How profitable is the trade in upholstered furniture? Business plan: how to open a furniture store. Where to start a furniture business? Features of retail outlets selling furniture

First of all, a beginner needs to take into account that the furniture market has already taken shape. And if 15-20 years ago it was possible to bring any furniture and find a buyer for it, now it is difficult to guess the client’s needs. Therefore, you need to study the market and focus on those segments of the population that you want to serve. The BIBOSS portal was told about the intricacies of this business by a market luminary with many years of experience, CEO Furniture store chain “Vash Byt” Farid Safin.

Where to start?

To begin with, experts advise conducting marketing research. See what your competitors are selling, what their advantages and disadvantages are. Entrepreneurial intuition must work. First of all, you need to understand what niche you want to occupy. Delamination target audience strong is observed. There are those who buy expensive imported furniture. There are those who rely only on the functional features of furniture - the design and manufacturer are not important to them.

Beginning entrepreneurs, as a rule, do not have big capital and the opportunity to occupy large retail spaces for samples. Therefore, it is advisable to start working with the economy and middle class, where the bulk of buyers are concentrated.

You can consult with those who have been working in this market for a long time. They can be manufacturing partners who produce furniture and know what is in demand. In Russia, such manufacturers are established companies that contain marketing services, constantly study demand, go to exhibitions.

By the way, visiting furniture exhibitions is a good way to study the market. Manufacturers display current and new furniture there and monitor the reactions of visitors. There are a lot of both ordinary buyers and representatives at the exhibition retail chains, they enter into contracts with manufacturers for the supply of furniture.

Working with a supplier, you can find out what furniture is in demand in the region. Because demand varies depending on the region. Somewhere one color and model is popular, somewhere else another. For example, in Tatarstan, where there are many Muslims, green, calm tones are held in high esteem. But furniture models throughout Russia are basically the same. Only Moscow and St. Petersburg stand apart - there is a demand for advanced models there. The most cutting-edge modern trend is first mastered in Moscow and St. Petersburg, and then goes to the regions. Therefore, if you are opening a store not in these capitals, then it is better not to immediately bring unusual furniture here - it is unlikely to find a buyer.

How to beat your competitors? We need to find those models that can compete in price and quality with those already on the market.

Farid Safin

If we talk about us, we have been working in the market for a long time and cover all categories of clients - from economy class to VIP clients. In our showrooms you can view catalogs of expensive furniture; we display some samples of Italian and Belarusian furniture High Quality. The client places an order and we contact the manufacturer. Orders of expensive furniture are infrequent, so keeping all models in the store is unprofitable, since rent retail space doesn't come cheap.

Investment size

Farid Safin

General Director (founder) of the Vash Byt group of companies

As for finding funds for the launch, it is better not to count on government support. Today in Russia, producers and agribusiness are primarily supported. It is believed that trade is already sufficiently developed and organized, so this industry is not subsidized. There is only hope for banks that participate in programs to support small and medium-sized businesses. They lend to businesses at reasonable interest rates.

Farid Safin

General Director (founder) of the Vash Byt group of companies

But there are nuances. Based personal experience, I can say that all banks require collateral - premises, apartment, car. At the same time, today the direction of furniture trade is considered a risky business. Recently we wanted to take out a loan, the bank seemed to be happy with everything, there was collateral, but later they told us that furniture business risky, and was denied a loan. Therefore, not everything is so simple. It’s better to find an investor, partners who are ready to invest in the business and develop together.

What are the running costs of the business? Must have warehouse stock furniture, rent and maintain warehouses where loaders work for the acceptance and release of furniture, storekeepers. Nowadays accounting systems are computerized, so programmers are needed. Plus transportation costs, including delivery of furniture from the manufacturer - from factories and factories.

How to optimize costs? You can outsource something - for example, programming services, rent warehouses with a ready-made staff of movers, or even work with “wheels” - pick up furniture directly from the factory and immediately deliver it to clients. The advantage of small businesses is that they do not need to maintain a large office staff: dispatchers, commercial service, accounting, management. Many entrepreneurs at the initial stage perform all these functions themselves - he is a freight forwarder, a manager, a dispatcher, and an accountant. But even as you grow, it is better not to overstaff, this will allow you to optimize costs.

Average running costs furniture showroom at the initial stage, with a minimum amount service personnel, amount to 100-150 thousand rubles per month. But this amount does not include rent - it depends on the area. In large Russian cities, on average - from 800 to 1500 rubles per sq.m.

Step-by-step instruction

In your activities you will be required to interact with a number of contractors and suppliers. First of all, these are furniture manufacturers. You can contact them directly. But when sales volumes are small, this is difficult, because manufacturers are interested in large orders. Therefore, it is easier for small companies to work with dealers and wholesalers.

Farid Safin

General Director (founder) of the Vash Byt group of companies

Our company has a wholesale department. We bring furniture from all over Russia, as well as from China, from Belarus, from the Baltic states and release it from our central warehouse in small quantities for small entrepreneurs - they take the assortment that they need. This is convenient for beginning entrepreneurs, especially since they can take into account our trading experience, because we know in which region which furniture is in demand, and we give our recommendations.

If a person once bought furniture in one trading network and was completely satisfied with the quality and price, next time he tries to go to the same store. A connection is created between the seller and the buyer that is maintained for years. There are regular customers in our network who have been buying furniture from us for many years and bringing their children.

The main quality for a seller is the desire to work. If a person thinks that the furniture will sell itself, and he can sit on the sofa and read, waiting for the buyer to come up and place an order, then you don’t need him. Today there is a wide selection of furniture in different showrooms. And the seller himself must interest the buyer. Most often, after 2-3 months of internship, a person masters the assortment and can already cope well with sales. Developed companies have their own personnel service, which recruits and trains personnel.

Farid Safin

General Director (founder) of the Vash Byt group of companies

We try to ensure that people work in our company stably, constantly. This is what happens. Most of our employees have been working, if not since the founding of the company, then on average for 10-15 years. To do this, we constantly use a motivation system and periodically review it so that it is attractive to our employees. We have a 13th salary, there is a trade union organization that maintains contacts with many institutions - for example, sanatoriums, and you can get discounted vouchers. People can receive vacation pay and sick pay. We hold corporate events - and new year holidays, and March 8, and May 1. IN New Year We summarize the results of the work and announce the best employees, give gifts and certificates of honor.

IN shopping centers you will be forced to adhere established schedule work. In free-standing salons, focus on the mode acceptable for a particular area of the city.

Documentation

There is no need to obtain special permissions. Hygienic quality certificates are needed, but usually they are supplied by the manufacturer themselves.

Today, there are two main types of taxation used by entrepreneurs engaged in retail trade - Single tax on imputed income and a simplified taxation system. UTII is calculated depending on the area. “Simplified” depends on turnover, that is, the tax is paid depending on how many goods are sold. And the choice of type of taxation depends on the traffic of the outlet. There are retail outlets with high traffic, there are high rents, but also returns per sq.m. turnover is also high. In this case, it is better to pay UTII. If the areas are large, but the traffic is low, the rent is low - a simplified system works better here.

Opening checklist

The opening of a store in a separate building must be covered as an event. If the store is designed for the scale of the area, its residents need to know about the opening. Usually, when opening a store, they create a beautiful display of furniture, hang balloons at the entrance, and attract animators who will welcome and entertain guests and children. Such events are not complete without gifts - even if they are small, so that when they come home, people will tell their family and neighbors about your store.

Owning your own business is the dream of almost every person. And today, novice entrepreneurs are often interested in the question of how to open furniture store. After all, before investing money, you need to find out how profitable such an enterprise can become and what success depends on.

Is it profitable to open a furniture store?

If you are wondering how to open a furniture store, you are probably wondering whether such a business can really be profitable. Everyone needs furniture, be it a family moving to a new apartment, a boss opening an office or a new restaurant.

Therefore, of course, such an enterprise can become profitable. But, as in any other business, it requires careful calculation, analysis of the market and competitors, as well as attention to detail and creative, but sober thinking.

What documents will be needed?

A furniture store business plan must include costs for registering activities. First, you will have to register with the tax service. The easiest way would be to get the status individual entrepreneur, on the other hand, if in the future you are going to expand your business, cooperate with large companies, it is better to register a limited liability company.

In order to sell furniture in the premises of your choice, you will need permission from some government agencies. In particular, you will have to undergo a fire inspection and an occupational safety inspection. All collected documents will need to be sent to the city council, where you will be given permission to trade.

There is another option - to register a franchise. Today there are many large companies, which offer partnership, a proven advertising promotion system and, of course, support in everything. To Work with famous brand using an established scheme is much easier than starting a business from scratch. But there are some disadvantages here - you will have to carefully comply with all the terms of the contract.

Deciding on a market niche

Don't know where to start a furniture business? First of all, you should think about who exactly you want to see as buyers. Of course, today there are many opportunities for business development.

Maybe you want to sell relatively cheap furniture that will attract clients of low and medium income? Or will you offer premium products, catering to wealthy people? If you have a large room and sufficient start-up capital, then you will always be able to set aside a separate room for expensive, high-quality furniture, while simultaneously selling cheaper goods.

There are other options - you can choose a narrow, but at the same time low-competitive niche. For example, you can offer furniture for offices, hospitals, pharmacies. Wicker garden furniture, which is much cheaper, is becoming quite popular today. Or you can sell furniture made of glass, natural wood, or any other material. In any case, before starting a business, it is worth studying the demand and, of course, the level of competition.

Where to rent a room?

Choosing premises for a store is an extremely important stage in business development. Location matters. Where is the best place to locate a furniture store? It is more advisable to rent premises in a busy place so that the store is always in sight of city residents.

Thanks to quality advertising campaign and positive customer reviews, your business can become truly popular. But there are some requirements that are worth considering. Of course, electricity and water must be connected to the room.

Do not forget about a high-quality heating and ventilation system. In addition, the building must have a wide, large entrance, since trucks will often come to you. And don’t forget that you will probably need a large storage space, because not all sets of furniture can be displayed in the store.

Room design

Knowing how to open a furniture store won't be successful if you don't pay attention to the nuances. For example, the design of the room is extremely important. After all, you will be selling furniture, and therefore the decor should be elegant and cozy.

So, for the walls it is better to choose discreet pastel colors and decorate them with photographs with furniture samples. Take care of the lighting as well, as buyers need to see what exactly they are going to buy. If your store has furniture of different styles, then you can group the products based on this.

How to sell furniture correctly?

Of course, you will need to find furniture suppliers. Difficulties with this are unlikely to arise, since there are enough manufacturers today. However, you will have to carefully monitor the quality of the goods supplied. Try to find the optimal price-quality ratio that would attract new buyers.

Of course, for good sales It's not just the quality and ambiance of the store that's important. Big role sellers play - you will have to hire 1-3 employees depending on the size of the enterprise. Consultants must be held to strict standards.

For example, sociability and ease of communication are necessary qualities for any seller. In addition, employees must have a good understanding of the features of a particular product, know specifications etc.

Ideally, you should also arrange for furniture to be delivered to your home. Here you will also need additional employees who can assemble the products. The cost of this service may be included in the price of goods or paid separately.

Manufacturing of custom furniture

Yes, selling furniture can really become profitable enterprise. But what if the client needs some specific and rare item? Or do you need furniture? non-standard sizes? Or maybe the buyer wants to purchase a table made of a special type of wood? In this case, your store either refuses to provide customers similar service, or orders the required products from the manufacturer.

The furniture business is an excellent choice for a young entrepreneur to start. People always buy furniture, regardless of the season and weather. Even a crisis will not change anything in your business, except that it will reduce the class of furniture from elite to classic. Therefore, open a furniture workshop – a good and promising idea that will surely bring you excellent profits.

Studying the market

Furniture production can be divided into three main areas:

Production of classic office furniture (cabinets, partitions, cabinets, tables). The main emphasis is on functionality and strict appearance.
Production of kitchens and furniture. The kitchen is the face of the home, it is where people spend most of their free time, so it should be equipped with comfortable and high-quality furniture. Every year the demand for kitchen sets is growing by an average of 15%.
Production of furniture to order. This is the most promising type of business. Furniture is created depending on the client's requirements, according to individual sizes and drawings.

Starting a furniture business is not difficult - a minimal investment is enough

Note: in metropolitan areas you will face serious competition, so this business It’s best to start either in small cities or enter the market with an original and promising offer.

Be sure to find out if there are similar furniture manufacturing workshops in your city, what services they offer, what the real furniture production times are and the price range of your competitors. Think about what you can do better to win over customers.

Premises requirement

To organize a full-fledged factory, you need three full-size premises. This:

Furniture production workshop. Its area must be at least 100 m2.
Office. Managers will work here, concluding contracts for the purchase of raw materials and accessories, as well as for sale finished products. Often the office has a small exhibition stand with samples of materials and furniture, or even a small shop.
Stock. This room will be used for storing material and finished products. It should be spacious (about 70-100 square meters) and dry.

These premises may be located in the same building or scattered throughout the city. For example, the workshop itself will be located on the outskirts, and the office with samples will be in the city center or in a convenient location. This will significantly increase the number of possible clients. The warehouse can also be located on the outskirts of the factory. This will allow you to reduce rental prices several times and avoid complaints from residents about the constant noise from cutting material.

The premises for furniture production should be spacious

Purchase of necessary equipment

To start the production of upholstered furniture as a business, you should have a sufficient amount to purchase the appropriate equipment. You can, of course, cooperate with other workshops for cutting furniture sheets, but this will significantly increase the lead time for orders and the cost of finished products, which will reduce all your competitive advantages to no. Therefore, it is definitely necessary to buy machines. To save money, you can buy used equipment - its price can be 30-50% lower than that of new one. But you need to have a good understanding of the machines so as not to buy ones that have already been written off.

Read also: How to clean seeds from husks in production

To work you will need the following types of machines:

Band saws. Such equipment is used for precise cutting of wood, MDF or chipboard to the ordered sizes.
Dryers. These machines are used if you plan to work with natural wood and it will need to be dried to a certain humidity.
Machines for decorating and fine processing of wood. Used for shaping wood, processing edges, cutting various chamfers, and other milling and drilling machines.
Devices for working with glass. This includes sandblasting machines, drilling machines, engraving machines, cutting machines, etc.
Devices for working with metal. This includes welding, drilling, cutting, and polishing metal.
Sewing equipment for creating upholstery, covers and various soft furniture elements.
Tools. These include hand drills, screwdrivers, staplers, screwdrivers, planes, hammers, etc.

Also, for the production of furniture you will need a variety of fiberboard and chipboard sheets, MDF boards, high-quality fittings and a large number of fasteners. Consumables: various varnishes, paints, adhesives, etc.

Staff

A lot in the furniture business depends on the staff. To build a furniture business from scratch, you need skilled and responsible employees, which will accompany the product at all stages from design to sale and installation at customers. You will definitely need:

A manager who will be responsible for accepting orders, drawing up contracts for the supply of necessary fittings and materials, and providing project support.
Director of operations. The responsibilities of this person include control over every stage of furniture production. This is a foreman who monitors the workers, organizes their work and accepts ready-made orders.
Workers. For a small workshop, 3-4 people are enough; for a medium one, up to 8 specialists may be needed. Their responsibilities include the entire cycle of work on the production of furniture from raw materials.
Driver. This person will be responsible for delivering furniture to customers from the warehouse. Also ensures the delivery of necessary materials.

Qualified personnel are the basis of your business

This is the minimum possible staff for operating a mini-factory that produces furniture. You can play the role of manager and accountant in the first stages - there is nothing difficult about it. If you don’t want to waste time, you can hire people, but this will reduce the payback period due to salaries.

Marketing

You can start creating a marketing plan even before you open. The purpose of this plan is proper organization various events to sell the maximum possible quantity of finished products. How to sell furniture correctly?

Open in the office Exhibition Center or a mini store.
Conclude an agreement with furniture stores and offer products for sale to them.
Start working with tenders created budgetary organizations. Very often, schools, kindergartens, hospitals and various municipal institutions become regular customers bringing in serious money.
Interest several large private clients. These could be banks that periodically open new branches, various offices, etc.
Create your own website on which you need to post detailed information about the furniture, telephone numbers for contact and a detailed price list.
Create groups in in social networks and support them.
Launch classic advertising: banners, leaflets, banners, signs, billboards.
Advertising in the media: radio, TV, newspapers, magazines.

How much money do you need to open?

It is impossible to accurately calculate how much money is needed to start furniture production as a business from scratch without knowing the specifics of your region: everything greatly depends on the level rent, selected work profile, number of workers and equipment. We will provide national average prices, which will be fair in almost 80% of cases.

Purchasing premises for running a business will cost approximately 1 million rubles. If you rent a building, you will spend about 50-70 thousand a month, that is, it is still more profitable to buy a building.
Purchase of equipment for the factory, its delivery and installation – 600,000.
Repair of the building, paperwork – 300,000.
Consumables – 250,000.

Never skimp on fittings and tools

Now let's calculate fixed costs. These will include:

Payment for public utilities – 30 000.
Salary – 180,000.
Fixed costs for maintaining the website, social networks, advertising and marketing – 20,000.
Other expenses, incl. and taxes - 30,000.

The furniture market in Russia is vast; new enterprises survive if they find a free niche in a particular region. It is important to note that competition is lower in the low and medium price categories. Sales volume depends on the size of the locality. Experts believe that it is profitable to produce furniture in a settlement with 500-800 thousand inhabitants. It helps to reduce costs, keep demand at the desired level and reduce the influence of competition.

Experts' forecasts are encouraging - small and medium-sized furniture businesses will reach 75% in the coming years. The most rational ones are small workshops that produce economy and middle class furniture of one type to order.

The advantages of the workshop include:

small initial investments (900-1,300 thousand rubles)
no need for large areas
production process flexibility
ease of changing the assortment
the opportunity to become a monopolist in a separate niche

Manufacturing to order avoids the negative impact of competition. The low cost of finished products speeds up sales, which makes it possible to quickly return the initial investment.

But when choosing, you must also take into account the disadvantages. If the furniture is made by hand, it requires creativity and a lot of time. A small assortment can quickly saturate the market. But the workshop a good option for the initial stage. How to promote a furniture business in the future depends on the circumstances. You can often change the range or expand production.

There is no need to buy premises for a workshop. The location (entrance), temperature (18°C) and humidity level (up to 70%) are important. This means that a ventilation and heating system is needed. Under unfavorable conditions, both raw materials and finished products can be damaged. The area should be enough for production, warehouses and administration premises.

Equipment for the workshop is purchased semi-automatic:

cutting machine (manual feed) with cross and longitudinal cuts
drilling machine for drilling open and blind holes
Grinder
edge banding machine

When making custom-made furniture, small tools are also needed: cutting machines, hammer drills, screwdrivers, drills, drill bits, knives, etc.

Reaches 25%, average payback period 2-2.5 years.

Features of retail outlets selling furniture

A furniture store can be of different sizes:

from 300 m2, s narrow specialization(wide range of one product group)
from 1,000 m2, hypermarket with a wide selection of goods from different groups, warehouses and parking lots
salon in the city center with luxury goods for wealthy buyers
warehouse store of finished furniture from the manufacturer

The premises for the hypermarket are selected in a residential area or outside the city in order to reduce the cost. A hypermarket should have a wide range of goods at different prices (from economy to luxury). Operational efficiency is enhanced by additional services.

The salon is small (from 30 m2), as customers place orders from the catalogue. The premises must have space for employees (tables, chairs, computer equipment) and a place for visitors, equipped upholstered furniture.

In the warehouse, furniture is sold at an affordable price and immediately. allows an additional offer to order certain types of goods according to an individual design.

The amount of initial investment directly depends on the type of store. You can make your choice only after a thorough analysis of the market in a particular region. It is important to offer customers something that is not available in sufficient quantity.

The advantages of the store include:

stable demand for goods
possibility of opening in almost any city
opportunity to increase sales by launching an online store

But competition is high, since such stores already exist in any locality. Initial costs are high regardless of the type of outlet (can reach 2.5-3 million rubles), since a lot of funds are required to purchase goods. If the choice of assortment is unsuccessful, there is a possibility that the purchased product will be difficult to sell. In the best scenario and a 20-40% markup, the initial investment will pay off in 2 years.

Furniture factory: advantages and disadvantages

Under own brand required from 30 million rubles. This option is a furniture workshop expanded several times. When setting up production modern equipment You can achieve a profitability of 15-25% by supplying furniture throughout the region and country.

The advantages include:

neutralization of competition due to a full production cycle and a wide range
purchase of large volumes of raw materials at a reduced cost
lower cost of finished products (compared to a workshop)
consistency of wholesale sales if you have your own dealer network and well developed marketing

Disadvantages of the factory:

the need for large initial investments
difficulties in choosing premises (large areas are required)
high costs for the purchase of modern equipment
difficulties with (requires special education and high qualifications)
high costs for brand development and advertising due to competition

A furniture factory is worth opening if you have large investments and are willing to wait a long time for returns.

Criteria for choosing between a workshop, a store or a factory

When looking for an answer to the question of what is better, production or trade, it is important to take into account financial capabilities and personal qualities. If you have skills in plumbing, it is better to start from the workshop. If you are confident that you can manage production, you skip the workshop stage if you have money. For a person who has the ability to trade, the best option would be a store.

All options have advantages and disadvantages; profitability depends on a number of factors that do not always depend on the entrepreneur. The quality of the finished product is of great importance and economic conditions in the region and country.

You can make money without having a lot of money for initial investment in a small space. The only condition is the availability of a raw material supplier offering cutting services. This allows you to avoid purchasing expensive equipment. When purchasing a semi-finished product, components and inexpensive tools for assembly are required. In such a situation, success depends only on the planning of the model and the quality of manual assembly. If the product meets customer needs, production can be expanded.

Even in a large factory it is impossible to produce all types of furniture. It is important to determine who the product is intended for. These may not be households. In the city there are children's and public organizations, requiring specific products. Each institution requires a special style. In addition, furniture is made not only from wood. In warehouses, banks and medical centers, in chemical and Food Industry metal furniture required. This is a good option if such products are not produced in a particular region.

When opening a store, you should not start with a large area and a wide range. It is advisable to walk around the already operating stores in the city and determine what they offer. There is always a type of product that does not exist. It becomes the basis for forming the assortment of a specialized store. The advantage of this approach is the opportunity to become a monopolist in a small niche.

Purchasing equipment when starting a furniture business from scratch

Furniture can be kitchen, built-in, cabinet, upholstered, garden, specialized, for offices or children's and medical institutions. Equipment is purchased after selecting the type of product. A factory requires bulky machines and tools; in trade, a minimum amount of furniture for staff and customers is sufficient.

If a workshop is opening and you do not plan to cut the material yourself, then buy hand tool: drills, screwdrivers, grinders, milling cutters, hair dryer, hammer drill, etc. Machines are expensive, you can buy them later (if desired), when a customer base is formed and the level of sales increases.

For a factory, equipment is selected depending on what is planned to be produced. For example, when making cabinet furniture, there is no need for upholstery tools and compressors. Please note that equipment designed for processing chipboards is not suitable for working with natural wood. In the first case, sawing, grinding, milling, and decorating machines are required. The slabs are cut using molding machines; equipment for drilling and edge processing is required.

In a furniture store, it is better to focus on compliance with sanitary standards and the design of the room. A professional designer is involved, especially if the outlet is for rich people. Expensive repairs and original exhibition are needed. It is advisable to organize a place for customers to relax with the opportunity to drink coffee, tea, and buy water. This does not require large expenses, but the level of service increases. In a warehouse store, the interior is simple, the main focus is on the distribution of products across halls and sections.

Ways to promote a furniture business

The number of users of online stores, including furniture stores, is growing. Both manufacturers and traders have websites. It is important to attract a specialist who can optimize the resource and organize promotion in a specific region. If the site is constantly developed and updated, offline and online traffic increases quickly. If a factory opens, the brand quickly becomes popular and consumers begin to recognize the company.

In third place is the organization of exhibitions with preliminary distribution of business cards or leaflets, in fourth place are groups on social networks. When writing texts, attention is focused on what interests the target audience:

For buyers of economy class furniture, the opportunity to obtain a loan and receive discounts, bonuses, gifts, delivery and assembly costs is important
people with average incomes pay more attention to the popularity of the manufacturer and the environmental friendliness of the product
in advertising for expensive furniture, it is important to emphasize exclusivity: expensive wood, popular brand, custom-made fittings (do not mention strength and durability)

The production and sale of furniture are relatively profitable areas of business. The organization requires careful selection of assortment in order to reduce the negative impact of competition.

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