How to open a hypermarket from scratch. Step-by-step instructions: how to open a profitable grocery store. What problems may arise

There is no shortage of retail food outlets today. In any city, regardless of size, there is a serious struggle for consumers. At the same time, a crisis buyer is no longer a cake. Is it a good idea for a small business to open a grocery store during a crisis? Will a single retailer be able to resist the chains?

The situation in retail, including grocery, is not rosy: the crisis has affected everyone, federal and regional chains, stand-alone stores, and markets. To successfully start in this area, you need to take into account a lot: directions for retail development during a crisis, changes in buyer behavior, the prospects of niches, new legislation... Let's try to figure out how to open a grocery store from scratch in 2016 so as not to go broke.

Product Market - 2016

Situation and trends

Retail is stormy. According to the report of the Ministry of Economic Development “On the results of socio-economic development of the Russian Federation in 2015”, the turnover retail in January-December 2015 amounted to 27,575.7 billion rubles, i.e. 90% of the previous year. The decline was recorded in all federal districts, the saddest situation was in Sevastopol (-23.0%), Samara region (-19.1%), Karachay-Cherkess Republic (-18.1%), Chelyabinsk region (-17.3 %). Analysts from the Ministry of Economic Development consider the retail indicators to be the worst since 1970.

In 2015, food products accounted for 48.6% in the structure of retail trade turnover. Conclusion - grocery retail is experiencing the same difficulties as other industry segments. In some regions, food retail suffered even more. Thus, in Bashkortostan, food retail fell by 14.6% over the year, the industry as a whole - by 12%.

* - with excerpts, only indicators affecting the retail market are presented

Source: Ministry of Economic Development report for 2015

The product market is forced to change, and the following trends can be observed:

• “Hard discounter” format outlets are multiplying;
• large chains are actively experimenting with formats, occupying traditional small business niches: “At Home” store, “Family” store, etc.;
• Specialized stores are increasingly in demand: butchers, fishmongers, organic food stores, etc.;
• optimization of retailers' costs leads to an increase in local assortment;
• Retailers are introducing online trading as one of their sales channels.

The middle class crisis: the evolution of the buyer

Following the situation in the country, the buyer himself, his mood and behavior in stores are changing. Yes, there are consumer groups that have not been affected by the crisis. However, the grocery trade is based on another pillar - the mass segment represented by the middle class (and it suffered significantly during this crisis).

In 2015, not only did consumer demand fall, the dynamics and structure of consumption changed. “Middle peasants” began to visit grocery stores less often, but to buy more, choosing goods carefully. Consumer trend - we buy more necessary and cheaper things. Another trend is an increase in the promotional activity of buyers: the majority are ready to move around the city in search of bargains.

However, cheapness is not the main criterion for Russians when choosing products. According to a survey by the Romir research holding, more than half of the population values ​​the freshness and quality of food, and people are willing to pay more for this. In three last year a group of “food patriots” appeared, preferring domestic products. There are fewer and fewer people willing to pay for the fame of brands.

Networks versus singles: do autonomous stores have a chance?

Creating large chains is beyond the capabilities of small businesses: at best, “little ones” manage to promote several geographically close stores, usually in the “Convenience” or minimarket format. The worst situation today is for autonomous establishments with wine and vodka departments, the costs of which have increased following changes in the rules for the sale of alcohol: they have to buy jobs from the Unified State Automated Information System.

Networkers and singles are in different weight categories. During a protracted crisis, it is easier for federal and large regional networks to survive. They have reserves, a better developed logistics system, and more favorable delivery conditions. Large retailers can afford attractive promotions and low prices, that is, they invest in “price marketing.” In addition, many networks have long been developing all possible formats, displacing small businesses from their traditional territories. As a result, large retailers are “killing” stand-alone stores, luring customers with low prices, close proximity, rich assortment, and more comfortable shopping conditions.

Small businesses have little chance of competing with online companies. But they exist. Retail giants have a weak spot: they are inert in terms of assortment, are in no hurry to change large suppliers and push unclaimed low-quality goods off the shelves. At the same time, more and more consumers in the mass segment prefer fresh and organic products and value freshness and quality. Small businesses can take advantage of this.

SMEs in grocery retail: components of success

In the current reality, success for a startup is brought by a combination of factors:

• geographical proximity to the buyer and simultaneous distance from network points;
• high-quality and popular assortment;
• perfect service, customer-facing service.

As for the assortment, this is the cornerstone of success. Depending on the location of the store and its neighboring competitors, you can choose a wide assortment with the presence of fresh and takeaway categories, and specialization in one product group. Sometimes a combination works well: a wide selection of products with an emphasis on a specific category. For example, “only we have farm dairy products” (farm meat or poultry, organic vegetables, “healthy baked goods”, etc.).

Despite the crisis and fierce competition with chains, small shops with a bakery, deli, coffee shop, etc. are also promising. The main thing is the convenience and relevance of the concept.

The question “I want to open a grocery store, where to start” can be answered with advice:

• first, assess the viability and relevance of the business idea, analyze how well it meets the needs of customers;
• think about whether you can provide quality service and an original assortment, and how;
• choose the appropriate format for the concept.

If everything comes together, then go ahead.

Choosing a grocery store format

Retail establishments selling food products, according to GOST R 51773-2009, differ:

• by type of ownership (private, municipal, unitary, etc.);
• service format (full or partial self-service, over the counter, etc.);
• method of organizing trade (network, branded, autonomous);
• by specialization (universal, specialized, with a combined or mixed range);
• by type (hyper-, super- or minimarket, grocery store, supermarket, Cash & Carry store, pavilion or “Products” store, “Discounter”, “Fish”, “Fruit and Vegetables” stores, etc.);
• types of retail facilities (stationary and non-stationary);
• according to the terms of sale (with or without a sales area).

Not all formats can be opened by small businesses. Among these, for example, are hypermarkets with an area of ​​more than 4,000 sq. m and supermarkets (600 - 5,000 sq. m), i.e. stores with a wide range and a large share of non-food products (30-40%). Let's look at the modern formats available to SMEs.

1 "Convenient store"(convenience store), also known as “Around the corner”, “Next door” and “At home”

This format involves a low share of trade over the counter. Store area - 50-400 sq. m. The assortment includes 1,500 - 3,000 items, up to 60% of which are everyday goods, i.e., products of the weekly consumer basket. The share of non-food products is up to 15%.

There is an opinion that such points should offer both goods and service of average quality. However, following such a tradition during a crisis is a guaranteed failure. For “At Home” stores, it is important to properly arrange the equipment, ensure neat display and quality service, and avoid delays in goods. The best location is residential areas and areas of new buildings.

“Convenient” are today developing in the direction of increasing the range of food to go and the “fresh” category (fresh, not frozen products and products of their own production). Here you can install coffee making machines, equip service areas for selling tickets, paying for services, issuing online orders, and arrange food eating areas. An entrepreneur who chooses this format, depending on the city, will compete with the network projects “Kopeyka”, “Perekrestok Express”, “Dixie”, “Every Day”, etc.

2 Shop healthy food (eco-products)

Refers to specialized stores with a small assortment, but with great depth. Trade in one group of goods is possible: dairy products, meat, honey. Retail area - 18-200 sq.m. m. The markup is usually higher than for analogues in non-specialized stores. The remaining parameters (location, required traffic, share of trade through the counter) are not decisive, but are determined only by the characteristics of the profile product.

By the way, about a unique product. If the store also sells everyday products, then when laying out and placing the emphasis should be on core products: allocate central shelves for them, display them at eye level, etc.

Some figures for the well-known Moscow chain of farm dairy products “Izbenka”. To trade 70 items, 15-20 sq.m. is enough. m area. Opening one point requires 150,000 - 200,000 rubles. investments. The main problem of business is to find several reliable suppliers to ensure stability of price and quality of products in retail outlets.

Eco-product stores are relevant in large cities, where the economically active population is not burdened with their own gardening and vegetable gardening. In settlements of up to 100 thousand people, the prefix “eco” is perceived as pampering. People in such cities have somewhere to spend their money besides organic carrots.

3 Shop with mini-bakery (cooking)

Essentially, this is the format of “Near Dom” or “Traffic” stores located at traffic intersections, but with its own bakery production. The assortment may be limited to baked goods itself, or may include everyday goods. It is important to remember that in addition to administrative, warehouse and retail premises, production space will be required (by law, they cannot be located everywhere).

How to choose premises, equipment and complete all documents for the bakery.

What is the advantage of the U Doma bakery? Bread, buns, pies are baked in small batches. You can quickly change the assortment, respond to customer requests, and focus on “healthy bread” and interesting additives. This store format involves selling drinks, organizing places to consume baked goods, and installing a coffee machine.

How to open a grocery store

Brainstorm

Competition in retail is enormous; proper business planning is half the success. Decide on the format and location of the store, find several suitable premises options, and begin lease negotiations. Make a business plan, make several options: optimistic, realistic and pessimistic.

Registration

It is better to register a grocery store in the form of an individual entrepreneur or LLC. Please note that individual entrepreneurs cannot sell strong alcohol (only beer and beer drinks). Therefore, LLC is the choice of those who plan to organize a wine and vodka department at a retail outlet. Select OKVED codes provided for retail trade in food products from groups 52.1 - 52.27.

Decide on the taxation system; for retail trade, the following are optimal:

• patent - only for individual entrepreneurs with a sales area of ​​no more than 50 sq. m;
• UTII - for LLCs and individual entrepreneurs, if the area of ​​the trading floor of the pavilion/store is up to 150 sq. m;
• The simplified tax system “income minus expenses” can be used by LLCs and individual entrepreneurs without restrictions on retail space.

The first two systems are introduced in the regions by the laws of the constituent entities of the Russian Federation, and therefore are not available throughout the entire territory of the Russian Federation. The simplified tax system is applied throughout the country without restrictions.

Selection of premises and renovation

When looking for premises for a store, you should focus on the area and location required for the chosen format. In addition, food retail outlets must comply with the rules of the Ministry of Emergency Situations and SES, this must be taken into account.

For example, in residential buildings, as well as attached/built-in premises, fish and vegetable stores cannot be located. There are requirements for the organization of an additional exit for evacuation in case of fire, the inadmissibility of counter flows of customers and personnel, etc. It is easier to take all these points into account at the stage of selecting a premises, its redevelopment and renovation.

Obtaining permits and approvals

Entrepreneurs today are legally protected from excessive control by supervisory authorities and are spared from many approval and licensing procedures. A clear knowledge of your rights and responsibilities comes in handy in the event of bureaucratic “excesses on the ground.”

• Law N294-FZ of December 26, 2008 “On the protection of the rights of legal entities and individual entrepreneurs in the exercise of state control (supervision) and municipal control.” Let's go through the key points.

  Entrepreneurs in certain types of activities must notify supervisory authorities about the start of their work. Conclusions from control authorities for starting activities (SES, Ministry of Emergency Situations, etc.) are licensing requirements established for specific types of business. If the activity does not require obtaining a license, then conclusions are not needed. The conduct of scheduled and unscheduled inspections is strictly regulated for the period 2016-2018. Supervisory holidays have been established for small businesses (Article 26.1.).

• Resolution No. 584 of July 16, 2009 “On the notification procedure for starting certain types of business activities.” The document lists the types of activities for which notifications must be submitted, and establishes the procedure for submitting notifications.

From the above regulations it follows that retail trade in products is not a licensed activity (except for the sale of alcohol), therefore the store owner:

• after registration with the Federal Tax Service, but before starting activities, notifies Rospotrebnadzor (you need to send a standard form);
• should not receive conclusions from the SES and the Ministry of Emergency Situations.

Retail sale of alcohol according to Law No. 171-FZ of November 22, 1995 is possible only for legal entities and only on the basis of a license. The list of licensing requirements is impressive, from the size of the authorized capital to 1 million rubles. (set by regional authorities) until availability technical means on transferring information to EGAIS. But conclusions from the SES and the Ministry of Emergency Situations are not required to obtain an alcohol license. Individual entrepreneurs can only sell beer and beer drinks, but without a license.

Despite the fact that it is not necessary to obtain conclusions for a grocery store, the retail outlet must comply with fire safety rules and sanitary standards.

At the time of opening, the store must be equipped with a fire alarm and fire extinguishers, have separate emergency exits, and meet other requirements. Familiarize yourself with the regulatory framework regarding fire safety and the requirements of the Ministry of Emergency Situations for retail facilities.

Regarding the requirements of the SES. You need to focus on SP 2.3.6.1066-01 “Sanitary and epidemiological requirements for trade organizations and the circulation of food raw materials and food products in them.” The main provisions of the document concern the placement and arrangement of retail outlets, their water supply, ventilation and heating, issues of reception, storage and sale of products, sanitary and hygienic rules for personnel, etc.

There are many rules and requirements, but the vast majority of them are based on common sense and is aimed at protecting the life and health of customers and store employees.

Formation of assortment, selection of suppliers

Find out exactly who your client is:

• people purchasing goods for immediate consumption (students, schoolchildren, young people who prefer ready-made food);
• purchasing groceries once a week in hypermarkets and coming to the U Doma store for perishable goods (fruit, milk, bread);
• buyers who do all their shopping close to home and do not have a car or time for long shopping trips.

Form an assortment based on the share of which clients will prevail among buyers. Don’t overload your shelves with goods, don’t compete with hypermarkets for the breadth of assortment. Be flexible, analyze sales, survey customers, replace poorly selling items. Find your unique product category.

The main thing when choosing suppliers is that you must receive a product of satisfactory quality, price and range. Interact not only with wholesale centers and small wholesale organizations (read: intermediaries), but also contact direct suppliers and manufacturers. This way you can get a larger markup and choose what you really need for your store concept.

Selection of commercial equipment

A grocery store will require universal commercial equipment: cash registers, lighting, ventilation, air conditioning and heating systems, scales, terminals for card payments.

In addition, you need to select equipment depending on the range, size and layout of the room:

• shelving for sales floors and warehouses;
• packaging equipment, refrigeration and freezing (display cases, chests, chambers).

The refrigeration system in a grocery store is the main consumer of electricity and a significant expense item. Therefore, when choosing, pay attention not only to ergonomics, functionality and price, but also energy efficiency.

Hiring staff. Advertising and promotion

At the final stage, it is necessary to hire employees: salespeople, administrators, accountants - everyone who is necessary for the effective functioning of the chosen concept. The main thing to remember is that sellers are the people in direct contact with buyers. Their task is an attentive and friendly attitude towards the client, fast and high-quality service.

Before you learn how to open a grocery store, you should understand one important detail. Since everyone (that is, absolutely everyone) is interested in buying groceries, grocery stores are in demand anywhere and at any time. All you have to do is clarify other questions regarding your future store. The first one is: how much does it cost to open a grocery store.

If you have a budget of several tens of millions of rubles at your disposal, then think about opening a supermarket: marketers agree that the future lies with them. But this future has not yet arrived, and grocery stores, like small grocery stores, are still in demand.

When opening your grocery store, decide on a few basic issues, which we will discuss below. First of all, you will need to register entity in uniform and collect documents to open a grocery store.

Step 1 – Gather the required documents

You can choose either or as the legal form for your business, based on your own preferences and the characteristics of each form. You may need to consult with a lawyer to make the right decision.

To ensure the full legitimacy and legality of your store, you will need the following list of documents (they may be requested by inspection authorities):

• certificate of registration of individual entrepreneur or LLC;
• title document for commercial premises (lease or purchase and sale agreement);
• permits from the sanitary and epidemiological service;
• conclusion on the compliance of the retail facility with fire safety rules;
• documents on the implementation of control sanitary and epidemiological measures, as well as agreements on the removal of food waste and garbage;
• personal medical records of employees;
• the text of the law “On the Protection of Consumer Rights”, as well as legislative, legal and reference Information for buyers and documents on the sale of certain types of products (all information must be located in the buyer’s corner on the sales floor);
• book of reviews and suggestions;
• certificates confirming the quality of products sold;
• if necessary - a license for the sale of alcohol and tobacco products, permission to use foreign labor;
• documentation of the cash register and the cashier-operator's journal;
• certificates of control and measuring instruments;
• agreement for entry into the commercial register.

Step 2 - Find a room

In the case of grocery stores, the choice of premises is especially important. Exactly identical grocery stores located in different places can differ in profitability by 2-3 times.

This is primarily determined by the client audience. Before making your final choice of store premises, assess the population of the area. Find out how often people come here, what social strata and categories they belong to (schoolchildren, students, pensioners, housewives, workers, specialists).

A store located in a crowded place, near large stops, metro stations, railway stations, entertainment and business establishments, will obviously bring in more revenue than a similar store inside a residential area, and especially a residential area.

You will need total area at least 100–130 sq. m, of which about 80 sq. m can be allocated for trade. Make sure that the rent is not very high, otherwise your store will be unprofitable or even unprofitable.

Step 3 – Carry out repairs

You can significantly reduce costs at the initial stage if you agree with the owners of the premises not to pay rent while the retail space is being renovated.

The argument in this case may be the simplest: if you suddenly decide later to abandon your project, the landlord will receive the renovated retail space virtually for nothing. This can convince most retail space owners.

Step 4 – Select staff

If you do not have sufficient experience in selling food products, then you will need an experienced employee for the position of store director. He must have a good knowledge of the range of goods, be able to quickly negotiate with product suppliers, optimize store activities and monitor employees. To keep the director motivated, add to his salary a percentage of the revenue received by the store.

Pay special attention to the trustworthiness and honesty of the person appointed to the position of director. Then you won’t have to worry much about all the other employees. Hire a sufficient number of shift salespeople (and, if necessary, floor consultants). Think about how many security guards and movers you need for your store.

Don't let your guard down, especially at first. Monitor the conscientious work of the staff. Make sure that they are polite to customers and do not steal or eat food stored in the store. Also pay special attention to the medical examination of employees. These documents for opening a grocery store are also necessary to avoid problems at work.

Step 5 - Install the Hardware

This is the main item of your expenses. To ensure storage of a minimum set of goods that are in demand among customers, you will need refrigerated display cases, refrigerated cabinets, freezers, and scales for weighing products. The equipment also includes ordinary display cases and shelving. But this issue is still not as difficult to solve as opening a grocery store.

Include inventory in this same expense item: food storage containers, cutting boards, knives and other tools. Plan to buy them in advance as they only seem like small change. Don’t forget that using new branded equipment guarantees you high-quality work and also raises the prestige of your store in the eyes of customers.

Step 6 – Define your product mix

On a retail area of ​​80 sq. m you can safely place from 500 items of goods. It is best to organize the trading floor by dividing it into sections. This will make it easier for buyers to navigate and make your trading more rational.

Do not forget about the ordinary needs of people - based on them, you can place household goods, household chemicals and personal care products in separate sections. In addition, compile your list of products based on the capabilities of retail and refrigeration equipment.

As you can guess, there is no universal product ratio. You can look to the experience of successful supermarkets, but in general you will still have to find correct solution on one's own. To improve store performance, keep records of the demand for each type of product. Find out which brands of goods and which products are in greatest demand, and which ones have been lying on display for a long time.

Step 7 – Find suppliers

Of course, most food products can be found from a huge number of suppliers, even in a small city. Two main issues remain important: the profitability of the purchase and the quality of the goods. Having found the most reliable suppliers, purchase the first batch of goods and immediately start trading. After a month or a little more, suppliers’ agents will begin to contact you, offering their services for the supply of goods.

At first, you will have to work on an advance payment basis, since the history and reputation of the store is very important for suppliers to trust it. In the meantime, you don’t have this history - suppliers cannot be completely confident in the reliability of your store. With successful work, you can show them that you can be trusted by delivering goods for sale.

Do not forget to check all the necessary documentation for the products supplied to you: certificates, invoices and certificates. Do not work with suppliers whose honesty and compliance with the law cause you even the slightest doubt.

Step 8 – Don't be afraid of competition

In almost all cities, there have long been no places left that are completely undeveloped by grocery store owners. Therefore, in any case, you will have to face tough competition, especially from hypermarkets and retail chains. Is it profitable to open a grocery store, given this situation? Oddly enough, yes.

Do not rush to be upset if you find a grocery store or supermarket that has been operating for a long time in the place where you are planning to open your store. Visit it, evaluate the range and quality of service. It often turns out that an outwardly presentable store is completely unable to satisfy the needs of customers - in this case, you can easily compete with it from the very beginning of work.

Practice shows that within six months after opening, a well-organized grocery store or supermarket attracts the majority of customers and becomes the leader among all nearby stores. In addition, unprofitable grocery stores close, and then, if you have sufficient capital, you have the opportunity to buy out the vacated retail space in order to expand your own trade.

Is it profitable to open a grocery store?

The business of selling food is relevant always and everywhere, because satisfying hunger is the most important need of any person. Is it profitable to open a grocery store, how much money do you need to start your own business and how to attract customers? All the information a new entrepreneur needs is collected here.

Registration of individual entrepreneur

The first step towards opening a grocery store is registering as an individual entrepreneur. Independent costs from 1800 to 6000 rubles. This amount includes mandatory expenses:

• state duty - 800 rubles;
• making an entry about an individual entrepreneur in the Unified State Register of Individual Entrepreneurs (notary service) - 1000 rubles.

And optional:

• - 300-3000 rubles. depending on the type;
• opening a bank account - 800 rubles.

Finding a location for a store

The profitability of a grocery store depends on its location:

• the most accessible places are located near train stations, bus stops, metro stations, large business and entertainment centers;
• there should be no supermarkets near the store;
• To ensure that your retail outlet is always provided with a stable income, try to choose areas with a population of about 1,500 people;
• It has been observed that if a supermarket is located more than a 10-minute walk from home, buyers prefer to use the services of small stores near their home. Don't forget this when choosing a location;
• if the assortment consists mainly of inexpensive essential products, it is profitable to open a store in a residential area.

Rent or buy?

You can open a grocery store in rented premises, or buy a modular building for a retail outlet. The first option is the least expensive, even taking into account the fact that the store will most likely have to be renovated. The only drawback is the need to pay monthly rent for the premises.

Modular pavilions are expensive, although they have their advantages:

• you choose where to locate your store;
• no need to pay rent every month;
• the building is easy to install and dismantle.

Average cost of a modular building depending on area:

• 20-30 m 2 - 300-500 thousand rubles;
• 40-50 m 2 - 560-750 thousand rubles;
• 60–80 m 2 ‒ 800–1,000 thousand rubles.

Add to the amount the costs of transportation and installation (100 thousand rubles) and communications (100 thousand rubles).

How much area should a grocery store have?

The size of the outlet is limited only by your financial capabilities and assortment. For most grocery stores selling over the counter, a room with an area of ​​30–50 m 2 is sufficient.

Paperwork

To open a grocery store you will need the following documents:

• individual entrepreneur registration certificate;
• a lease agreement or a document confirming ownership of the premises;
• SES conclusion, sanitary passport;
• fire department report;
• employee medical records;
• waste removal agreement;
• a certificate confirming the entry of the individual entrepreneur into the trade register;
• book of reviews and suggestions;
• cashier's book and other documents for the cash register;
• quality certificates for products;
• information for buyers, in particular the text of the law “On the Protection of Consumer Rights”.

In some cases, additional documents are required to open a grocery store. For example, if you are planning to hire foreign citizens, you need to obtain a special permit. Licenses will also be needed if the store sells tobacco and alcohol products.

Purchase of equipment

A significant portion of the initial costs is associated with the purchase of commercial equipment, including:

• cash machine;
• refrigerators and freezers;
• showcases;
• scales;
• racks, food storage containers, knives, cutting boards.

The total cost of new equipment averages 150 thousand rubles. Purchasing used equipment allows you to save up to 50% of this amount. Installing video surveillance will cost an additional 10 thousand rubles, and you will have to shell out 50 thousand rubles for beer bottling equipment. However, the latter is not necessary

Do not forget also that at first it is necessary to provide an initial inventory, which requires from 300 to 500 thousand rubles. A sign for a store will cost from 3 to 5 thousand rubles.

Recruitment of personnel and determination of the wage fund

The number of employees in a store depends on its size and operating hours. A convenience store typically requires 4 sales associates: two per shift. For a small store that closes at night, two people are enough, who will work according to the schedule a week after a week, two after two, etc. The wages of sellers range from 10 to 15 thousand rubles.

If you do not have management experience, you cannot do without a hired director. The average salary of a store manager is 30 thousand rubles. You will also need a loader and a cleaner, the salary of each of whom is 8-12 thousand rubles.

In addition to wages, the employer monthly pays an additional 22% of the employees’ salary to the Pension Fund. Personal income tax (NDFL) is also paid by the business owner, but in fact this amount (13%) is deducted from the employee’s salary.

Formation of assortment and determination of markup

It is impossible to immediately determine the needs of your customers - only experience will help you create the optimal assortment of your store. The location of the outlet is of great importance: while chocolates, ice cream, pasties and similar products are in demand in the city center, residents of residential areas buy mainly bread, milk, and eggs.

Grocery store assortment

A small convenience store must contain essential goods: household chemicals, bread, dairy products, personal hygiene items. These are the most popular products, providing the store with stable revenue. When forming an assortment, it is also important to take into account the needs of your target audience.

Suppose that nearby stores do not have vegetables, so customers are forced to go to the market to buy them. Use this circumstance to your advantage - offer people what they need. Even if a kilogram of potatoes costs more than in the same market, customers will still come to your store. The desire to save time and effort usually outweighs the desire to save money.

Another piece of advice: don’t copy your competitors’ assortment, offer people something that others don’t have, and your store will quickly gain regular customers.

Markup on goods

The entrepreneur determines the cost of most goods independently. The average markup on store products over the counter is 30%. But there are a number of goods whose retail prices are regulated by the state: baby food, medical supplies, products sold in the Far North and equivalent regions.

Monthly revenue and payback period

Small grocery stores pay for themselves much faster than supermarkets. If the latter reach profitability only after 5-6 years, then a grocery store with an average monthly revenue of 700-800 thousand rubles and a net profit of 60-70 thousand rubles pays for itself within a year.

What contracts does an entrepreneur need to conclude?

Before opening a grocery store, you need to conclude several agreements:

• with the bank that will perform collection and service your current account;
• with a security company that will take control of your store;
• with wholesale companies supplying products. To ensure the most complete range, it is worth concluding agreements with several suppliers. These could be wholesale companies offering products of different brands, or representatives of the manufacturer;
• One of the mandatory requirements of the SES is the conclusion of an agreement for the removal of garbage and solid waste.

Summary

It is impossible to say exactly how much it costs to open a grocery store, but the approximate initial costs are easy to determine:

• paperwork - 5-10 thousand rubles;
• rental of a retail space - on average 30 thousand rubles (repairs 10-30 thousand rubles) Purchase of a modular pavilion - 300-1,000 thousand rubles (delivery, installation and arrangement - 200 thousand rubles);
• purchase of new equipment - 150 thousand rubles; used - from 80 thousand rubles;
• initial inventory - 300-500 thousand rubles;
• staff salary - 40-120 thousand rubles;
• sign - 3-5 thousand rubles.

Bottom line: to open a retail outlet you need from 500 thousand rubles to 2 million rubles.

At first, you may encounter an excess of goods. Nothing wrong with that. Before you make your next purchase, analyze which products are in high demand and purchase only the items that are in demand.

Get direct access to the most popular and inexpensive products. And place the least popular and expensive ones behind the counter. This will speed up service and simplify the seller's work.

If you plan to sell cigarettes and alcohol in the future, choose the location with special care. In accordance with the law, a store located less than 100 m from a school or kindergarten, has no right to sell tobacco and alcohol products.

A small grocery store is not able to compete with a large chain supermarket. It's a fact: in a convenience store, prices are usually higher and the assortment is much smaller. How to open a grocery store and not be left without customers? Study your competitor's weaknesses. For example, if the supermarket is open from 8:00 to 23:00, switch your store to 24-hour operation, but do not forget to calculate the financial feasibility of such a regime in advance.

Many beginners and experienced entrepreneurs have wondered how to open a grocery store from scratch. At first glance, it seems that everything in this business is obvious. Purchased goods and sold them. But there are many nuances that you should know if you decide to open a grocery store. Let's figure out all the intricacies of this business together.

What you will learn about:

Product market 2018 – 2019: situation and trends

Over the last five years, Russians have begun to eat better, statistics say. In short, people began to spend more on products and choose them more carefully.

What is the situation today and what awaits us in 2019? The media have already written that another price increase is coming. When this will happen and which food products will become more expensive is still unknown.

Prices are rising for various reasons:

• depreciation of the ruble. This affects, first of all, goods imported from abroad: tea, coffee, cocoa, chocolate, seafood, cheeses, alcohol, etc.;
• the imposed sanctions had a negative impact on the Russian economy;
• increased costs for transportation across regions and the supply of products to stores;
• VAT increase, preferential taxation of 10% will remain on products, but business as a whole will increase its expenses.

According to experts, in 2019 the purchase of goods whose cost will increase will increase. Paradox? Not at all. Consumers simply believe that in the future the price may rise further, which means it is better to buy now.

And this means that by opening a grocery store (with a competent approach to this issue), there is a high probability that you will be able to grow your business. After all, there will always be demand for products. We will tell you how to proceed step by step below.

Pros and cons of opening a grocery store

First, let's look at all the advantages and disadvantages of the grocery business.

There are enough pros and cons. We are sure that when you open a grocery store, there will be more of both. Before you take decisive action, draw up a business plan for your future store.

Learn more about how to write a grocery store business plan.

How to open a grocery store: step-by-step instructions

Step 1. What is the best way to register a grocery store: individual entrepreneur or LLC

Let's consider how and what is necessary when registering individual entrepreneurs and LLCs.

We also note that fines for LLCs are noticeably higher than for individual entrepreneurs. For example, for violation cash transactions An individual entrepreneur will pay approximately 5,000 rubles, and an LLC – 80,000 rubles.

Now see which option is better and easier for you:

Only you can decide whether an individual entrepreneur or an LLC is better for you. If you plan to open a small grocery store, the most convenient option would be an individual entrepreneur. A supermarket with the prospect of growth into a network business - LLC.

Step 2. What documents are needed to open a grocery store?

In order to open a grocery store, you need to collect a fairly large package of documents. They may be requested by inspection authorities:

Step 3. Selecting a trading direction and format

When you open a grocery store, a successful choice of the direction and format of the future store is half the success.

It is necessary to understand which clients it will be designed for, where it will be located (city, village) and most importantly - what product you will offer the buyer. Therefore, do not rush to resolve this issue. There are many deciding factors, here are a few key ones:

• Seasonality. Simply put, open your store at a time of year that suits your outlet. If you decide to start selling fruits, start in the summer;
• Competition. If there is already a similar one where you plan to open a grocery store, then, of course, you shouldn’t do it. Look for another location where you can be your main outlet.

If we talk about profitability, the supermarket is considered the best form. They are convenient for customers, because they always have a large selection of products, and you can see the composition and expiration date of your purchase on the spot.

Have you decided to sell certain products? The best format for this idea is a “sales counter”. In such cases, buyers can consult with the seller and make their choice. With high-quality customer service, customer loyalty will be quite high.

How to open a farm products store: step-by-step instructions

Today, healthy eating is quite fashionable, which means that farm-made, natural products will be in demand, and such points of sale will be very profitable. According to statistics, income from environmentally friendly goods can exceed 500 thousand rubles. per month.

To open a farm products store, you also need to collect a package of permits from fire, veterinary and sanitary inspections. Select the type of activity - individual entrepreneur or LLC.

Decide on the type of farming:

• Livestock (cattle, pigs, poultry, etc.);
• Crop farming (growing potatoes, wheat, etc.).

• is it necessary to purchase premises or will you need to rent them;
• New or used equipment will be purchased;
• Agreements with farms have been concluded for the purchase of their products or for sale.

In total, the amount varies from approximately 500 to 700 thousand rubles.

If you do not have your own farm, decide on suppliers (for example, enter into an agreement with local producers). Be sure to require certificates confirming the quality of the products. And you don’t need to initially purchase a large batch of goods. First you need to decide what is in demand.

When opening a grocery store, location plays a big role. A farm produce store should not be located near markets, otherwise the flow of customers will undoubtedly go there. Do not inflate prices so as not to scare off a potential buyer. 30% is considered the optimal markup.

Opening a grocery store is not that difficult. But the sale of farm products is still more relevant for those who are already engaged in agriculture and are ready to sell their goods.

Farm products store: a story of successful entrepreneurs

Step 4. Choose a location and premises for a grocery store

To choose a suitable location to open a grocery store, you need to follow simple rules. They will allow you not to “bite your elbows” in the future, complaining about a hasty decision.

1. If you have already decided on the area where you will open a grocery store, pay attention to whether the roads are good, whether it is convenient for the buyer to get to you, whether there is parking, etc.;
2. Will your store sign be clearly visible? Are there any planned developments nearby that could block the visibility of the retail outlet;
3. Find out what assortment is in demand among residents (organize a raid on nearby stores);
4. Conduct a competitive analysis. Which store is capable of attracting the target audience.

Where you shouldn't open a grocery store:

1. Where there is a large supermarket nearby;
2. Where there is a food market nearby.

Let's talk about the grocery store premises. Basically, the area is from 20 m2. The main thing is that all communications and electrical networks are installed (for the operation of refrigeration equipment, etc.). Also check that the premises are convenient for both trucks and customers.

You can open a grocery store in purchased or rented premises. For an entrepreneur selling everyday goods, renting is much cheaper. After all, if the business is unprofitable at this point, you can easily move. If the premises are purchased, you will have to spend a lot of time selling it.

The question, of course, is price. You can buy premises for a grocery store from 500,000 rubles, rent - from 40-50 thousand rubles per month.

Step 5. How much does it cost to open a grocery store?

Let's calculate how much (approximate amount) it will take to open a grocery store.

Estimate forsmall grocery store

Don’t be afraid of the amount, because the average bill in such a store is 200-300 rubles. Monthly income within 500 thousand rubles. Profitability - 30%. Payback in about a year and a half.

Try the inventory program for a grocery store from Business.Ru. Keep full inventory records, set a ban on negative sales, analyze revenue, calculate product profitability, forecast sales and remotely control the operation of a retail outlet.

Step 6. Install the equipment in the grocery store

What equipment do you need when opening a grocery store:

• Shelves, display cases, counters;
• Refrigeration chambers;
• Cash register, scales;
• Baskets for goods;
• Luggage storage.

Think about how you will arrange the equipment on the sales floor. One of the main requirements is to be functional and convenient for customers. Oversized equipment will become a hindrance. Customers should have enough space to move around the store.

How to squeeze maximum sales out of your store

You can increase sales with the help of loyalty systems, they allow you to motivate the buyer to come back again, as well as attraction tools in the form of creating sales or promotions for certain groups of goods, analytics that will allow you to see profit, profitability, revenue and other indicators that will help you see the picture of current sales and will influence the growth of these indicators.

Read more about how to increase sales using the correct layout of the sales area.

Step 7. Decide on the assortment of the grocery store

Before deciding on the product range in your store, you need to carefully study this issue. The Internet will also come to the rescue. According to surveys of Russians, the most popular products in their grocery basket are:

When forming the assortment of a grocery store, it is important:

1. Understand who your target audience is. Consider social, personal, financial characteristics, area of ​​residence, etc.
2. Analyze the commercial offers of suppliers and choose the one that is more profitable for you.
3. Analyze the sales dynamics of each product, the percentage of revenue, exclude rarely sold products;

It is also important to remember when opening a grocery store that you need to sell goods to different categories of customers: sausage for people with low incomes and a quality product for the middle class.

You can maintain full-fledged warehouse accounting, analyze profits and forecast sales by connecting the Biznes.Ru inventory system.

Step 8. We conclude contracts with suppliers

When you open a grocery store, you need to choose a supplier. These may be wholesale companies or product manufacturers. You can find a supplier in different ways:

• look in the markets, you can immediately see what product the company offers and discuss all the nuances;
• visit exhibitions. At the stands you can learn more about the product and agree on cooperation.
• Internet. Quite a few companies have their own websites and offer their services on the World Wide Web.

Important! When selecting a supplier via the Internet, look through 10-20 pages of search results. Often, suppliers do not pay enough attention to promoting corporate websites on the Internet, but the conditions can be favorable.

When you decide on a supplier and proceed to concluding a contract, you need to discuss the following points:

• Supplier capabilities. Will he be able to meet your requirements and deliver the quantity of goods you need within the agreed time frame?
• Product quality. First ask the supplier for product samples, make sure of their quality, and only then make large purchases.
• Terms of payment. Discuss all the details of payment so that the final option suits both parties.
• Guarantees. Consider product returns, claim processing times, etc.
• Prices. Many suppliers offer discounts for bulk purchases, please check this information.

Step 9. Hiring staff

When you open a grocery store from scratch, you need to carefully consider what kind of staff you will have. This factor depends on the scale of the outlet.

You will need:

• director;
• Chief Accountant;
• cashier salespeople;
• cleaning woman;
• loader.

You should not save money on personnel qualifications and select people with experience. They know how to properly arrange goods, know how to communicate with customers, do not get confused in a stressful situation, and understand the store’s assortment.

Learn more about how to attract top-performing employees.

It is better to choose the piecework option as payment. Simply put, when a person receives a fixed payment per day in the store and a percentage of the sale. The employee must serve customers, help with suppliers, etc.

Approximate salary calculation (per month) for store employees

Step 10. How to advertise a grocery store

One of the most effective and free ways to advertise a grocery store is word of mouth. If your store pleases customers with a varied assortment, affordable prices, and promotions, then customers will recommend your outlet to friends and family.

Learn more about how to get everyone talking about you through word of mouth.

• sign production – from 50,000 rubles (banner banners, banner panels, light boxes);
• façade design – from 80,000 rubles (signboard, showcase, light display, ticker);
• posting information about price promotions in the elevators of nearby buildings – from 10,000 rubles;
• conducting price promotions - from 30,000 rubles (design of banners, leaflets, brochures during promotions for seasonal goods, goods of the day, etc.).

Despite all the expenses, a grocery store can make a good profit. If you are ready to work hard and develop your outlet every day, then our advice will certainly be useful to you. And then everything depends on your perseverance, professionalism and, of course, luck.