The furniture market in Russia is vast, new enterprises survive if they find a free niche in a particular region. It is important to consider that the competition is lower in the low and medium price category. The volume of sales depends on the size of the settlement. 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 impact of competition.

Expert forecasts are encouraging - small and medium furniture business will reach 75% in the coming years. The most rational are small workshops that produce economy and middle class furniture of the same type to order.

The benefits of the workshop include:

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

Manufacturing to order avoids the negative effects of competition. Low cost finished products accelerates sales, which makes it possible to quickly return the initial investment.

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

It is not worth buying a room for a workshop. Location (entrance), temperature (18оС) and humidity level (up to 70%) are important. This means that a ventilation and heating system is needed. Under adverse conditions, both raw materials and finished products can be damaged. The area should be enough for production, warehouses and premises for administration.

Equipment for the workshop is purchased semi-automatic:

• panel saw (manual feed) with cross and longitudinal cut
• drilling machine for drilling open and blind holes
• Grinder
• edge banding machine

In the manufacture of furniture to order, small tools are also needed: cutting devices, punchers, screwdrivers, drills, drills, knives, etc.

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

Features of outlets selling furniture

A furniture store can be of various sizes:

• from 300 m2, s narrow specialization(a wide range of one group of goods)
• from 1,000 m2, a 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-shop 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. A hypermarket should have a wide range of goods at various prices (from economy to elite). Efficiency is enhanced by additional services.

The salon is small (from 30 m2), as buyers make orders from the catalog. The room should have a place for employees (tables, chairs, computer equipment) and a place for visitors, equipped with upholstered furniture.

The warehouse furniture is sold at an affordable price and immediately. allows an additional offer to order some types of goods according to an individual sketch.

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

Shop benefits include:

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

But the competition is high, since such stores already exist in any locality. Initial costs are high regardless of the type of outlet (they can reach 2.5-3 million rubles), since a lot of money is required to purchase goods. If the choice of assortment is unsuccessful, it is likely that the purchased product will be difficult to sell. In the most successful scenario and an extra charge of 20-40%, 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 expanded several times furniture shop. When setting up production modern equipment it is possible to achieve a profitability of 15-25% due to the supply of furniture in the region and country.

The pluses include:

• neutralization of competition due to the 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 the workshop)
• the constancy of wholesale distribution in the presence of its own dealer network and well-developed marketing

Factory Disadvantages:

• 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 should be opened if there are large investments and a willingness to wait for returns for a long time.

Criteria for choosing between workshop, shop or factory

When looking for an answer to the question of which is better, production or trade, it is important to take into account financial opportunities and personal qualities. If you have skills in plumbing, it is better to start from the workshop. If he is sure that he will be able to manage production, the stage of the workshop is skipped if there is money. For a person who has the ability to trade, the store will be the best option.

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

You can make money without having a lot of money for an initial investment in a small room. The only condition is the availability of a raw material supplier offering cutting services. This allows you not to purchase expensive equipment. When buying a semi-finished product, components and an inexpensive assembly tool are required. In such a situation, success depends only on the planning of the model and the quality of manual assembly. If the products meet the needs of customers, you can expand production.

Even in a large factory, it is impossible to produce all kinds of furniture. It is important to determine who the product is intended for. It may not be households. In the city there are children's and, public organizations in need of specific products. Each institution needs a special style. In addition, furniture is made not only from wood. Warehouses, banks and medical centers, in chemical and Food Industry metal furniture is 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 working shops of the city and determine what they offer. There is always a type of product that does not exist. It becomes the basis for the formation of the assortment of a specialized store. The advantage of this approach is the ability to become a monopolist in a small niche.

Purchase of equipment when opening a furniture business from scratch

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

If a workshop opens and it is not planned to independently cut the material, then it is bought hand tool: drills, screwdrivers, grinders, milling cutters, hair dryer, puncher, etc. Machine tools are expensive, they can be bought later (if desired), when a customer base is formed and sales increase.

For a factory, equipment is selected depending on what is planned to be produced. For example, in the manufacture of cabinet furniture, there is no need for upholstery tools and compressors. It should be noted that equipment designed for processing chipboards is not suitable for working with natural wood. In the first case, sawing, grinding, milling, decorating machines are required. The slabs are cut with molding machines, drilling and edge processing equipment 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 exposition are needed. It is desirable to organize a place for customers to relax with the opportunity to drink coffee, tea, buy water. It does not require large expenses, but the level of service increases. In the warehouse-shop, the interior is simple, the main attention is paid to the distribution of products in the halls and sections.

Ways to promote a furniture business

The number of users of online stores, including furniture stores, is growing. Websites are available for both manufacturers and merchants. It is important to attract a specialist who can optimize the resource and organize promotion in a particular region. If the site is constantly developed and updated, offline and online traffic increases quickly. If a factory opens, the brand quickly becomes popular, consumers begin to recognize the company.

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

• for buyers of economy class furniture, the possibility of obtaining a loan and receiving discounts, bonuses, gifts, the cost of delivery and assembly is important
• middle-income people 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, a popular brand, custom-made fittings (do not mention strength and durability)

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

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• Marketing plan
• Product Description
• Production plan
• What OKVED code to indicate
• Financial plan
• Choice of tax regime

Business plan for opening a furniture store selling upholstered furniture and related products. The location of the store is a large shopping center in a city with a population of 550 thousand inhabitants.

How much money do you need to open an upholstered furniture store

According to the business plan, opening an upholstered furniture store in a leased area will require investments totaling 790,000 rubles:

• Deposit for renting premises (80 sq. m.) - 120,000 rubles.
• Commercial equipment (salesman's counter, computer) - 70,000 rubles.
• Creation of an assortment of goods - 450,000 rubles.
• Advertising budget (signboard, business cards, booklets, online advertising) - 100,000 rubles.
• Other organizational expenses - 50,000 rubles.

Marketing plan

Despite the strong competition in this area, open successful business for the sale of upholstered furniture is quite possible. The main thing in the success of the business is the observance of the following conditions:

• Good store location. High passability of solvent audience of buyers. In this sense, one of the best places are large shopping centers, where special sales places are allocated for furniture departments.
• Good range of goods, a large selection of quality furniture.
• Correctly built pricing policy, regular promotions.
• Extensive advertising campaign, using the most modern methods promotions (including on the Internet).
• Competent and well-trained sales assistants.

Product Description

Our store range will include:

• Straight sofas;
• corner sofas;
• armchairs;
• Soft beds;
• Puffs;
• Sofa beds and armchair beds;
• Children's upholstered furniture;
• Roll-out sofas;
• Office sofas;
• Ottomans.

Also, in order to increase the average check, it is planned to sell related products: rugs, paintings, tapestries, figurines, flower girls, and so on. The sale of such a product works great for customer retention, creating the effect of a “habit” to apply for furniture purchases in our salon. The product will be mainly designed for consumers with middle and lower-middle incomes. This is not elite furniture, but at the same time very high quality. Suppliers will be enterprises not only from nearby regions and regions, but also furniture factories from the CIS countries. The trading margin will be at the level of the average market and will amount to 30% for most positions. The average price level for a sofa bed will be 22 thousand rubles, for armchairs - 8 thousand rubles, for a chair-bed - 15 thousand rubles. The average check, according to preliminary calculations, will be equal to 18 thousand rubles.

Production plan

The store will be located in a large mall with an average traffic of 6,000 people per day. The size of the leased premises will be 80 square meters of retail space, plus 30 square meters. m of storage space. The store will be located on the third floor, which is almost completely reserved for the sale of furniture and related products. The rent will be 120 thousand rubles per month. The room does not need repair, installation of systems fire safety etc., so the main investments will be associated only with the creation of an assortment of goods. Two sales consultants will be hired to operate the point of sale. The work schedule will be 2 through 2. Remuneration is planned to be set as a salary plus a percentage of revenue (5%). This will give additional motivation to employees. In addition to sellers, an administrator and a supply manager will be hired in one person. It is planned to outsource the services of an accountant (8 thousand rubles per month).

What OKVED code to indicate

As an organizational and legal form, it is planned to register an ordinary individual entrepreneurship. OKVED code 52.44.1 "Retail trade in furniture". As a taxation system, we have chosen UTII - single tax on imputed income. This is the optimal tax regime for a furniture store. With UTII, reporting is minimal, the tax can be reduced by the amount of insurance premiums to the Pension Fund and Social Insurance Fund. The cash register is not required.

Financial plan

Fixed monthly expenses, according to the calculations of the business plan, are as follows:

• Rent - 120,000 rubles.
• Salary + insurance deductions - 85,000 rubles.
• Advertising — 20,000 rubles.
• Services of third-party organizations - 8,000 rubles.
• Taxes (UTII) - 9,000 rubles.
• Other expenses - 15,000 rubles.
• Total - 257,000 rubles.

How much can you earn selling furniture store products

To reach the break-even point of sales at 30% trade margin a furniture store needs to earn 1,113,667 rubles in a month.

Monthly income

• Trade margin — 30%
• The average check is 18,000 rubles.
• Income from one sale - 4200 rubles.
• The number of buyers per day - 3 people, per month - 90 people.
• Monthly income - 378,000 rubles.

Net profit: 378,000 - 257,000 (fixed expenses) = 121,000 rubles per month. Profitability is 47%. Taking into account the period for the promotion of a furniture store (6-8 months), the payback of the initial investment will come no earlier than after 14 months of work.

This is a complete, ready-made project that you will not find in the public domain. The content of the business plan: 1. Confidentiality 2. Summary 3. Stages of project implementation 4. Characteristics of the object 5. Marketing plan 6. Technical and economic data of the equipment 7. Financial plan 8. Risk assessment 9. Financial and economic justification of investments 10. Conclusions

The main stages of organizing a furniture retail business

In order to open a furniture store, you need to solve the following questions:

• To study the situation in the market for this product.
• Develop an initial business plan and determine how much money is needed to open a retail outlet.
• Prepare subject documents entrepreneurial activity.
• Choose a location and premises for the store.
• Make up a range of goods, and negotiate with suppliers.
• Form a staff.
• Buy equipment.

Based on the data obtained, a real business plan is created for opening your own furniture outlet, which can be used as an "indicator" of business development or to attract potential investors, creditors and partners.

Selection of equipment and preparation of documents for a furniture store

As already mentioned, the cost item for the purchase of equipment for the operation of a retail outlet provides for the amount of 70 thousand rubles. It includes a showcase, shelves, racks, mirrors, small decorative elements and a computer. In the future, it is possible to purchase additional equipment. The list of required papers for opening and subsequent operation of a furniture store includes:

• IP registration documents.
• Commercial space lease agreement.
• Invoices and certificates for the entire range of products sold.
• Contracts with suppliers.
• Certificate of opening a current account.
• Permission from the fire inspectorate and Rospotrebnadzor.
• Staff contracts.

In addition, it is necessary to organize a buyer's corner, where each visitor to the outlet can find the phone numbers of services that control the activities of entrepreneurs, view information about the store or leave their opinion about the work of the staff. The procedure for registering a business and processing all documents is not particularly difficult, due to the fact that this type of activity does not require special permits and licenses.

Choice of tax regime

At the initial stage of business development, it is planned to work on UTII, but it is possible that after the introduction of cash registers for payers of this tax (from July 1, 2018), this issue will be reviewed. In this case, it is more profitable to pay the simplified tax system - 15% of the difference between the company's gross income and costs for the reporting period.

* Calculations use average data for Russia

If you are looking for an idea to start your own business, you should pay attention to the business of selling furniture. Many entrepreneurs do not consider this option, as they consider the furniture direction to be too costly, complex, payback for a long time and, most importantly, highly competitive. However, in practice the situation is exactly the opposite.

Russian furniture market

Despite the unfavorable economic situation, the domestic furniture market (primarily upholstered furniture) is growing steadily. Over the past four years, its annual growth rate has averaged 5%. Although literally ten or fifteen years ago the situation was quite different. Then new furniture was purchased only after the old one fails. Now our compatriots go for a new sofa or chair because the existing furniture is out of fashion or out of style. Favorable trends in the furniture segment are due to two main reasons - the growing welfare of the population and the presence of international furniture companies.

According to researchers, the share of imported furniture in Russian market increases every year by 45%. The growth is achieved through the supply of components, since it is too expensive to import finished furniture. Logistics costs directly affect the cost of production and, consequently, its market value too. However, domestic producers do not feel disadvantaged either. Exists a large number of Russian companies, whose furniture is in great demand in a certain price category (mainly low and medium price segment). Again, if we turn to the 1990s, then the situation was exactly the opposite. After the iron curtain was removed, the domestic market was flooded with foreign-made products. Oddly enough, the economic crisis of 1998 helped Russian furniture companies, when consumers simply could not afford to buy foreign furniture and preferred cheaper Russian furniture.

The second economic crisis, which occurred exactly ten years later, again played into the hands of domestic companies, which were able to offer their customers not only the best combination of affordable prices and good product quality, but also a single standard of service and, no less important, walking distance to furniture stores .

Now the economic situation that has developed in the country is close to the situation in 2008. Manufacturers and sellers of furniture are already noticing a sharp decline in demand for expensive products and an increase in interest in home-made furniture. On the other hand, there is still a construction boom, which significantly increases the demand for furniture. Therefore, experts advise entrepreneurs who are just entering this market to rely primarily on domestic manufacturers, while choosing proven trade marks, good quality (even without design frills) and affordable prices.

Furniture store formats

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First of all, you need to decide on the format of your future store. The classification of such outlets is rather conditional. Nevertheless, the following formats can be distinguished within its framework:

Standard furniture store. Its assortment has an average of 200-250 commodity items, and the area is from 300 to 1000 square meters. meters. Presented in it furniture products covers all major product groups (furniture for the bedroom, kitchen, study, cushioned furniture, office furniture).

Showroom. This store format is suitable for expensive exclusive furniture, often made or brought to order. Each trading position in such a hall is usually presented in five or six different variations.

Furniture hypermarket. The area of ​​such a store is from 1 sq. km, and the range includes more than 1000 trade items. Here is the widest selection of furniture (usually in the middle price category): hallways, walls, office furniture, kitchen furniture, bedrooms, etc.

Special shop. In stores of this type, furniture of one specific product group is sold (usually in sets): office, bedroom, upholstered, kitchen, etc.

The format of the furniture store you choose directly depends on the starting capital and the characteristics of the regional market. Assess the level of competition in your city, identify direct and indirect competitors, paying attention to Special attention the largest chain stores. The mid-price segment is considered the most profitable, however, here the life of individual outlets is significantly complicated by such "monsters" of furniture retail as Ikea, Hoff, etc. We do not consider a furniture hypermarket in this article, since large investments are required to organize such a business. This segment includes international and federal networks. The showroom is not the best the best option in the context of the impending economic crisis. The cost of renting a room for it can be too high with a relatively small selection and considerable prices for furniture. In the standard format, mostly regional networks are represented, although federal players are gradually beginning to oppress them. A highly specialized store also has some disadvantages if you consider it as a business, but they can be leveled by finding your niche and properly forming the assortment.

Until recently, upholstered furniture accounted for the bulk of the Russian furniture market. However, now the situation has changed significantly. As manufacturers and sellers themselves note, the share of bedroom and children's furniture, stationary beds, and living room furniture is increasing in the home segment due to a decrease in the segment of upholstered furniture. This is due to changes in the way of life of our compatriots. If before that the furniture was more of an aesthetic nature and served as an interior decoration, now the consumer prefers simplicity and functionality. But in the office segment and HoReCa (restaurant and hotel direction), on the contrary, upholstered furniture is becoming more and more in demand: the number of people who prefer to spend their free time outside the home is increasing, respectively, the number of establishments where a person can relax and have a good time is growing. .

We draw up a business plan for a furniture store

After you have chosen the format of your future store, you need to conduct some marketing research, determining the market capacity and target audience. When determining the size of the furniture market, keep in mind that the turnover in this segment is comparable to the turnover building materials. It is estimated at 300 billion rubles (data for 2013). Knowing the size of the regional market, you will be able to determine the level of competition in your region.

The next step is to determine how much money it will take to open a furniture store. Major expenses include repairs. commercial premises, lighting, production of signs. In the general budget, this item of expenditure is up to 45%. How much money you need depends on the location of the premises, its area, condition, selected building materials, store design, etc. The next significant expense item is inventory. Its share in the total budget is also estimated at 40-45%. The amount of expenses depends on the price category, the number of commodity groups, which will be presented to you, and positions within each group. The rest of the budget (15-20%) is working capital, where is placed rent for two months, as well as the monthly payroll of your employees.

To open a small specialized furniture store, you will need from 3 million rubles. The payback period of such a project is estimated by experts at least two years.

Documents for opening a furniture store

In order to open a furniture store, you first need to choose the appropriate organizational and legal form of doing business. own business. So called legal status subject economic activity and their choice of how to use the property. For small businesses, such forms of ownership as IP and LLC are best suited. We will not dwell on the advantages and disadvantages of one form or another. Let's just say that for a small furniture store it is quite enough to register as individual entrepreneur in INFS. In this case, you will need to choose the form of taxation. In addition, please note that in order to carry out your activity, you must choose OKVED codes. There may be several, but the main one is only one! The activities we are considering include the following codes:

52.12 - Other retail sale in non-specialized stores;

52.44 - Retail sale of furniture and household goods;

52.44.1 - Retail sale of furniture;

52.48.1 - Specialized retail trade in office furniture, office equipment;

52.48.11 - Retail sale of office furniture.

When choosing OKVED codes, be guided not only by those types of activities that you plan to engage in immediately at the very beginning of your work, but also those that may be relevant to you in the future. These may include, for example, the following:

36.11 - Manufacture of chairs and other seating furniture;

36.12 - Manufacture of furniture for offices and trade enterprises;

36.13 - Manufacture of kitchen furniture;

36.14 - Manufacture of other furniture;

51.15 - Activities of agents in the wholesale trade of furniture, household goods, hardware, knives and other metal products;

51.15.1 - Activities of agents in the wholesale trade of household furniture;

51.47.1 - Wholesale household furniture, floor coverings and other non-electric appliances;

51.47.11 - Wholesale of household furniture;

51.64.3 - Wholesale of office furniture.

If some codes are missing from this list, then later it may cause difficulties in expanding the scope of your activity. You will have to make changes to the registration documents, which is associated with additional inconvenience and loss of time.

The list of documents that are submitted to the registration authority (INFS located at the location of the IP being opened) includes: state registration an individual as an individual entrepreneur in the form P21001, a receipt for payment of the state duty for registering an individual entrepreneur, an application for the transition to a simplified taxation system in the form No. 26.2-1 (optional), a copy of the applicant's passport. Documents for registration can be submitted both personally and through a representative by proxy. In addition, you can send all Required documents through the service Electronic Services” or by mail with a valuable letter with an inventory of all enclosed documents. If all the documents meet the requirements, then five days after they are submitted, you will receive documents on the registration of an individual entrepreneur.

In addition, you will need to draw up a number of documents necessary for conducting such business activities:

permission of employees of Rospotrebnadzor for placement (this document provides the right to start the operation of the facility);

a program for production and sanitary control (opening a furniture store is possible only with this document, which is designed to optimize the execution process at the enterprise sanitary regulations and norms);

sanitary and epidemiological conclusion, issued for a specific period by employees of Rospotrebnadzor, determines the compliance of the premises of the facility with the current norms and rules that apply to this type of enterprise;

agreements on the implementation of the export of solid household waste and other garbage;

drawing up contracts for carrying out deratization, disinfestation, disinfection work, which involves the execution of sanitary work to exterminate pathogens, rodents, insects;

documentation for a furniture store of a regulatory nature;

execution of a contract for the provision of laundry and dry cleaning services for washing overalls;

execution of a contract for disinfection works for vehicles;

contract for regular disinfection and cleaning of ventilation and air conditioning systems;

official contract for the disposal of fluorescent (mercury-containing) lamps.

Depending on the region and the specifics of the business, other documentation may be required to open a furniture store.

Furniture store space

Even at the time of registration of registration documents, start looking for a room for a store. It should be located on the first line and in no case in the yards between the houses. As for the area, then the choice is not so important. For good and high-quality furniture, people are ready to go to the other end of the city. And in any case, they will need home delivery of the purchased furniture, even if the store is located in the same area where they live. When inspecting suitable premises, consider the requirements and standards that are defined by law. Thus, industrial goods stores can be located in residential, public or detached buildings, in shopping centers and complexes. If the store is located in a residential building, then the entrance to the premises isolated from residential apartments must be equipped. Norms of area and height of rooms are not regulated, while it is not recommended to use rooms with a ceiling height of less than 2.5–2.7 m, with the exception of utility rooms.

Ready-made ideas for your business

If you find a room on the basement floor, then take into account that, according to the norms, it is allowed to place shops in rooms without natural light, but at the same time, the requirements of SanPiN 2.2.1. / 2.1.1.1278-03 “Hygienic requirements for natural, artificial and combined lighting of residential and public buildings” (approved by the Chief State Sanitary Doctor of the Russian Federation on 04/06/2003), where Table No. 2 shows the normalized indicators of natural, artificial and combined lighting, depending on the purpose of the premises. So, for example, for trading floors of furniture and sports shops the minimum level of artificial illumination is 200 lux.

After the premises are found and the lease agreement is concluded, it is necessary to obtain the conclusions of the fire inspection and sanitary supervision. The presence of the conclusion of the sanitary and epidemiological service is the main condition for obtaining permission for the operation of the store by local authorities and executive power. To obtain a fire safety certificate, an entrepreneur must install fire protection systems in the store, provide a sufficient number of fire extinguishers, as well as an emergency exit.

An ordinary furniture store does not require any design frills. It is enough to have a fresh repair and maintain cleanliness in trading floor. An additional advantage of furniture stores is that there is no need to buy additional retail store equipment. It will be enough to have a counter for the seller and cash register. The latter, by the way, must be registered. In addition, if you plan to hang a sign on the front of the building where your store is located (and you cannot do without it), then you will need to obtain permission from the landlord. Please note: the sign on the facade of the building, containing the name of the company and its type of activity, is not an advertisement, and therefore it can be placed without any permits and contracts. But if your sign is located at a different address, then its placement must be agreed with the authorized body.

Choosing a store furniture supplier

When looking for suppliers of goods for your outlet, consider a few basic requirements for future partners and the products they offer. First of all, the furniture you buy must be different. good quality and affordable prices. Pay attention to reviews about the company you have chosen and the conditions of its work. Reviews can be found on various websites and forums on the Internet. Blindly trusting them, of course, is not worth it, since among them there are many custom-made (that is, they wear promotional character), but they can still give a certain idea about the supplier. Try to work only with trusted suppliers who have been operating on the market for a long time. You should not get involved with new firms, even if they offer super-profitable working conditions. Due to currency fluctuations and consumer preferences, it is best to work with domestically produced furniture. Goods from suppliers can be taken for further sale or purchased at wholesale prices. Do not forget to ask the supplier for certificates for the products they represent.

If you opt for a specialized store, then you will have more suppliers, because you will need to provide a variety of assortment, despite the limited number of product groups. Of course, in the middle price segment it is difficult to find original furniture options for design and execution. But there are Russian manufacturers who produce transformable furniture in small quantities, as well as various designer models. Prices for such furniture are slightly above average, but you can offer those who wish to choose the option they are interested in from the catalog and bring it to order. Such a service will be in demand, as original and, most importantly, compact furniture (transformable and built-in) is in high demand.

Spend time planning the arrangement of furniture in the trading floor. Try to ensure that all models are clearly visible, and the price tags are readable from any distance. At first glance, these are trifles. But the clutter of furniture makes it difficult for people to move around the store and makes them irritated. Studies show that when shoppers do not find what they are looking for, in most cases they immediately leave the store without asking for help from a sales assistant.

furniture store staff

By the way, since we are talking about sales assistants, let's say a few words about the staff of the furniture store. The success of your business and your profit directly depends on it. Preference should be given to people who have experience in this field, but newcomers should not be neglected. After a little training that you can do yourself, as well as a thorough study of the assortment of the store, many of them are in no way inferior to experienced sellers. Many furniture chains conduct whole exams for newly recruited employees, asking them questions about the range, selection of furniture for a certain interior, materials used in production, colors, etc. small shops there are no funds to hire trainers, but you can independently control the work of sales assistants by visiting the trading floor from time to time. As a rule, the salary of the seller consists of a salary and percentage of sales, the amount of which depends on the implementation of the established sales plan. This is the best variant financial incentives workers.

Costs and profits of a furniture store

The total cost of opening a specialized furniture store is from 3.5 million rubles. Don't forget to budget for advertising costs - your profit directly depends on it. Suitable for furniture store promotion printed media mass media(specialized editions), radio, television and outdoor advertising.

The revenue of a furniture store in a small town with a population of up to 500 thousand people, according to various sources, is from 2.5-3 million rubles a month. The average margin in the furniture business for products sold is 30-40%, and net profit estimated by experts at 7%. Accordingly, it is possible to recoup all costs in 2-2.5 years.

It is widely believed that the furniture business is not subject to such a factor as seasonality. In fact, it is not true. According to the results of sales of individual furniture stores and retail chains, the peak of sales falls on the period from September to December. Then there is an increase in consumer interest in furniture in the period from March to June. Summer is a "dead season" both for the furniture segment and for other stores in general.

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Furniture is an integral part of every person's life. It is everywhere: at work, at home, in places of recreation, in various institutions. Most often, they purchase household furniture, updating the interior or furnishing a new apartment. Therefore, the business retail furniture has its own prospects for development and earnings. In order to correctly calculate the main points and costs of opening our outlet, we present a business plan for a furniture store, an example of which you can use when starting your project.

Project Summary

We are considering opening a furniture store in a city with a population of about 800 thousand inhabitants. The store will feature the following categories of home furniture: sofas, armchairs, bedroom and kitchen sets, desks and office chairs, coffee tables and ottomans. Target audience: people from 25 to 50 years old with an average income level.

The store is located in a large residential area of ​​the city in an active place, not far from the shopping center, clothing stores and hardware stores.

The main risks of the project:

A furniture store business plan with calculations will help to form an estimate of planned and reserve costs for opening and developing a furniture salon.

Decor

To open a furniture store, we need to choose a form of entrepreneurial activity and pass the appropriate registration with the tax service. For the operation of one store, it will be enough for us to register an individual entrepreneur and choose a simplified taxation system of 15%. We indicate the OKVED code 47.59, which allows us to engage in retail trade in furniture and interior items.

In addition, you must obtain permission from the fire inspectorate to use the premises for a furniture store.

No more permits or licenses are required.

Investments in registration and registration will not exceed 7-10 thousand rubles.

Premises for rent

We will rent a room in a residential area of ​​the city in an actively traveled place, close to clothing stores, building materials and transport interchanges. The room is located on the ground floor of the house. The total area is about 80-100 sq. m. The cost of such a room will be 50 thousand rubles.

Also in the room you will need to make cosmetic repairs - painting the walls, installing coatings on the ceiling and floors. Repair costs will be determined in the amount of 200 thousand rubles.

To minimize the cost of repairs, it is important to rent a room with a minimum number of partitions, a free area viewed from the entrance.

Utility bills for such a room will cost about 7 thousand rubles. The store should be warm, but not hot and not damp.

Purchase of equipment

For a furniture store, it is necessary to purchase a table, a chair and a laptop, an MFP for the work of a sales assistant, as well as cash equipment.

In addition, the furniture store will need truck, which will be used to deliver furniture to the customer. A car of the GAZelle-business class with an all-metal van body worth 900 thousand rubles is taken.

In total, 1 million rubles will be needed for these purposes. To save on the purchase of transport, you can buy a used car or agree on cooperation with the owner of such a vehicle.

Range and manufacturers

It is very important to choose both the current range of furniture at the first purchase, and manufacturers. The following categories must be present on the trading floor (we indicate the purchase at cost):

This is the minimum purchase of the necessary representatives of the furniture categories and the maximum for a given retail space. It is advisable to negotiate with the supplier-manufacturer about the option of exchanging by color or for another model if necessary. You can also get visual catalogs from the manufacturer for the supply of furniture to order.

The store should be represented by at least 5-7 different manufacturers. They should differ in price category, quality and style solutions.

Our markup on furniture will start at 50%.

Staff

For the full-fledged work of a furniture store, it is necessary to hire several employees. At first, the entrepreneur himself can be engaged in the sale and delivery of furniture, but combining these 2 functions with administrative tasks will not be easy. Therefore, we will hire a sales assistant and a loader driver for delivery. The third specialist will be a furniture assembler.

One of the work functions can be performed by the owner himself, for example, a delivery man. This is a responsible position, since expensive transport is under his responsibility. And the safety of the delivered furniture also depends on this person.

Approximate staffing table:

The seller will have a piece-rate system with a bonus for meeting the sales plan. The assembler will receive a piece-rate wages for each order.

Accounting will be carried out independently by the entrepreneur, as well as ordering furniture for the trading floor.

Marketing and Advertising

To attract customers, it is important to analyze the level of demand and form the right pricing policy and the corresponding assortment for the first purchase. During the opening of the store, it is imperative to install a large signboard, organize a grand opening of a furniture salon with balls and promotions for the first customers.

The accumulative system is formed individually for the buyer. For example, with a one-time purchase of furniture in the amount of 50,000 rubles, a loyalty card is provided with a 5% discount. After reaching the indicator of 100 thousand rubles, the discount increases to 7%.

In addition, profitable installment options for expensive furniture will be provided (from 35 thousand rubles per item).

Expenses and income

Here we will analyze and summarize all the start-up and monthly expenses for opening and developing a store. Let's designate the sales plan and plan the estimated revenue starting from the 3rd-4th month of active trading. After that, we will determine the net profit, the profitability indicator and the payback period of the initial investment.

Starting costs

Income

The first 3-4 months for a furniture store will be challenging, with little or no profit in the first month. However, starting from the 4th month, a certain level of sales is planned. By this period, the number of buyers should reach the planned level.

Sales plan:

Taking into account the average markup of 50%, the profitability will be 237,750 rubles per month.

Let's calculate the difference between income and expenses to calculate the tax:

237,750 - 122,000 = 115,750 rubles per month.

We calculate the tax payment:

115,750 x 0.15 = 17,363 rubles.

Accordingly, our net profit will be:

115750 - 17,363 = 98,387 rubles per month.

Let's calculate the return on investment:

(98,387 / 122,000) x 100 = 80.64%.

The profitability of the furniture store is quite optimistic. However, it is worth remembering that the first 4 months will have to work on the image of the store and constantly work to increase the effect of advertising, which will require investments.

Let's calculate the payback period of the project:

758,000 / 98,387 = 7.7 months.

Within 7-8 months, it is planned to recoup the initial contribution to the store.

Eventually

Selling furniture even in a small town can be quite a profitable business. The main thing is to enter the market, establish a strong position, attract as many buyers as possible and keep regular customers great deals and a loyalty system.

In the future, in a year, you can rent a larger space and increase the range offered, enter the online sales market and open your own online store with home delivery. In addition, in two years it is planned to open another point of sale in another large area of ​​the city.

People seek comfort and certainty. They want the work to be built thoroughly and bring in a solid income, they want to start their day in an environment that pleases the eye and meets all needs. The words "quality", "stability", "respectability" are applicable both to a well-established life and to a thriving business. One of the most stable and promising directions the latter is the furniture sector.

Analysis of the Russian furniture market

From a geographical point of view, most of the furniture production enterprises are located in the Central Federal District, namely in the Moscow region - Moscow and the Moscow region. At the same time, major players are striving to stretch the network from the capital to smaller cities.

In the 1990s, the Russian market was dominated by imported products. The period of demand for domestic goods came after the crisis of 1998, when people simply could not afford expensive foreign furniture and preferred Russian manufacturers. A similar trend was observed in 2008 as well.

In 2015-2017, dense development was carried out in Russia, while the total share of sales in the furniture niche decreased by 5-7%. But 2018 promises an increase in demand. It's time to get into business.

Dominate the legion of furniture makers trade organizations Selling ready-made and "made to order" products. Companies operating with a full technological cycle: design, production of materials, production finished product, the provision of delivery and assembly services is much less. Own production, the maintenance of storage facilities is a costly business.

Furniture is conditionally divided into several categories: household, office and special. Further on the body and soft. The niche of the economy and middle price segment is firmly occupied by domestic manufacturers, but in the premium class, competition from foreign companies is extremely high.

To date, the Russian market is dominated (in descending order): cabinet, office, kitchen, upholstered, children's, furniture for summer cottages, specialized (includes furnishings for public buildings, transport, gardens, parks).

Business plan for a furniture store

So how do you start a furniture selling business? First of all, you should find out what the buyer is in demand for the current period, what the modern market offers and how to make a profit while avoiding high competition. And then calculate the costs, risks and strategy.

A business plan for the production and / or sale of furniture includes the following mandatory items:

1. Product type (cabinet, upholstered, office furniture, etc. in accordance with your assortment).
2. Technological cycle of production, estimated costs, payback periods.
3. Enterprise financing: own assets, borrowed funds, attraction of partners, investors, founders. Salary distribution plan.
4. Organization of production: rent or acquisition of production and storage facilities, purchase of related equipment, recruitment of personnel and specialized personnel.
5. Target audience of buyers: wholesale customers, private customers, dealers, retailers.
6. Sales of goods and services: own outlets, individual orders, direct deliveries to wholesale and individual customers.
7. Advertising and promotion of the company. Sum Money allocated for advertising.
8. Company registration and legal registration in the appropriate authorities.

Important: in order to avoid unforeseen expenses, each item of the plan should be carefully worked out and calculated.

Who is the potential buyer of the new interior? For the most part it is:

• young families;
• families with children of school age;
• opening firms and organizations;
• the elderly, pensioners.

Choosing a place for a furniture store

Retail space can be rented / bought in a large shopping center, a separate building, a room with a separate entrance, etc. The main criterion for selection is patency. It is not so important whether it will be a center or a sleeping area, the key to success is an intense flow of people in this location. It is also advantageous if the store can be seen from the roadway. A bright sign, visible from the road, will reduce advertising costs and attract potential buyers.

A small retail area with several expositions can be played up in the form of an apartment and samples of each room can be presented according to their intended purpose: kitchen, bedroom, living room, hallway. Distribute extensive retail spaces thematically: upholstered furniture, cabinet, glass, wicker.

In order to freely move from object to object and not miss a single sample, the passages should be made spacious, flowing one into another. And do not be afraid of bold decisions! The more outstanding the styles and combinations, the more chances to be remembered and stand out from the mass of typical, hackneyed solutions.

In addition, you can hire a designer and work out the exhibition in all details. After all, if a bedroom is exposed, there should be a bedspread on the beds, bed linen, flower arrangements on the bedside tables, an intricate picture on the wall, dishes with original ornaments in the kitchen, a delightful carpet in the living room that beckons to take off your shoes and step barefoot on a soft pile . Often, the interior comes to life and is “sold” precisely due to the decor and stylish little things.

The larger the area of ​​\u200b\u200bthe room, the higher the ceilings should be. In any case - from 3 meters. Lighting is of particular importance: it should not blind or distort the color, but it should be enough to see the details.

Furniture store advertisement

Why invest in advertising? So that people know that there is a company, it is engaged in the arrangement of residential premises, regularly informs customers about the arrival of new collections, the beginning of discounts and, with well-organized work, thereby attracts a new audience.

You need a website to grow your business. You also need pages on popular social networks, a customer base to which you can send commercial offers by e-mail, printed catalogs with product samples, company brochures. The methods are combined with each other and the optimal one is chosen.

If you have an initial budget, you can contact a marketer who will conduct a detailed market analysis, help identify the target audience and calculate advertising investment options with a high probability of payback.

For those who start without a financial cushion, there are plenty of options to make themselves known with minimum investment. A fair number of firms sell furniture "from photographs" - they create a page on Instagram or Vkontakte, post pictures beautiful interiors and offer services for the miscalculation, design and manufacture of an identical product. And, as statistics show, people order.

If the exhibition area is located on the territory of the furniture center, this is already an advertisement. It's all about the small - an attractive sign and an original exposition. Further development depends on the work of consultants and the quality of products.

If the store is based in a separate building, a grand opening should be organized: flyers printed, promoters hired, decorate the entrance and offer in honor of the start of work. nice bonuses first clients.

Search and selection of suppliers

Work in the furniture industry involves interaction with a number of contractors. First of all, these are manufacturers. The ideal option is to cooperate with the factory directly, but this is only possible if the volume of the order is beneficial to the manufacturer. The plant will not make a couple of cabinets and a kitchen for a small apartment. That's why small firms easier to communicate with dealers and distributors.

When choosing a supplier, the following points are important:

• Does the furniture meet the established quality standards?
• Do the supplier's capabilities match the technical and design objectives of your projects?
• Stability and reliability of the company, popularity in the market, recommendations of large firms.
• Warranty terms.

Attention: the supplier must guarantee that the furniture meets the declared characteristics, subject to the conditions of transportation, storage, assembly and operation, produce replacement elements of the product during the warranty period to ensure the maintainability of the furniture.

Pricing: How to Conduct Competitor Analysis

In order to assess the situation on the market, experts advise to conduct marketing research. This does not mean that you need to pay big money, wait months and rack your brains over a dozen schemes and tables. No, this is a set of data on what and how competitors trade, what are their advantages and disadvantages.

Firms-newcomers, as a rule, are not ready to spend the budget on analytics. Here's what you can do in this case: attend furniture exhibitions. Manufacturers from all over the world present existing and new designs, willingly get acquainted and share professional information. There are a lot of both ordinary buyers and representatives of retail chains at the exhibition, and this is a great opportunity to understand what they offer, what kind of discount system they use and what bonuses cooperation promises.

As a last resort, resort to the help of the Internet and collect all possible information about your competitors there.

Legal registration of business

Choosing a taxation system

In the field retail there are 4 main tax regimes: UTII (single tax on imputed income), STS (simplified taxation system), OSNO ( general system taxation), PSN (patent system of taxation).

The simplified system of taxation is considered the most popular. For individual entrepreneurs there are no restrictions on the application of the simplified tax system, for an LLC there are a number of requirements for the number of full-time employees, income and branches.

Reference: the tax rate depends on the region, the type of activity of the company and the turnover of funds.

In general, the choice of the system looks like this:

• small store without branches - USN
• a store with a high, uninterrupted profit - UTII
• seasonal trade, exhibitions – PSN
• cooperation with legal entities including VAT - OSNO

Choosing a form of ownership

Forms of ownership for the operation of a furniture company 2 - LLC and IP. For orders from commercial organizations you need to register an LLC, and if you work only with individuals, it is enough to open the IP.

To register a company, you must prepare the following documents:

1. Company name
2. opening decision protocol
3. information about the director and accountant
4. charter indicating the type of activity and the amount of the authorized capital
5. Bank details
6. receipt of payment of state duty

There are few special requirements for the furniture trade. It will be necessary to conclude agreements with Rospotrebnadzor, Rospozhnadzor and MUP Gorenergo.

Recruitment and registration

To launch the project, you need a staff of employees: a director, sales assistants (the number depends on the area and assortment of the store), a designer, an accountant, a customer service manager. It is also necessary to conclude agreements with transport companies and carriers.

Employees should be officially registered in accordance with the provisions of the Labor Code of the Russian Federation: sign employment contract, an order for employment, create a personal employee card and make an entry in the work book.

The usual markup on furniture is +/- 50%, there are models with a 100% markup and more. During the promotions, discounts are set at 20%, 30% and reach up to 50%. The maximum discount is given in order to quickly sell stagnant goods and purchase a new collection.

Offers that guarantee personal benefit to the client work great: interest-free installments, low-interest loans, free delivery, check-out or cashless payments.

Working in the same area, entrepreneurs closely monitor each other. One of the ways to influence the consumer market is dumping - an artificial price reduction. Many companies, in order to survive competitors and capture a niche, put price tags below the cost of goods, thereby causing people to feel "there is a scam around, but these are honest." But sooner or later the cost will have to be raised, people will react negatively and again go looking for somewhere cheaper. How to deal with dumping? Become not competitors, but colleagues and, on a contractual basis, agree on a system of discounts that will be attractive to customers and provide an opportunity for sellers to earn.

Online shopping: a good way to cut costs

How to thread an elephant through the eye of a needle? Or applicable to furniture: how to present the maximum number of collections and samples of goods without investing a single extra ruble in rent? Open an online store. Most of the buyers, before coming to the salon, look for and select models on the Internet. Many do not even reach the salon and make a purchase online - a photo of the product from various angles, descriptions, guarantees and manager's consultations are enough.

The larger the range, the more calls come in with questions. That is why it is advisable to organize the work of a call center and hire specialists who will competently advise and lead the buyer to miscalculations and orders.

By tracking the behavior of buyers on the site, you get pure statistics on which models are in the highest demand, where, on the contrary, there are obvious shortcomings in everyday life. Based on the information received, it is possible to adjust the work of a real salon, open additional points and exhibit a guaranteed in-demand assortment.

With the growth in demand and turnover, it makes sense to open new salons, expand lineups. Many large enterprises stake on the regions and open branches in the region and nearby cities.

No matter how changeable economic sphere, fashion, the behavior of competitors, service remains the main thing in any business. I would like to return to a place where the service is high quality, fast and friendly. Properly built communication, clear work of employees within the team and following current trends will help you survive and flourish under any circumstances.