* The calculations use average data for Russia

1. PROJECT SUMMARY

Objective of the project– opening of a cleaning company in Rostov-on-Don. The main source of income for the establishment is payment for professional cleaning services. The cleaning company offers a wide range of professional cleaning services in commercial and private premises.

The target audience– corporate segment, represented by shopping and entertainment centers, offices, restaurants, cinemas; private segment.

TO benefits this business should include:

Demand for this type of service;

Relatively low level of competition, low barrier to entry into the market;

The predominance of the corporate segment makes it possible to conclude long-term service agreements, which guarantees a stable income.

Investment costs in the amount of 1,578,400 were allocated for the purchase of specialized equipment, the purchase of a car, the arrangement of a sales office and the formation of a working capital fund. Project payback period- 11 months. Profitability business in the first year of operation will be 12%.

2. DESCRIPTION OF THE INDUSTRY AND COMPANY

The market for cleaning services in Russia appeared relatively recently - about 25 years ago, thanks to the arrival of large foreign companies. The introduction of cleaning services began in Moscow and St. Petersburg - these local markets still remain the leaders of the domestic cleaning services market and occupy almost 60% of the total volume.

The activities of cleaning companies represent a set of measures aimed at cleaning and maintaining cleanliness in commercial and private premises. Recently, this type of service has been gaining popularity, which is due to the demand for professional care of premises, problems in organizing your own cleaning services, active construction, and the fashion for outsourcing.

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The annual growth rate of the Russian cleaning services market is 30%. The Moscow market shows a growth of 68% and a market volume of more than 15 billion rubles per year. The turnover of the Russian cleaning services market at the beginning of 2016 was 222.13 billion rubles. Today, there are about 1,500 companies operating in the regions of Russia, and about 700 companies in Moscow and St. Petersburg.

According to statistical studies, in 2016, cleaning services entered the top 5 most popular services in the domestic market.

The growing demand for professional cleaning leads to a constantly expanding customer base. Commercial real estate services account for 80% of the total market. Today, the main users of cleaning company services are shopping and entertainment centers. But in the segment of individuals, these services are just beginning to gain popularity.

Rice. 1 – Structure of the client base of cleaning companies

The dynamics of commercial space commissioning reflects the possibility of expanding the circle of potential clients. The peak of commercial space put into operation was recorded in 2014, and in the last two years there has been a decline in the figure. However, during the crisis, many companies optimize their costs, among which were the costs of service personnel. Thus, demand in the cleaning services market was supported by those companies that refused to hire traditional cleaners in favor of outsourcing. This step, according to experts, could bring savings of 20% for the company. Therefore, even with the advent of the crisis on the commercial real estate market, the cleaning business continues to develop dynamically. Recently, the demand for cleaning services has been provided by government organizations that select cleaning companies through competitions, auctions, and so on.

Rice. 2 – Dynamics of the area of ​​commissioned commercial buildings in Russia

Competition in this market is growing very slowly, and the threshold for entering the market is quite low. As statistics show, in recent years the number of cleaning companies has remained unchanged: new companies enter the market every year, but the same number leave it. The main trend in the cleaning services market is the consolidation of companies and the expansion of the range of services, due to which the market is growing. At the same time, small businesses also survive because they are able to respond flexibly and quickly to changes in market conditions. The profitability of this business is in the range of 12-15%.

This business plan was developed for opening a cleaning company in Rostov-on-Don, so the local market for cleaning services should be analyzed. According to the results of the search query, there are 58 cleaning organizations in the city, of which the highest ratings were assigned to: “CleanOffice”, “Master Shine” and “Make a Wish”. The listed companies are serious competitors. It is recommended to study their pricing policy and list of services in order to form your own competitive advantages.

Thus, cleaning business has the followingpros:

1. The cleaning services market is in a stage of active growth. Cleaning services have long been familiar to potential consumers and have experience of successful use in various regions of Russia;

2. The basis of the client base is made up of legal entities, therefore, with a high level of corporate service, you can count on long-term cooperation, which will provide the company with a stable income;

3. Relatively low level of competition, low barrier to entry into the market.

3. DESCRIPTION OF GOODS AND SERVICES

Potential clients of a cleaning company are both individuals and legal entities. The target audience in the segment of services for individuals is families with an income level above 30 thousand rubles for home cleaning; in the segment of services for legal entities - commercial facilities for various purposes to maintain cleanliness and care of the premises.

The range of cleaning services should be formed based on the target audience and demand for certain types of services. According to statistics, the largest share by type of service is occupied by comprehensive daily cleaning, followed by cleaning of the surrounding area, garbage removal, and cleaning after repairs.

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Daily cleaning includes dusting, cleaning mirrors, and mopping floors. Cleaning the surrounding area involves washing windows, facades, removing garbage, removing snow/leaves/grass (depending on the season), and maintaining the cleanliness of architectural elements. We also offer general cleaning, which means removing dirt from walls, washing baseboards, removing local dirt from various surfaces, cleaning tile joints, washing windows, and so on. Particular attention should be paid to this type of service, such as cleaning after renovation - recently this type of service has been in demand. Cleaning after renovation includes: removing construction waste, washing windows from plaque, thoroughly removing dust from various surfaces and heavy dirt, washing floors, cleaning furniture, washing chandeliers, etc.

Some cleaning companies offer special programs and types of services. Such services may include cleaning before the birth of a child, washing advertising structures, cleaning after holidays, outstaffing (personnel rental) and others. The presence of such specific types of services sets the company apart in the market. Many cleaning services are expanding their range of services, offering clients dry cleaning of furniture and carpets, disinfection of premises, or the provision of a house assistant.

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The range of cleaning services is quite wide, but limited by funds, since many services require expensive equipment. At the initial stage of creating a cleaning service, it is recommended to select the main services, namely:

Daily cleaning of premises – from 5 rubles/m2

General cleaning of premises – from 50 rub./m2

Cleaning furniture and carpets – from 40 rub./m2

Window washing – from 20 rub./m2

Household assistant - from 45 rubles/m2.

In general, the range of services is individual for each client. The contract is drawn up indicating a list of necessary services, the price of which may vary depending on the scope of work.

4. SALES AND MARKETING

Marketing promotion of a cleaning service may include a number of activities aimed at different target audiences:

1. Direct marketing will be effective in the corporate segment. For advertising you will need to prepare handouts. You can also cold call a circle of potential clients.

4. Creation of a website that allows a potential client to independently study the list of services and price list.

When planning an advertising campaign, you should consider what selection criteria are used by potential clients. The most significant are: the cost and range of services provided, reputation in the market, personnel qualifications, and flexibility of work schedule. You should pay attention to these parameters in presentations and other promotional materials.

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Promotion tools can be different - it all depends on the target audience and the budget allocated for advertising. Most cleaning business owners admit that the most effective way of promotion is word of mouth. To make it work, ask your first customers to leave a review about the company - in return, offer some kind of bonus, for example, a discount on your next visit. Loyalty programs should be developed that offer promotions and discounts for ongoing cooperation. Concluding contracts for regular maintenance will provide the company with constant employment of personnel. Declare the eco-friendliness of your cleaning products – there has been a recent trend towards “green cleaning”.

Another tool used in marketing is analysis of competitors' pricing policies. Table 2 presents a comparative description of three large cleaning services in Rostov-on-Don. Based on the collected data, you can form your own prices for each type of service and develop a marketing strategy. For example, in the Rostov market, the “house help” service is represented in a small share - to include such a service in the list, no additional costs will be required for the purchase of special equipment. And in case of low demand for this type of service, the employee will be able to perform another type of service.

Taking into account the average market cost of services and prices of competitors, a price list was created:

Daily cleaning of premises – from 10 rub./m2

General cleaning of premises – from 70 rub./m2

Cleaning the premises after construction and renovation - from 70 rubles/m2

Cleaning furniture and carpets – from 80 rub./m2

Window cleaning – from 115 RUR/piece

House help – from 50 rub./m2.

Table 1 – Cost of cleaning services in Rostov-on-Don

To promote the cleaning service in Rostov-on-Don, it is planned to conduct an advertising campaign aimed at informing city residents about the opening of a cleaning service. Advertising will be carried out on radio for 2 weeks. The cost of 1 minute of advertising on radio in prime time costs an average of 3,500 rubles. The minimum number of repetitions per day is 6. The duration of one advertising message is 30 seconds. Based on these parameters, a radio advertising campaign will cost an average of 88,000 rubles.

It is planned to attract corporate clients by showing a presentation of services in a personal meeting. In this presentation, it is necessary to reflect the main advantages of outsourcing cleaning, as well as the main advantages of your company that distinguish you from your competitors.

It is also planned to create a website and naming to develop a logo and company name. These costs will be about 20,000 rubles.

An additional promotion tool will be distributing leaflets and posting advertisements around the city. The development of the layout will cost 1000 rubles. Printing 1000 pieces of single-sided A6 leaflets – 3200 rub. In total, this promotion tool will cost 4,200 rubles.

5. PRODUCTION PLAN

To locate the company's sales office, as well as to store all equipment, it is necessary to rent a room with an area of ​​40 m2. The cost of renting such premises in Rostov-on-Don is about 25,000 rubles.

Sales volume is calculated as the market average for a city with a population of more than 500 thousand people. Based on the standards, an employee cleans 600-800 m2 per day. With 4 employees working in shifts, the maximum workload per month is 11,250 m2 per employee or 45,000 m2 for the entire cleaning staff. The average price of the service is 50 rubles/m2. With a workload of 50%, the company’s monthly revenue will be 22,500*50=1,125,000 rubles. It is planned to reach such indicators in the fourth month of operation of the cleaning service.

6. ORGANIZATIONAL PLAN

To implement the project, it is expected to register an LLC. The form of taxation is the simplified tax system with the object of taxation “revenue” at a rate of 6%. Types of activities according to OKVED-2:

81.1 Activities for complex maintenance of premises

81.2 Cleaning and tidying activities

43.39 – post-construction cleaning

96.01 – washing and dry cleaning of carpets and textiles.

A license to provide this type of service is not required.

Registration of all necessary documents takes up to 1 month and costs about 6,000 rubles.

To achieve the planned sales volume, a staff of 6 employees is required. Cleaning service operating hours are from 8:00 to 22:00. Cleaners work in shifts. The wage fund is 141,000 rubles per month, including social benefits of 183,300 rubles.

Table 2 - Cleaning company staff and payroll

Qualified personnel are the main key to the success of a cleaning service. That is why it is necessary to pay special attention to personnel selection. The most suitable candidates are responsible, conscientious women and men aged 25-40 years. Cleaning specialists must be interchangeable. Each cleaner is provided with special clothing - the average cost of one set is 2,000 rubles.

If an entrepreneur plans to expand his business, then he should take into account the costs of staff training. Currently, various cleaning courses and schools have been created in Russia, which provide training programs and advanced training for cleaning service personnel. Training 1 person will cost an average of 3,000 rubles.

It is also necessary to purchase a truck that will transport cleaners and all the necessary equipment to provide services. The cost of a used gazelle will be approximately 300,000 rubles.

7. FINANCIAL PLAN

The financial plan includes fixed and variable costs. To start a project, it is necessary to calculate the amount of initial investment. To do this, you need to determine the costs of equipment and machinery.

Table 3 - Initial investment

The initial investment for opening a cleaning company is 1,578,400 rubles.

Table 4 – Equipment purchase costs

The purchase of equipment will amount to 945,200 rubles, and the cost of setting up an office on average will be 65,000 rubles.

Table 5 – Monthly expenses

Thus, monthly expenses were determined in the amount of 346,348 rubles. The cost of services consists of monthly expenses and the cost of the equipment used. The average cost of cleaning 1 m2 is 31.5 rubles. For a volume of 22,500 m 2 per month, the cost of work will be 708,750 rubles.

8. EVALUATION OF EFFECTIVENESS

The payback period for the project with an initial investment of 1,578,400 rubles is 11 months. The net monthly profit of the project upon reaching planned sales volumes will be about 100 thousand rubles. It is expected that the planned indicators will be achieved in the fourth month of operation of the cleaning service. Return on sales in the first year of operation is 12%.

9. POSSIBLE RISKS

To assess the risk component of the project, it is necessary to analyze external and internal factors. External factors include threats related to the economic situation in the country and sales markets. Internal – the effectiveness of organization management.

Let's list the main risk factors when creating a cleaning company and ways to respond to threats. External risks include:

An increase in the cost of services, which entails a decrease in marginal income. It is possible to mitigate the risk by creating a reserve margin on the cost price, which will compensate for rising costs without increasing the cost of services;

The main two questions you need to answer when starting a cleaning business are: “What will my cleaners be like?” and “How to find clients?” It depends on who will work for you and who will order whether your business will “take off” or “fail to take off.” Everything else is secondary.

Since the commercial real estate cleaning market (offices, retail premises) has long been occupied by large players, place your bet on cleaning residential premises. There are higher requirements for the quality of work performed, which means you will need more qualified personnel. However, there is a strong belief that cleaning comes down to “waving a rag” and everyone can do it. Therefore, any advertisement of yours looking for cleaners will receive hundreds of responses, but the proportion of people willing to work to high quality standards will be minimal. Personnel selection, training, knowledge testing - all this will take you a lot of time.

Out of hundreds of responses there will be, at best, 1-2 worthy candidates.

Investment size

The amount of investment varies depending on whether you want to open a business in a large or small city.

In any case, it consists of several mandatory points:

Renting premises. A room of about 50 m2 will be enough, maybe even less. The main thing is to separate the warehouse from the office part and ensure good ventilation of the room. The option of renting an apartment is possible, but undesirable, because the cleaners will constantly come and go, and the landlord will not like it. It’s best to take inexpensive, free-use premises somewhere away from the red line or in a large office center. The location of the building does not matter. Renting an office will cost you 10-20 thousand rubles per month.

Purchase of chemicals and equipment. If a client orders house cleaning, he expects a specialist to do it better than himself. Do not use household products (and especially the client’s personal funds); purchase professional equipment and chemicals. Floors, glass, plumbing fixtures, kitchen appliances - all of this is washed with different chemicals, so take an assortment of chemicals for all types of dirt that you are going to work with. The minimum initial cost is 10,000 rubles, this is if you are not going to provide additional services, for example, dry cleaning of upholstered furniture.

Remember that the main marketing of your business is cleaning done well.

Step-by-step instruction

First of all, select a room and, if necessary, make repairs to it.

Purchase furniture, office equipment and install them.

Purchase all necessary equipment and chemicals.

As stated earlier, the location of your office does not matter. The main thing is to choose the format of your interaction with the cleaners. If, for example, they will travel to orders on public transport, look for a place near bus stops. If by personal transport or taxi, the location will not be so important.

Documentation

To open your own cleaning business, you must first decide on the legal form. IP would be the best option. As for the taxation system, the best option would be UTII (provision of household services). If UTII is not valid in your region, then choose the simplified tax system (6% of income).

When registering with the tax office, indicate OKVED code 74.70.1 (“Cleaning and cleaning of residential and industrial premises and equipment”) and OKPD-2 81.29.19.000 (“Other cleaning and cleaning services not included in the selected groups”).

The activities of cleaning companies are not subject to licensing, but compliance with GOST R 51870-2014 “Professional cleaning services - cleaning services” is mandatory. Please read this document carefully - it describes all the standards for the provision of these services.

In addition, each cleaner must have a medical certificate. The list of tests is similar to the list for household workers (for example, a beauty salon).

Opening checklist

Is it profitable to open

According to our calculations, a company engaged in cleaning residential premises, even in a small city (population of 50 thousand or more), after six months of operation, can achieve a stable profit of about 70,000 rubles. In a million-plus population, this number will reach 250 thousand per month after the same six months of work. But this is only possible if the company is hired and promoted competently.

This article will discuss how to open a cleaning company from scratch step by step.

To begin with, having registered a business (individual entrepreneur or LLC) with the tax office, you should begin to study:

• target market;
• work of competing companies.

What do you need to open a cleaning company? You need to decide who to provide services to:

• commercial organizations;
• for private individuals (washing floors, windows, walls, dust control).

More profitable work for legal entities is servicing various industrial buildings, warehouses, and offices. There are fewer private clients (usually quite rich people, or single men busy with work), in addition, the profit here is less. But the first option is more complicated; it will also require more investment.

Cleaning happens:

• one-time (including capital, including after repairs);
• daily;
• specialized (carpet cleaning, etc.).

So, it’s roughly clear how to open a cleaning company business. It is advisable to choose one direction, gradually expanding the scope of your activities. Gradually, a fairly large customer base will be developed. It is necessary to take into account the presence of competition - other companies providing the same services. To begin with, it is recommended to study the activities of companies in this field: the list of services provided, prices, experience in the cleaning market. After this, you need to create a list of services provided, select suitable target objects, think over a business strategy, and resolve the issue of prices, which will allow you to get more profitable clients. You will need to open an Internet page or website with a detailed description of the company’s services (IP) and contact information. It is quite appropriate to advertise on television - it will pay off in just a couple of weeks - a month. Promotion through print media will be even cheaper. The creation of a website must be entrusted to professionals who can create an online cleaning order form. All this will allow you to quickly find new customers. Now it’s roughly clear where to start a cleaning business.

Step one– registering a business, determining the services provided, studying the work of clients, creating a website.

Cleaning company staff

Recruitment

The next stage is personnel selection and training. Employees must be selected carefully because this determines the company's image, customer experience and, ultimately, the income generated. Recommendations from friends or advertisements are suitable for hiring employees. When the recruitment is completed, the employer teaches the cleaners how to properly use modern equipment and detergents, and conducts training. Hiring, training, and control of work can easily be delegated to the manager. Customer requests are accepted by the employer himself or found by a dispatcher.

In total, several groups of employees will be required. Cleaning is better done by women, so teams should be formed of four women aged 25–50 years; the foreman can be a man who can carry heavy loads and move heavy objects. Let the dispatcher take orders. A driver is needed to deliver the work group to the site. A large company will need a director, an accountant, a secretary, and shift supervisors. Personnel turnover is quite likely, especially among cleaners, since this job is not prestigious, and not everyone is able to hold on to it. In addition, for a small payment it is difficult to find decent employees who are not prone to theft (and this is very important, since it determines the reputation of the company). It is recommended to enter into material value agreements with the cleaners. Some companies pay for work in the form of a salary, sometimes it is a percentage of the order amount (usually about 20%).

Initially, it is recommended to hire a minimum of employees and perform administrative functions yourself. This will reduce expenses at first and reduce the payback period. Further, the number of people can be increased depending on the actual size of orders. And if the demand for services increases sharply for a certain period, it is possible to resort to outstaffing - hiring third-party personnel.

The cleaning business starts with people. When searching for them, you need to pay attention, first of all, to having sufficient work experience (maids, cleaners), skills in handling equipment, inventory, benevolence, neatness, pleasant appearance, modesty, and ability to behave, especially if you have to clean the properties of private clients. If the skills are not enough, it is advisable to further train the staff. Inexperienced cleaners need to clearly and in detail explain the principles of organizing modern cleaning. Training is possible independently by the supervisor, or it must be referred to special courses.

Equipment

When preparing to open a cleaning agency, you should purchase everything you need to carry out your activities:

• professional vacuum cleaner;
• battery-powered and corded scrubber dryers;
• carpet hair dryer;
• various small equipment;
• detergents, cleaning products;
• garbage bags;
• office equipment.

Most likely, you will need a car (it is better to buy a minibus or several). It should be noted: everything must be of excellent quality, especially since there will probably be orders for cleaning upholstered furniture and carpets, but they are not cheap and require careful handling. It is advisable to purchase products from well-known Western brands. Here's a quick look at how to start a cleaning company from scratch. It is important to foresee all this in advance, before opening the office. If you study the necessary information in detail, think through the nuances of the work, it will be much easier to act later. For example, in a shopping center, the shoes of people who come there in winter leave behind chemicals that are used to sprinkle the city streets. If they are not removed in a timely manner, parquet and marble coverings will become unusable. This can be prevented by treating the floors with solutions at night, and during the day you need to remove any emerging dirt. This is a whole science; before starting an activity, the entrepreneur needs to carefully study it, then explain these nuances to the operating personnel.

Cleaning service

Business plan

Before starting a business, a cleaning company must think through a business plan. Without it, successful activity is impossible. You will need to detail expenses and estimated income. In principle, the cleaning industry is not complicated, the risks are minimal, and no special investments are required. It is necessary to officially register (tax, pension fund) and maintain reports. Most likely, you will need office space, and for it - permission from Rospotrebnadzor and firefighters. There are enough rooms for equipment, a reception area, and a locker room. Of course, you need a business plan from scratch for a cleaning company. It is important to ensure high-quality communications (cell and landline phones, the Internet) in order to accept orders on time and resolve emerging problems with employees and customers.

What is a cleaning company as a business? This is a staff of employees, rented or purchased office space, a set of equipment, inventory, and a valid viable business plan. It's simple. The cost calculation is approximately as follows:

400,000 - equipment, inventory, detergents;
100,000 – office equipment, computer, furniture;
300,000 – motor transport and fuels and lubricants;
20,000 – advertising expenses;
300,000 - advertising company
10,000 - working capital;
50,000 – rental of premises
50,000 - wages to employees;
5,000 – utilities.

Total 1,235,000 rubles.

Cleaning service

Income

In the calculations of income and expenses, they reflect all the little things and try to predict the demand for the service. So, primary expenses will amount to 1,235,000 rubles. In the future, expenses will decrease; they will be approximately 180,000 rubles. per month.

Income is described approximately like this: let the cost of cleaning 1 “square” of area be approximately 25 rubles. There are daily orders - good, that means when you take on 500 sq. m. m, the revenue will be 12.5 thousand rubles. (in a month – already 375 thousand “wooden”). Taking into account expenses, the income will be almost 200 thousand rubles. This is an approximate business plan for a cleaning company with calculations. Be sure to indicate income, expenses, and approximate payback periods. When setting prices and choosing a pricing policy, you should take into account how much consumers of services are willing to pay, and take into account the cost of cleaning from numerous competing companies. If you wish, you can always find examples on the global network in which everything is described in more detail. There you can download a business plan for a cleaning company for free. There are more than enough examples on the Internet. You will need to carefully study them and draw conclusions for yourself. In any case, you should pay primary attention to such an indicator as the profitability of the cleaning company and think through everything carefully so as not to end up losing. Being a winner in practice is not as easy and quick as it seems. You should pay attention to this.

By properly organizing a cleaning business from scratch, you will be able to recoup your investment fairly quickly (a little over six months). Compared to production, it is much more profitable, and you don’t have to wait years for a return on your investment. In addition, there is no threat of a financial crisis.

What's next?

What does a cleaning company do? Cleaning of offices, retail spaces, apartments, private houses, industrial premises. In order to effectively develop a company and attract the attention of potential clients, you need to find your own characteristics in the “pure business”, some kind of zest. It is also important to plan your work effectively. It is recommended to focus on long-term cooperation with customers. The company will be able to earn credibility through the quality of its cleaning. Having gained a reputation, you need to maintain it and constantly improve. Additional services can be gradually introduced. Cleaning services include, in addition to the actual cleaning, dry cleaning of upholstered furniture, washing bedspreads, washing windows, facades, stoves, refrigerators, garbage removal, and disinfection. As a result, there will be more clients, although costs will also increase. To ensure savings, it is recommended to rent a not very large office.

It is important to understand that there are possible pitfalls, but you will have to work without interruptions, immediately solve any problems, and maintain the trust of clients (for example, if they are regular, it will be useful to send them greeting cards for holidays and birthdays). So you will need to constantly improve in the areas of marketing and psychology. Employees will have to undergo regular training. They must be able to communicate with clients. Over time, positive recommendations will appear, which are akin to advertising. A cleaning company is a constant struggle for clients. By organizing everything correctly, you will be able to achieve success and profit.

Conclusion

So, the article addresses the question of what a cleaning company is. First of all, these are personnel and a certain organizational structure. In addition, there must be an office, utility rooms, inventory, and necessary equipment. And of course, starting work is impossible without drawing up a business plan, which calculates:

• expenses
• income
• profitability.

What are cleaning services? They can be basic (actual cleaning in a house, apartment, office, industrial enterprise) and additional (carpet cleaning, garbage removal). The list of services varies, and here the management itself chooses what to give preference to. In any case, you need to think through everything carefully, purchase equipment, inventory, select and train employees. Only then can you be sure that the services are provided with sufficient quality, and the client will also be satisfied.

White salary This is the only legal form of remuneration. Many job seekers, when looking for work, are also faced with illegal types of payment: black and gray wages. In order to figure out whether the salary from a given employer is legal, you need to pay attention to the following signs.

Signs of a white salary:

• The full salary amount is indicated in the documents upon hiring.
• Bonuses and other incentive allowances are calculated by order.
• Money is transferred to the card or issued through the cash register. Cash payment must be made according to one of the following documents: cash order, payroll or payroll. Documents must be signed by the manager, chief accountant or authorized person. Opposite the name of a specific employee should be the amount that is issued in person.
• No additional amounts will be issued in envelopes.
• The actual amount of income is reflected in the 2-NDFL certificate and in the pay slip.
• All deductions are made from the entire amount of the employee’s income.

What is official wages?

Many people don't even think about the fact that they are receiving illegal income. They work without registration or receive part of their payment in envelopes, but do not understand that part of their income is hidden. For most employees, it does not matter that the amount of their actual income according to documents is less than their real earnings. Employees pay attention to ensuring that money arrives on time, without delays.

The official salary is calculated either according to the report card or according to the standards met. An employee should not register for a salary less than the minimum wage established by the state.

Salary structure

• Salary. For the calculation of which, the actual time worked according to the time sheet, or the standards actually fulfilled, are taken into account.
• Bonus (for length of service, qualifications, length of service, rank or others).
• Additional payments for work on weekends, for night work, for replacing an absent employee and others.
• Incentive payments, including bonuses.
• The regional coefficient established in a specific region.

When an employee is on sick leave, he is paid temporary disability benefits. When on a business trip, business trips. And when you go on vacation, you are paid vacation pay.

Features of employment

When hiring an employee, a hiring order must be issued. An employment contract is another fundamental document that describes the position, working conditions, rest, and the amount of remuneration for the duties performed.

You need to familiarize yourself with the following internal documents of the organization:

1. Collective agreement.
2. Regulations on bonuses.
3. Inner order rules.
4. Job descriptions.
5. Taxes and salaries.

You need to understand the difference between accrued and paid wages. The difference between them is the withheld personal income tax (personal income tax), trade union dues, alimony and other deductions under the writ of execution.

Additionally, the employer pays mandatory contributions to the following extra-budgetary funds from all accrued employee income:

1. Pension Fund of the Russian Federation (PFR).
2. Compulsory Health Insurance Fund (MHIF).
3. Social Insurance Fund of the Russian Federation (FSS).

Illegal types of wages

On the territory of the Russian Federation there is only one type of remuneration - official wages in accordance with the Labor Code of the Russian Federation. In common parlance, such earnings are called white wages. No other types of remuneration are legal; there are no legal concepts of black or gray wages.

Black salary

An employment contract is not concluded with the employee, no hiring order is made, and there is no documentation of the person in the organization. Such an employee receives his salary in cash in an envelope.

Obvious disadvantages of illegal sources of income:

• Lack of legal protection for employees.
• No tax transfers.
• Inability to officially go on vacation, sick leave or maternity leave.

The employee does not have any length of service and does not make any contributions to the Compulsory Medical Insurance Fund, the Pension Fund, or the Social Insurance Fund. In case of illness or dismissal, the employer often does not make the required payments. When the time comes to receive your pension, payments will be minimal.

The only advantage of such a source is the higher amount of illegal income. This option is convenient for business areas with a regular turnover of cash, which later goes to pay earnings.

This method is also convenient for real estate organizations. Only a few people register with such companies, and the rest receive only a percentage of sales.

Gray salary

Partially the official salary is called gray. At the same time, employees are registered on the minimum wage. It is from this amount that the employer pays all taxes. Sometimes an employee is assigned to a position with a lower salary. The remainder is paid in an envelope.

This scheme allows the employer to reduce tax costs and allows for an increase in wages. However, sick leave, maternity leave, and vacation leave are, as a rule, calculated according to the minimum wage and their size is minimal. There is a high probability that after maternity leave the employer will offer to resign, and if you disagree, he will leave only the white part of the salary.

Another disadvantage of partially illegal earnings is that the employer regulates the amount in the envelope independently and can establish various fines and illegal deductions.

Scheme of illegal salaries disguised as dividends

Another way to pay salaries is through a scheme that includes a minimum salary and dividends. Each employee is given the opportunity to purchase shares of the organization, which he must sell upon dismissal.

These conditions are specified in the employment contract. A smaller part of the salary is processed and paid on time. The employee periodically receives most of the income in the form of dividends, which in fact make up the majority of his earnings.

Taxes are transferred only from the minimum wage. The frequency of dividends is not monthly, but quarterly. In this scheme, dividends are a good cover for illegal income. To identify this scheme, all employment contracts, minutes and documents of shareholder meetings, employee shares and the amount of payments are reconciled.

What does the employer risk?

Often, the employer is calm and confident that employees will not complain, since they will not be able to prove anything without official documents. However, illegal schemes are detected quite easily. To do this, an unscheduled inspection is carried out and the number of employees in the workplace and in the staffing table is simply compared.

Employee complaints to inspection bodies and witness testimony can help identify this scheme. Illegal payment of labor and tax evasion threatens the employer with heavy fines and even criminal liability.

Advantages and disadvantages of official earnings for an employee

• The main advantage is the social security of the employee. If there is a violation of labor obligations, you can file a complaint with the regulatory authorities.
• Registration of employees and payment of white wages is a sign of a stable organization.
• Taxes are charged on all earnings. In the future, the amount of pension payments will be calculated from these taxes transferred to the Pension Fund.
• Temporary disability benefits and vacation pay are calculated based on total earnings.
• When you go on parental leave, it will be easier to return to your position while maintaining your salary, since the registration is official.
  You can confirm your income with a certificate; this is sometimes necessary to obtain a mortgage or loan.
• The salary is fixed; the employer does not have the right to reduce it at will.
• If an employee is dismissed, the employer must pay all due payments.
• You can return part of your personal income tax from the budget using tax deductions. This is beneficial if you buy an apartment or house with a mortgage.

The disadvantages are not so obvious, but they still exist.

• Official income is usually less than illegal income. Because the employer reduces part of its expenses by cutting salaries.
• Most vacancies in private business are offered with illegal earnings, so it is more difficult to find a job with an official salary.
• Alimony and debts under writs of execution are withheld from official earnings; illegal income is easier to hide. In this regard, when registering an employee, the full amount will be deducted from the salary.

Advantages and disadvantages of a white salary for an employer

• The obvious disadvantage is the cost of taxes.
• Complex accounting reporting.
• Inability to fire an unsuitable employee, since according to the Labor Code this is difficult to do.

There are much fewer advantages for the employer:

• No liability for illegal wages and tax evasion.
• Good reputation and stability of the organization.
• Accounting transparency.

How to check whether an employee’s payment is official?

If an employee has doubts about whether he has official income, this can be checked as follows. You need to register in your personal account on the website of the Federal Tax Service and download the 2-NDFL certificate there. Organizations are required to submit these certificates annually by name. Having received a similar one in accounting, you can compare income by month.

Despite the obvious advantages of the white salary, most employers and employees settle on the gray version. When making such a choice, you need to weigh all the risks, since employees often lose more than they gain. It must be borne in mind that if the salary is illegal, the employer may delay its payment for an indefinite period, pay it not in full, or not pay it at all.

Just 25 years ago, no one knew what a cleaning company was, but today more than 600 companies operating in this field compete with each other on the market. These companies provide cleaning services for commercial and private premises, washing facades and windows, and cleaning areas after renovations or fires.

Starting in the apartment cleaning niche is low-cost, but such a business does not bring much profit. There are much more opportunities to earn money from those companies that specialize in working with commercial, warehouse, and production spaces, although it is almost impossible to get such an agreement for a newly opened cleaning company - the market has long been divided between large organizations providing a full range of services.

This article describes a step-by-step plan for opening a medium-sized cleaning company, estimates the initial costs and profitability of the enterprise, and also considers the option of starting a franchise business.

1. Analysis of the cleaning services sector

First, you need to assess the capacity of the business within the geographic location of the entrepreneur. Areas in which cleaning services are most in demand:

• wholesale and retail trade in large areas (indoor warehouses, hyper- and supermarkets, exhibitions and sales in exhibition centers);
• private medical centers (multidisciplinary commercial clinics, beauty and health centers, bath and spa complexes);
• class A and B office buildings;
• premises of workshops and warehouses of “clean” industries (food, processing, light industry);
• cottage villages within the city with a large number of multi-storey private houses;
• construction companies and design bureaus delivering ready-made turnkey projects;
• entertainment sector (children's playgrounds, shopping centers, banquet halls, night clubs).

It is worth thinking about organizing a cleaning business if there are contractual prospects with clients from the listed categories. You should not count on large profits from cleaning apartments or small offices. Despite the significant growth in this area recently, most of the work here is done independently, with the help of a salaried cleaner or a visiting assistant.

The exception is megacities, where the “Maintenance Cleaning” service is gaining popularity. The low price of entry into this niche has generated a high level of competition with constant price dumping, frequent marketing promotions and constant improvement of the website interface for prompt ordering of services. For one-time and seasonal work (window washing, general cleaning, washing the premises after renovation), the customer, as a rule, chooses the most attractive offer in terms of price, without becoming a regular customer of a particular company.

2. Business registration

Work without registering a business can be carried out if the entrepreneur himself single-handedly provides one-time cleaning services. In this case, it is possible to conclude a contract or a contract for the provision of paid services between the customer and the contractor. However, this form of relationship does not exempt the parties from paying taxes. The client organization is obliged to pay income tax and all social payments to the contractor. If the client is an individual, the income tax is paid by the contractor in form 3-NDFL.

An entrepreneur can hire staff and provide services under a contract only after the legal registration of the business.

Choosing a name

One of the most important stages that must be completed before registering a company is deciding on a name. Recognition in the market, degree of trust, difference from competitors and the design of the advertising campaign: logo and slogan depend on this.

You should make sure that the chosen name does not sound similar to the names of competitors. The most common names in this area are derived from the words cleanliness, cleaning, cleaning and their derivatives. Cute names like “Moidodyr”, “Cinderella”, “Domovenok” will not add prestige in the eyes of large customers.

The company logo should be made clear, light, bright: the client should understand what is presented in the picture or in the name at first glance. You can check this by interviewing your acquaintances and friends - if it takes them a lot of time to determine the area for which the logo was created, it is better to change it.

Organizational and legal form

In practice, contract agreements are much more readily concluded with enterprises than with individuals. But to choose a legal form, you need to decide who the client is and what requirements he has for contractors.

Small private firms, entrepreneurs, and the public, as a rule, have nothing against one-time work with individual entrepreneurs. Therefore, it is preferable to choose this form and the simplified tax regime of 6% to optimize payments to the budget.

At the same time, constant interaction with simplified companies is not beneficial for enterprises that work with VAT. Such clients hire outsourced cleaning companies or enter into an agreement based on the results of a competition, and to work with them it is necessary to open an LLC and apply a general tax regime.

The disadvantage of working in general mode is the mandatory maintenance of accounting and personnel records. That is, payment for the services of a professional will be required from the very opening of the company. However, this option allows you to conclude large contracts, participate in tenders and make a profit of a different order than when working with private individuals. Therefore, for business in this area, it is preferable to open an LLC. Next, we will consider all examples specifically for this organizational and legal form.

OKVED codes

In the new OKVED-2 classifier, cleaning activities for premises and territories are included in group 81, the subgroup is selected depending on the types of services that the organization will provide. As the main code, you can specify 81.29.9 “Other cleaning and housekeeping activities,” and when providing additional services for dry cleaning of carpets or furniture at home, you should also indicate code 96.01 “Washing and dry cleaning of textiles.”

Required documents

Cleaning services for premises and territories are not subject to licensing, and therefore a standard package of documents is required to start activities. It includes a passport, an application for opening an LLC, a participant’s decision, a charter and a receipt for payment of a fee. If the founder does not own the premises that provide the address for registering a legal entity, then a letter of guarantee from the owner is also required.

The easiest way to register a company is through the MFC or online on the State Services website. The standard readiness period is 3 working days, in some cases delays of up to two weeks are possible.

After registration, you must complete a number of mandatory actions: order a stamp, open a current account, and officially hire employees. By the 20th, submit a report on the average number of employees, and within 4 months - pay the full amount of the authorized capital.

3. Assortment management

The services provided are divided into external (yard cleaning, swimming pool cleaning, washing windows, sidewalks) and internal (all types of indoor cleaning) work, cleaning with mechanical tools (brooms, mops, rags) and using equipment (high pressure washers, polishing machines, dryers) cars), daily or seasonal. It is necessary to decide on the list of services at the initial stage of opening a business, since the capital costs of purchasing equipment depend on this.

Many companies do not engage in exterior work and facade cleaning, since this niche is often occupied by industrial climbers who are certified to work at heights. These services can be introduced later, with the expansion of the business or at the request of a regular client in need of a complex of works.

An approximate list of work that should be included in the list of services of a newly opened cleaning company is given in the table.

For each position, you must have a list of works or a checklist, as well as a list of additional services that are provided for a fee.

For large industrial enterprises and retail spaces, checklists are developed based on existing cleanliness standards.

The standard price list also includes additional items that allow you to attract the interest of a new client and create a competitive advantage. For example, cleaning an apartment before leaving the maternity hospital, characterized by using only environmentally friendly, natural cleaning products and treating all surfaces with steam. Customers will also be interested in pool cleaning, parquet polishing, express cleaning after a party and other interesting offers that do not require the company owner to purchase additional equipment or hire additional staff.

4. Equipment purchase

Cleaning private apartments and cottages is possible without purchasing expensive equipment. It is enough to buy buckets, mops, brooms. You can even borrow a vacuum cleaner and a stepladder from the client. However, this approach to doing business will not inspire confidence in a large client and will not bring much profit.

For manual cleaning, you will need to spend at least 60 thousand rubles on equipment:

• universal cleaning carts – from 15 thousand rubles;
• mops for dry and wet cleaning – from 5 thousand rubles;
• replacement buckets for carts - from 400 rubles;
• window cleaning kit – from 10 thousand rubles;
• scoops, brushes, scrapers - from 200 rubles.

If a cleaning business is created, as recommended, for a large client, then even a minimal set of equipment will have to spend 250 thousand rubles. Cleaning machines are used daily and for a long time, and therefore the quality of work of the cleaning company directly depends on the quality of their assembly, reliability and warranty conditions of the manufacturer.

The first stage of cleaning is to clear the room of large debris and dust. Traditionally, a broom and dustpan are used for this, but to increase productivity in large areas, a sweeper is purchased. This equipment is suitable for cleaning workshops, warehouses, medical and commercial institutions as preparation for floor washing, as well as for outdoor work.

Sweepers are:

• mechanical (from 10 thousand rubles), the drive shaft of which activates the movement of the wheels, are used in medium-sized rooms;
• rechargeable batteries (about 100 thousand rubles) are charged from the mains, suitable for working in narrow aisles of medium size;
• with an internal combustion engine (from 150 thousand rubles), using gasoline or diesel as fuel, used in cleaning large open areas;
• with a seat for the operator (about 500 thousand rubles), used at large production facilities with a continuous dry cleaning cycle.

It is most convenient to use a machine with a suction mechanism, a waste bin and a dust collector. You should also pay attention to which floor coverings a specific model is recommended for: linoleum and ceramic tiles are easily damaged if improperly cleaned. A neat, environmentally friendly and silent model to start with is the EurekaPicobello 151.

To wet clean the floor, you will need a scrubber dryer. Modern models have a built-in vacuum system, which allows you to dry the surface immediately after washing and avoid purchasing a floor dryer. Additional equipment with special brushes allows the device to work also with carpets. Scrubber dryers are divided into:

• network (from 60 thousand rubles) require a 220 V or 230 V cable no more than 20 m long for operation, which is suitable for small and medium-sized rooms;
• battery batteries (from 120 thousand rubles) are distinguished by maneuverability and ease of use in rooms with furniture and warehouse equipment;
• with a seat or standing place for the operator (from 420 thousand rubles) are used for continuous cleaning of hypermarkets, hospitals, large production workshops;
• single-disc (about 30 thousand rubles) for washing hard-to-reach places, stairs, window sills and other small-area coverings are necessary for enterprises providing cleaning services for multi-storey buildings or private cottages.

The most versatile of them are battery-powered devices, for which the presence of furniture in the room is not a hindrance, which means they can be used for washing areas for various purposes. For example, the GhibliRolly 7 scrubber dryer can be used in small spaces with a 230 V connection.

To clean carpets and furniture, you need a professional vacuum cleaner. They can perform dry or wet cleaning; there are also models that combine both types of work and are even capable of sucking up liquid dirt. Vacuum cleaners come in different types:

• construction ones (from 10 thousand rubles) absorb concrete dust, shavings, large fragments of debris and often have increased wear resistance and a stainless steel body;
• for dry cleaning (from 5 thousand rubles) differs from household models in power, cord length, noiselessness;
• detergents (from 20 thousand rubles) can be used both dry and wet cleaning, and due to their compact size they are often used in everyday life;
• water vacuum cleaners (from 7 thousand rubles) suck up large amounts of liquid, which is necessary in production in various fields of industry;
• backpack (from 15 thousand rubles), convenient shoulder design, used in rooms with narrow passages: airplanes, cinema halls, stairs;
• brushes (from 25 thousand rubles) cope best with long-pile carpets, which is important for hotels, kindergartens and administrative institutions.

The most functional for small cleaning companies are washing vacuum cleaners with dry cleaning capabilities. For example, the Delvir WDC PLUS model combines both functions and additional dry cleaning.

To eliminate odors, fungi, mold, rust, and greasy stains from surfaces, use a professional steam generator. For this equipment there are various replaceable attachments that expand the scope of use. The BieffeMagicVapor steam generator has an iron-shaped attachment that allows you to iron and steam clothes and bedding.

Since services are provided on the customer’s premises, transport in this type of business is much more important than an office. The car must be well-groomed, clean, ideally a minivan with company advertising on the body. A used PeugeotPartner, for example, on the secondary market costs about 400 thousand rubles. It is better to hire staff for home cleaning without special equipment with personal transport, compensating for the costs of depreciation and fuel.

5. Selection of consumables

Professional cleaning requires special products that differ from household ones in concentration, strength of impact on dirt, safety for others and large packages:

• universal cleaner for all types of surfaces - 4500 rub./10 l, depending on the concentration, enough to wash 400–1000 sq. m;
• product for carpets and upholstery fabrics - 2000 rub./10 l, enough to clean 300-600 sq.m.;
• sanitary area cleaners – RUB 3,000/10 l;
• air purifiers – 6,000 rub./10 l;
• stain removers - 1000 rub./l;
• for glass, mirrors and display cases – 2000 rubles/10 liters for 300–600 sq.m;
• for wood and parquet – 3000 rub./5 l per 50 sq.m.

In addition to chemicals, you will need cleaning materials (rags, rags, napkins, sponges, microfiber), rubber bands and mops, bottles and spray bottles for detergents, garbage bags, and gloves.

6. Recruitment

The attractiveness of the cleaning services sector for workers is that such employment does not require special skills, is often paid on a piece-rate basis, and can be easily combined with study or main work on a shift schedule. However, like any personnel in the field of personal services, they are required to have a medical book, uniform, and a liability agreement.

Salary depends on the volume of work and frequency of site visits and averages 15 thousand rubles. To maintain accounting, personnel records and pay taxes, an LLC needs an accountant, half-time or visiting. The responsibilities of a customer service manager (visiting the office, concluding contracts, accepting orders, advertising) can be performed by the business owner, but as volumes increase, additional staff will be needed.

7. Do you need your own office to conduct business?

Home office space is one of the hottest trends in small business, suitable for taking calls, solving problems remotely, advertising, and even storing equipment and cleaning supplies. Since meetings and discussions take place on the client’s premises or by telephone, there is no point in renting commercial space.

Of course, a successful company with a well-known name needs office space with a customer reception area, a small warehouse, a place for administrative staff to work, and a laundry room. But at the initial stage, all these functions are assigned to the premises (residential or not) of the business owner.

8. Search for clients and advertising

The overall size of the cleaning services market is huge, and to properly position a company, it is necessary to choose a specific niche. Specialization in cleaning commercial areas or residential cottages, industrial premises or medical centers require completely different platforms for advertising and finding clients.

The next step is to assess the geographic area of ​​the work. It is necessary to decide what distances the team is ready to travel and deliver equipment; this will outline the circle of potential clients and allow you to assess whether there are enough of them for the chosen niche.

Even if you have one or two customers for cleaning large areas, it is worth developing in the field of home services. This does not require the purchase of additional equipment or special consumables, nor does it bring much profit. However, this is an opportunity to earn reviews, fame, be heard and optimize processes within the company. The first clients may be friends, relatives, neighbors, or former colleagues of the entrepreneur.

After this step, you can order advertising placement. In the field of household services, promotion works well with the help of color booklets with detailed working conditions, clear pricing and realistic photographs of the cleaning process. Such materials are placed on laundry counters, in stores, bathhouses, and mailboxes.

For advertising among legal entities, electronic mailing lists, cold calls to offices, and participation in tenders work better. In addition, the company must have a professionally designed website, which details all services, time standards, equipment and cleaning products used, as well as a detailed price list and a form for writing reviews.

You shouldn’t give up on modern methods of promotion. For example, a channel on Youtube will introduce potential customers to the peculiarities of the company’s work, give advice on daily cleaning on your own, show the premises before and after cleaning, as well as reviews from happy customers.

9. Should I open a cleaning company as a franchise or start from scratch?

The businessman himself must decide whether to launch a business on his own or choose one of the ready-made franchises on the market. Each method has its pros and cons.

The franchisor will provide a carefully developed market analysis, business plan, marketing support, and often a ready-made online store for selling services. For this you will have to pay a lump-sum or marketing fee, and/or make monthly royalty payments as a percentage of revenue. However, you will still have to do most of the work yourself: search, hire, train staff, make purchases, interact with the client, place advertising.

You can independently start a cleaning business if you have entrepreneurial experience and preliminary agreements with at least one customer. In this option, the business owner decides what services to provide, what to specialize in, and where to make mistakes.

Popular franchises

In a service business without complex processes, expensive equipment and secret technologies, buying a franchise provides few additional opportunities. Sometimes the franchisor company provides discounts on the purchase of consumables and advertising assistance at the federal level, and then only subject to the presence of a recognizable brand. This is the main difficulty: there are many medium-sized companies on the market that sell franchises, but large players with well-known names do not do this. As a result, a businessman, when purchasing a ready-made business, does not receive anything beyond what he could organize on his own.

This is the reason that many cleaning companies have curtailed their franchising development programs - information in franchise databases has not been updated for several years or leads to sites whose service has been suspended. Of the “live” offers on the Russian market, only two are valid.

Financial calculations

Considering the low start-up costs, the return on investment of a business depends only on the entrepreneur’s activity in finding clients and promoting the services of his company.

How much money do you need to start?

To start work, you will need a sum for registration of an LLC, development of a logo and advertising materials; purchase of equipment; website creation and promotion; purchase of special clothing for personnel.

Monthly expenses

Expenses for the company's monthly operations consist of staff salaries, purchases of consumables and cleaning products, gasoline payments, advertising budget and tax deductions.

How much can you earn?

For cleaning office and retail space, one employee is required per 600 sq. m. m, which means 2 employees using a sweeper and washing machine, as well as manual equipment, can service a small supermarket with an area of ​​less than 1200 sq. m. m. Monthly revenue from servicing such a facility will be 1200 sq. m. m*30 rub./sq. m*30 days=1080 thousand rubles. Net profit 1080-200=880 thousand rubles. However, for non-stop shift cleaning of such an area, it will be necessary to involve all personnel and take into account the purchase of a car for transporting equipment from 400 thousand rubles in the costs.

Revenue from household services is of a different order. Cleaning an apartment requires 2-3 hours of working time and one person, the minimum check is 1800 rubles. This means that during a working day, taking into account travel, one worker cleans 2 apartments, and five workers are able to service 10 apartments per day. This means the monthly revenue will be: 1800 rubles/apartment*10 apartments*30 days=540 thousand rubles. Profit for the month without operating expenses 540-200 = 340 thousand rubles.

Thus, if you open a business for a specific client, the costs will more than pay off in the first month of work, and if you occupy the niche of household cleaning - in the second month of work. However, it should be remembered that these figures were obtained taking into account the full workload of all employees, which in reality is extremely rare.

Conclusion

The scope of cleaning services in the country is close to saturation: the client chooses from many competing companies based on price, reviews, and market position. The niches of commercial and domestic cleaning are firmly occupied by companies with many years of experience and high quality services.

However, if you have a preliminary agreement for cleaning large commercial facilities, you can start your own business with a starting capital of 350 thousand rubles and recoup it in the first month of work. In the niche of cleaning private apartments, the entry point is smaller due to the lack of costs for electronic equipment, but the monthly profit is low, depends on the number of orders and employees, and is also subject to significant seasonal fluctuations.