There is not a single person left who does not know what second-hand is. But how to open a second-hand store and where does an entrepreneur start? Today we will analyze this issue in more detail and find out where to start, bypassing the "pitfalls" by briefly examining different CIS countries.

About relevance

Second Hand establishments are increasingly in demand among residents of the regions due to the intensification of the crisis situation in Russia, Ukraine and other countries of the post-Soviet space.

The seller offers to buy clothes that were previously worn by another person, but no longer needed by him. Used clothes cost a lot less, but often look nice, and some models are even branded.

Opening a second-hand store will certainly be cost-effective, especially if there are no competitive stores around. The buyers will be the middle class, who dream of buying just good clothes without overpaying stores for a brand.

Young people, pensioners, as well as parents who are not ready to buy expensive clothes for a child will come, so it is necessary to select clothes that will suit these groups of people. Also, don't expect very large sums of money.

Choice of concept

If you are not familiar with the formats of such stores, they look like this:

1. Priced - the most frequent sale option in second-hand, causing more confidence in the product from buyers. The goods are on long hangers and are divided into different thematic sectors (children's, sportswear, pants, etc.). The seller individually assigns his own markup for each item (from 300% and above). Sometimes there is a separate area with things at one specific price, where the least selling things are located.
2. Weighted - things are located on shelves or directly in boxes, less often - on hangers. The price is determined per kilogram of things, for which the seller has special scales. Buyers trust their quality less, but due to the lower cost of the product, it is also relevant. Often, a price reduction scheme is used during the week. For example, the delivery of goods is carried out on Monday, when the cost of things is the highest (again 300% markup). Every day the price decreases, and on Sunday the clothes can be bought almost at their cost price.
3. Mixed - many entrepreneurs prefer this particular format. Casual clothes are also sold on hangers and have their own price, while, for example, baby clothes, sports t-shirts and other cheaper items are sold by weighing.

Decor

You must first register your business. The appropriate legal form for this is the Sole Proprietor.

When choosing a taxation system, stop at UTII, as a last resort, the simplified tax system. It will also be important to obtain permits from the Sanitary and Epidemiological Station and the fire service, but you do not need to make a license. You will also need a cash register, and it must be separately registered with the tax office. The last moment will be the SES Certificate.

Looking for a reliable supplier

A novice entrepreneur initially enters into an agreement with one or two wholesalers in the region, because this option is good for starting a business from a financial point of view. An example step-by-step instruction looks like this:

• Look for a person who is experienced in this market with about 5-7 years of experience.
• If the list of its products contains clothes from various countries, you are extremely lucky, as this will increase your range and popularity with customers.
• Keep track of discounts, and also try to buy more goods, getting a discount for wholesale.
• Try to understand current trends and make sure that the supplier has the latest fashion items.
• Compare prices and assortment from different suppliers, finally compiling an even base.

There is also the option of purchasing branded, but outdated items from official representatives. The variety of products and their quality will bring you extremely pleasant reviews from customers, as a result of which word of mouth will play. Already untwisted in the case of knowledge of English, you will be able to purchase goods from Europe on your own without intermediaries.

Here are some tips for buying goods in your own store:

1. When receiving bags of goods, weigh each one right on the spot, checking the weight with the data recorded on the invoice.
2. Transport only bags sewn with thick threads so as not to lose the goods.
3. Buy goods with the expectation that at least about ten kilos of things should fit in the retail area of ​​\u200b\u200bthe store per square meter.
4. Agree with the supplier that you want to check not only the weight, but also the contents of the bags, returning low-quality goods back.
5. Look specifically at the wear and tear and not the quality of the materials, and only then on the relevance, from a fashionable and seasonal point of view.
6. Particularly thorough checks are required in the areas of the inner side of the thigh and knees in trousers, the abdomen in skirts, underarms with cuffs and collars in shirts and blouses.

If you still get a defective product, it can be resold as a rag. Their purchases of rags are carried out by car washes, oil cleaning factories, as well as some similar services.

We are looking for a room

To open your own second-hand store, you need to choose a suitable institution. Pay attention to the area - it should be at least forty square meters.

It is worth looking for a room in the city center only in a small regional town; in larger regional centers, a second-hand store will still pay for itself.

It is not necessary to do repairs, but this will help attract more buyers, especially if the design style is successful and original. When choosing a room, carefully weigh its pros and cons: spaciousness, the presence of natural light, the need for cosmetic repairs, the convenience of layout and, of course, the rent.

Making a comfortable layout

Each store uses advice on a sales-friendly layout. For example, a large hand, like any supermarket, should have lockers for visitors, where they can leave things.

For a small establishment, this will be superfluous, but you can’t forget about fitting rooms. The minimum number of fitting rooms is two, and each should be equipped with a mirror, a mat, several hooks, and preferably its own lighting.

You will probably need shelving for other things and shoes, as well as areas with boxes for things by weight. The area for the seller must also be comfortable. In addition to the checkout, there will be scales and a packing table, a return or hold area.

According to sanitary standards, it is necessary to ventilate the premises daily, carry out wet cleaning, wash windows and shelves, and sometimes even clean the area adjacent to the store. Opening a business means starting to take responsibility for your project, and therefore it is important to follow all the instructions of the authorities.

We select personnel

The staff will need a set of vacancies as for a regular store: an administrator or director, several salespeople and a cleaner. At first, it is worth taking on the functions of management: this will help you not to spend money on another person and independently control the progress of your project, learn the latest business news.

At first, two sellers will also cope with the work of the store - one must find at the checkout, weighing and packing goods, the second to help customers and monitor the state of things on the trading floor. Also, sellers must perform the following functions:

• Place goods in the hall before the opening of the store.
• Monitor the safety of things and their accounting.
• Track which product is sold most popular, take into account all the "I want" from buyers for the next delivery of goods.

In addition, the state may have a special person involved in PR secondhand in social networks and the Internet. This will allow you to create your own online store of goods.

We calculate the costs

Remember that you need to enter monthly expenses, which will include rent and utilities, wages to employees, additional purchases of new goods and taxes.

Video: second-hand - how to open a store?

Is the business profitable?

The last thing that interests the readers of our article is whether it is profitable to open a second-hand store in your city? You need to understand that this business is seasonal, so the profit for the month will change every time. On average, after the payment of all expenses, the owner is left with about 70 thousand rubles per month for the sale.

If you find an error, please highlight a piece of text and click Ctrl+Enter.

Second hand - things that were in use and sold again. On the shelves of Russian stores, goods pre-treated with disinfectant chemicals come from Europe and the Baltic countries. Second-hand trade is profitable - buyers go to the store who do not want to overpay for clothes of famous brands, and those who are not able to buy new things. To open a business, a detailed business plan is required, including financial calculations and information about possible risks. All this, as well as step-by-step instructions for starting a business, you will find in our article.

Features of the business of selling second-hand: is it profitable?

Selling secondhand is a profitable business. In Russia, 70% of the population are middle-income people, for whom buying a thing in a boutique or a branded store means a gap in the budget. They go to secondhand stores to save money.

The remaining 30% of the upper-middle-income population are also happy to visit second-hand stores in search of exclusive goods from famous manufacturers.

Second hand is a great option for those who do not want to overpay and love quality

Features of business in Russia are determined by the psychology of consumers who are embarrassed to buy used items. They are accustomed to wearing out their clothes “to the last” and consider second-hand clothes to be worthless rags that are embarrassing to wear. Therefore, a secondary goods store should be located in a residential area, out of sight of passers-by. In this case, the place must be passable. The ideal option is a quiet lane adjacent to a busy avenue.

The store should not be large - up to 10 kg of clothes per 1 sq. m, so that things can be conveniently sorted out. Experienced owners of second-hand stores advise not to hang the goods on hangers, but to lay them out on tables and shelves. They argue that having found a decent thing in a pile of others, the buyer will surely take it away, regretting the time spent searching.

There is a chance to “burn out” in business, but it can be minimized if at the planning stage we foresee the specifics of demand and the level of competition in the region, calculate financial costs and assess the market potential.

Which store to open in Russia

The first second-hand shops disgusted Russians - basements, worn clothes thrown into baskets in a shapeless heap, and the nasty smell of disinfectants repelled customers. Today, second-hand clothing sales are perceived differently. Buyers understand that it is better to buy a used original branded item than a new low-quality Chinese copy.

A quality item from a second-hand store is better than a cheap fake

Types of second-hand shops that can be opened in Russia:

• discount store with low prices;
• a boutique selling vintage wardrobe items;
• seasonal - for work during periods of peak demand;
• male, female or children's;
• wholesale warehouse selling clothes by weight;
• commission shop.

Boutiques and wholesale stores will be successful in cities with a population of over a million people, discounts - in the provinces and rural areas. Seasonal shops are optimally opened in resort areas.

Getting Started: Store Registration

Second hand, acting in accordance with the law, must be registered with the tax office. Register an individual entrepreneur or LLC by collecting the necessary documents and paying the state duty.

Table: required documents for registration of IP and LLC

After picking up the registration documents from the tax office, by the time the store opens, collect a set of papers:

• certificate of registration of an individual entrepreneur or LLC;
• trade permit;
• a lease agreement for premises or a certificate of ownership;
• expert opinion of the sanitary and epidemiological service (SES);
• goods accounting logs;
• certificates confirming the chemical treatment of things.

Work permits are issued by fire authorities and SES based on the results of examinations of the premises. Find out in advance the requirements of both authorities and prepare for scheduled inspections.

Choice of location and premises

Both a metropolis and a small village are suitable for placing a second-hand store - success depends on the location of the store. Rent a spacious room in a passable or residential area of ​​the city and install advertising structures - signs, banners, racks.

Attractive signage provides recognizability of second-hand

Requirements for a second-hand store:

• minimum area - 40 sq. m;
• availability of space for fitting booths;
• lack of grocery stores near (SanPin requirements);
• lack of competitors in the area

Shop floor equipment

Indoors, make cosmetic repairs in bright colors, equip racks and fitting rooms, fix mirrors on the walls. Install a ventilation and air conditioning system.

After repairing the premises, purchase equipment:

Second-hand goods are located along the walls and in baskets in the center of the hall. For shoes, install separate shelves with sides, and for accessories - showcases. Equip the seller's workplace - buy a cash register and a computer with an accounting program, set up a table for packing goods.

Prepare the store for inspections of the sanitary and epidemiological station - ensure the volume of drinking water is more than two liters, technical - more than 20 liters. Equip a room for rest and eating, purchase disinfectants for cleaning.

During operation, ventilate the room and do a daily wet cleaning so that a repulsive chemical smell does not accumulate.

How to choose a product and guess with quality

Second-hand clothes are conditionally divided into five categories by quality:

1. Eurostock - branded items with branded labels, not previously worn. They come from boutiques and fashion houses that did not manage to sell out their collections.
2. Cream - new clothes without tags, with no obvious signs of wear. At least 20% of "cream" - new things, often exclusive models.
3. Luxury or extra - a product with minimal wear, collected from the population.
4. The first, second and third grades are things that are significantly worn out. The kit may include clothes with stains and holes, as well as rags that are unsuitable for sale.
5. Original (mix) - unsorted bags with clothes and shoes from the previous categories.

Second hand mix class

For secondary sale, goods are collected in several ways:

• in stores - leftovers after sales;
• in families - by holding campaigns to collect clothes;
• among the population - by installing containers for collection near gas stations and supermarkets;
• in schools - organized among students.

Collection companies in Europe leave containers for families to collect clothes, then pick them up a week later

Collecting companies sort the items received:

• by country of origin - England, Germany and Canada are popular;
• by category and type of product - for example, women's items are cream or men's luxury trousers;
• according to the season - winter and summer clothes;
• specialized things - military, for sports and recreation.

An unsorted product is called a "mix", and it is possible to find the best quality items and accessories in it.

Shoes, bed linen and household items are only sorted by country of origin.

To buy a wholesale batch of second-hand to the store, think over the assortment and find "your" supplier. Companies specializing in the trade of branded products:

Verified suppliers offer customers bonuses and discounts that help strengthen trust and long-term cooperation. To conclude a supply agreement, you will need the following documents:

• OGRN and TIN with copies;
• copy of the passport;
• power of attorney (if necessary).

Upon receipt of the goods, ask the supplier for an invoice, waybill, sanitary and epidemiological conclusion and a certificate of disinfection of clothing, as well as a cash receipt.

Second hand is sold in bags that weigh about a hundred kilograms. Approximately 50% of the things in the bag are of good quality and only 10% are thrown away.

Rospotrebnadzor can, in a planned mode or upon a complaint from buyers, check second-hand goods for certificates and trade permits.

Pricing

When disassembling the bags received from the supplier, carefully inspect each item for scuffs, small holes, spots. Set individual or group prices depending on the class of goods and the purchase price. Include the following costs in your prices:

• for renting premises;
• to pay taxes;
• on the salaries of sellers;
• transport.

For products of well-known brands, the markup can be up to 500%, for middle-class items - up to 200%. Economy is sold almost at cost.

A common variant of the second-hand pricing policy is trading by weight, when the price is formed based on the cost of a kilogram of clothing.

Organize weekly sales and promotions, make discounts on seasonal products. Set a price reduction system, for example, by day of the week. On Monday, the item is sold without a discount, on Tuesday 10% is deducted from the price, on Wednesday - 20%, on Thursday - 30%, and so on until Sunday. In the middle of the week, update the assortment. Post the price reduction chart in a prominent place to distribute customer traffic. At the beginning of the week, lovers will come to "snatch" an exclusive thing, regardless of the cost, in the middle - the middle class, at the end - those who want to buy the leftovers cheaper. Don't be intimidated by "Sunday" customers. They are the key carrier of advertising - those who will tell their friends about the opportunity to make a bargain in your store.

Recruitment

Choose secondhand employees. For successful trading in a room up to 50 sq.m. Enough to hire two salesmen. A large area should be served by three to four people. Responsibilities of sellers include: merchandising, selling clothes, sorting new arrivals.

Vendors sort clothes by quality, discarding rags, then by gender, and finally by type - underwear, outerwear, blouses, skirts, etc.

Criteria for selecting employees of the trading floor:

• brand awareness;
• Experience with a cash register
• careful attitude to clothes, the ability to give things a marketable appearance.

In addition to the vendors, hire a security guard and a cleaning lady to maintain order in the premises. Order services from an accounting firm or engage a specialist on a contractual basis.

Establish a staffing and pay system.

Advertising strategy

Second hand is a specific business, but traditional marketing principles apply to it. During the advertising campaign, use the available resources:

• social media;
• outdoor structures;
• local newspapers and television;
• public bulletin boards.

Schedule promotional messages in such a way that you constantly remind potential customers about the store's work. Build a database of regular customers and find a way to get their contacts. For example, offer to fill out a questionnaire to receive a discount card. Send newsletters with great deals to your contact list.

Create a company information website with the possibility of online booking of goods. Post photos of products, add attractive descriptions, set prices. Update your stock regularly. Most likely, buyers will not dare to buy a thing online, but will come to the store to see it live. The site successfully solves the problem of attracting new customers via the Internet.

second hand financial plan

An example plan is shown in the tables below.

Starting investments (table)

Monthly costs (table)

Projected income and payback (table)

Possible risks

Aspiring entrepreneurs, when opening a second-hand store, make typical mistakes:

1. Purchase of "cream" or "extra" class clothes in the first batch. Without preliminary promotion of the store, expensive goods cannot be sold.
2. Incorrectly chosen location of the premises, renting a small trading floor in the basement.
3. Rent of retail space at a high price.
4. Illiterate work with the staff, as a result - theft. To avoid theft, it is enough to install a monitoring and video surveillance system.
5. Passion for promotions and sales. Stocks attract customers, but don't kill business by abusing low price trading.
6. No assortment updates.
7. Hiring squeamish employees.

Try to foresee the risks at the stage of developing a business plan, so as not to alienate customers from the first days of trading.

Video: the nuances and secrets of second-hand trading

When the labor market is calm and it is almost impossible to find a good job, the question arises of opening your own business. However, you should not believe the tempting offers that this is possible without your own capital invested - it will be required in any case. First of all, you need to decide on the finances that can be allocated for organizing a business, and, starting from this figure, look for a worthy occupation.

If an amount not exceeding several thousand dollars is available, you should pay attention to the business associated with the sale of second-hand clothes. This business does not require special expenses. The main expenditure part will be rent and salaries of sellers. However, like any business, the trade in this type of clothing has its pitfalls.

Preliminary preparation

First of all, you need to understand what second-hand stores sell. They sell clothes coming from Europe and America. As a rule, these are already used things. On the territory of these states, there are special points where you can rent or sell old things for a small amount. As a rule, after updating the wardrobe, people get rid of old things.

After collection, worn clothes are sent for processing, which takes place at high temperature and using various antibacterial agents. Heavily worn items are sent for recycling. Wearable items are sent to suppliers.

When choosing a product, the rule applies: the farther the country, the better the product. The highest quality clothing comes from England, and the closer the country is to Russia, the lower the quality of the goods supplied. Deliveries can be divided into two types with a different assortment: original and sorted.

Original

In this case, the supplier packs things after processing, without sorting them. The bag can contain both new things and rags. It all depends on the honesty of the seller. However, fashionable and exclusive pieces are often found in such parties. Bags can be from 50 to 200 kg;

Sorting

Goods of this type after processing arrive at sorting points. When purchasing sorted things, their purpose is known in advance. This makes the task easier if you know what assortment is needed. In this case, the goods are usually packed in 30 kg bags. Things are sorted into different categories:

• Seasonal;
• age;
• Quality;
• gender;
• Typical.

To begin with, it is better to choose a mixed form of trading. You need to decide which product will be most in demand at your outlet, and already in the course of work, adjust the assortment.
When determining the quantity of goods, you can start from the size of the store. Approximately 20 kg per m2 of room area is needed. For starters, it's better to take more of the original. And, of course, it should be noted that every week you need to update the product.

• Glavstockekondtorg;
• Mix Europe;
• Holland trading house.

You can independently reach foreign partners - a trip to the Baltics would be optimal. Perhaps this method will be somewhat cheaper, but you should always remember that the end result will depend on the integrity of the supplier.

In any case, in the initial phase, until the relationship with the seller is established, it is necessary to carefully check all the delivered goods. It is better to pay after receiving.

Necessary package of documents for opening a store

After preliminary research, you can proceed to the official registration of your work activity. To do this, you need to register as an individual entrepreneur and register with the tax office.

At the same time, it is necessary to determine the taxation system. For clothing stores, two systems are most acceptable, from which you need to choose the best one for yourself:

• USN. Simplified taxation system, which involves the payment of only one tax for an individual entrepreneur. It can be an interest rate on income or on the difference between income and expenses;
• ENVD. A single tax on imputed income is applicable for certain activities. It is taken from the estimated income and does not depend on the revenue.

To determine the system, you need to work out the structure of your business in detail. The economic feasibility of the chosen system depends on each nuance of the activity. To make the right decision, it is best to contact the experts. They can also help with paperwork.

At the next stage, you need to find a room for the store, and conclude a lease agreement. Obtaining permits for trade and operation of the store, completes the process of registration of basic documents.

However, the specifics of trading in second-hand goods requires additional documents:

• The conclusion of a sanitary and epidemic station for the premises of the store, as well as it is required to conclude contracts for disinfection and deratization;
• Rospotrebnadzor permission;
• Program of sanitary and industrial control;
• Agreement for the export of solid waste.

It must be remembered that any violation of financial or environmental requirements will entail big money problems. Therefore, the paperwork should be treated very carefully.

The choice of premises for trade

You need to start by choosing a trading area. The store does not have to be located on the main streets. Dormitory areas are perfect, where the entire population is mainly concentrated. It should also be remembered that it is forbidden to open second-hand shops in the same area as groceries.

When choosing a room, you need to pay attention to how many people pass near it during the day, whether there are bus stops nearby. Some people are embarrassed to visit such stores, so some distance from crowded places can attract additional customers. But at the same time, signs are installed that attract attention and indicate the way.

The room does not require special refinement. You can make an ordinary cosmetic repair. Of the equipment, first of all, you will need tubes that are attached to the walls. Hangers with clothes are hung on them. At least two fitting rooms are required. You also need a counter and a cash register. With a large assortment, shelves and racks may be needed.

When choosing a room, you should not stop at areas less than 40 m². A small store area will make the business unprofitable. For a large turnover, it is necessary to have a large amount of cheap goods - only this will contribute to a good profit.

Selection of staff in the store

It is best to start this business as a family business. In this case, there will be no need for hired employees. One person can deal with deliveries and accounting. And the second is to be in the store and sell goods. When expanding the business, you can attract relatives. In this case, it is not necessary to control the sellers.

If it is necessary to select sellers, preference should be given to sociable people with experience in trading. At the same time, you should not refuse the probationary period in order to better know the business qualities of the applicant. If financial issues cause difficulties, it is better to invite an accountant.

Advertising company or how to attract customers?

It is also advisable to order business cards for the store and distribute them to customers. In addition, it is necessary to cover the nearest houses and distribute print advertising in mailboxes. With the expansion of the business and its successful development, you can connect the radio and the press.

To promote your business, it is good to create a page on the Internet or use social networks. In today's world, this is a very effective method.

Which one to buy? Our article will help you choose the most profitable option.

To open a clothing store, carefully study the article.

How to choose a seller? The job description described b will help you determine the rights and obligations of the parties.

Step-by-step instructions for opening a second-hand store

Consider the main stages and approximate costs when opening a second-hand store. All costs will depend on the region of residence, the taxation system, the method of paperwork and many other nuances. Preparation of all documentation. It's hard to give any numbers here.

It all depends on whether the documents will be drawn up independently or professionals will do it. In the first case, you can save a lot.

• Room rental. There are many factors that affect the cost of rent. On average, this is 50,000 rubles per month for a room of 50 m?;
• Equipment. These are one-time expenses, in the case of a second-hand store, there is no need for a large amount. Therefore, 50,000 rubles should be enough;
• Salary. When using hired labor, the cost of two salesmen per month will be approximately 50,000 rubles;
• Product. For the first purchase of goods, about 150,000 rubles are needed. For repeated purchases, a quarter of the initial amount is enough;
• The monthly revenue of such a store can be about 300,000 rubles. A second hand store can pay for itself within a year.

However, when opening a business, it should be remembered that all possible risks in doing business are borne by the owner. Therefore, the success of the undertaking will depend on:

• Professional skills of an entrepreneur;
• Business qualities of the store owner;
• Successful development of trade.
• The decision must be made on an individual basis after weighing the pros and cons.

In contact with

Second hand today the consumer does not frighten. The situation in the country is such that buying second-hand clothes can become a long-term trend. Many are tightening their belts. Some people switch to smaller diamonds. It seems that in the next 3-5 years “there is not much” - this is about used clothing stores. Is this true, is it profitable to open a second-hand store today? Let's try to figure it out.

Welcome to the reusable world, or the prospects of second-hand

In industries that produce and sell consumer goods, demand is shifting to cheaper segments. If food is out of the house, then fast food, if clothes, then second-hand. The clothing market is undergoing a redistribution: out of savings, consumers are increasingly updating their wardrobes in online stores, discount centers, and consignment stores. Demand for stock and used items has increased. How to open a second-hand store, is 2016 a good year to start?

The used clothing market from Europe is affected by two opposing factors:

• In 2015, the Russian middle class was halved and joined the ranks of buyers in the low price segment. However, the majority are not ready to give up quality and are looking for familiar brands through cheap distribution channels or in second-hand stores.
• The euro rose from 40 to 80 rubles, which is why the prices in shops with European second-hand clothes doubled.

The market is changing. The new reality can be used by those who provide a “dumping” alternative to international brands that have risen in price for Russians. Demand is growing for any second-hand, cheap and expensive, because household incomes have been falling for many months in a row. Familiarize yourself with the basic risk factors when opening a clothing store.

Source: Fashion Consulting Group data

The Russian fashion market (shoes, clothes, accessories) shrank by 9% in 2015 and amounts to 2.3 trillion rubles. According to various experts, the volume of second-hand is 0.2-5% of the market. Which of the players in the lower segment will intercept the impoverished middle class - dealers in Chinese, Russian or European used clothes - depends on the anti-crisis strategy chosen by the seller.

Business model

1 What is second-hand clothes

Second-hand is an organized collection of used clothes or new, not suitable, disliked.

The used goods industry in developed countries includes:

• special points for the collection of clothes;
• factories for processing, disinfection and sorting;
• wholesale suppliers;
• Retail Stores.

Organized second-hand collection is practiced in the USA, England, Holland, Belgium, Germany, France, Italy and other EU countries. People hand over unnecessary things to collection points, take them to special containers, and give them to visiting collectors. Folded in bags, unsorted clothes (the so-called original) go to factories, where things are sorted and disinfected with special compounds.

Here, clothes are divided into goods and non-liquid, which goes into processing into secondary raw materials. In addition, they can sort by season, composition and quality. In Russia, second-hand appears thanks to wholesale suppliers who cooperate with European factories and import goods in multi-ton containers.

Russian thrift stores that sell second-hand clothes are, in fact, also second-hand stores. However, market participants apply the term second hand exclusively to goods received from factories.

2 Product

Clothing can be of three types of assembly: container (low quality), home (low percentage of defects) and school. In addition, second-hand is divided by country of origin, quality and composition. The price of the goods depends on the combination of these characteristics.

English second-hand, as a rule, is of high quality and is regarded as more expensive than the rest. Belgian clothes are usually more worn than other countries and are cheaper.

3 Second hand trade formats

• weight. The price is determined by the seller per kg. The goods chosen by the buyer are weighed, its cost is found out. This approach is used to sell second-hand of the first category and extra.

  The trading scheme involves a gradual decrease in prices over the course of a month/week. So, with the cost of extra goods at 360 rubles. per kg, the primary price is set - 1,440 rubles. (surcharge - 300%). Then the cost is gradually reduced (markup 200, 100, 0%), up to the cost price. For the buyer, this looks like discounts: 25, 50 and 75%.

• Estimated. This format is used when selling expensive types of goods: extra, luxury, cream, stock. At the same time, you need to work with each item individually: determine the cost, set a margin, make a price tag, develop a discount system. The markup, as in the previous case, starts from 300%.
• Mixed. It is mainly used for extra and luxury categories. At the same time, 30% of the assortment (the most interesting things) are evaluated individually, discounts are not made until the end of the month. The rest is sold by weight according to the first scheme.

As a rule, it is not possible to sell all the goods: 10-15% of things have to be sent for processing (marriage or not for sale). But if you wish, you can find a buyer for rags: car services, repair shops, etc.

4 Business seasonality

Failed four months for second-hand trade: December-January, June-July. It is not advisable to open a store immediately before and during these periods.

5 Target audience

In second-hand shops you can dress inexpensively and stylishly. Potential buyers are all segments of the population, of any social status and financial situation.

Until recently, the most frequent visitors were:

• youth under 20 and student age;
• people over 50 who need inexpensive clothes;
• economical parents (children outgrow their things too quickly).

The audience is becoming more and more unpredictable. Today, wealthy citizens are also buying second-hand, hunting for inexpensive unique things. The ranks of customers are replenished by the middle class, for which second-hand clothes are budget quality.

6 Anti-crisis strategies

It is not easy for second-hand shops today, as well as for all other businesses built on imports. In 2016, the period of “waiting out” will end, entrepreneurs will have to realize that the crisis is for a long time, the recent prosperous times will not return soon.

Second hand stores are forced to look for winning strategies and change traditional patterns of work:

• They switch to hand-assembled goods in Russia. So, the Charity Shop company collects things on its own: it places special containers in shopping and business centers where people put unnecessary things for free. The Svalka.me service offers to rent out used clothes and shoes for little money, picks up the goods by car upon request and delivers them to second-hand shops and flea markets.
• They are switching to the consignment store format, which is popular in the USA and Europe. Such stores offer a mix assortment: used clothes, discount goods, Russian-made designer items.
• Combine online and offline sales channels. Trading through an online store with home delivery is a good help for second-hand shops.

How to open a second-hand store from scratch: step by step instructions

1 Registration

From organizational and legal forms, it is better to choose an individual entrepreneur - it is cheaper to register and run a business, you can freely dispose of profits. An undoubted advantage of IP is the availability of a patent, a simple and low-tax system (suitable for retail with a trading area of ​​up to 50 sq. m). If the room is larger, then you should choose UTII or simplified income. The patent and imputation are not valid in all regions, you need to check locally.

The business does not require licenses or permits. The only thing you need to have in the process of work is certificates of disinfection of goods, which are provided by wholesale suppliers.

2 Select a room. Equipment

The location of the store and the area depend on the chosen sales format:

• For trade in "piece" goods with an individual price, you need a larger room, 40-80 sq. m, because things should be placed on hangers. Such a second-hand store should be opened in a conditionally prestigious area, in a place with high traffic. The city center, major transport interchanges, locations near shopping centers and markets or directly in them are suitable.
• For weight trading enough area of ​​15-20 square meters. m. Such a store can be opened in areas with cheap rent, in basements or basements. The entrance from the courtyard fits perfectly into the concept (an arrow pointer is required on the main street). Unlike the first option, the store may have a lower quality finish.
• Optimal second-hand area mixed format - 30-80 sq. m. The location and decoration of the premises depend on which goods will be more - by weight or with price tags.

Store lighting is important. On the one hand, buyers need to be able to see the product well. On the other hand, the lighting should not interfere, be too bright and annoying. It is necessary to create a comfortable environment for customers so that they can choose for a long time and slowly. Good ventilation is required in the room - the specific smell of the goods will be less felt.

The optimal cost of rent for a used clothing store is up to 1,000 rubles. per sq. m. This will keep you afloat out of season.

From the equipment you will need:

• Hung up. It is better to stop at the Joker system - these are chrome-plated pipes with a diameter of 25 mm, which are easy to assemble and fix.
• Fitting rooms.
• Tables.
• Mannequins (when selling at price tags).
• Clothes hangers and baskets.

The cost of new equipment is usually 1,000 rubles. per 1 sq. m of the trading floor. If you buy used, you can save.

3 Supplier selection

A reliable partner is one of the factors of business success.

When choosing a supplier, you should pay attention to the following points:

• Wholesaler experience. He should not be a novice (read: amateur or scammer). Experienced suppliers have been on the market for at least 5-7 years.
• The number of countries and factories presented in the price list. More list - the retailer will be able to provide the best selection of goods.
• Price update frequency. The current price list is one of the signs of the wholesaler's real work.
• Conditions offered to retailers. The presence of regional offices / warehouses is a plus. Compare prices, discount systems, work schemes. Choose favorable and convenient conditions.

Wholesale suppliers with 10-20 years of experience work in St. Petersburg and Moscow. Mastodons of the market are interested in the development of retail chains and, as a rule, in addition to favorable conditions, they offer consultations and training seminars to new partners.

4 Product. Range selection

The assortment is selected depending on the format of the store and its location. In new buildings, children's, women's and youth things will go better. In industrial areas, it is profitable to trade in jeans and shoes, in sleeping areas - there can be demand for all groups of goods.

At the start, the assortment should include different clothes in order to satisfy the needs of the maximum number of customers. Ideally, things of all price segments are required for opening: 70-80% mixes and 20-30% seasonal sorting. You need to place goods in the hall by gender (separately for men, women and children) and by type of clothing (jackets, skirts, trousers, etc.). Can be grouped by color.

5 Staff

Shop up to 40 sq. m will be able to serve one or two seller-cashier. The main thing that is required from an employee of the trading floor is the ability to sell. At first, when working independently, a businessman will need one assistant.

It is desirable to include in the duties of the seller:

• participation in pre-sale preparation and placement of goods in the hall;
• ensuring the safety of things;
• assistance to customers and cash services;
• analysis of changes in consumer demand and preparation of applications for changing the range.

The formula for a successful second-hand: cheap goods, low rent, personal participation of a businessman in business.

6 Advertising and promotion

The main marketing weapons of second-hand are promotions, sales, discount programs. Information about “your benefits” should quickly reach customers.

The following channels work well:

• streetlines near the entrance to the store, banners on the facade;
• advertising in the media, especially the running line on local TV;
• distribution of leaflets;
• announcements on information stands of entrances and elevators of residential buildings;
• word of mouth radio.

Advertising materials should not look too expensive and bright, nor too cheap. Second-hands are now being promoted on the Internet, they are looking for an audience on social networks. networks. You can develop sales through the site with the delivery of things to your home. To reduce the balances, traveling trade is practiced in the suburbs.

Second hand franchises

When it is difficult to decide on independent sailing, it is not clear where to start, how to open a profitable second-hand store, the best solution is to purchase a franchise. However, today there are practically no offers in this segment. The only working option is the "Nepochem" franchise from the "Trading House of Holland", the oldest player in the Russian second-hand market. What conditions does the franchisor offer?

Franchise "Never mind"

• Format: weight clothing store
• Lump sum: 15 000 rub.
• Attachments: from 60 000 rub.
• Payback: 2-3 months
• Royalty: 1 250 rub. per month
• Number of own/franchised outlets: 5/9
• Room requirements: from 40 sq. m

"Trading House Holland" offers cooperation in two areas:

• "Economy" - trade in middle-class clothes (second-hand category I and extra);
• "Premium" - work with luxury items.

Franchise features:

• comprehensive assistance of the franchisor: drawing up a business plan, assessing the prospects for the location of the future store, a step-by-step opening plan, developing an assortment;
• assigning a personal manager to the franchisee;
• marketing and advertising support;
• exclusive conditions for the purchase of goods;
• a requirement to comply with merchandising guidelines set by the network.

• Introduction
• Summary
• Description of the object
• Marketing plan and market analysis
• Calculation of the cost of goods and approximate profit
• conclusions

Second hand is a store that sells used items that have been disinfected beforehand. To open your own business, you need to clearly understand what you will face in the future. We previously told how to open second hand from scratch. Now let's look at an example of how to draw up a second-hand business plan with calculations for 2019.

Introduction

A second-hand store can sell several types and classes of things:

1. New clothes with tags. These clothes have not been worn, they were handed over because they did not fit.
2. New clothes, branded, never worn.
3. Clothing with a degree of wear of about 11%.
4. Goods with manufacturing defects of varying degrees.
5. Heavily worn clothes.

Each item in a second-hand store has its own class and degree of wear, which are determined upon receipt and sorting. The item must be accompanied by a document stating that it has undergone disinfection and special treatments. Such information is provided by the supplier or re-disinfection is carried out upon receipt at the store. To do this, you must have agreements with the relevant companies. The business plan should also take this into account.

The purpose of the organization:

1. Satisfying consumer demand in high-quality and branded items at affordable low prices.
2. Getting profit from the sale.

You can download secondhand business plan with our trusted partners. We guarantee quality!

Summary

Every business plan should have an appropriate executive summary. For second hand, it is approximately like this:

• Creation of an organization to provide consumers with goods at affordable prices.
• Starting capital: 500,000 rubles.
• Payback of the project: from half a year to a year.
• Supply: purchase of things from well-known suppliers, search for new contractors.

The business plan is drawn up to consider the profitability of the organization.

Description of the object

An important step in the business plan of a profitable second-hand store is the selection of a suitable premises. It will host:

• shopping room;
• cash register.

Premises for a shop can be rented in a residential building on the ground floor or in a shopping center. One of the conditions for using the premises is mandatory ventilation. The amount of items sold depends on the area of ​​​​the premises. The larger the area, the more goods can be placed on it. Let's conditionally take an area of ​​​​45 m 2. Rent 45 m 2 - 25,000 rubles per month. Per year - 300,000. In the room it will be necessary to equip a place for a seller with a cash register.