will immediately show the highest result, or he can hire promising talented people who have yet to learn the art of trading. As always, there are pros and cons in both cases.

In the first case, the employer will face the problem of a lack of such specialists. In addition, they will also require appropriate wages which not everyone can afford. Yes, and each such employee, by experience, also has a number of peculiar attitudes, so first you need to rebuild them to new conditions. Among the advantages, it should be noted that it will be possible to save on training, and employees will be able to work on the day they are hired.

Talented beginners will become clay in the hands of a master. With proper guidance, they can become top-class professionals, but there is a chance to get only problems instead. But the salary of such an employee may be lower. At a minimum, at the stage of gaining experience, training and internships. Such people can be raised in a team as successful and dedicated employees who are fully consistent with the specifics of the work.

Unfortunately, talent is not always revealed, and loyalty to the company may not come. The training of a new employee is invariably associated with costs, including attendance at courses and trainings. And just the assortment of goods will need to be learned - to find out its features, advantages and disadvantages. When hiring a talented newcomer to work, one should pay attention not only and not so much to his presentation and communication skills, but also to quick wits, because in a short time he will need to remember a lot of characteristics of various goods.

The result is the following picture: highly skilled professionals are a better option if you can afford them. Otherwise, you will have to make do with promising newcomers.

Who is in charge of recruiting? All more or less large companies this role is assigned to the personnel department. The search for new specialists is most often carried out in the following ways:

Relatives and acquaintances. As practice shows, this is a common option, but often one of the worst. No matter how close an acquaintance is, this does not mean that he will be a good employee and seller. Unlike people from the street, it is more difficult to objectively evaluate the skills of a relative. Very often we subconsciously smooth out obvious shortcomings and biasedly encourage our relatives.
Posting ads in the store and on the street. One of the least expensive, but at the same time effective ways, which is attractive. Those who apply for an ad found on the trading floor can be immediately sent to the personnel department, which will save a lot of time. Unfortunately, this turns out to be too much traffic - the manager's office is very close, so just curious people can enter it, hoping for luck.
Advertisements in print media and the Internet. There are two main paths here. You can explore an existing offer or submit your own ad. In the first case, you will have to spend a lot of time and effort to study applicants and consider their candidacies. As a result, even searching for one employee can take several days. Your own ad has a number of advantages - if you compose it correctly, then unsuitable candidates can be weeded out immediately. Those interested do not have to call - they themselves will come to your personnel department.
Working with recruitment agencies. The main advantage of this option is the shifting of all work on the study of resumes, searches and interviews to a third party. As a result, only those people who fully match the specified profile will be sent to your company. The disadvantages of the approach are obvious: the work of a recruitment agency requires its own payment, sometimes very rather big. And despite all the precautions, the acquisition of a "pig in a poke" is quite possible. You can avoid risks if the contract with a recruitment agency mentions the payment of a fee only upon enrolling an employee in the state at the end of the probationary period.
Talent hunting or Headhunting. This method of personnel search is one of the most relevant developments. It consists in poaching highly qualified specialists from other companies. The main advantage of this approach is the ability to observe employees in action, assess their skills and abilities. The main disadvantage is the high costs, because you will need to make a fairly profitable offer that he cannot refuse. And once a lured employee can always be lured again: one should hardly expect any unconditional devotion from such a person.

The methods mentioned above are equally suitable for finding experienced professionals and promising newcomers. The only exception is headhunting. Experts recommend when looking for a professional to contact recruitment agency, as the chance of finding a truly experienced employee increases many times over. Beginners can also be searched for by other, less expensive means. Experts believe that the team that will combine experienced specialists and young beginners will be optimal. This will make the store more efficient and lower wage costs.

Finally, when hiring, you should not focus your attention only on a diploma and a resume. It is also worth paying attention to the charm of the applicant and his appearance. Remember that sellers will become the face of your company and this face should be beautiful and cheerful.

Store business plan - tasks and goals

An important point in the question of how to open your own store is the preparation of a business plan. Despite the opinion of some entrepreneurs, it is simply impossible to do without compiling it.

The preparation of a business plan should satisfy the following objectives:

It should help a potential investor understand whether it is worth investing in a project.
The information in it should be decisive for the bank if a loan is required.
The plan becomes the source of all information about the project. This information will be useful not only to the founders, but also to outside observers.

Accordingly, the business plan should solve the following tasks:

Determination of the circle of persons responsible for the implementation of the plan.
Identification of target markets, determination of the position of the store in the market.
Setting short- and long-term goals, forming tactics for achieving them and development strategies.
The product of an estimate of profitability and possible costs.

It is important to remember that a well-written business plan becomes the key to the prosperity of the store. In no case should you ignore this point, since a business plan is necessary not only for large companies, but even for the most modest shops.

Choosing the form of taxation

The issue of choosing the form of taxation plays an important role when opening a store. It is on this that not only the tax burden depends, but also the volume of penalties for various misconduct. It should be said right away that there is no universal answer here, everything is strictly individual. However, there is an algorithm that will help you make a choice:

Prepare general characteristics companies: where the store will be located, whether there will be legal entities among the clients, what is the value of assets and the planned annual revenue.
Make an analysis of all forms of taxation and choose common taxes for all.
Choose your preferred option.

The choice of the form of taxation should be made based on your net profit and not on the amount of the tax burden. In some cases, it makes sense to choose a system with large taxes, which will save in the future or achieve a specific goal - occupying a certain market segment or the like.

General system of taxation or OSNO

Applicable to sole proprietorships and LLCs. It is the default option - if there were no statements about the transition to another form, then the OSNO is used. Requirements include maintaining accounting, maintaining a book of expenses and income.

OSNO taxes for LLC:

The main tax is corporate income tax in the amount of 20% of profits.
VAT value added tax – 0, 10 or 18%.
Corporate property tax of up to 2.2%.
Insurance premiums for employees - 34%.

Taxes OSNO for IP%

Income tax personal income tax in the amount of 13% of income.
VAT - 0, 10 or 18%.
Insurance premiums.

The main disadvantage of OSNO is the complexity of the calculations - only experienced accountants can cope with them.

Simplified system of taxation of the simplified tax system

LLCs under the simplified tax system do not pay property taxes, income taxes and VAT. An individual entrepreneur is exempt from VAT, personal income tax and property used in activities. USN is not available to everyone.

USN requirements for LLC:

Less than 100 employees.
Income less than 60 million rubles a year.
Lack of representative offices and branches.
Income for the last 9 months is less than 45 million rubles.

There are no restrictions for IP.

USN tax rates: 15% for taxes on income minus expenses and 6% on income. The latter option is preferable for stores with low costs. Most often, entrepreneurs choose the first option with a simplified tax system of 15%. However, this option should not be considered the best - before making a choice, it is better to analyze both options.

Single tax on imputed income or UTII

It is a single tax on imputed income, that is, a fixed tax on a specific type of activity. This tax does not depend on income, it is paid even in the absence of it. Payment is made every quarter.

Conditions for the transition to UTII:

Suitable activity.
Less than 100 employees.
Must be permitted in the area where the activity is carried out.
For an LLC, the share of a third-party organization should be no more than 25%.

The transition to UTII is not possible for individual entrepreneurs on a patent basis, and for those who pay agricultural tax.

Patent system or PSN

Currently, there are 47 types of activities that fall under the patent system of taxation. You can find them in article 346.43 of the tax code. The rate for individual entrepreneurs is 6% of the possible annual income. For the transition, the company must have no more than 15 employees, and the annual income must not exceed 60 million rubles. The term of a patent is from one month to one year.

The main advantage of PSN is the lack of reporting, the need for a cash register and a fixed amount of tax. This option is optimal for entrepreneurs whose activities are seasonal and of little use for stores.

How much does it cost to open a store

Many are wondering - how much will it cost to open your own store? Which store to open minimum investment? It is simply impossible to answer this question at least somewhat unambiguously, there are too many factors in use. What exactly are you planning to sell? In which city will the store be opened, and in which area? Because of this diversity, prices vary in a very, very wide range. Most often, something definite can be said already at the stage of business planning, and then a new, even more interesting question arises: where to find start-up capital to open a shop?

Experienced entrepreneurs start looking for funds after registering a business. In this case, on hand is detailed business plan, where you can see the entire project with an indication of the amount for its implementation. It is possible that the required amount could be found much in advance and now there are no problems with the issue of payment.

Otherwise, you can refer to the following sources:

Investors. After you have ready business plan, you can try to find an investor for the project. Unfortunately, this path is one of the most difficult - not everyone will be ready to invest their own funds in your business.
Banks. A bank loan is also a common method of solving a problem. However, you should not think of it as a panacea - it often falls on the shoulders of a novice entrepreneur like a yoke, significantly slowing down business development.
Friends and relatives. You can always try to involve friends or relatives in the cause. Moreover, we are talking here not only and not so much about a loan, but about a full partnership. After you develop, it will be possible to simply redeem the share.

Attracting the first customers

After opening the store, the question arises of attracting the first buyers. Currently, marketers have managed to come up with many recipes for success, but the simplest and yet most effective are:

Distribution of leaflets. The main thing here is a bright attractive design that would make a person not only take the leaflet, but also become interested in its content. It should also contain important information regarding the goods you offer, as well as the address, contact numbers, etc. You can distribute leaflets not only on the streets, but also scatter them in mailboxes and put them on tables in supermarkets.
Posting ads. The method is as simple as it is effective, but not without drawbacks. On notice boards (unless they are at bus stops public transport) not so many people look. In addition, this method can spoil the reputation in the future - "advertising on poles" is perceived negatively by many.
Display advertising. Perhaps the most optimal method to date. You can place an ad in newspapers, on television, but, first of all, you should advertise on the World Wide Web. The latter option is especially good because it will not require so many investments, and the audience coverage will be simply huge. In addition, you can choose literally any convenient format for your advertising.
Recommend to friends. You can tell about your product to acquaintances, friends, relatives, relatives of friends, etc. This option will be the easiest way to advertise your product without spending any money at all. At the same time, it is also distinguished by its efficiency, because we all trust our own environment much more than even the most beautiful flyers. Do not discount the effect of "word of mouth". Even experts admit that he is one of the most effective methods advertising.

Finally, it is worth giving a few tips that may be useful to aspiring entrepreneurs who are thinking about how to open their own store.

Instead of developing a completely own trademark, entrepreneurs prefer to work on a franchise. This phenomenon is called franchising and is a special type of relationship between entities in which the franchisor transfers the rights to conduct business without restricting either the basic principles or the business model of the franchisee.

Such an approach has its pros and cons.

Advantages:

Saving money;
Product certification;
Ready ground for business (no need to develop a strategy, concept, etc.);
More acceptable credit terms;
Decreased advertising costs (the brand will no longer have to be promoted);
Centralized marketing strategy;
Support from the copyright holder in terms of procurement, supply, design and staff training.

Flaws:

Difficult conditions for both parties due to shortcomings legislative framework RF.
The contract is concluded for a period of 5 years. Termination is subject to penalties.
Costs in the form of monthly royalties.
Constant control by the brand owner and some restrictions.
Franchising does not eliminate the need to go through numerous bureaucratic procedures, including the registration of an LLC or individual entrepreneur.

Franchises of many stores can be found in ours.

Conclusion

As you can see from the above, if not everyone, then many, can open a store today. You need to know where to start to open your store. The main thing in this case is careful planning and understanding of the processes of the store. Of course, no business at the beginning of the journey is complete without a lot of troubles, but if you follow the tips given above, in a year or two your own outlet will begin to generate a steady income. We hope that we were able to help you, and now you can easily answer the question of how to open your store!

Trade in children's things- business profitable, with a constant turnover. Children grow up quickly and need regular wardrobe replenishment. Most parents try to dress up their baby in new clothes, so it is extremely beneficial to provide the buyer with this type of product. The main feature of the children's manufactured goods industry is the price level.

The right choice of a cost benchmark allows you to gain a foothold in a certain niche in the market, have a constant flow of customers and successfully fight competitors. So, the first thing to do when deciding to sell children's clothing is to determine which target audience you will provide with the goods. There are 3 options:

Cheap clothes.
Clothing for the middle class.
Luxury goods.

Each of these categories has its own customers and can be profitable, since the incomes and interests of the population are different. Someone tries to save money by choosing cheap clothes, others are financially secure and prefer to buy expensive things for their baby, not thinking that in six months or a year the child will grow out of them. Experts suggest that beginners take a closer look at the middle class. With this category of products, there is the least risk of "burnout". Middle-income people quite consistently buy new things for their children good quality on average price. In addition, according to statistics, they make such purchases more often than others.

You should familiarize yourself with children's fashion, make a list of the most popular products, study the size table. In clothes, not only height is important, but also completeness, since children are different. The store needs to provide variety not only in models, but also in sizes. This will allow you to have things for kids with different physical data, that is, to cover a larger number of interested buyers. Information about current products you can search in magazines, on Internet sites, in retail outlets with similar products.

The assortment should be varied, including not only clothes, but also underwear.

Subsequently, it will be possible to add shoes, accessories, children's gadgets, toys. Having come to the store for a dress or a shirt for a child, parents, looking at the rest of the goods, will definitely remember about tights, panties or socks that should be bribed. Seasonality must also be taken into account and part of the proceeds should be left for the purchase of new consignments of goods, in accordance with seasonal demand.

Investment size

Step-by-step instruction

Your store should be located near a public transport stop and convenient parking for cars. The location near children's institutions will give an additional advantage in the fight for attendance, but these should not be entertainment establishments (circus, children's theater, Entertainment Center). People go to these places to have fun, and in most cases for a fee. The money already spent there will stop parents from thinking about buying more clothes. They will consider that they have spent enough on their child today.

With separate buildings rented as a store, it is advisable to break flower beds, install benches, put a large figure of a cartoon character at the entrance, that is, create comfortable conditions and aesthetic appeal. Don't forget the ramp or concrete driveway at the entrance, because many parents will arrive with strollers.

If you decide to rent a boutique in mall , try to choose a shopping center that is already familiar to the buyer, otherwise there is a risk that this object of trade will not be promoted and the buyer will not come. A shopping center is ideal, where they sell mainly clothes for adults and children. People go there to buy clothes. For a children's clothing store, the right place is of great importance, since these products, although very popular, do not belong to the category of essential goods.

It is very important to properly design the facade of the store. The sign and the color scheme of the design should be bright enough and correspond to the theme of childhood. They are designed to form in adults associations associated with children, causing tenderness, responsibility, care, love - the feelings that they experience for their babies. At the same time, the interior design should be in soothing colors so as not to distract the attention of buyers from the goods.

The documents

When opening a children's clothing store, you can act as an LLC or an individual entrepreneur. We are talking about a retail store, that is, interacting with individuals. In this case, the layout individual entrepreneurship more profitable, because you can switch to a simplified version of paying taxes. This will help reduce tax collection and reduce the amount of required documents. Having issued an IP, you need to think about the type tax regime on which your business will operate. For retail 3 types of children's clothing are suitable:

UTII - a single tax is perfect for a small area up to 30 square meters. meters, where no more than 2 sellers work. A cash register is optional, you can limit yourself to issuing sales receipts.
PSN - the purchase of a patent will be appropriate for a store up to 50 sq. meters. A cash register is not required now, NIM is sufficient, however, by 2018, an online cash register may be required.
USN (6% of profit) - used for large retail space with a large staff.

An additional plus in the eyes of buyers will give acquiring, that is, acceptance for payment bank cards. However, in this case it will be necessary cash machine, which prints the product range with the price, discount, and cost of each product separately. Product certification is required. However, if you are not a manufacturer of goods, certificates must be required from suppliers. The presence of sellers of medical books is also necessary.

Opening checklist

Is it profitable to open

The markup on the children's assortment is much higher than on the adult one: 100-200%. The demand for clothes for children is determined by the fact that kids grow up quickly, and the wardrobe has to be updated. This contributes to a profitability of 15% of the store's turnover. Such a profit corresponds to the average level of profitability, so a business based on the sale of children's clothing can be called profitable and stable.

How to open a point in a shopping center - let's analyze the most important sections of a business plan + 6 bonus tips from experienced entrepreneurs.

Capital investment per point: from 8,000,000 rubles per year.
Payback of business in a shopping center: from 1 year.

Opening a point in a shopping center scares beginners with the amount of capital investment.

However, they forget to take into account how many bonuses such placement gives.

The higher the rent, the more popular the place.

And this is synonymous with a large flow of people who can become customers.

It will be easier to attract them than if the store were in a separate room.

These and many other advantages of placing in shopping centers are understood by many seasoned businessmen who open sales outlets there.

Business plan of a point in a shopping center- the first document that will be required in the organization of the case.

In it, information about the store will be analyzed, systematized and calculated.

Why is it necessary to open a point in a shopping center?

If the experience of other people does not convince you, evaluate personally the pros and cons of placing in a shopping center.

Advantages	Flaws
For the period while you are carrying out repairs and decoration of the premises, you can take a "vacation". That is, 1-2 months you pay only utility bills. Significant savings!	As a rule, you will have to agree on almost every step: from the style of the sign to the order in which the goods are laid out.
Together with retail space you will receive a video surveillance service in the shopping center, parking spaces for customers, the opportunity to use the services of local cleaning.	Free cheese only happens in a mousetrap. Typically, mall maintenance is also included in your monthly bill, along with utilities.
The advertising that the center runs also works for you.	Renting a place in a shopping center, especially a popular one, is always expensive.
Placement near large points will ensure a stable flow of customers.	Often when you "settle" you have to pay a deposit for 3 (!) Months of rent.
You will have a reception area equipped according to all the rules. Separate accommodation rarely allows you to show off like that.	If for some reason the popularity of the shopping center falls, it will immediately affect you.

There are indeed many strengths, but there are also enough disadvantages.

It is important to analyze them thoughtfully so that in the end it does not turn out that a rather large amount of rent was wasted.

What documents are needed to open a point in a shopping center?

It is impossible to open a point in a shopping center without an appropriate documentary base.

Prepare for what you need:

or LLC (depending on products, number of founders and other details).
Indicate the OKVED code corresponding to the activity.
Choose a taxation system.
Get permission to trade at the point.
SES and Rospozharnadzor must issue a permit for activity (this is the concern of the administration of the shopping center).
For the management of the shopping center, projects, estimates and schemes will be needed.
The list of securities in this case is individual, and it is necessary to clarify it when signing the contract.
Among other things, you need to obtain quality certificates for goods from suppliers or manufacturers.

Planning to open a business plan for a retail outlet

It is difficult to open a point in a shopping center not because of the intricate organization algorithm.

And because of the potential serious risks that can lead to financial losses and even the closure of the store.

They can be avoided with the help of detailed activity planning.

Planning refers to a system of activities aimed at obtaining a complete picture of how a business can develop.

This includes analysis target audience, visitors to the shopping center, calculation of the size of the future average check, the establishment of the supply process, the choice of a marketing strategy.

realistic - based on dry facts and reflections;
optimistic – scenario of ideal development;
pessimistic - how the business will look when problems arise.

They will help the entrepreneur prepare for any outcome of the case.

Analysis of the shopping center before opening a point

The profitability of renting a place in a shopping center is not always palpable.

If you choose the wrong landlord, you can get only negative from cooperation.

Choosing a mall is easy.

It is enough to devote two days for personal observations and analysis.

Draw conclusions on the following indicators:

Purchasing power.

You won’t be able to look into people’s wallets or shopping bags.

But even an hour of observing visitors will allow you to note how often they make purchases.

Perhaps most come for entertainment and relaxation.

It will be good for organizing fast food, but not for selling fur products.

Competitors.

It is important that there are no direct competitors nearby.

But large anchor points of similar topics will be useful.

For example, in many supermarkets there are goods for animals.

But they offer a meager assortment.

What a staffing table for a small store might look like:

This number of people will provide daily work points from 10:00 to 22:00 (standard working day of most shopping centers).

It is better to hire people on your own.

You need to personally evaluate the person you trust to be the face of the store.

Hiring a salesperson with experience is much more preferable.

But keep in mind that young and energetic guys are easier to accept new rules, trends, and often bring “fresh breath” into the business.

To motivate employees to work better, enter the payment of a fixed % of sales or bonuses for achieving the set results.

Marketing section of the business plan of a point in a shopping center

successful business

Consider these options:

Training.
While you are preparing the point for opening, it can become a means of outdoor advertising.
close repair work a banner on which inform about the start of work, indicate the name and date of opening.
Mutual benefit.
When an agreement with a shopping center is concluded on the terms of % of turnover, and not a fixed fee, you can ask for the possibility of free promotion for the first time.
Management can meet halfway, because their income will depend on your success.
Inside the service is much more expensive, and the effect of it is lower.
Bring your own.
Create special discounts for employees of the center.
This will draw their attention to the dot.
And if they like it with you, fame will quickly spread among friends.
Change to "permanent".
Also motivate customers.
Enter a loyalty program or a system of cumulative discounts.

Financial section in the business plan of a point in a shopping center

financial section

It should be noted that until the moment of payback, the store will need to be “sponsored” from a personal financial cushion.

How much money do you need to open a point in a shopping center?

Item of expenses	Amount (rub.)
Total:	RUB 7,625,000
Paperwork	15 000
Point rental fee (per year)	500 000
Purchase and installation of commercial equipment	250 000
Point design and signage	75 000
Employee salary (per year)	250 000
Store opening advertisement	5 000
Advertising campaign in the future	20 000
Creation and replenishment of inventory	6 000 000
Office expenses	10 000

After watching the following video, you will be able to choose the right place in the shopping center to open your outlet:

“If you require someone to give their time and energy to a cause, then take care that he does not experience financial difficulties.”
Henry Ford

At the point, the shelves should look full of goods, but at the same time leave customers the opportunity to move calmly and safely.

You need to take care of the inventory right away.

Until you understand exactly which items are the most popular, it is important to have at least a few units of production.

Try to stay near the so-called anchor points.

These are the stores that attract the most visitors to the mall.

A striking example is Auchan, Obi, Perekrestok supermarkets.

Just as an adult cannot be completely "remade", so the audience of a shopping center cannot be changed.

That portrait of the average buyer, which you make during the analysis of the shopping center, will remain the same after the opening of your outlet.

Do not entertain yourself with false hopes about this.

If you need to save on renting space, pay attention to island accommodation.

Remember to look at the point not only as a manager, but also as a buyer.

This will allow you to notice the disadvantages of the service.

How to open a point in a shopping center you now know.

With due perseverance, creating a profitable business is within the power of every person.

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