Business idea for renting special equipment favorable direction for earnings. This business can be engaged, starting with a minimum investment.

Plan of five options:
1) Leasing through acquaintance with managers and suppliers in construction firms
2) Lease (sublease) of someone else's special equipment on behalf of your organization
3) Acquisition and delivery of own special equipment
4) Organization (purchase, lease) of a site (parking, parking) for the collection of special equipment in your region
5) Acquisition and leasing of own piece of equipment

Point one the most dubious kind own business. Most likely, this option is possible only on a case-by-case basis.

Second point most viable. As a rule, this option is used by companies that have their own special equipment, but to provide a full range of services, they resort to this option. Simply put, they rent out what they don’t have, but in order not to lose a client, they rent equipment.

Third the most viable and long-lived business option for renting your own special equipment, but requiring large investments. This direction has a long payback period. But with the good work of managers, it has attractive stability.

Fourth option can be called the most difficult to implement (meaning as an idea from scratch), but at the same time requiring the least investment than number 3. To do this, you need to buy or rent a site in the industrial zone of your city and try to assemble all kinds of special equipment on your territory owned by both organizations and individuals. On what terms you will be able to negotiate with the owners will depend on you. It can be free parking with a contract for the sublease of equipment. Or some other conditions. In this case, you can position yourself as an operator (dispatcher) to search for orders, such as "Taxi for ordering special equipment."

In the fifth case you can secure a comfortable life for yourself by owning only one piece of special equipment and working on it yourself. In such cases, it is beneficial and not too expensive to have your own truck crane, which will be constantly in demand at construction sites. Low-rise construction has great prospects in our country.
The truck crane can also be bought second-hand. The average price is 1,000,000 rubles. If you are sure of permanent job, then for these purposes you can take a loan. For such a business, it is not even necessary to open your own company. You can find organizations in any city that are ready to conclude contracts for a certain percentage, and then accept and cash out funds, this percentage does not exceed 10%.

Safety.
The same should be said about the safety of special equipment. If you are going to work with special equipment and will be responsible for your own or someone else's, then pay attention to safety from theft. Because stolen special equipment rarely returns to its owner, the detection rate for such crimes is very low.

What is special equipment?

In addition to construction special equipment, there is also household equipment, these are sludge pumps, tractors for clearing streets (good in winter), lifting rigs, drilling - drilling cars, etc. as well as special equipment for agricultural purposes, these are combines and tractors with a variety of attachments. It is more difficult to attach such equipment for rent.
Some companies specialize in renting forklifts, with or without a driver, and also provide a full range of repairs, maintenance and supply of spare parts.

At present, the number of facilities under construction far exceeds the rate of sales of special equipment, so rental is in demand and grows by 20% every year.

Ideas for Business from the section:

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 major 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;
• opportunity for development: by selling special equipment, the company can eventually become an official dealer of 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 wages 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 official dealer 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 the status of an 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 presence of 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, it indicates the 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

* Calculations use average data for Russia

8 200 000 ₽

Starting investments(3 types of equipment)

840 000 ₽

290 000 ₽

Net profit

30 months

Payback period

Despite the high costs at the initial stage, with the proper approach, the business of renting special equipment can reach the payback threshold quite quickly. This article is about the key points of this auto business niche.

How profitable is it to open a business for renting special equipment in 2020? It would seem that in the conditions of a difficult economic situation in the country, it makes little sense to invest tens of millions of rubles in expensive loaders, excavators and bulldozers. Major construction projects on a national scale are behind us, the fanfare of the World Cup has died down along with the accompanying large orders, and now it is quite common to see special equipment gathering dust along the road with rental offers.

However, judging by the results of sales of special equipment in Russia, the situation looks much more optimistic. Accurate data on the volume of sales of road construction and special equipment for the entire past 2019 has not yet been made public, however, according to the Avtostat analytical agency, in the first half of 2019, the market showed an increase of 11%. Moreover, domestic manufacturers of special equipment are doing better - the preferential leasing program has allowed Russian companies achieve a 30% increase over the same period last year.

Pros and cons of a business project for renting special equipment

The first thing to remember when planning to open a business in this niche is a significant amount of investment. To form even a relatively small fleet of special equipment, you will need an amount with six or even seven zeros. For example, the cost of the running model of the CAT 434F2 backhoe loader will be at least 7,100,000 rubles. A caterpillar excavator of the same brand will cost 8,450,000 rubles. The price list for the 922nd model grader starts at 10,500,000 rubles.

Therefore, we recommend to pay attention to the market of used equipment with operating time in order to lower the investment threshold. For example, a JCB front loader can be taken for 4,000,000 rubles, and a Katovsky grader with an operating time of about 7,000 hours is estimated at 7,000,000 rubles.

Thus, by choosing previously operated copies, you will save from 30 to 50 percent of the initial cost of equipment at the dealer.

A wide range of positions of special equipment that you can offer is extremely important to the customer. It makes no sense for a large client from the B2B segment to rent a grader from one company, and dump trucks from another. As a rule, representatives of this niche, who have been renting special equipment for more than a year, have the following names in their arsenal:

Earn up to
200 000 rub. a month, having fun!

2020 trend. Intelligent entertainment business. Minimum investment. No additional deductions or payments. Turnkey training.

The second disadvantage of a business project is that special equipment must be constantly in operation, otherwise the business will simply turn out to be unprofitable. It is likely that at first there may be difficulties with this, and therefore there is no point in immediately equipping your fleet with numerous DST options - simply freeze the money, and in the worst case scenario, you will not be able to cover the cost of leasing payments at all.

If necessary, you can find the remaining positions missing for the project from other landlords, acting as an intermediary. Yes, in this case, earnings in the amount of the commission will be significantly less, but the risks will be minimized.

The advantages of the special equipment rental business include the rather high cost of equipment rental and the ability to earn significant amounts, subject to a stable flow of orders.

For example, the cost of renting a backhoe loader of popular Volvo or Terex brands in a million-plus city is about 12,000 rubles per shift. The minimum period for which you can rent this type of equipment is 4 hours, and it will cost the client 6,000 rubles. The cost of changing the operation of a standard aerial platform on a GAZon truck chassis from maximum height lifting the booth up to 18 meters will be 9,000 rubles. A dump truck based on the most common KamAZ chassis will cost the customer 7,000 rubles per shift or 3,000 rubles per trip.

Registration of a business for the rental of special equipment

For the most part, municipal or commercial structures act as clients renting special equipment for their needs. share individuals in the total volume of orders is extremely low. Therefore, the optimal form for this kind of business is LLC.

OKVED codes to rent special equipment according to the classifier, the following are required:

71.21.1 - Lease of goods vehicles.

77.39.23 - Rental and leasing of handling equipment.

77.3.2 - Renting and leasing construction machines and equipment. This grouping includes following view activities: rental of construction machinery and equipment without an operator, including cranes, scaffolding and working platforms without their installation and dismantling.

77.3.9 Renting and leasing of other machinery and equipment not included in other groups. This includes all types construction equipment and mechanisms on wheels and caterpillars, as well as all equipment used in construction, but not included in the two groups that we indicated above.

In addition, we note that there is no need to obtain a license to rent special equipment. Immediately after registering a company, you can purchase a minimum fleet of vehicles and get down to business.

Purchase of special equipment. What to buy at the start

From a range of different units special purpose at first, the eyes run wide. However, as we said earlier, it is better to familiarize yourself with the list of offers and demand in the market specifically in your area. It is better to take those positions for which there will certainly be a large flow of customers at the moment, and it is better to leave highly specialized machines for further development.

The most popular and almost win-win options for starting a business are a backhoe loader, a dump truck and an aerial platform.

Backhoe loader. This option is good for its versatility. The backhoe loader is indispensable for construction work on laying pipelines, when excavating pits, and simply when cleaning up the territory or construction debris. This type of special equipment is also good because it can be “upgraded” with additional equipment, for example, for 150-200,000 rubles, you can buy a hydraulic hammer and get another popular service for potential clients.

An integral attribute of any construction site, which is also needed when repair work road workers and public utilities, and in the construction of real estate, and in the extraction of natural resources, including for work in quarries for the extraction of sand, crushed stone and coal.

It will be useful not only for construction work, but also for servicing the needs of advertising agencies (placement and change of banners, installation of signboards) and high-altitude work of electrical installation teams.

When purchasing equipment, you can build on seasonality. The highest demand is in spring period, it is better to take special equipment for work precisely by this period of time. However, if it is worth saving as much as possible when buying, and not recapturing costs as quickly as possible, it is worth buying special equipment during the idle period - it will be better to bargain on favorable terms for yourself.

How much will the purchase cost

Tower. A used aerial platform after a complete overhaul based on the GAZon 3307 chassis will cost about 1,000,000 rubles.

Taking into account the large planned runs, it is better to take a dump truck new, especially since now there are a fairly large number of profitable leasing programs from manufacturers. The most popular options are domestic KamAZ trucks and their Chinese counterparts. The cost of a new dump truck will be approximately 4,000,000 rubles.

Backhoe loader. And, finally, we recommend spending about 3,000,000 rubles on a backhoe loader. For this amount, you can either new apparatus manufactured in the Middle Kingdom, or used, but a famous brand. It could be a 7-8 year old John Deere or a JCB. On the side of equipment with the Made in China label, there is a dealer warranty and inexpensive spare parts, while Europeans have made a name for themselves on high quality.

Ready-made ideas for your business

In total, we will meet the relatively modest 8 million rubles by the standards of the special equipment market. In the future, subject to gaining experience in this area, you can think about expanding the range by leasing more expensive options - such as a grader and an asphalt paver.

Choice of premises and site

You can store the purchased special equipment on a fenced guarded flat area. To accommodate the administrator and round-the-clock security, you can put a change house from a sea container on the site - the cost of the modular version will be about 80,000 rubles. Renting the site itself will cost inexpensively - in the region of 20,000 rubles.

Marketing and Advertising

Boards of announcements. In the case of renting special equipment, various federal bulletin boards, such as Avito and Yula, work well to attract potential customers. We recommend spending small amounts on placing paid ads that are published in the top or in a conspicuous place on the site - the costs will be recovered from the first hours of the order.

Some owners of special equipment stop there. However, you need to think about other ways to promote online.

One-pager. For the presentation of the company, you will need a simple one-page website with a list and photographs of the proposed equipment options. In the future, when “sounding” customers appear, you can add a list of customers and the work performed for them. These can be municipal customers (administrations of the nearest settlements, housing and communal services), large chains grocery stores, famous advertising agencies etc. A list of such clients will add points to your image as a proven and reliable service provider.

Tender sites. Large platforms that publish information about ongoing tenders for special equipment services can be a good help for generating leads. This is for example b2b-center.ru, rostender.info, tenderplan.ru and others. Many landlords find through such portals the first large regular customers, who later become regular customers.

contextual advertising. For settings contextual advertising you can find a freelancer with experience in setting up similar cases, or contact a specialized IT agency. Services for setting up “Yandex.Direct” and Google Adwords will cost about 10-15 thousand rubles, another 8 thousand rubles a month costs further support of advertising campaigns on the network.

And, of course, we should not forget that we live in Russia. In many ways, the success of a business at the initial stage will be determined by connections, acquaintances among potential customers or recommendations from major market players.

Staff

Sales Manager. You can search for customers as a business owner or as an employee of the sales department. As a rule, most of the salesman's income comes from the motivation for fulfilling the revenue plan or from the percentage of turnover from attracted customers. It is better to hire employees with experience in active sales to corporative clients(B2B) who are not afraid to make a lot of cold calls and at the same time know how to work in CRM system. Payroll manager - a salary of 20-25 thousand rubles plus a percentage for transactions, the average income will be from 50,000 rubles.

Drivers-operators of special equipment receive piece-rate payment based on the hours worked, an average of 300 rubles for 60 minutes of work. The cost of work varies depending on the experience and skills of candidates to work with special equipment. An eight-hour shift will cost about 2400 rubles. The minimum number of driver-operators for our case is three people, but it is better to have shifters in reserve, since the main employee may fall ill, ask for a day off for family reasons, or not go to work for other reasons.

Mechanic. And finally, another important employee is a mechanic with experience in maintenance and repair. Yes, work that requires expensive equipment and special skills can also be carried out at dealers or at specialized service stations, however, for minor repairs and current maintenance The park is completely manageable on your own. The payroll begins with a minimum mark of 25-30,000 rubles, in the future, with the expansion of the fleet and, accordingly, an increase in the number of serviced equipment, we can talk about an increase in wages.

Financial indicators

So the main ingredient initial investment- purchase of the necessary special equipment: 8,000,000 rubles.

Other items of expenditure against this background are insignificant:

Venue rental: 20,000 rubles

Buying a change house: 80,000 rubles

The total initial investment in the project will amount to 8,200,000 rubles.

Variable costs are made up of the following items:

Costs for fuel and lubricants (150 thousand rubles, depending on the scope of work);

Site rental: 20,000 rubles;

It will not be superfluous to set aside about 150,000 rubles for depreciation of purchased equipment.

Total variable costs will average 550,000 rubles per month of work.

Profit from the project:

The fleet of three types of special equipment that we have planned for purchase is capable of bringing in 28,000 rubles per shift, or 840,000 rubles per month. Thus, minus expenses, the profit from renting a tower, a backhoe loader and a dump truck will be 290,000 rubles per month.

Summary

So, it's time to sum up. Despite the rather high costs at the initial stage, with the proper approach, the business is able to reach the payback threshold quite quickly. Moreover, in our calculations, we relied only on “our resources”, and in addition to renting our own equipment, you can earn on commissions as intermediaries!

Another significant advantage of renting special equipment compared to other types of activities of this kind (wedding car rental, carsharing, car rental, renting vintage cars for filming) is the possibility of leasing. That is, at the end of the period of use, you will not have a headache, how to sell old equipment and get working capital to buy a new one. Also, this service will provide an opportunity to start a business of renting special equipment without having the entire amount to start on hand.

Ready-made ideas for your business

It is no secret that the global crisis of 2008-2009 had an extremely Negative influence To the market warehouse equipment, 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 are 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, Linde MH's sales of warehouse equipment did not show a significant increase, 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 improves the overall level of customer service. But the desire of large customers to 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.