Sale of auto parts under the order as a business. How to open an auto parts store as a business. To get started, submit documents to the tax office

Analyzing modern market sales and thinking about where to invest money, you can turn your attention to the auto parts business. This project can become successful and bring good profits if the marketing and financial plan. In this article, we will provide detailed business auto parts plan that will show the cost level for opening, profitability calculation and payback period.

The relevance of the idea causes the economic crisis, which forced many Russian citizens to repair and repair cars, instead of buying new vehicles.

Relevance of the business idea

The unstable economic situation not only did not affect this type of business, but also largely contributed to its development. Due to the sharply increased exchange rate, many Russians were forced to postpone the decision to buy a new car. Instead, people began to order auto parts for car repairs more often.

This example of a business plan will help you correctly calculate the costs at the project launch stage, form an assortment of goods, select the appropriate taxation system and select staff.

Based on this plan, you can easily implement your own business and open an auto parts store for domestic and foreign vehicles. To implement the idea, a small room of 40-50 square meters will be enough. It is advisable to locate the store next to a large car repair shop, service station, car wash, etc. This will ensure the flow of customers

Having decided to open an auto parts store, it is important to analyze the pros and cons of this project in order to correctly assess the risks and opportunities for business development.

High demand. Today, many citizens prefer car repairs, so the demand for parts for domestic cars or foreign cars is growing.
Regular customers. Despite the high competition, the efficiency of order fulfillment and quality will help to create a base of regular customers.
High yield. With a well-built marketing strategy and a professional staff, you can quickly reach payback and good profitability.

Flaws:

high competition;
investment in goods;
financial risks.

Market analysis

This type of business has its own specifics. The project is influenced by many internal and external factors.

Therefore, for successful implementation project, it is important to constantly monitor changes in the market, monitor the diversity of the assortment, monitor prices and the range of services of competitors.

Be sure to take into account not only the range, but also the quality of the goods, the efficiency of productions.

To maintain a competitive position, it is necessary to develop a permanent customer base. Various partnership programs, cooperation with workshops, service stations, car washes, etc. will help with this.

The target audience of this business is ordinary motorists, so it will be important to focus on the price and range of services.

Given the rather fierce competition in this business, it is necessary to carefully consider marketing strategy project, distribution channels and customer search.

We must not forget not only the range of products, but also the quality of service. Sellers should be well versed in the specifics of the goods, be sociable and polite.

Designing the List competitive advantage Please note the store's opening hours. It is advisable to make it before 21-22 hours. For many car enthusiasts, especially in big cities, this time is the only opportunity after work to look for parts for the car.

To expand sales channels, you need to pay great attention to advertising. Don't rely on word of mouth. This effect, at best, will work only 1-2 years after opening.

Participate in events as sponsors, attend auto shows, develop a loyalty program and an affiliate program.

Business plan: step by step guide

To open a business from scratch, you must immediately decide on the format and direction. What will the store’s activity be specialized in: the sale of spare parts for domestic cars or foreign cars.

In order to make a decision, it is necessary to perform a thorough analysis of the competitive environment, analyze the city's market and determine which cars are more.

It is advisable to make a general store, but the purchase of equipment will require considerable investment.

Having chosen the direction of sale to domestic cars, it is important to conclude contracts for direct deliveries from the manufacturer.

Having chosen foreign cars as the basis for sales, rank the most popular cars in your region:

Mitsubishi;
Chevrolet;
Audi;
Toyota;
Suzuki.

To get off to a good start, make a list and make a table that will allow you to analyze and identify the risks, weaknesses and opportunities of the project.

Examine the factors of competitiveness according to the following criteria:

individual approach to clients;
range of services;
price policy;
reputation;
store location;
team professionalism;
range.

Analyzing financial risks, it is advisable to include in the calculation scheme data on the return of the loan, the attracted funds of the investor, if the company was not opened at the expense of its own initial capital.

organizational plan

A well-written business plan is the key to successful project implementation. The document will become a daily guide and help at all stages to properly organize efforts aimed at achieving success.

A store business plan will help answer questions such as:

market analysis and capacity;
composition of the main competitors;
approval of the range of services;
the planned number of clients;
terms of reaching profitability;
labor force calculations.

Business registration

To open a store selling auto parts, it will be enough to register an IP. Forming an LLC and other forms of legal ownership may require a business related to the sale of spare parts for car depots or large trucking companies. For the implementation of large batches of wholesale sales, there is a need to open a CJSC or LLC.

To open a store, you will need to collect the following package of documents:

passport of a citizen of the Russian Federation;
IP registration certificate;
a document confirming tax registration;
a lease agreement for premises;
medical books employees;
permission from the fire service and the sanitary and epidemiological station.

Opening an LLC will require a more complicated procedure:

Payment 50% authorized capital upon registration (at least 10 thousand rubles). In this case, the second part of the capital must be paid during the first year of the project launch.
Payment of the state fee in the amount of 6500 rubles.

As for the type of taxation, many entrepreneurs choose the STS tax of 6% of income for this type of business.

The issue of paperwork also includes aspects of working with personnel. Do not forget that everyone must have a medical book. To save time and effort on the preparation of all these documents, you can seek professional help from lawyers.

The minimum area for an auto parts store should be at least 60-70 square meters. At the same time, take into account the transport interchange, parking space and storage facilities (about 10-15 sq.m).

The ideal location for the store would be a location near auto repair shops, garage cooperatives, car washes.

Analyze the densely populated area and how future customers will get to the store. Given the fact that many customers have a car that is out of order, it is important to consider having a bus stop nearby.

Purchase of equipment and goods

After you have decided on the premises and completed cosmetic repairs in it, it is time to purchase equipment.

The minimum set, without which it will not be possible to open a store:

racks and racks
showcases,
cash desks,
terminal for payment by bank transfer;
computers, printer;
the Internet.

The most important step in this business is the supplier's choice. There are about 5,000 on the market today. trademarks, 500 of which only work with wholesale players.

Therefore, finding a supplier will not be difficult. What criteria should be put forward in the search?

price;
reputation;
Estimated delivery time;
pickup or delivery by a transport company;
conditions and terms of return;
the possibility of deferred payment;
advising managers on issues of interest.

At the beginning of implementation entrepreneurial activity, choose 2-3 main suppliers, agree on the supply of goods and conclude an agreement.

In the process of doing business, you will understand who it is more profitable for you to work with and will work with 1-2 suppliers. But never stop analyzing the prices of other sellers, studying the competitive environment, looking for better deals.

Successful companies work simultaneously with dozens or even hundreds of suppliers. This approach allows us to reduce risks, minimize delivery times, offering the buyer the widest range of parts and accessories at the best prices.

Depending on the scale and format of the store, the staff will be different in number and composition.

We give below the minimum set of employees that will allow for a successful start:

director;
accountant. If the amount of work is small, then you can find a part-time specialist.
sales consultants. To increase sales, be sure to consider a motivation program. In addition to salaries, sellers should be interested in sales volumes, so it is advisable to introduce a bonus system.
purchasing manager. At small volumes sales, these duties may be assigned to the director.

A qualified customer service manager should be well versed in technology, navigate in spare parts, and the possibility of replacing them with others.

If necessary, he must be able to find the necessary information on the Internet in order to offer the client an alternative.

Marketing plan

Developing marketing plan, it is worth focusing on its main components:

An integrated approach to the provision of services.
Individual approach to the client.
Orientation of work to the middle price segment.

Now it is important to consider in what directions the promotion of services will be implemented.

Creating your own website.
Promotion of the company through social networks.
Distribution of commercial offers to companies.
Advertising on radio and TV.
Outdoor advertising.
Partnership programs.

If you plan to open a small trade pavilion, then perhaps at the first stage there will be enough bright signs, billboards and distribution of leaflets.

With the development of the store, it will be necessary to pay attention to the creation of a loyalty program, the introduction of promotions, bonus programs etc.

Costs and payback

Before you start buying equipment and investing in the renovation of the premises, evaluate your financial capabilities and analyze all costs.

Even after a complete calculation of all costs, experts advise increasing the amount received by 0%, since unforeseen expenses always appear during the implementation of the project.

Below we provide an indicative list of expenses required to run a 50 square meter store:

registration and execution of all documents - 5 thousand rubles;
purchase of commercial equipment - 50 thousand rubles;
renovation of the premises - 50 thousand rubles;
purchase of goods (first batch) - from 2 million rubles;
registration advertising sign- 40 thousand rubles;
advertising expenses - 50 thousand rubles.

Total - 2195000 rubles must be invested to open a store.

Fixed costs:

Also, don't forget about the monthly fixed costs:

salary (4 people) - from 80 thousand rubles;
rent of premises - from 50 thousand rubles;
utility bills - 20 thousand rubles;
taxes - 10 thousand rubles;
advertising - 10 thousand rubles.

As can be seen from approximate calculations, a minimum of 170 thousand rubles is needed per month to support the normal functioning of the store. regardless of sales volume.

Income

As a rule, the markup for this group of goods is 30%. For a group of accessories, this margin can be 90-100%.

Practice shows that a store with a good location and a set of goods worth 2 million rubles can earn up to 1 million rubles a month.

In this case, the profit forecast will be:

revenue - 900,000 rubles;
the cost of production - 600,000 rubles;
monthly expenses - 160,000 rubles;

Net profit - 140 thousand rubles.

As you can see, you will be able to recoup your initial investment in 1.5 years.

Video. How to open an auto parts store

An auto parts store, especially focused on foreign cars, has fundamental differences from most retail outlets. The owner has to professionally know cars as a technical object, since the goods sold by him at retail or small wholesale affect the safety of vehicles.

“Despite the fact that manufacturers are responsible, the problems can be very serious,” says Andrey Mikhailov, director of the Avto-Rhinoceros store. - I happened to have threats against me for selling supposedly counterfeit goods that caused an accident. Therefore, I do not advise amateurs to go into this business, if only because they cannot prove their case.

On the other hand, many experts consider this business an interesting business that guarantees a stable income in most cases. So, let's figure out where to start auto parts trade and what you need to know to make your business successful.

the right thing

For a product to be in demand, it must be in demand. This axiom fully applies to the sales of parts and assemblies for cars. This is evidenced by the annual 10-15% growth in the capacity of the Russian market in this direction. Experts are confident that, despite the growth in the value of the currency, in two or three years, auto parts worth $65 billion will be sold in Russia.

"It's huge and dynamically developing segment of the economy, which every day involves more and more new participants, - states Michael Wales from the UK, specialist of the Automotive Russia project. “We can safely predict the opening of new stores.”

In other words, in terms of macroeconomic indicators, owning an auto parts store can be considered a profitable undertaking. I wonder what the sellers themselves think about this? Here is one of their opinions:

“In Russia, especially in the provinces, there is a cult of cars. Now there is a demand from customers from the first and second waves of mass purchases of foreign cars. These are people who purchased their imported "iron horses" in 2005-2010. It was just time for them to either sell the car cheaply in conditions, or put the existing equipment in order. Most often they do the latter. Demand for auto parts is growing steadily.”

Specialization and marketing

Sellers, and experts, still advise opening stores with specialization. “I have ten years of experience in store activities in various cities,” writes forum member Prometheus_1974. - Do not mix spare parts from VAZ and from foreign cars. Although there is a rapprochement, these are fundamentally different businesses.”

This is the first. Secondly, experienced marketers are striving for diversification and believe that retail should cover 70-80% of the turnover, and the remaining 20-30% should be tied to small-scale wholesale contracts:

“… end users of spare parts such as large banks, factories, large and medium business, that is, those who have their own fleet, - advises AndreiZ from Izhevsk. - In this case, the requirements are somewhat different: the clarity of work with documents, high quality spare parts and, of course, a commission (no comment)."

Thus, a businessman who has decided to open his own store must clearly build a sales concept, that is, decide on the type of cars whose spare parts he plans to sell, and the range of potential customers.

Practical Tips

A novice businessman will definitely face the problem of selecting a special code for each spare part in relation to the type of car brand. If this topic is irrelevant for experienced sellers, then novice marketers will have to “sweat” for catalogs, which, by the way, are not cheap. However, they can be downloaded via torrent, although this is “long and dreary”.

Meanwhile, Andrei Mikhailov believes that there is no universal assortment in car dealerships, since each area has its own statistics. But in any case, when answering the question of how to open your own auto parts business, he advises starting with consumables, in particular, all types of light bulbs, filters, brake pads, candles, assorted oils and auto chemicals.

For example, according to many directors, the top products in spare parts stores today are:

Mann oil filters (20-30% of the market capacity);
spark plugs NGK V-Line (40%);
Brembo brake discs (10%);
Castrol Magnatec 10W-40 oil (35%).

In general, for small and medium-sized cities with a population of up to 500 thousand people, the emphasis should be on spare parts for cars with a price tag of 500-700 thousand rubles. Therefore, the choice of commodity items should be appropriate.

“Count how many customers left you because you have expensive oil? - asks AndreiZ from Izhevsk. - Perhaps it would be easier to just make a slightly lower discount on Esso-Mobil? If you still decide to supplement the range with cheap oils, then choose oils from second-line brands, but not obvious outsiders in quality. I can advise something like Ravenol, but in no case Zeke, Hado and Mannol. Everything written with success can be extended to other commodity items.

conclusions

Since the range of spare parts in the regions is different, the starting conditions necessary for opening a retail outlet will also differ. Some will need millions of rubles to start in a prestigious center, others will focus on sleeping areas, believing that 600 thousand rubles will be able to satiate the initial hunger of trade turnover. Both will be right in their own way.

However, “... it's easier to open a store if you already have a car service,” Andrey Mikhailov is sure. “In this case, you will clearly know what “your local car owners” are ordering, who, at the request of your master, will go to your store.” If you have your own workshop for two or three boxes, then it will not take much money to start a store, say 700-800 thousand. “Moreover, the profit will appear in three months,” the entrepreneur is sure.

However, you can also focus on ready-made business plans compiled by consulting companies. Some of them recommend having a starting budget of 6,000,000 rubles, promising a three-year payback period.

In other words, the break-even point can be passed in one quarter, or, as in the well-known proverb, the promised three years are waiting. It all depends on the professionalism and preparation of the startup.

In this article, we will look at how to open an auto parts store from scratch and how much profit it can bring. The number of cars in cities and towns is increasing at a rapid pace, and with it the demand for spare parts. What will bring success to an auto parts store and how to organize such a business?

The number of cars is constantly increasing, the demand for personal vehicles remains consistently high. Owning a car can be a work or family necessity for a person, as well as an indicator of status or even a childhood dream. In any case, a drop in demand for this category of goods is not expected.

This means that the auto parts trade will also be in demand and profitable with the proper level of organization. The competition in this market is very high, so it will not be easy for a novice store. Many new organizations close within a few months of starting operations. How to avoid this - we will analyze in the following sections.

Trade in auto parts will be in demand and profitable with the proper level of organization.

Is there a need for a new auto parts store

Before considering how to open an auto parts store from scratch, you need to analyze whether there is a need for such point of sale in a particular place and whether it will be in demand among buyers. That is, in general, the demand for auto parts is very high everywhere, but in some regions and even parts of the city it may decrease.

Before starting to create a business plan, you need to evaluate:

The number of competitors, the scale of their activities and demand. That is, how many car dealerships are already in your city? How many large, medium, small? Who of them has been working for many years, and who recently? Who is narrowly specialized, who offers a wide range?
Are there dealerships in the city? How does the car sales market work?
What cars are there more in the city - domestic or foreign, budget or more expensive?

The answers to these questions will help formulate whether it makes sense to open your own store. If the result of the analysis is positive, the collected information will help to understand which goods will be in the highest demand, as well as in which part of the city it is more promising to open stores.

Types of auto parts stores

The scope of trade in auto parts is very wide. Even a huge hypermarket cannot accommodate the goods needed by all motorists in one city. The specifics of spare parts can be different and it is in accordance with it that several types of outlets are distinguished:

Sale of goods for cars from one (maximum two or three) manufacturer.
Realization of auto parts for foreign or domestic cars.
Goods for special equipment and trucks.
Sale of used spare parts (as well as receiving them from customers).

The choice of one or another type of store should be taken into account in the analysis of supply and demand in a particular region, the resources available to the entrepreneur, as well as his personal preferences and business goals. The success of the entire business depends entirely on the right choice of specialization of the institution.

It is possible to open your business in the field of auto parts in the format of a real institution or in the form of an online store. The first option will require much more investment, but at the same time promises greater profits, since modern motorists prefer to choose and evaluate goods "live".

It is possible to open your business in the field of auto parts in the format of a real institution or in the form of an online store.

Who should open their own car shop

Any person can be engaged in the sale of auto parts, but knowledge in the field of cars, a specialized education is possible, and work experience is better. For quality trading, you need to have a good understanding of goods and manufacturers, car brands, and know market trends.

Rules for choosing a place for a car shop

In order for the opening of the store to be noticed by potential buyers, it is important to choose the right premises and equip it. Here are some helpful tips for finding space for an auto parts store:

The store area should be at least 100 square meters, preferably at least 150-200 square meters. In this case, the area should be divided into zones: trading floor, warehouse, utility rooms.
It is necessary to have all communications: electricity, water supply, heat supply.
It is also important to have good access roads and ample parking.
It is desirable that there are no direct competitors near the future store. At the same time, the store should be located in a convenient part of the city for potential buyers.

To rent a large room in a busy or industrial part of the city in different regions of Russia, you will have to spend from 100 to 400 thousand rubles (maybe more). It may also require repairs (at least 100 thousand rubles).

Commercial equipment - what is needed for an auto parts store

The attractiveness of the store for potential buyers depends on the design of the premises and well-chosen commercial equipment. Before starting work, study the positive experience of competitors: visit available to you shopping centers and look at the photos of the interiors on the Internet.

In any case, you will need:

cash register;
tables and showcases for displaying goods;
shelving and storage boxes;
office equipment (computer with Internet connection and printer).

The costs for this category start from 100 thousand rubles. Other equipment may be required during the operation of the store. You can save a little if you buy used display cases and shelving. The trading floor should be decorated with high quality and appeal to customers. A warehouse can be arranged much easier, but at the same time it is important to organize the order and the correct conditions for storing goods there.

The trading floor should be decorated with high quality and appeal to customers.

Assortment formation - selection on the spot or order on demand

How does such a business form the assortment? Auto parts are either purchased in batches and stored in the warehouse of the store, or ordered via the Internet at the request of the client. Consider the pros and cons of both options for the formation of the range.

Ordering goods via the Internet - why is it profitable

Many auto parts stores are gradually moving to a system of ordering goods on demand from customers. In fact, such stores act as an intermediary between the supplier of spare parts and the buyer. This approach to the formation of the assortment is beneficial in that it requires much less cost for the organization.- no need to invest in the purchase of the first batch of goods. At the same time, the risk of purchasing a batch of spare parts that will not be in demand is completely absent.

On the other hand, the delivery of spare parts will take time, at best - several days, and in individual situations- two or three weeks. This will not suit some buyers and they will turn to competitors. Also, in order to make a profit, the store will have to make a trade margin, which will also reduce the number of customers - they will prefer to order goods via the Internet on their own.

Store with "real" goods: pros and cons

Many buyers are still attracted to stores where goods can be bought "right here and right now." In addition, there are often emergency situations when a spare part is really needed very urgently. For this reason, shops with "real" spare parts will be in demand for a long time to come.

If an entrepreneur chooses this trading format, he needs to purchase parts and spare parts from proven and quality-guaranteed suppliers. It is better if these are official dealers and distributors of those brands of cars that the store owner is aimed at servicing.

The supply of consignments of goods must be carried out under a contract, in which it is important to include a condition on the return of defective products. It is possible to conclude a contract for the supply of goods not only with regional dealer centers, but also with their counterparts from other subjects of the federation, if they offer more favorable conditions.

To purchase the primary assortment for opening a store, a significant amount of funds will be required, on average - from 500 thousand rubles. At the same time, it is very difficult to predict after what moment the batch will be sold to customers.

Recruitment - who to entrust trade

The success of the entire trading process depends on the professionalism of the center's employees. Good seller not only polite and friendly, but also very competent in the goods sold. Recruit sellers in car shop necessary for this reason. It's a great idea to test your knowledge of goods and cars for potential employees.

The field of auto parts is specific, so many buyers require professional advice when choosing a product. The qualification of the seller should allow you to help buyers in choosing goods, and do it professionally and very competently.

How advertising can help you beat the competition

Most likely, advertising will become a source of information about the store for most potential buyers. Therefore, it is important to organize it competently, invest funds and at the same time not spend too much. The most effective types of advertising will be:

outdoor. Place information about your store on street banners, banners and other structures, preferably in areas with heavy traffic.
Distribution of printed materials: leaflets, newspapers, business cards.
TV and radio messages.
Contextual ads - search engines will show information about your auto parts store to those users from your or neighboring regions who have recently searched for something about cars and spare parts.
Own site and groups in in social networks. This is not advertising in the truest sense of the word, but a good option to inform potential customers about your products and services.

Approximate calculations - how much will it cost to open your own spare parts store

Let's summarize the above costs:

Rent and repair of premises - from 200 thousand rubles.
Purchase of commercial equipment - about 100 thousand rubles.
Purchase of assortment (in the format of a "real" store) - from 500 thousand rubles.
Advertising and promotion costs - from 50 thousand rubles.

Thus, to open a store, capital is required from 850 thousand rubles, but in reality, most likely, you will have to invest much more money. Also, on a monthly basis, it is necessary to pay official salaries to employees and all due payments to the budget, pay public Utilities(light, water, heat), replenish the range. Will need to be updated periodically retail store equipment and pay for advertising.

What profit to expect - when the investments will pay off and the business will reach a net income

The profit of an auto parts store directly depends on two factors:

the volume of goods turnover;
the value of the trade markup.

The margin on auto parts can reach 100%. But in most cases, the pricing policy has to be adjusted in accordance with the situation on the market as a whole. It is virtually impossible to name the exact amount of profit that the store will receive in the first months of operation.

Successful stores known in the market can earn over a million rubles a month. For the majority, this figure will be inaccessible (at least for a while). On average, with proper organization and moderate advertising, auto parts stores pay off in 1 year.

Conclusion - Should You Start Trading Auto Parts

Auto parts trade is an area with high demand. The ubiquity of personal cars is closely related to their maintenance and replacement of parts. On the other side, high demand creates a very competitive market. The new store will have to compete with both large dealerships and small private stores.

To open, you will need at least 850 thousand rubles, but much more is better. With good speed, competent pricing policy and moderate advertising pay back initial capital get it in 1 year. The advantage in the market will be high competence and interest in the world of motorists.

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2.11. The user is solely responsible for the security of the means chosen by him to access the account, and also independently ensures their confidentiality. The User is solely responsible for all actions (as well as their consequences) within or using the Services under the User's account, including cases of voluntary transfer by the User of data to access the User's account to third parties on any terms (including under contracts or agreements) . At the same time, all actions within or using the Services under the User's account are considered to be performed by the User, except for cases when the User notified Insales about unauthorized access to the Services using the User's account and / or about any violation (suspicions of violation) of the confidentiality of their account access.

2.12. The User is obliged to immediately notify Insales of any case of unauthorized (not authorized by the User) access to the Services using the User's account and / or any violation (suspicion of violation) of the confidentiality of their means of access to the account. For security purposes, the User is obliged to independently carry out a safe shutdown of work under his account at the end of each session of work with the Services. Insales is not responsible for the possible loss or corruption of data, as well as other consequences of any nature that may occur due to the violation by the User of the provisions of this part of the Agreement.

3. Responsibility of the Parties

3.1. The Party that has violated the obligations stipulated by the Agreement regarding the protection of confidential information transmitted under the Agreement is obliged to compensate, at the request of the affected Party, the real damage caused by such a violation of the terms of the Agreement in accordance with the current legislation of the Russian Federation.

3.2. Compensation for damages does not terminate the obligations of the violating Party for the proper performance of obligations under the Agreement.

4.Other provisions

4.1. All notices, requests, demands and other correspondence under this Agreement, including those including confidential information, must be made in writing and delivered personally or through a courier, or sent by e-mail to the addresses specified in the license agreement for computer programs dated 12/01/2016, the agreement of accession to the license agreement for computer programs and in this Agreement or other addresses that may be further specified in writing by the Party.

4.2. If one or more provisions (conditions) of this Agreement are or become invalid, then this cannot serve as a reason for the termination of other provisions (conditions).

4.3. The law of the Russian Federation shall apply to this Agreement and the relationship between the User and Insales arising in connection with the application of the Agreement.

4.3. The User has the right to send all suggestions or questions regarding this Agreement to the Insales User Support Service or to the postal address: 107078, Moscow, st. Novoryazanskaya, 18, pp. 11-12 BC "Stendhal" LLC "Insales Rus".

Publication date: 01.12.2016

Full name in Russian:

Limited Liability Company "Insales Rus"

Abbreviated name in Russian:

Insales Rus LLC

Name in English:

InSales Rus Limited Liability Company (InSales Rus LLC)

Legal address:

125319, Moscow, st. Academician Ilyushin, 4, building 1, office 11

Mailing address:

107078, Moscow, st. Novoryazanskaya, 18, building 11-12, BC "Stendhal"

TIN: 7714843760 KPP: 771401001

Bank details:

A car is bought once, spare parts - all the time. Learn to retain customers and you will build a stable business with high income. Each business has its own secrets of success, we will talk about methods for increasing sales of auto parts in the article.

Client portrait

When selling auto parts, it is important to focus not on an abstract buyer, but on a specific client. About which we have information - occupation, geographical location, car class, reference point when choosing (terms, price), service requirements. You must clearly know who is contacting you and why.

All buyers of auto parts can be divided into three groups:

1. Wholesalers who buy goods for further resale. It is extremely important for them to buy as cheaply as possible in order to earn on the subsequent sale at retail prices. For them, uninterrupted supply and low price are fundamental.

2. Car services that supply spare parts to their customers. For car services, the assortment and speed of order fulfillment play an important role. This is the most promising category of customers, since car services need spare parts regularly and in large quantities - they always have a demand for them. Car services are the main consumers of expensive spare parts and spare parts for luxury cars. But at the same time, the price may not be the lowest, after all, this is not the main business, the car service has the main income from work.

According to statistics, the more expensive the car, the more often branded service stations buy spare parts for it, and not the car owners themselves. Build relationships with branded service centers.

3. Retail Buyers - car owners, their friends and relatives who purchase goods for their own needs. The advantage of this category is that she is ready to pay 10-20 percent more if the store is close to her home / office, if she likes the service and the work schedule suits her. The downside is that the need for spare parts is not constant. And in order to have a stable income, you need an order of magnitude larger customer base.

Sales and inquiries statistics

In order to satisfy the desires of buyers as much as possible, it is necessary to keep your own statistics on the demand for goods and regularly analyze sales data on the Internet. This will allow you to study the demand in detail and understand which spare part is relevant at a certain point in time. In other words, the statistics will tell you which products are bought daily, and which once a month.

Sales statistics. Maintaining statistics of sold goods will improve inventory control and not accumulate spare parts in warehouses that are not of interest to buyers.
Request statistics. Customer requests are no less important than their purchases. First of all, the study of requests allows you to understand the desires of customers. Secondly, to clarify why some products do not sell well - perhaps they are not taken, because they are simply out of stock?

How to keep your own statistics? Record in the database everything that was sold and everything that customers were interested in. This information will show the real picture of your business. Conduct a survey among regular customers, asking them to indicate what they lack in your store. In 90% of stores, a customer's request will only be heard by an employee. The remaining 10% will analyze and make adjustments to the assortment.

What to do if you just opened, and there are no such statistics? Study demand using the Internet. Thanks to the Wordstat Yandex service, you can find out the search statistics of the Runet or a particular region. Of course, he will not show exact numbers, but at least you will understand which auto parts for which cars are most often searched for in your city or region.

Features of wholesale and retail sales

Retail and wholesale of auto parts should differ not only in product prices and sales volumes, but also in the range and terms of service.

1. Retail. The seller in the store should be a technically savvy person who can help the buyer with a choice and unobtrusively explain the purpose of a particular spare part to a client who does not understand this on his own. Competent and relevant recommendations of the seller can play a decisive role in choosing a buyer. As a result, this will affect the increase in sales of auto parts.

Hire people who are familiar with cars firsthand as salespeople, conduct regular training for them, dedicated not only to increasing sales, but also to repairing cars. For a retail client, consultation on the merits of the repair will be decisive in choosing a place for a permanent purchase.

If there is a crisis in the yard and consumer activity has decreased? A good option- sale of analogues from independent manufacturers. It is no secret that such companies produce, in addition to their brands, auto parts for car manufacturers. Prices for new original parts are constantly rising, and therefore more and more people are ready to buy more affordable options. Just analogues - a way out. Comparable in quality to the originals, they are cheaper.

Expanding the line of non-original spare parts with a base of analogues is also a good move to take on a client.

2. Opt. V wholesale trade What matters is the promptness of the seller. As a rule, wholesalers (including car services) are themselves familiar with the technical features of the parts they need, and therefore primarily value fast service. If you organize prompt collection of orders and fast delivery, this will increase wholesale sales. And for this it is necessary that the most demanded spare parts are always in stock Debugging business processes is the only way to compete in modern conditions.

How else to increase sales of spare parts?

1. Additional items.

Sell not only spare parts, but also Consumables- oils, candles, auto chemical goods. If you form good relationships with customers, then they will also order inexpensive trifles from you.

2. Goods-locomotive.

You can sell goods on which you make good money with a “locomotive”. In this case, your task, as the owner, is to attract a buyer to the store. And the task of the seller is not only to sell him the goods for which he came, but at the same time, and the “goods-locomotive”.

Let's look at an example:

You can announce a grand sale of wipers or brake pads, that is, do everything so that the buyer comes to buy them in your store. Naturally, selling promotional goods is at cost or even lower. Further, the seller should enter the game and competently offer the client not only the goods from the sale (on which you will not earn anything), but also something from the assortment at standard prices.

Package offers will also be an option to increase sales. To change the oil in a car, not only the oil itself is required, but also filters. It is worth offering a discount on filters when buying a certain amount of oil.

With a high degree of probability, the client will buy everything in the store at once, which will waste time looking for cheaper options.

3. Internet.

On the Web, you can advertise an online store or a service for the selection of spare parts and their reservation at the point of sale. The problem with many existing services is their "technical approach" to the client. The visitor needs to know the various technical aspects of his car, which makes it difficult to choose and order.

Make the online store user-friendly functionality (with the ability to select products by parameters), offer several payment and delivery options, simplify ordering as much as possible (without registering and filling out unnecessary forms), add customer reviews and product ratings.

But the most important thing is the correct promotion of the resource on the network. For the fastest result, use advertising services, for example, Yandex.Direct. But given the weak competition in auto parts, we were getting great results in SEO. Organics allows you to get almost free customers for tens of thousands of requests.

4.Advertising.

For auto parts, sales can be driven by “cold” calls to car services. Another option is advertising in specialized automotive publications or local magazines and newspapers.