It is no secret that the global crisis of 2008-2009 had an extremely Negative influence to the warehouse equipment market, but, apparently, the peak of the crisis has been passed. Research firm World Material Handling Products predicts demand for material handling and warehouse equipment will grow at an average rate of 4% per year to reach $123.6 billion in 2016

On the territory of Russia, such a trend is also clearly visible. If in 2009 there was a catastrophic decrease in the volume of imports of warehouse equipment (more than 5 times), then in 2011 3,268 units of used equipment and 23,749 units of new equipment were already imported. That is, demand has recovered to the level of 2007. And there is every reason to believe that the results of 2012 will confirm such a positive trend: a stable recovery dynamics will remain, and the warehouse equipment market will gradually move into a growth phase.

Warehousing equipment premium or stingy pays twice

The demand of buyers and tenants of warehouse space is gradually shifting towards high-quality Class A warehouses, which cannot but have a significant impact on the market for sales and rental of warehouse equipment. In the pre-crisis years, quite a few development projects for the construction of such warehouses were launched, but then most of the projects were suspended. To date, the vacancy rate in high-quality warehouse space is extremely low. As a result, previously frozen projects are being unfrozen, but demand for premium warehouses is still outstripping supply.

Companies are gradually changing their preferences for warehouse equipment: more and more preference is given to premium segment equipment. Leading manufacturing companies are constantly investing heavily in research and development, striving to achieve convincing results in terms of reliability and cost-effectiveness of their products. And if you compare the cost of acquisition and the total cost of ownership (total cost of ownership), which includes all costs over the entire life of the equipment, it may turn out that it is more profitable to buy more expensive equipment.

And the domestic consumer has plenty to choose from: almost all global manufacturers of warehouse equipment are represented on the markets of the CIS countries.

D. Ostanin, head of the sales department of STILL Forklifttraks LLC, announced an increase in 2012 (compared to 2011) in sales and rental transactions of STILL equipment. The company also exceeded the pre-crisis sales figures in these areas of activity and continues to increase its presence in many market segments: retail, warehouse logistics, industrial production etc.

Sales in 2012 were also stable from another well-known manufacturer - Jungheinrich (according to the head of the department for working with key clients B. Voloshin, LLC "Jungheinrich lifting and loading equipment").

Compared to 2011, sales of warehouse equipment at Linde MH did not show significant growth, but thanks to the start of direct sales, the company's position is expected to strengthen.

Reference:

In 1995, STILL began to work in Russia as a representative office. In 2005, STILL Forklifttrucks LLC was registered.

Jungheinrich started operations in Russia in 1993. In 2003, a direct sales office was opened in Moscow.

Linde Material Handling (Linde MH) began to act on Russian market without intermediaries in 2011.

Golden mean

Growing interest in premium technology is not an indicator of falling demand in the middle segment.

According to information CEO of the KAYRUS company, which works with such manufacturers of warehouse equipment as Nissan, EP Cayman, Hyundai, EP Cayman forklifts are in the greatest demand on the market. The company's management noted that sales and rental transactions of warehouse equipment did not grow very significantly this year.

Although the company offers both new and used equipment, there has been a significant increase in the number of consumers who are interested exclusively in new warehouse equipment, preferring it to buying used equipment or renting it for a certain period.

In this regard, for many companies it is a completely justified decision to focus on sales of new equipment.

Used equipment - demand is stable, but small

Expensive equipment in terms of "total cost of ownership" has a number of undeniable advantages, but there is one caveat - not all companies can afford such a luxury. The way out can be found in the acquisition of used, but high-quality equipment.

For example, the previously mentioned company STILL Forklifttraks LLC is ready to offer a choice of used loaders with different levels of operating time, including refurbished ones.

OOO "Jungheinrich lifting and loading equipment" gives the following figures: direct sales of Jungheinrich equipment account for 65%, rental - 30%, and used equipment - 5% of transactions. At the same time, in 2012 the ratio of consumers did not change significantly.

Linde MH is pursuing a different policy and is actively expanding its presence in the warehouse and used equipment market.

The Atlet company, which operates in two segments at once - medium and premium, admits that there are requests for used equipment. But many buyers still opt for new cars because of the warranty. Buyers decide to invest in new equipment and forget about repairs and downtime. Among such customers, the purchase of used equipment and rental are not popular. Of course, it is worth considering another option such as leasing. If it is possible to choose between a long-term lease of non-new equipment and leasing of new equipment, then there is no doubt: the same payments are made as for the lease, but after the payment of all installments is completed, the equipment remains with the lessee.

Equipment rental is not losing ground, popularity is growing

Each consumer faces a choice: whether to buy new technology whether to give preference to used equipment or to rent (short-term or long-term). To make a decision, it is always necessary to analyze a number of factors, and, most often, the choice is determined not only by the conditions of activity, but also by habits. For example, the European partners of STILL Forklifttraks LLC, entering the Russian market, are interested in long-term lease and the opportunity to receive the "full service" service, which allows them to plan expenses as accurately as possible. And domestic consumers, on the contrary, prefer leasing or buying equipment.

Mr. Voloshin (Jungheinrich Lifting and Loading Equipment LLC) notes that in 2012 there was a noticeable trend in the market towards a single-digit increase in the number of transactions for short-term and long-term lease of equipment. The consumers of long-term lease are mainly large "buyers" of equipment from various business segments.

According to S. Kriushev, a representative of Linde MH, the comparison of rental and sales is not correct, since the rental market exists and develops in parallel with the market for new equipment, while the rental service often exists as an important addition that increases the overall level of customer service. But aspiration major customers optimize business processes, financial statements and taxation leads to an increase in the market demand for the acquisition of new equipment, based on long-term lease agreements.

ICE VS Electric motors

At present, there is a tendency to gradually replace gas and diesel forklift trucks with electric ones. The reason for this is seen in the discovery a large number logistics centers, medium and high level warehouses. In addition, the operating costs of electric forklifts are significantly lower. The environmental component of the issue also plays an important role.

But there is no unequivocal opinion about how strong this trend is, and also what is the ratio of sales of equipment with internal combustion engines and electric motors.

According to STILL Forklifttrucks LLC, the tendency for customers to replace ICE vehicles with electric forklifts has become more pronounced, but gas and diesel forklifts are still in demand by customers, especially if the equipment is planned to be operated on open areas.

Jungheinrich Material Handling sees no visible shift in consumer preference, with four electric forklift trucks sold for every unit of Jungheinrich internal combustion engine lift trucks sold.

Is it possible to say about the trend of displacement of vehicles with internal combustion engines in the Russian market? Mr. Kriushev (Linde MH) provides the following data for the Russian market:

2007 Sales of vehicles with internal combustion engines account for 65%. Gradually decrease to 40% as a result of the crisis. Over the past 2 years, the share of orders for new equipment with internal combustion engines has been gradually growing - now this segment occupies about 45%.

Since during the crisis of 2008-2009 sales of vehicles with internal combustion engines declined more than others, now we can only talk about the restoration of the share of this market segment.

Many experts have long been predicting a confident victory of technology with electric motors over technology with internal combustion engines. But in Russian realities, this will not happen soon. Although in Western Europe the share of vehicles with internal combustion engines does not exceed 20% of the market.

Quantity warehouse space premium class in Russian cities is still very small. And in the Russian expanses, forklifts will be the "kings of the market" for a long time to come, in demand by consumers who are forced to process and store products in more unpretentious premises compared to their Western counterparts.

In this article, we will talk about an auto parts store for trucks and specialized vehicles, as a business in a small city with a population of 40-100 thousand people. An auto parts store for special equipment is a profitable type of business, provided that there are small enterprises in your city that operate this type of equipment, but for financial reasons they cannot organize own warehouse spare parts. Therefore, it is better to open a store both for enterprises that will work under contracts (on a prepaid basis or with a deferred payment), and for retail trade with individuals.

You can start with a small assortment of spare parts. Inexpensive items, such as filters, fittings, fittings - each item is enough for 5-10 pieces. Expensive - 1-2 pieces, depending on the demand for the goods.

For example, a complete repair kit for a KAMAZ engine, which is in great demand, costs about 3,500 rubles at a wholesale price. It can be ordered in quantities of 1, but only on the condition that you receive this product within two business days. If this is not possible, then it is better to order 2 pieces, and as one sells, buy more.

You need to look for suppliers who will provide you not only favorable conditions, but also high quality goods, since when supplying low-quality spare parts, you can not only lose large customers, but also fall under litigation. It is necessary to find suppliers for heavy special equipment, such as GTT, MTLB. The demand for spare parts of such brands is not great, so getting spare parts for them is quite problematic. There is no competition for these goods, therefore, with a satisfactory supply of these goods to customers, this will not be a small plus for the rating of your store.

In addition to spare parts, you can get a tool for the repair of trucks specifically: wrenches of size 50, balloon wrenches-meat grinders, with two speeds. Fuel and lubricants are also in great demand. Diesel oils different types, antifreeze, seasonally non-freezing liquid, fuel additives - all this should be available to you. Batteries in winter period also do not diverge badly.

You can get one charger-starter in the pricing policy of about 100 thousand rubles. Perhaps for some time it will be an illiquid product, but later on you will be able to break a good jackpot on it.

As a rule, spare parts purchased at the very beginning of the store (for assortment) are illiquid. Do not be afraid of this, let it be, to create the appearance of choosing an assortment. The main thing is that it should not be an expensive product. In a month or two, you will already understand which product is worth ordering in the amount of 10 pieces, and which one can be completely abandoned.

Another important factor is the price of the same type of product from competitors. You must bring large organizations their prices and quality. Don't be afraid to make prices lower for firms than for retailers. Enterprises will take the quantity.

Carefully draw up contracts, it will be better if a lawyer works with you, but not in the state, but as needed. The staff must be: sales assistant retail, specialist in work with organizations and accountant. For the first time, this is enough. You can take two interchangeable sales consultants who will work with both individuals and legal entities.

An additional direction in this business can be the opening of your own repair service. trucks and special equipment.

Holding most kinds construction works not without the use of special equipment. And since any equipment breaks down from time to time, replacement of spare parts is necessary. For this reason, starting a business selling spare parts for special equipment seems to be a profitable idea.

How to open a business from scratch: spare parts for special equipment

The business of selling spare parts for special equipment has a considerable number of advantages.

The following positive points should be highlighted:

• industry prospects: all large quantity enterprises are turning to using automation of their work in order to make manufacturing process faster and more efficient. Consequently, the demand for spare parts for used machines will constantly increase;
• high level of profitability: spare parts for special equipment have a high cost, which allows you to achieve a high level of profit in the shortest possible time;
• possibility of development: by selling special equipment, the enterprise can eventually become official dealer one of the major international companies, which will not only increase the company's income, but also earn a certain reputation and take a leading position in the market.

Some of the difficulties of selling spare parts for special equipment should also be taken into account. The most important among them are the high cost that an entrepreneur expects when purchasing goods, especially if delivery is carried out from abroad, as well as the saturation of the market with competitors. A particular danger posed by competitors is due to the fact that most enterprises, having chosen a suitable reliable dealer, do not seek to change suppliers of goods. Therefore, in order to enter the market from scratch, you should carefully monitor the selected area, study the zones of influence of competing companies, and also consider which enterprises can become potential customers in the first place.

When planning to open a store selling spare parts for special equipment, you should consider what the assortment of the store will be like. So, from the existing special equipment, loaders and mini-loaders, excavators, bulldozers, truck cranes and so on are widely used.

Thus, the following parts will be the most in demand:

• generators;
• starters;
• different types of pumps (fuel, oil, hydraulic pump);
• torque converters;
• cardan shafts;
• filters and others.

In order to increase profits and secure new customers, it makes sense, in addition to selling spare parts, to include an offer in the service Maintenance special equipment. But this will require an increase in staff and additional costs.

The main stages of creating a business selling spare parts for special equipment

After monitoring the existing market for spare parts for special equipment, they draw up a business plan.

It includes the following items:

• analysis of the selected market area: the level of supply and demand, the main areas of activity that require development and other features;
• costs that will have to be incurred at the stage of starting a business, and subsequent monthly expenses for maintaining activities. The largest expenses usually include the purchase of goods, the rental of premises, the payment of salaries to employees, advertising campaign. If the enterprise is in the form legal entity, certain expenses are expected during the registration of the company;
• the expected profit of the enterprise. At this point, it is necessary to calculate what the store’s income will be, taking into account the cost of goods, other costs and the established pricing policy. It is also necessary to calculate the period in which the funds invested in opening and promoting the store will pay off and the company will begin to generate a stable income.

Having determined the specifics and scale of future activities, you should choose a room for opening a store selling spare parts. At first, you can sell goods through an online store, but in order to achieve a certain level of profit and business development, over time, you still have to open a stationary outlet. The size of the store itself can be small - for the placement of the main assortment, you can use a room up to 50 sq.m in size. The arrangement and design of the store will have importance: all goods must be placed by thematic groups, accompanied by required by the buyer information and freely available. The store should be equipped with shelves, racks and showcases for the location of goods, as well as a noticeable sign that will attract customers. In addition to retail space, it is mandatory to rent a warehouse, the area of ​​​​which will depend on the planned sales volumes. The correctly chosen territorial location of the store is another factor in the success of the business: due to the specifics of the goods, it is better to equip the outlet for the sale of spare parts in an area saturated with construction and transport enterprises: it is there that a greater number of potential buyers will be able to see it, and the cost of renting the premises will be below.

The purchase of goods will be the next mandatory step in opening a store: the volume of purchased lots will depend on the budget of the enterprise and the scale of sales. At this stage, it is important to right choice spare parts supplier: as a rule, they first conclude an agreement with one or more wholesale companies, then, as the company develops, it makes sense to get the status of an official dealer of one of the well-known manufacturers of special equipment. This will allow you to take a special place in the chosen business industry, bypassing competitors.

The next step is to recruit staff for the store. If the company is exclusively selling parts, all you need will be salespeople (the number depends on the size of the sales), vendor and lead managers, an accountant, a delivery driver, and a house cleaner. If the company will offer repair services for special equipment, it is necessary to supplement the staff with qualified specialists in this profile.

The advertising campaign will be an important factor in the development of the enterprise. For maximum effect, you should combine the dissemination of information about the new enterprise on the Internet and the media, it is also desirable to use external advertising - use the placement of a banner and billboard store nearby, it is also useful to distribute leaflets. A sign as one of the varieties of outdoor advertising will become an effective tool in attracting buyers. During the store opening good method attracting customers will offer new buyers discounts and promotions. It is also desirable to develop a flexible discount system for regular and wholesale customers.

Creation of the company's website will become important method attracting customers: it is necessary to develop an official resource that will not only inform about the existing range, but also provide an opportunity to purchase goods online. In order for potential customers to quickly find the store's website in the search, you need to contact specialists in optimizing and promoting Internet resources.

How to open a business from scratch: registration

To sell spare parts for special equipment, no special permits or licenses are required. It is only necessary to register the enterprise in accordance with the existing norms of the Federal Tax Service. The sale of specialized spare parts provides for the possibility of registering both a legal entity and a status individual entrepreneur.

The sole proprietorship format will be more suitable for small-scale activities. So, a small store or an Internet site may well sell as an individual entrepreneur. If the founder of the business plans to open an enterprise that will cooperate with large companies, including international companies a legal entity would be the preferred option. Among other features, LLC can be opened by several persons in partnership, which reduces the financial burden, and the availability authorized capital as mandatory condition to start the activity of a legal entity, it removes personal financial responsibility from the founders of the company.

Both for opening an individual entrepreneur and for registering an LLC, it is necessary to submit an application filled out in a special form to the department of the Federal Tax Service, providing the required package of documents.

In the case of registration of IP, the number of documents will be minimal:

• copy of the passport;
• copy of identification number;
• a copy of the payment of the state duty, amounting to 800 rubles.

The list of documents for a legal entity will be more extensive. In addition to the main points, it also includes the charter of the future LLC, the decision to establish an enterprise, the appointment of persons to senior positions, and if there are two or more founders of the company, it will be necessary to draw up a protocol on the meeting of the founders and a special agreement.

The financial costs of opening an LLC will also be large: the amount of the state duty in this case increases to 4 thousand rubles, and the mandatory authorized capital is 10 thousand.

When submitting an application, indicate OKVED codes thereby informing the tax authority about the specifics of future activities. It is important that the declared type of activity matches the actual one, therefore, at the application stage, all aspects of the future enterprise should be carefully considered. To more accurately match the declared destinations, several different codes can be provided.

The registration period for an individual entrepreneur is up to 5 working days, while an LLC is registered within 14 days after the application is submitted.

May 20, 2017 Sergey