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11 minutes to read. Views 63 Posted on 16.09.2018

Today, the segment of the market responsible for computer equipment, peripherals and office equipment is oversaturated. Large retail chains are the reason for fierce competition in this market. As practice shows, untrained beginners experience many difficulties in entering the market. In order to open your own store, you need to have a large budget that will be invested in marketing. Below we propose to discuss the question of how to open a computer hardware store and consider several important features of this business.

Going to a digital store is actually like going to a grocery store.

Computer store: features and nuances of business

Each line of business is governed by a set of rules that apply only to a specific market segment. Knowledge of these rules allows you to draw up a competent business plan containing all the subtleties and nuances associated with the implementation of the idea. In order to open your own computer store, you need to have professional skills. It is very important not only to have a general understanding of the operation of computers, but also to be able to understand various technical nuances. The presence of professional knowledge allows you to timely note changes in market trends and adjust the course of development of your own project.

Before starting the implementation of such a business, you need to gain practical experience after working for several months in this area.

The main feature of this direction is tough competition. In order to bypass their opponents, an entrepreneur needs to think over the smallest details related to the future store. This applies to both the styling of the interior and the range presented. The quality of the sellers' work deserves special attention in this direction. Every customer service person should have technical knowledge in this area. Otherwise, the store will be able to serve only those citizens who do not understand the device of computers. The development of such a situation can lead to the loss of large clients and lucrative contracts.

In order to enter the market, you will have to put a lot of effort into developing a marketing strategy. In addition to traditional advertising through the media and distribution of leaflets, an entrepreneur needs to create an Internet resource to promote goods. When filling out the product cards, you should focus on the technical characteristics of the products offered. You need to understand that the bulk of your potential customer base spends a lot of time on the Internet. Faced with the need to replace computer parts or upgrade hardware, people are looking for outlets where they can buy everything they need over the Internet. Based on this statement, we can conclude that the main emphasis in business development is placed precisely on the virtual platform.

Another important nuance is the search for suppliers of the product range. In conditions of fierce competition, an entrepreneur who wants to master the market needs to offer his customers high-quality equipment at a low cost. Finding a supplier is one of the important issues that must be resolved before the implementation of the business plan. Only if there is a guarantee of an uninterrupted supply of goods, you can start implementing the project and opening a store.

Store opening plan

When forming a business project, an entrepreneur needs to solve many organizational issues. In order for the chosen direction to bring a stable income, it is very important to establish interaction with the target audience. The final decision on the choice of assortment, personnel and advertising strategy depends on the features of the portrait of potential customers.

The computerization of Russian society continues to grow, which means that opening a computer store can potentially bring significant profits.

Selection of suitable premises

To begin with, you should carefully analyze the city, highlighting a few key points that have a high level of traffic. In order to attract potential customers, you need to order a bright and memorable sign. Such placement and approach to the external design of the outlet will increase the number of potential buyers. Before choosing a specific location, you need to study the number of competitors operating in this area. As statistics show, points located near large markets, metro stations or business centers are in high demand. In order to reduce costs at the initial stage, you should conclude a lease with the owner of the property. When drawing up a contract, the procedure for buying out real estate should be fixed in a separate paragraph, if the business is successfully developed.

One of the main issues related to the choice of real estate is the area of the premises. To organize a sales area, an area of one hundred to one hundred and fifty square meters will be required. This space is enough for organizing a store specializing in a certain product range. In the event that an entrepreneur plans, in addition to computer spare parts, to add laptops, monitors, printers and other devices to the assortment, much more space will be required. To organize such a store, you will need a room measuring five hundred squares.

Commercial equipment

When forming a business plan for a computer store, it is very important to pay special attention to the internal arrangement of the retail outlet. All design and decor elements must create a certain level of comfort. It is important to understand that many small details have a direct impact on the overall impression of the store in the eyes of customers. Some experts recommend using various psychological techniques that are often used in trading.

One such technique is assortment hierarchy. According to this technique, all products in demand should be displayed in the center of the hall or on those showcases that are visible from any part of the store. Another psychological technique that increases the effectiveness of trading is the visual balance of the products presented. All bulky items should be placed at human height. This category includes laptops, monitors, and printers. Each visitor should be able to reach out to the "device" of interest in order to carefully examine the product they like. The top shelves of the shopping malls can accommodate laptop stands, special bags and other peripherals.

It is very important to carefully observe the correct grouping of goods... Many entrepreneurs make the mistake of forming a product group based on the names of manufacturers. This approach creates chaos on the shelves, which greatly complicates the visual perception. It is best to divide the trading floor into several separate parts, where the following will be exhibited:

laptops, monoblocks and ready-made "assemblies";
cameras and office equipment;
"Iron";
peripherals and accessories.

When organizing a sales area, special attention is paid to lighting. Competently selected light allows you to highlight the best aspects of the offered products... In addition, you need to take care of creating price lists with a list of goods stored in the warehouse.

Portable equipment has become the main product on the market, it is this category that has become popular among ordinary people

Range

Today the assortment of the average computer stores includes several thousand headings. In order to cover a large part of the computer market, it is necessary to form a large assortment, including the most popular products. This step will allow you to get wholesale customers who will buy several products at the same time. This result can be achieved only if there is a large amount of money.

Aspiring entrepreneurs with limited investment needs to start by examining specific segments of a given market. In order to correctly compose a product group, you need to carefully study the needs of potential buyers and current trends. As practice shows, the basis of this business is the sale of laptops and stationary computers. However, in addition to the main products, additional components will need to be added to the assortment. This category includes gaming video cards, various hard drives and other computer components.

When creating an assortment, it is very important to take into account the needs of the target audience. All customers of computer stores can be divided into several separate groups:

Corporate buyers and frequent repair firms- This group of customers buys computer components in large quantities. For this group, you can create customized sales offers based on favorable discounts.
Gamers- people who devote a lot of free time to computer games who are constantly updating their computers. It is this category of buyers that most often buys various technological innovations.
Programmers- a separate category of buyers requiring competent service. Most people belonging to this group know exactly what they want to buy.

In addition to the computer equipment itself, it is very important to introduce a number of additional services. This list can include installing various programs, upgrading equipment, assembling computers according to the wishes of customers and setting up additional gadgets. The introduction of additional services can significantly increase business income.

Personnel for work

Every salesperson working in a computer store must have technical knowledge in this area. One of the tasks of the seller is to provide consultations. It is important to note that quite often computer stores are visited by experienced professionals who are interested in the technical details related to the chosen technique.

This means that every salesperson should be able to interact with both amateurs and experienced users. It is very important to correctly present not only the available assortment, but also the benefits of making a purchase at a particular outlet. In order to organize the work, you will need to hire several sellers to service the sales area and one cashier. In addition, the staff must include an accountant and a cleaning lady.

When opening a computer store, you must initially determine the target audience

Marketing campaign

In order to get customers at the time of opening a retail outlet, you need to correctly draw up a marketing campaign plan. In order to advertise the store, it is necessary to organize the distribution of leaflets giving a discount on each purchase. Media advertisements, banner ads and billboards, and other ways to attract customers will help you build your initial customer base.

In addition, it is imperative to use various social networks. Creating thematic communities on social networks will help to attract public attention. It is also recommended to register several groups in popular messengers, where news about the arrival of a new batch of goods, technical updates and interesting notes will be published. You should also agree on advertising with the owners of popular thematic communities, on the placement of advertising banners.

Website creation

The business plan of a computer hardware store should contain various tools that will be used to develop the project. E-commerce allows you to cover a specific segment of the market with a large number of potential buyers. It is very important that the created resource be consistent with the general style of a real retail outlet.

The main task of the site is to advertise an already created store. Here you can post about upcoming promotions, replenishment of the range and other innovations. In addition, the site is used as an additional platform for advertising existing products. Product cards should contain a complete technical description of the offered models and several high-quality photographs. It would be useful to download an additional video from Youtube with an overview of the offered products.

Financial plan

The financial model of the project being developed should contain calculations of the approximate value of the planned costs. It is very important to take into account all unforeseen expenses that can have a direct impact on the development of the business.

Start-up costs

At the first stage of organizing a business, an entrepreneur needs to find suppliers who can provide all the necessary products. The amount of expenses for the formation of the initial assortment varies from one to ten million rubles. In the case of a large store, a larger investment in the organization of the project will be required, which is explained by the high cost of desktop computers, laptops and peripherals.

In addition, you will need to purchase various furniture and commercial equipment. One of the mandatory requirements of control bodies is the presence of a registered cash register. The total amount of investments in the purchase of commercial equipment varies from one hundred and fifty to two hundred thousand rubles. You should also take into account certain costs associated with registering a business and obtaining permits to conduct trade.

The retail market of computer equipment in Russia is considered one of the most demanded and competitive areas of trade

Monthly costs

The monthly cost item contains the following items:

Rental Property - from twenty five to fifty thousand a month.
Tax and utility bills- about ten thousand.
Employee wages- up to twenty thousand to each employee.
Advertising- about fifteen thousand.

Profitability

The amount of income of a store that specializes in the sale of computer equipment depends on many different factors. Here you need to take into account both the available assortment and the location of the outlet. An important parameter is the economic characteristics of a particular region, which have a direct impact on the clients' solvency.

The average payback period for this business is about two years. This indicator can be achieved due to the competent installation of the commodity margin. The size of the mark-up for stationary computers and laptops should not exceed fifty percent. In the case of components and accessories, the size of the mark-up can vary from forty to one hundred percent.

Conclusions (+ video)

Sale of computer equipment and spare parts is a promising direction with a high level of competition. In order to achieve high performance, it is very important to pay special attention to the offered assortment and training of personnel. As practice shows, most consumers prefer to visit those outlets that can offer quality products at a low cost.

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The development of the retail network is constantly experiencing rapidly increasing pressure from the competitive environment, and this, of course, affects their financial performance. According to the official data of X5 Retail Group, according to the results of 2013, the company's retail revenue grew by 8.7% compared to the previous year, and in 2012 this indicator was equal to 8.3%. At the same time, like-for-like sales of the holding grew by only 0.7%, while last year - by 1.4%. Taking into account inflation, which, according to Rosstat, amounted to 6.5% in December 2013, these indicators can hardly be called successful.

Vadim Baykov,

General Director, TSS Retail Marketing

Retail network development: development of new territories
Strengthening logistics
Retail chain management: improving operational efficiency
Personalization of marketing programs

Retail network development constantly experiencing rapidly increasing pressure from the competitive environment, and this, of course, affects their financial performance. According to the official data of X5 Retail Group, according to the results of 2013, the company's retail revenue grew by 8.7% compared to the previous year, and in 2012 this figure was 8.3%. At the same time, like-for-like sales of the holding grew by only 0.7%, while last year - by 1.4%. Taking into account inflation, which, according to Rosstat, amounted to 6.5% in December 2013, these indicators can hardly be called successful.

The experience of X5 Retail Group convinces us that in order to develop a retail network, it is necessary to constantly improve the approach to the strategic development of its business. There is not as much space for the development of the retail network as it used to be, but it still exists, and the success of players and newcomers to the market will depend on how quickly they react to new conditions.

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The first half of 2018 is coming to an end - it's time to summarize the interim results. Even if the company's sales figures have increased compared to the previous period, make sure there are no hidden difficulties in the company's operations that could cause trouble.

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In my opinion, the trends in retail chain management are dictated by two main factors: changes in the economic situation in Russia, which are reflected in retail activities, and the transformation of the competitive environment. In such conditions, every step can be decisive for the business. To protect themselves as much as possible, retailers are guided in their work by the main market trends and are especially careful in studying the market and choosing suppliers, while resorting to the services of analysts.

This area of retail development is still a promising source of growth. If a retail chain plans to increase the number of outlets, its suppliers must extremely scrupulously control the assortment and develop product categories, taking into account both the format of new stores and the specifics of the purchasing behavior of their visitors. Here it is worth taking into account in which direction - regional or local - the retail network will develop.

Regions. For federal retailers, regional development is associated with a tangible increase in coverage, but at the same time means an increase in costs. The most promising areas for expansion are the regions of the Urals, Western and (less often) Eastern Siberia. True, the main obstacle here is long distances, which naturally increases logistics costs. It turns out that for all its attractiveness, regional development is expensive, as it requires significant investments.

The experience of Magnit, the absolute leader in Russian food retail over the past two years, is interesting. He began expansion beyond the Urals earlier than other federal chains - his first stores appeared in the Siberian Federal District back in 2010. In 2012, the retailer opened a distribution center in the Omsk region, and in early 2014 it became known that the company had acquired three sites for the construction of hypermarkets in the Altai Territory. For comparison: X5 Retail Group is only now planning to open its first distribution center in the Trans-Urals, namely in the Tyumen Region.

Competitive Advantage: An Overview of Strategies for Development in a Crisis

For federal suppliers, regional network expansion has a number of advantages. Firstly, it is an increase in the volume of supplies due to the growth of the network. Secondly, the opportunity to present your product in a new region, increase brand awareness and thus increase the market share. And thirdly, a decrease in logistics costs. The more stores in the region and the higher the turnover, the lower the cost of delivering products to the distribution center of the network, which means an increase in the supplier's operational efficiency.

But do not overlook the possible risks. First of all, a federal supplier may have to compromise the terms of its commercial policy related to the supply of goods to retail chains and other, smaller-scale customers (local distributors). A large chain, using its purchasing power, can get low prices from the supplier and put cheap products on the shelves. At the same time, in a small store, such products will cost more, and the demand for them will inevitably fall. Most likely, as a result, the retail network will remain the only distribution channel for the supplier. And this is unprofitable for the supplier, since the marginality in these two sales channels is fundamentally different: in the networks, it is usually less than when supplying through distributors.

In addition, the problem of forecasting demand may arise, because no one knows how actively the goods will be sold in the new store of the chain, for example, near Irkutsk. As a result, if the demand for a certain product is high, it may simply not be enough.

Regional development of the retail network opens up opportunities for local suppliers. There are not many federal suppliers, and they mainly work with packaged goods that have a long shelf life. However, there is a large group of goods that brings significant margins to the chain and accounts for a significant share of the turnover - these are perishable foodstuffs. In any chain there is a quota for goods of local producers - this mainly refers to categories such as meat, milk, vegetables and products traditional for the area (for example, for residents of Kazan, this is chak-chak). At the same time, the risks of working with networks are the same as those of federal companies.

The supplier works with local customers with whom agreements have been reached on delivery times, payments and other indicators. The network requires special conditions, for example, an additional deferred payment, a certain inventory in the warehouse, short delivery times.

It is worth noting that some small suppliers decide to cooperate with chains even at a loss, since in this way they can increase brand awareness and ensure the necessary production load. The result can be a dramatic increase in market share that pays for the initial cost.

Local market. In addition to federal areas, there is space for development at the local level: in large cities, retail is actively exploring new residential areas. Most often we are talking about the street retail format - retail space built into the first floors of buildings, mostly residential. Traditionally, this format is in demand with chain cafes, restaurants and service industries such as hairdressers and spas. But grocery retailers also occupy a significant part of such areas - about 25%. At the same time, in Moscow, for example, the growth in the number of “convenience stores” is limited by the comparative shortage of retail space. And by no means in all residential areas (both built up and already established) the concentration of grocery operators corresponds to the population density and the prospects for its growth.

Considering that this trading format is designed for consumers who want to make small purchases as close to home as possible, retailers will form their assortment, focusing on their needs. For example, small packages of goods will be in greater demand here than in hypermarkets. Accordingly, suppliers will be required to ensure regular deliveries of smaller packaged products to the chain's stores.

The Russian food retail market is still far from saturation, since the levels of development of chain trade in different regions differ. In addition, incomes of the population and general welfare differ in the regions. However, network retail trade continues to demonstrate high growth rates, remaining one of the fastest growing sectors of the domestic economy.

Strengthening logistics

The further success of retailers' expansion will largely depend on the development of distribution centers and large investments in IT infrastructure to optimize costs and strengthen logistics. These measures are simply necessary, because when delivering a large volume of various products over long distances, it is difficult to maintain the promptness of deliveries and control each product unit. Establishing a supply and sales system allows us to deliver high-quality and fresh products to customers on time, to flexibly respond to demand, regardless of the distance of the store from the head office.

During a period of rapid growth, the imperfection of internal logistics processes and the associated losses are usually hidden behind an overall positive result. Now that the days of skyrocketing are behind us, the efficiency of logistics is at the forefront. Even large market players no longer have the right to make mistakes or waste resources. To increase the productivity of logistics operations, special attention is paid to modeling supply chains, developing routes and schedules, maximizing the operation of warehouses and transport support, including by means of automation.

In this case, the winners are the providers who are able to support the expansion of the network. To do this, they must have the most debugged relevant business processes and implemented the EDI system (from the English Electronic Data Interchange - electronic data exchange). We need to invest in this area now in order to be ready for the growth of networks and for new, more stringent requirements of retailers.

Retail chain management: improving operational efficiency

Improving the efficiency of operating activities or core business processes in times of crisis is becoming a priority for the vast majority of retail companies. But first, you need to decide what is meant by operational efficiency indicators. The main confusion arises in the definition of performance and effectiveness indicators. What is the difference between them?

Current assets of the enterprise: concept, management and analysis

Performance characterizes the results of the company's activities for a certain period. The most common measure of performance is sales (or revenue) over a given period. Efficiency is the assessment of the company's activities depending on the resources spent on obtaining the result for a certain period. Examples of performance indicators include profitability, productivity, unit costs.

Optimization of operational processes gives a chance to get the highest possible profit at the lowest cost for further development. What are the main areas in which retailers can improve? This is an increase in the operating efficiency of stores, optimization of administrative costs, inventory planning and management, and price control. And if you miss the chance now, then it might be too late.

In my opinion, the opportunities for extensive growth for retail are limited, and there is a slowdown in sales. Therefore, market players today are increasingly taking into account the possibilities of intensive growth, that is, an increase in comparable sales (LFL) 1 stores. This means that increasing sales volumes and the efficiency of each individual outlet come to the fore.

It will take more efforts from suppliers to maintain and increase sales of their product within the category of products offered on the network. It is the work with the category as a whole that will distinguish a supplier focused on the success of the entire network, from one who only needs a short-term rise in sales. Of course, a large supplier leading a certain product category has more options here. Usually he knows much more about consumer preferences than representatives of chains, as he has experience in sales in different regions and different categories of buyers. This means that it can give informed recommendations and contribute to the growth of sales of a certain product in the network.

The sales funnel: everything a manager needs to know about it

To maintain their positions in retail, small suppliers should promote their products outside the retail outlet. The situation with a popular product is simple: chains put it on the shelf, consumers buy. If the product is unknown, place on the shelf of a well-known retail chain is not a guarantee of success. In this case, the supplier must either reduce the price as much as possible, or additionally advertise the product. The most expensive option is TV advertising, which provides the widest coverage. But for a small supplier, the costs for it are too high, so it is wiser to use a promotion tool such as a promotion. Carrying out such events in conjunction with a retailer, you can at the same time explore the prospects for working with a customer at the point of sale.

Personalization of marketing programs

Attracting new buyers is becoming increasingly difficult due to the tense economic situation in the country. This is confirmed by the results of a study by Nielsen, dedicated to the consumer confidence index in Russia. According to the data received, the Russian index fell by seven points in the third quarter of 2013 compared to the same period last year.

We are seeing more and more aggressive price promotions. Stores are full of brightly colored signs encouraging shoppers to purchase a product at a shock price. The practice of “2 + 1” or even “1 + 1” is often used, when buying a certain product gives the opportunity to get a second one for free. All these promotions are, of course, attractive to buyers, but their competent use is important, because the negative impact of such events on the final margin is very great. Losing money in big discount promotions is forcing chains to look for more lucrative ways to attract new customers.

A classic example of a promotion is “Giving gifts in exchange for stickers”. It is not important for the buyer that the products participating in the promotion are not branded. His main goal is to save up for a prize. Participation in such a promotion allows both the network and the supplier to multiply sales.

Loyalty programs... In the current conditions, it is very important not to attract new customers, but to retain old ones. That is why accumulation programs are so popular and effective today, allowing consumers to receive prizes for a certain volume of purchases. Such promotions are highly demanded, because there is no more attractive product than a product received “for free”. They should be used not only by federal, but also by regional retailers.

And although large federal players have significant resources, regional chains have their own advantages: knowledge of the characteristics of a local buyer, regulated relations with local suppliers (this is especially important when selling perishable products). This is why local suppliers can respond flexibly and in a timely manner to the actions of federal competitors. In my opinion, the most promising are marketing programs carried out jointly by the network and suppliers. In such a case, it is important to use the knowledge about the product category accumulated by the supplier and the information about the shopper behavior that the chain has. Involving both parties in the development of loyalty savings programs is often a key success factor. Regular discounts do not lose their relevance, but you cannot base your marketing strategy on them only if you want to achieve victory in the medium and long term.

Small vendors should target active POS promotions with coupons or prizes. Today the networks themselves are interested in such promotions, actively offer such opportunities to suppliers and work with those who are ready to participate in them. Not all vendors are aware of the existence of such programs and often do not even consider such opportunities for themselves. I recommend not to spend budget funds on billboards and direct advertising, not to lower the price level through promotions associated with discounts. Such measures kill brand value once and for all, and then it is virtually impossible to restore it. It is much more effective to reward the buyer for the purchase of goods.

1 Like-for-Like sales (LFL sales) - in this case, this indicator is determined by comparing current sales data with the same period of previous years, excluding network expansion. For example, if in the first quarter of last year there were 10 stores in the chain, and in the first quarter of this year - 15, then the change in LFL sales will be calculated only for 10 outlets. - Ed.

Vadim Baikov Graduated from the Russian University of Economics. G.V. Plekhanov. Developed the direction of working with key clients (retail chains) at Bosch. He was in charge of sales departments for work with key clients in Multon and Kraft Foods companies. Has experience working with retail chains in the field of grocery retail (X5, Tander, Metro, Auchan, Dixie), as well as DIY chains (OBI, Leroy Merlin, Castorama) and household appliances (Eldorado , "M Video"). Joined TCC in 2011.

TCC Is an international company that specializes in the development of marketing programs for the retail sector. A world leader operating in more than 65 countries around the world; its services are used by over 250 leading retailers, primarily in sectors such as food and gasoline. The Russian subdivision - "TSS Retail Marketing" - was opened in 2012. Official site —www.tccglobal.com

Initial investment amount - 2,900,000

Break-even point - 3 months

Payback period (months) - for 18 months

Average monthly profit - 210,000 rubles

2. Description of the business, product or service

Product advantages:

a wide range (the line will include acid and alkaline detergents, disinfectants, liquid soap, etc.)
favorable prices;
prompt delivery of products;
convenient packaging;
high product margins.

3. Description of the sales market

Professional cleaning is a whole industry today, in which experts in the field of cleanliness develop modern highly effective detergents, offer high-quality equipment and provide professional service.

Potential buyers:

cleaning companies;
industrial and manufacturing enterprises;
hospitals;
children's institutions;
companies serving railway transport;
livestock complexes;
public catering plants;
construction companies.

The largest buyers of cleaning products are cleaning companies.

The share of the domestic market of cleaning companies is $ 200-220 million. The annual growth rate for the market is about 30%.

4. Sales and Marketing

5. Production plan

In order to start working on organizing a business, you need to go through the priority stages that are necessary for any business.

However, if we talk about an independent start of a business for the production of auto chemistry, auto cosmetics, cleaning products and household chemicals under its own brand, the following stages will have to go through:

1. Register a trademark and obtain a trademark;

2. Obtain a list of permits for production and sale;

3. Purchase the necessary raw materials for production, containers, labels for the production of finished products;

4. Select and purchase the main equipment, carry out installation and commissioning works;

5. Purchase additional equipment necessary for production (scales, pumps, hoses, etc.);

6. Select and purchase laboratory equipment to control the incoming and outgoing quality of raw materials and finished products;

7. Install a water treatment system and carry out installation work on it;

8. Develop chemical formulations;

9. Train the staff on the production and sales scheme;

10. Collect contact information of suppliers of raw materials, find and rent a warehouse;

11. Develop flow charts for production, technical regulations and instructions;

12. Select, hire and train a team of sales representatives;

13. Install software to optimize production;

14. Develop visual style and design services;

15. Create a website;

16. Open a free technical support hotline.

You also need to choose a room that meets the following requirements:

the area of the room must be at least 50 sq. m .;
availability of water supply and sewerage;
conducted electricity 380 volts;
heating;
the presence of a window and a hood.

Then, it is necessary to select and train employees.

The next step is to receive equipment, containers, raw materials for the manufacture of 5 tons of products.

Commissioning works will be carried out by a specialist of the company.

After the start of production, it is necessary to replenish resources: purchase raw materials, containers, order labels.

6. Organizational structure

In order for the enterprise to work effectively, a staff of employees is required:

Fixed costs	Salary	The number of employees	Sum	Average salary per month per employee
Director	30 000	1	30 000	58 750
Director of operations	30 000	1	30 000	44 375
Sales Manager	15 000	2	30 000	36 563
Production worker	30 000	6	180 000	30 000
Cleaner of premises	15 000	2	30 000	15 000
Insurance premiums			81 000
Total payroll			381 000

7. Financial plan

8. Production risks

Risk factors

Causes of risks

Mechanism for neutralizing or reducing risks

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