home Self-development Individual entrepreneur for trade in auto parts. How to open an auto parts store without starting capital? Trade equipment for an auto parts store

Individual entrepreneur for trade in auto parts. How to open an auto parts store without starting capital? Trade equipment for an auto parts store

Trade in auto parts in Russia is a highly profitable business, the success of which is accompanied by several factors. The number of car owners is growing year by year; it is always necessary to maintain the “iron horse” in technically sound condition; wear and tear and failure of various parts and mechanisms constantly occur.

The stable income of the owner of an auto parts store is facilitated by the love of our car enthusiasts for their brainchild, which goes beyond all boundaries. They are ready to get the necessary parts for crazy money, just so that the “swallow” runs like new and is in no way inferior to the neighbor’s.

Such observations push many businessmen to the idea of getting seriously involved in the auto parts trade. They immediately face the question: how to open an auto parts store? What nuances should be taken into account so that the business does not go bankrupt? Let's figure it out.

Where to begin?

Conduct market research

Explore the car market in your region

It is important to know the brands of cars that are in demand in a particular city or area. Find out which cars locals prefer: domestic or imported. Research data says: in large cities, premium-class foreign cars predominate; in the provinces, the share of imported and domestic cars is almost the same. Among foreign cars, budget versions of Chinese and Korean cars and used cars from European manufacturers are in demand.

Assess the solvency of future clients

A metropolis and a provincial town with a population of 150–200 thousand residents usually have different income levels. Give priority to dynamically developing regions with developed infrastructure and good indicators of growth in gross income per capita.

Assess market capacity

It is known that a fifth of the Russian population has their own car. When a town has a population of 150–200 thousand, the number of cars will be about 30 thousand. If we take into account that the population density decreases with distance from the capital, this figure will still be real: the niche is filled by residents of surrounding villages who come to the city to buy spare parts for their cars. There is room to develop.

Assess your competitors

Take the time to get to know your competitors' stores. Evaluate their location, assortment, niche that each of them occupies in the market, price level and bonus system, if one exists, facade design, interior, types of advertising they use. Of course, this project is quite difficult to implement in a large city. But, in medium-sized and small cities, a visual inspection of retail outlets can be done in 1–2 days. The addresses of car dealerships are easy to find on the Internet. After analyzing the work of your competitors, you will understand what to focus on.

Choosing a location for an auto parts store

In large cities, it is advisable to locate the store in the center, where there are always many owners of expensive foreign cars. Convenient access roads are required.

On the periphery, the options for locating a future trading enterprise are different. If you decide to open an auto parts store for foreign cars, the central part of the city, where the offices of large companies, banks, and government agencies are located, where the public with money gathers, will be a suitable place. The “Red Line” with its dense traffic flow is always attractive for locating business facilities.

Another option: create a similar business project on the outskirts, next to which there is a busy highway. Every car enthusiast passing by should notice your window display. Only in this case will you have clients.

Business plan

After studying the market in a given region, create a detailed business plan for opening an auto parts store. Contact an experienced economist who will develop a detailed business plan taking into account your opinion and the specifics of a particular city, district or region. If you do not have enough personal funds at the time of preparing to open a shopping complex, contact the bank’s credit department. Credit funds will not be provided to you without a clear action plan and detailed calculations.

Important: such a detailed description of the preparatory process is necessary for a businessman to take possible risks seriously and realistically assess the prospects of opening another auto parts store in his chosen region. It's no secret that some businesses fail. The main reason is neglect of market capacity research and overconfidence.

Yes, this is a troublesome task. Be prepared to work around the clock at first. The better you test the waters, the better your decisions will be. It’s not enough to just say: I want to open an auto parts store. You need to make an effort, show interest, and the costs will pay off.

Prospects

You have conducted a preliminary market analysis and decided that there is a free niche. What does the auto parts trading business promise?

This business is profitable. The gross margin ratio ranges from 25 to 75%. What does it mean? After deducting all costs from the revenue, you will still have a decent profit. Having invested about 1.5 million rubles in your business, with a well-organized trading process and a sufficient number of buyers, you can receive up to 300 thousand rubles every month. arrived. The investment will pay off within a year.

Are these numbers real? Certainly! Trade margins are often 20–100%. Remember how much spare parts cost. Their owners spend up to 15 thousand rubles a year on car maintenance. Spare parts account for a significant share of costs. Multiply 30 thousand motorists in a provincial town by 15 thousand rubles. Get about 400 million. It’s possible to grab a few million from the total pie.

Preparation of documentation

What documents are needed to open an auto parts store? The package is standard.

Your steps:

Register your business activity. Obtain a certificate of state registration of a legal entity. If you do not plan to carry out large wholesale supplies of parts and components, (IP).
Get codes from Goskomstat. First of all, “Spare parts”.
Contact the tax service and receive a certificate for tax registration.
Conclude agreements: for renting the selected premises and for garbage removal.
Get a report from the fire inspectorate that your store meets fire safety requirements.
Pay for a patent to open an auto parts store.

Financial expenses

The initial capital is at least 1.6 million rubles. Components:

payment for rent of premises - 40 thousand rubles. monthly;
inventory in the warehouse and on the sales floor - 1 million rubles.
purchase of retail equipment (racks, shelves, display cases), computer equipment, connection to the Internet, arrangement of the premises and its repair - up to 500 thousand rubles;
staff salaries (two salespeople, an accountant). Monthly from 40 thousand rubles;
utility bills - up to 15 thousand rubles;
other costs (advertising, promotions, office, unforeseen expenses) - up to 100 thousand rubles.

The size of the trade margin is set by the owner based on a comparison of this value among competitors. By lowering your prices a little, you will increase your sales volume. The minimum markup is 25%. Sellers often increase the markup to 40–50% or more.

Recruitment

Get ready for the fact that at first you will perform the duties of director and purchasing manager (supply manager) yourself. There is a positive aspect to this. You will not only save on payroll, but also delve into all the intricacies of the business.

Mandatory staff:

sales consultant (2 people). Salary level – from 15 thousand rubles. per month. The piecework type of remuneration increases the quality of work and interest: rate (from 5 thousand rubles) + percentage of sales;
accountant. Until sales volume reaches the planned level, use the services of an invited specialist. Salary – from 5–6 thousand rubles. per month.

Requirements for sellers:

knowledge of the entire range of spare parts offered for sale;
It is advisable to have your own car so that the consultant can give practical advice on replacing parts (if the buyer hesitates in choosing) or offer an alternative option;
grammatically correct speech. If the seller is well versed in the design of the car and can advise the client inside and out, then at first you can turn a blind eye to the vernacular or lack of knowledge of terminology. But a specialist who does not want to improve his literacy level will, after a while, begin to irritate some clients. A culture of speech must be developed.

Auto parts suppliers

Reliable suppliers are a guarantee of successful operation of the enterprise. If you have friends who supply auto parts, that’s great. If not, look for suppliers' addresses on the Internet. Read reviews about them, collect more information.

Specify:

supply details;
payment procedure;
guarantees;
availability of bonuses and discounts.

Where to buy auto parts?

Options:

from intermediaries;
directly at the manufacturer.

The second option involves lower prices. At the same time, intermediaries for regular customers establish a system of discounts and offer bonuses for the volume and number of orders. When purchasing large quantities of goods, the benefits can be significant.

after studying the market, decide: you will open a company store selling spare parts for one brand of car or offer customers parts for cars of different brands;
perhaps you will occupy a niche of spare parts for foreign or domestic cars, Japanese, European or American cars;
dumping is a good option. But, don't go overboard with price cuts. Competitors will become angry, and customers will begin to doubt the quality of the products supplied. Better - small discounts, but with every purchase. A cumulative bonus card for regular customers is a rational solution;
Place information about the store on billboards and banners along the roads so that the car owner’s eyes are caught during trips. Distribute brochures and leaflets. Newspaper is not the best option. Over time, reviews from satisfied customers will be your best (and free) advertising.
do not spare money on buying or renting a car to deliver spare parts to the garage or to the client’s home. "GAZelka" is an acceptable option. Fast delivery is a definite plus in your piggy bank.
ensure the availability of popular, in-demand spare parts in stock;
organize work according to the catalogue;
create a website for your store on the Internet. Sales volumes will increase. Remember that additional investment will be required. In this case, fast delivery of goods is an important condition for the positive image of your company.

Consider the recommendations that will help you open an auto parts store from scratch. A competent strategy, perseverance, instinct, and quick response to fluctuations in demand will help make your trading enterprise one of the best in the region.

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Analyzing the modern sales market and thinking about where to invest money, you can turn your attention to the auto parts business. This project can be successful and bring good profits if you draw up a marketing and financial plan correctly. In this article we will provide a detailed business plan for auto parts that will show the level of costs for opening, calculation of profitability and payback period.

The relevance of the idea is determined by the economic crisis, which forced many Russian citizens to repair and repair cars, instead of buying new vehicles.

Relevance of the business idea

The unstable economic situation not only did not affect this type of business, but also greatly contributed to its development. Due to the sharply increased exchange rate, many Russians were forced to postpone the decision to purchase a new car. Instead, people began to order auto parts more often to repair their cars.

This example of a business plan will help you correctly calculate costs at the project launch stage, create a product range, choose the appropriate taxation system and select personnel.

Using this plan as a basis, you can easily implement your own business and open an auto parts store for domestic and foreign cars. To implement the idea, a small room of 40-50 square meters will be enough. It is advisable to locate the store next to a large auto repair shop, service station, car wash, etc. This will ensure a flow of clients

Having decided to open an auto parts store, it is important to analyze the pros and cons of this project in order to correctly assess the risks and opportunities for business development.

High demand. Today, many citizens prefer car repairs, and accordingly, the demand for parts for domestic or foreign cars is growing.
Regular customers. Despite high competition, prompt order fulfillment and quality will help create a base of regular customers.
High profitability. With a well-integrated marketing strategy and professional staff, you can quickly achieve payback and good profitability.

Flaws:

high competition;
investments in goods;
financial risks.

Market analysis

This type of business has its own specifics. The project is influenced by many internal and external factors.

Therefore, for the successful implementation of the project, it is important to constantly monitor changes in the market, monitor the variety of assortments, and monitor prices and the range of services of competitors.

It is imperative to take into account not only the assortment, but also the quality of the goods and the efficiency of production.

To maintain a competitive position, it is necessary to develop a permanent customer base. Various affiliate programs, cooperation with workshops, service stations, car washes, etc. will help with this.

The target audience of this business is ordinary car enthusiasts, so it will be important to focus on price and range of services.

Considering the fairly severe competition in this business, it is necessary to carefully consider the project’s marketing strategy, sales channels and customer search.

We must not forget not only about the range of products, but also the quality of service. Sellers must have a good understanding of the specifics of the product, be communicative and polite.

When developing a list of competitive advantages, pay attention to the store’s operating hours. It is advisable to do it before 21-22 hours. For many car enthusiasts, especially in big cities, this time is the only opportunity after work to start looking for parts for the car.

To expand sales channels, you need to pay great attention to advertising. Don't rely on word of mouth. This effect, at best, will work only 1-2 years after opening.

Participate in events as sponsors, attend car shows, develop a loyalty program and an affiliate program.

Business plan: step-by-step guide

To open a business from scratch, you must immediately decide on the format and direction. What will the store's activities be specialized in: selling spare parts for domestic or foreign cars.

In order to make a decision, it is necessary to perform a thorough analysis of the competitive environment, analyze the city market and determine which cars are more numerous.

It is advisable to create a general store, but purchasing equipment will require considerable investment.

Having chosen the direction of sales to domestic cars, it is important to conclude contracts for direct deliveries from the manufacturer.

Having chosen foreign cars as the basis for sales, make a rating of the most popular cars in your region:

Mitsubishi;
Chevrolet;
Audi;
Toyota;
Suzuki.

To get a good start, make a list and create a table that will allow you to analyze and identify risks, weaknesses and opportunities of the project.

Study competitiveness factors using the following criteria:

When analyzing financial risks, it is advisable to include in the calculation scheme data on loan repayment and attracted investor funds, if the company was not opened at the expense of its own initial capital.

Organizational plan

A well-drafted business plan is the key to successful project implementation. The document will become a daily guide and will help at all stages to properly organize efforts aimed at achieving success.

A store business plan will help answer the following questions:

Business registration

To open a store selling auto parts, it will be enough to register an individual entrepreneur. Registration of an LLC and other forms of legal ownership may be required by a business related to the sale of spare parts for car depots or large freight transport companies. To carry out large quantities of wholesale sales, there is a need to open a closed joint stock company or LLC.

To open a store, you will need to collect the following package of documents:

passport of a citizen of the Russian Federation;
individual entrepreneur registration certificate;
a document confirming tax registration;
premises rental agreement;
employee medical records;
permission from the fire service and sanitary and epidemiological station.

Opening an LLC will require a more complex procedure:

Payment of 50% of the authorized capital upon registration (at least 10 thousand rubles). In this case, the second part of the capital must be paid during the first year of the project launch.
Payment of state duty in the amount of 6,500 rubles.

Regarding the type of taxation, many entrepreneurs choose the simplified tax system of 6% of income for this type of business.

The issue of paperwork also includes aspects of working with personnel. Do not forget that everyone must have a medical record. To save time and effort on preparing all these documents, you can seek professional help from lawyers.

The minimum area for an auto parts store should be at least 60-70 square meters. At the same time, take into account the transport interchange, parking space and storage space (about 10-15 sq.m.).

The ideal location for the store would be near auto repair shops, garage cooperatives, and car washes.

Analyze the dense population of the area and how future customers will get to the store. Considering the fact that many clients have a car in disrepair, it is important to consider that there is a bus stop nearby.

Purchase of equipment and goods

After you have decided on the premises and have made cosmetic repairs to it, it is time to purchase equipment.

The minimum set without which you won’t be able to open a store:

The most important step in this business is choosing a supplier. Today there are about 5 thousand brands on the market, 500 of which work only with wholesale players.

Therefore, finding a supplier will not be difficult. What criteria should be put forward when searching?

price;
reputation;
Estimated delivery time;
pickup or delivery by a transport company;
return conditions and terms;
possibility of deferred payment;
Consulting managers on issues of interest.

At the beginning of your business, choose 2-3 main suppliers, agree on the supply of goods and conclude an agreement.

In the process of doing business, you will understand who is more profitable for you to work with and will work with 1-2 suppliers. But never stop analyzing the prices of other sellers, studying the competitive environment, and looking for better deals.

Successful companies work with dozens or even hundreds of suppliers simultaneously. This approach allows us to reduce risks, minimize delivery times, offering the buyer the widest range of parts and accessories at the best prices.

Depending on the size and format of the store, the staff will vary in number and composition.

We provide below the minimum set of employees that will allow for a successful start:

director;
accountant. If the amount of work is small, then you can find a part-time specialist.
sales consultants. To increase sales, be sure to consider a motivation program. In addition to salary, sellers should be interested in sales volumes, so it is advisable to introduce a bonus system.
purchasing manager For small sales volumes, these responsibilities may be assigned to the director.

A qualified customer service manager must have a good understanding of technology, be familiar with spare parts, and the possibility of replacing them with others.

If necessary, he must be able to find the necessary information on the Internet in order to offer the client an alternative.

Marketing plan

When developing a marketing plan, it is worth focusing on its main components:

An integrated approach to providing services.
Individual approach to the client.
Focus on the middle price segment.

Now it is important to think about the directions in which the promotion of services will be implemented.

Creating your own website.
Promoting the company through social networks.
Sending commercial offers to companies.
Advertising on radio and TV.
Outdoor advertising.
Partnership programs.

If you are planning to open a small retail pavilion, then perhaps at the first stage a bright sign, a billboard and distribution of leaflets will be enough.

With the development of the store, it will be necessary to pay attention to the creation of a loyalty program, the introduction of promotions, bonus programs, etc.

Costs and payback

Before you start purchasing equipment and investing money in renovating the premises, assess your financial capabilities and analyze all expenses.

Even after a complete calculation of all costs, experts advise increasing the amount received by 0%, since unforeseen expenses always appear during the implementation of the project.

Below we provide an approximate list of expenses required to launch a store with an area of 50 square meters:

registration and execution of all documents – 5 thousand rubles;
purchase of commercial equipment – 50 thousand rubles;
renovation of the premises - 50 thousand rubles;
purchase of goods (first batch) – from 2 million rubles;
design of an advertising sign – 40 thousand rubles;
advertising expenses - 50 thousand rubles.

Total - 2,195,000 rubles must be invested to open a store.

Fixed expenses:

Also, don't forget about monthly fixed expenses:

salary (4 people) – from 80 thousand rubles;
rental of premises - from 50 thousand rubles;
utility bills - 20 thousand rubles;
taxes – 10 thousand rubles;
advertising – 10 thousand rubles.

As can be seen from the approximate calculations, to support the normal functioning of the store, a minimum of 170 thousand rubles per month is needed. regardless of sales volume.

Income

As a rule, the markup for goods in this group is 30%. For a group of accessories, this markup can be 90-100%.

Practice shows that a store with a good location and a range of goods worth 2 million rubles can earn up to 1 million rubles monthly.

In this case, the profit forecast will be:

revenue – 900,000 rubles;
production cost – 600,000 rubles;
monthly costs – 160,000 rubles;

Net profit – 140 thousand rubles.

As you can see, you will be able to recoup your initial investment in 1.5 years.

Video. How to open an auto parts store

Every year there are more and more cars. This process will most likely only intensify. And as a result, the demand for spare parts for them will increase. According to experts, this market in Russia is increasing every year by 20%. Despite this growth, developing a spare parts business has certain difficulties.

Let's consider the features of this type of business, the possibility of opening an auto parts store, their types, and outline of a business plan. At the end of the article we will provide a small sample calculation for opening an auto parts store. With a thoughtful approach, the business of selling auto parts is not only profitable, but also promising and fast-growing.

Characteristic features of the business

In the 20th century, there was an opinion: in order to organize a business, it is not necessary to understand the actual business, it is enough to “understand” business in general. Several successful examples of such enterprises were given (with many tens, or even hundreds of thousands of unknown unsuccessful attempts). And this still happens... But if you don’t have a governor’s dad or additional sources of income, say, from drugs with which you support (launder) a business that you don’t understand, it’s better to understand the details. Otherwise, the best, experienced and knowledgeable manager of your business (a 20-30 thousand ruble salary is enough for him, isn’t it? He only understands, and does not know how to “run a business”) will sooner or later leave you without this source of income... in the power of the fact that he understands and you don’t.

Auto parts market

The first feature of the auto parts trade is their huge variety.. And there is not much interchangeability here, as, for example, in a grocery store - instead of black bread, you can have white bread. Accordingly, if you don’t think through the assortment, sales, specialization, etc. You can get a warehouse of illiquid goods.

This feature is associated with the wide variety of equipment on the market, which will only expand over time, even taking into account the ongoing process of unification of spare parts.

Several approaches to product selection have been developed:

Specialization. The store specializes in a certain market segment: auto parts for foreign cars, auto parts for old cars, etc. Or even narrower specializations, say, auto parts for right-hand drive cars or even specific brands, models or parts of cars (transmission, body, etc.).
Universalization. Such stores are either in small villages or huge automobile supermarkets. Most of their auto parts are sold to order. Mostly the most popular items are in stock.
Consumables. Close to department stores, but with an emphasis on top-selling, area-specific items.

A somewhat separate online auto parts store. Firstly, each of the approaches can include an Internet component. Secondly, an online store can operate completely without a traditional point of sale. Those. directly “from the wheels” or by mail. In the auto parts sales segment, most likely, in the near future, an online store, as an independent phenomenon, will not replace traditional stores. This is primarily due to the fact that many motorists need advice, which is not always possible to provide on the Internet. On the other hand, as a business tool, the Internet is very convenient: orders, selection of spare parts, delivery, etc.

First of all, you need to decide what product to fill the store with.. This is due to financial capabilities. It is clear that department stores will require more significant investments, the level of illiquid goods in them will be higher, and as a result there will be more funds in long-term circulation. There is also a direct relationship with the area where the store is located: demand (which cars predominate) and supply (density of competition).

Download a ready-made business plan for an auto parts store, current for 2019, you can from our trusted partners "Biplane". Download link.

Balance of supply and demand

A few words about supply and demand, since we are talking about this topic. There is a demand for a wide range of auto parts almost everywhere. Therefore, it makes sense to analyze the market for the balance of supply and demand in a particular location and the proposed opening of a store.

The following gradation is proposed:

high demand, many offers;
high demand, insufficient supply;
moderate demand for a group of goods, insufficient supply;
low demand for specialized goods, practically no supply.

An explanation of the gradation is required. Firstly, this does not mean universal goods; such goods can be sold in any auto store as related products. This refers to the store's focus on auto parts for specific vehicles, depending on location.

In cases where high demand is identified, even with a large number of offers, there are always options for maneuver. Initially, this is the location of the store. When demand is high, car enthusiasts often buy goods at the nearest store. Then pricing policy: suppliers, cost reduction, etc.

With moderate demand, i.e. There are certain cars, in relatively small quantities, but spare parts for them cannot be found everywhere. A specialized store focused on a wide range of less common cars.

And the last case: there is a specific equipment, but spare parts for it are not available on the market. Actually a case of a specialty store. Makes sense in large populated areas. Usually not mass sales, but for very expensive cars.

In our opinion, these are the market niches that can be considered. A ready-made business plan for an auto parts store must necessarily include a well-developed analysis of supply and demand. No matter how carefully the initial analysis is carried out, in some part it will still be erroneous due to the lack of statistics. In addition, trends in the car market change over time. That's why supply and demand analysis will need to be carried out constantly. In the operating store mode, it is somewhat simplified: sales statistics and customer requests statistics, plus an analysis of the car market in the region.

Room

The premises depend on the chosen business option and the specific content of the store. The more general the store, the more space will be required. Such stores begin with small pavilions of 20 square meters. meters.

The content of the store is also dictated by its location. The most convenient location for small shops near service stations, repair shops, car markets, etc.

Large department stores and specialized stores have no special requirements. Perhaps for large universal auto stores it is desirable to have a good entrance and ample parking. And the owners of special equipment will come to the only specialized store outside the city if it provides a solution to their problems.

Staff

The key point in organizing an auto parts store is personnel selection.. Special requirements for the selection of sales consultants. According to experts, half of the success in this business depends on the qualifications of the seller. A qualified seller must understand technology, navigate spare parts, the possibility of replacing them with others, use the Internet in order to find the answer to a question in time and place an order. The ability to sell is only in the background. The fact is that the best manager can temporarily ensure sales growth until a number of problems accumulate due to his technical incompetence: returning goods, compensation for losses, etc. Therefore, in a store that sells spare parts, the salesman-technician has priority over the salesman-manager.

There are no special requirements for the rest of the staff. The number of staff also depends on the store format. In a small kiosk, one or two are enough. A large store may consist of several departments with a corresponding set of personnel: salespeople, consultants, loaders, etc.

Marketing

Like any highly competitive business, an auto parts store needs thoughtful marketing. The larger the store, the higher the investment in marketing should be.

Marketing includes interrelated:

advertising policy;
work to attract regular customers;
market expansion;
analysis of the competitive environment.

For a small pavilion, a sign and working with regular customers is enough. Business expansion entails the use of other tools: comprehensive services, discounts, promotions, etc. In addition, it is advisable to include in marketing plans a flexible response to changes in the competitive environment, up to the exclusion of certain products from sale.

A large proportion of spare parts in small auto shops are sold to order. And here it is important to establish stable relationships with suppliers of auto parts and ensure fast and reliable logistics. The speed of order fulfillment is another important factor in the development of an auto shop..

Documentation

The activity does not require licensing. The form of ownership depends on the convenience of work. If some of the buyers are planning to organize, then in this case various forms of corporatization may be more convenient. In most cases, IP is sufficient.

Documentation:

set of constituent documentation;
a set of necessary contracts (with customers, with suppliers, leases, etc.);
a set of internal documentation (order journal, sales journal, etc.).

Approximate calculation

A financial plan completes the business plan for an auto parts store. The financial plan is the final document, based on which you can evaluate the profitability of the business. To develop a financial plan, it is necessary to initially clarify all other points. We will provide a small approximate calculation to assess business capabilities. Generally given the business is characterized by a fairly significant initial investment.

Initial data. Small pavilion – 50 sq.m., rented. 2 sales consultants. The average markup is 30%. The average estimated monthly revenue is 0.6 - 1.0 million rubles.

In addition, the initial filling of the store will require, according to various estimates, from 1.5 to 2.0 million rubles.

We get approximately 20 – 100 thousand rubles per month of net profit. Payback from six months to one and a half years after reaching the point of profitability. The return to profitability can take up to six months.

An auto parts store, especially one focused on foreign cars, has fundamental differences from most retail outlets. The owner has to professionally know cars as a technical object, since the goods sold by him at retail or in small wholesale affect the safety of vehicles.

“Despite the fact that manufacturers are responsible, problems can be very serious,” says Andrei Mikhailov, director of the Auto-Rhino store. - I have had occasion to receive threats against me because I allegedly sold counterfeit goods that caused an accident. Therefore, I do not advise amateurs to go into this business, if only because you will not be able to prove that you are right.”

On the other hand, many experts consider this business to be an interesting entrepreneurship that guarantees a stable income in most cases. So, let's figure out where to start. trade in auto parts, and what you need to know to make your business successful.

The right thing

In order for there to be demand, the product must be in demand. This axiom fully applies to sales of parts and assemblies for automobiles. This is evidenced by the annual 10-15% growth in the capacity of the Russian market in this area. Experts are confident that, despite the rising value of the currency, in two to three years auto parts worth $65 billion will be sold in Russia.

"It's huge and dynamically developing segment of the economy, which every day involves more and more new participants,” states Michael Wales from the UK, specialist of the “Automotive Russia” project. “We can safely predict the opening of new stores.”

In other words, from the point of view of macroeconomic indicators, your own auto parts store can be considered a profitable endeavor. I wonder what the sellers themselves think about this? Here is one of their opinions:

“In Russia, especially in the provinces, there is a cult of cars. Now there is demand from customers from the first and second waves of mass purchases of foreign cars. These are people who purchased their imported “iron horses” in 2005 - 2010. It’s time for them to either sell the car cheaply in conditions, or put their existing equipment in order. Most often they do the latter. The demand for auto parts is growing steadily.”

Specialization and Marketing

Sellers, and even experts, still advise opening specialized stores. “I have ten years of experience in shopping in various cities,” writes forum member Prometheus_1974. - Do not mix spare parts from VAZ and foreign cars. Although there is a rapprochement, these are fundamentally different businesses.”

This is the first. Secondly, experienced marketers strive for diversification and believe that retail should cover 70-80% of the turnover, and the remaining 20-30% should be tied up in small wholesale contracts:

“...end consumers of spare parts, such as large banks, factories, large and medium-sized businesses, that is, those who have their own vehicle fleet,” advises AndreiZ from Izhevsk. “In this case, the requirements are somewhat different: accuracy of work with documents, high quality of spare parts and, of course, commission (no comment).”

Thus, a businessman who plans to open his own store must clearly build a sales concept, that is, decide on the type of cars for which he plans to sell spare parts, and on the range of potential customers.

Practical advice

A novice businessman will definitely face the problem of selecting a special code for each spare part in relation to the type of car brand. If this topic is not relevant for experienced sellers, then novice marketers will have to “sweat” for catalogs, which, by the way, are not cheap. However, they can be downloaded via torrent, although this is “long and tedious.”

Meanwhile, Andrei Mikhailov believes that There is no universal assortment in auto stores, since each area has its own statistics. But in any case, answering the question of how to open your own auto parts business, he advises starting with consumables, in particular with all types of light bulbs, filters, brake pads, spark plugs, assorted oils and auto chemicals.

For example, according to many directors, the top products in spare parts stores today are:

Mann oil filters (20-30% of market capacity);
spark plugs NGK V-Line (40%);
Brembo brake discs (10%);
Castrol Magnatec 10W-40 oil (35%).

In general, for small and medium-sized cities with a population of up to 500 thousand people, the emphasis should be on spare parts for cars with a price tag of 500-700 thousand rubles. Therefore, the choice of product items must be appropriate.

“Count how many customers left you because your oil was expensive? - asks AndreiZ from Izhevsk. - Perhaps it would be easier to just make a slightly lower discount on Esso-Mobil? If you still decide to supplement your assortment with cheap oils, then choose oils from second-line brands, but not obvious outsiders in quality. I can recommend something like “Ravenol”, but in no case “Zik”, “Hado” and “Mannol”. Everything written can be successfully extended to other product items.

conclusions

Since the range of spare parts differs in the regions, the starting conditions required to open a retail outlet will also vary. Some will need millions of rubles to start in a prestigious center, others will focus on residential areas, believing that 600 thousand rubles will be able to satisfy the initial hunger of trade turnover. Both will be right in their own way.

However, “...it’s easier to open a store if you already have a car service,” Andrei Mikhailov is sure. “In this case, you will clearly know what “your local car owners” are ordering, who, at the request of your master, will go to your store.” If you have your own workshop for two or three boxes, then starting a store will not require much money, say 700-800 thousand. “And the profit will appear in three months,” the entrepreneur is sure.

However, you can also rely on ready-made business plans drawn up by consulting companies. Some of them recommend having a starting budget of 6,000,000 rubles, promising a three-year payback period.

In other words, the break-even point can be passed in one quarter, or, as in the famous proverb, they wait three years for the promise. It all depends on the professionalism and preparation of the startup person.