In this article, I will tell you how we did business with friends on motor vehicles and cars! It all started with the fact that my friend bought an old moped but on the go. He repaired it, painted it, in general, brought it to a pretty good condition.

My friends and I were very surprised at such a transformation of this moped, and the idea crept into our minds to buy mopeds, motorcycles and other various motor vehicles, bring them to mind and sell, for example, at a price 1.5 times higher than the purchase price. My friends and I agreed who would do what exactly and began to translate our plans into reality.

There were 5 of us. We distributed, traveled throughout the city, asked people about various equipment, also searched and called on ads. At first, our dream came true very slowly, we found 2-3 vehicles within a month and made them sold, but then when we got used to it within a few months, the work went like clockwork.

Often our friends informed us about motorcycles and we were in a hurry to buy. The equipment was repaired in the private garage of one of his friends, who was personally his, so we used to spend nights there to earn money for various needs. This went on for about 3 years, during this time we sold a lot of different equipment and earned a total of money for the third apartment approximately. During this time, there were many quarrels and disagreements, but we tried to overcome everything quickly, since we are one team.

After a while, we realized that these funds from motor vehicles were not enough for us and decided to rent a garage for car repairs. After 2 weeks we succeeded and we rented a garage about 4 kilometers from our first garage. Since then, in addition to motor technology, we have also started to deal with cars.

We posted ads all over the city and posted them on our personal website on the Internet. As we expected, calls poured in one after another and we began not to be in time to do everything, so we had to involve 3 more familiar guys in our business.

During our "business" it seemed to us that we had repaired the floor of the city of cars and motor vehicles of various brands. We always liked our work, although it was a little boring and monotonous, but we rarely complained about it, since this work is our money. This went on year after year for about 7 years. Since we were simple guys, we didn’t even start going anywhere and decided to carry on our business to the end.

True, one of the acquaintances decided to go to higher education, took his share and left us forever. But here, as the saying goes, no one stopped anyone. It is bad, of course, that we have lost a master in our business, but a replacement can be found for everyone, which we did during the week. Gradually, we began to think about something more significant, about a chain of stores around the city.

But in order to do this, we needed more people or tie up with the old and move to a new level, and after consulting, we decided that we would expand our team and work on two fronts, receiving more decent money than the previous ones.

So we have become good businessmen. The main thing is always to find a job to your liking, not to sit still, but to work to work to work!

* Calculations use average data for Russia

Motorcyclists in our country today can be conditionally divided into two categories: the first is rural "grandfathers" and rural youth on the products of the domestic motorcycle industry; second - people for whom a motorcycle is a way of life, the meaning of life, life itself.

The first category is distinguished by the lack of collectivity and active communication, it serves its equipment independently, or with the help of familiar universal mechanics. The second category is to a certain extent a social phenomenon. It doesn't matter what type of motorcycle a representative of this category buys - a sports bike, a tourer, a cross or an enduro - with the purchase of the first motorcycle he becomes a member of the closed club of motor fans. This implies both active communication within the framework of one's get-together, and joint trips around the city and country. And also - close attention to the condition of your motorcycle.

Despite the growing popularity and size of the market for motor vehicles (which include both motorcycles and ATVs), there are not so many stations for their maintenance and repair in Moscow, and even less in the regions. As a rule, a million-plus city accounts for an average of a dozen more or less serious services.

Various sources give different figures regarding the total number of motor vehicles in our country. Compiling the available data, as well as sifting from the statistics "IZH" and other "Urals" of Soviet production, which are still used in the outback, we can make an average conclusion - the number of motorcycles and ATVs is about 6% of the total number of vehicles. Thus, with the current provision of the population with transport at the level of 40%, there are 400 thousand units of transport per 1 million of the population, of which about 24 thousand units are motor vehicles. These figures allow us to conclude that the market for servicing motor vehicles is still quite free and has a low level of competition.

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To this should be added a few more important factors. The number of motorists in the country is growing; interest in ATVs is also growing. For medium and large cities, a motorcycle is primarily a hobby or a reflection of status, lifestyle. The cost of such motorcycles, as a rule, is higher than the cost of an average foreign car. Accordingly, the owners are ready to spend a lot of money on the maintenance and repair of their steel favorites.

So, we figured out the demand for this type of service. It remains to understand how interesting such a business is from the investor's point of view. First, the consumable part. We will need: premises, equipment and hand tools, consumables, several pairs of skillful hands and advertising. Well, the costs of registering a business, where can we go without them.

In this article, we will not consider a premium-level salon with a reception and administrator, a waiting room and other delights. We will restrict ourselves to the service of the entry-level and mid-price category - simple and understandable for every motorcyclist. For a service for two boxes with all additional rooms, an area of ​​50-70 sq.m. will be quite enough. With an average rental price per square meter of 500 rubles. for Moscow and 300-400 rubles. for regions, the monthly rental price will be about 30 - 35 thousand rubles.

To this amount should be added the costs of furnishing the staff rest room and the waiting room for clients: a minimum of simple but comfortable furniture, a small TV, a coffee machine or a vending machine will cost 70-90 thousand rubles.

SES requirements for the premises are quite simple. It is prohibited to place the service in residential and public buildings. Plumbing and sewerage are required. The presence of supply and exhaust ventilation with mechanical induction, as well as a heating system. Wall and floor decoration using moisture- and oil-resistant materials. The presence of a shower, a bathroom. And, in addition, the obligatory approval of project documentation for placement and technological processes with the State Sanitary and Epidemiological Supervision. Fortunately, the real estate market now has a large number of objects already equipped for car services (which are identical in terms of requirements to moto services), with already available permits.

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The bigger issue is with tools and equipment. Here we will proceed, in fact, from the range of planned services. An approximate set looks like this:

• replacement of oils and filters;

• replacement of candles;
• replacement of pads and bleeding of the brake system;
• replacement of stars and chains;
• replacement of coolant and flushing of the system;
• adjustment of valves;
• timing chain replacement;
• cleaning and tuning carburetors;
• replacement of oil seals forks and oil;
• suspension adjustment;
• tire fitting;
• other minor repairs.

The table below provides a list of equipment and tools.

Thus, we see that a set of mandatory equipment will cost quite an acceptable amount - up to 200,000 rubles. If we want to do minor repairs after accidents, we should think about buying a welding semiautomatic device. The workbench deserves special attention. Today there are a huge number of manufacturers and suppliers of modular systems that allow you to assemble a workspace of almost any configuration. In addition, filling the boxes makes up a significant part of its cost: here you can order absolutely any set of professional hand tools. The table shows the cost of a workbench with two different sets.

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Equipment training is usually performed by a dealer or a direct representative of the manufacturer.

You also need a supply of consumables for about 70 - 100 thousand rubles. Making money on consumables or using them at the purchase price is a purely individual question. But taking into account the realities of today, the option of a small margin - about 10%, is quite acceptable, which will allow, even in the absence of a sales department, to provide additional profit. As they say, a trifle, but nice. But in no case should you be greedy. Excessively overpricing will lead straight to the blacklists of all local motorcycle clubs.

The next question is personnel. And this question is quite acute. There are not many educational institutions in our country that specialize in motor vehicles. Therefore, the owners of motorcycle services usually choose from two options: general mechanics, who are brought up directly at their station for themselves, or self-taught motorcyclists who show their motorcycle enthusiasm in working at the service. Both the first and second cases have their significant drawbacks, for which you need to be prepared. General mechanics do not always know the specifics of motor repair, their training requires time and effort, and most importantly - the presence of already formed specialists. Motorcyclists, on the other hand, work actively during off-season; with the beginning of the season, you should be prepared for downtime due to club trips, runs and other good reasons. Well, let's not forget to take into account the injury factor - according to statistics, a motorcyclist falls at least once per season. An unsuccessfully fallen mechanic will stop the work of the service for a week or two at best.

Another important nuance in the selection of personnel, which also affects the advertising of our service. As we said earlier, a real motorcyclist will not let his car fall into anyone's hands; the owner of the motorcycle prefers to talk to the one to whom he trusts his vehicle. The clientele of the motoservice profits from years of impeccable work. Or, alternatively, a good mechanic brings his clients with him. Here's another reason to pay special attention to workers.

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For a station with two boxes, three mechanics and one foreman are enough to distribute the load and look after the quality. For the regions, the average salary of a mechanic is 25,000 rubles. per month; in Moscow - about 50,000 rubles. The salary of the master is usually 20 percent more. Having carried out simple mathematical calculations, we get a monthly wage fund of 105,000 and 210,000 rubles for the regions and Moscow, respectively. To this we add the wages of an accountant, a cleaner, the cost of equipment maintenance specialists - another 50,000 rubles a month.

Moving on to advertising. Of course, we want everyone to know about us. As mentioned above, motorcycle owners are a special caste, actively communicating within their borders. Therefore, the main direction of advertising that you should pay attention to is costless word of mouth, that is, what will be said about you and your service in narrow circles of motor owners. This is directly influenced by the qualifications of your staff, the breadth of the services offered and their cost. Nevertheless, at the stage of the birth of your business, you need to indicate your presence in the market for this type of service. And here everything is limited by the available budget and the creativity of the owner: advertising on the radio, in specialized publications, your own website with a good promotion program - costs can be from 10,000 rubles a one-time and tend to infinity.

A lot has already been said about the choice of the organizational and legal form in other articles, so we will not dwell on this. Let's just say that even if the owner decides to delegate the opening of an individual entrepreneur or LLC to a specialized company, it will cost no more than 10,000 rubles.

Let's make a preliminary summary. The table below shows all expenses, both one-time and monthly.

Let's move on to the pleasant part of the calculations - profit. A motorcycle is not a car. It is not possible to ride comfortably on it all year round, so it is important to take into account the seasonality factor. Despite all the wisdom of our people, few people prepare a cart in winter, so the beginning of the season on average in the country can be said in March-April, and about the end - in October-November. In total, we get a season lasting 8 months.

The cost of motorcycle service is relatively low. So, for example, changing the engine oil and oil filter will cost 600 rubles, changing the stars - from 700 rubles, cleaning and synchronizing carburetors - from 3000 rubles. The cost of a standard hour is 1,700 rubles on average.

It is advisable to establish a six-day service schedule with a 12-hour working day. In the first season, while the service is building up a reputation and customers, you should not wait for loading more than 50% of the working time. Based on this, we get a monthly income of 250,000 rubles, which will amount to 2 million rubles per year. In the future, as the load increases, the revenue will also increase. So, for example, when the load is 70%, the annual revenue will already be equal to 2.8 million rubles.

Taking into account the reduction in electricity and water consumption in the low season, the lack of the need for equipment maintenance, etc., costs in winter can be reduced by 20-30%. You will have to pay 2.3 million rubles a year for the maintenance of the service.

So, the initial investment is about 400,000 rubles, and you need to be ready to shell out about the same amount during the first year of work to keep the business afloat; working capital - another 200,000 rubles. If the first season passed without serious problems with regard to clients, in a year you should expect a plus. 500,000 rubles of profit before taxes in the second or third seasons suggest a three-year payback period for the business and a start-up capital of 1 million rubles.

At the same time, a motorcycle service is a business that allows making money and hobbies as close as possible. Hardly any of the owners of existing motorcycle services came into this business without love for a two-wheeled steel friend.

Most aspiring entrepreneurs take a very long time to choose what kind of business to do. The first thing that comes to mind is a favorite pastime or hobby. Recently, the popularity of two-wheeled vehicles - motorcycles - has been growing. And where there is demand, supply should appear. The conclusion is this: the sale of motor vehicles is a great business.

Demand

Recently, it has become very convenient to analyze demand using the Yandex WordStat service. If you enter the query "buy a motorcycle in Moscow" in it, you can see that almost 20 thousand people want to buy a motorcycle. Considering the cost and the amount of the margin for them, even if it is possible to win 1% of consumers, it is clear that the success will be colossal.

Where to begin

The first thing to decide is how and where the motorcycles will be sold. Despite the information age, this technique is preferred to buy in a store rather than the Internet. This will require premises for a store and a warehouse. Also, at least minimal knowledge of motorcycles is important. It is also worth understanding that the main customers will be already established people, since young people under 30 prefer to rent equipment.

In order for this business to be liquid, it is necessary:

• take an area for rent;
• prepare documents;
• decide on the assortment;
• decide whether related services will be provided;
• draw up a business plan;
• decide on the scale;
• find companions.

Profitability

With a properly established business, annual revenue can reach 15-20 million rubles. Even with a minimum margin of 25% after all taxes on salaries and costs have been paid, the minimum profit will be from 3 to 7 million rubles. in year. The main difficulty is attracting start-up capital in the amount of 1.5 to 4 million rubles. The payback period for such a business is from 1 to 2 years.

“The best job is a high-paying hobby,” Henry Ford once said. A person who has turned his hobby into a growing profitable business can really be considered lucky. The niche selling motorcycles was the first and main step towards the financial success of the Novosibirsk entrepreneur Ivan Maltsev - his company MOTO-RR has been on the market for 9 years. He told us about how the crisis is changing consumer demand and what is central to the motorcycle business.

Passion creates a proposal

In his third year at the university, Ivan decided that he wanted to buy, repair and resell motorcycles. Friends, the offer to financially participate in this project was not taken seriously, with smirks and doubts. And then the 35 thousand rubles, accumulated independently thanks to all kinds of part-time jobs and scholarships, became the start-up capital for the purchase of the first two motorcycles. Having sold the first ones, our hero bought new ones with the proceeds, disassembled and re-offered them to potential customers. The scheme worked. At the age of 19, he could already afford to ride any motorcycle he liked.

Ivan Maltsev: “I had everything I wanted. I invested huge time resources in this project, I came home at 2-3 in the morning with my hands smeared with oil up to my elbows. He repaired motorcycles - more than 1000 units (!) - with his own hands, was the chief mechanic and expert in his company. Thanks to the experience gained, now I can repair absolutely any motorcycle without special instructions and manuals, because I know almost everything about them. "

In 2009, Ivan opened a MOTO-RR motorcycle showroom in Novosibirsk, then launched a website that cost 20 thousand rubles. At that time, the young entrepreneur did not really believe that online advertising would work and that these funds would someday pay off. But after 1.5 years, the site took top positions in Yandex and became the most viewed resource in the city. Ivan began to read books, study sales techniques, conduct high-quality marketing programs - all this made it possible to sell 200 motorcycles already in 2011. Each unit sold was generating $ 1000 in income at that time.

The key to a successful start

The entrepreneur is not always able to make the right decisions that lead to the growth of the company. The owner of MOTO-RR also made several serious mistakes that negatively affected sales. Ivan considers the main one to be the implementation of low-quality products at the start. The reason for this was the corresponding deliveries from Vladivostok - motorcycles came with twisted runs, far from being in the best condition.

Ivan Maltsev: “When we put one or two tablespoons of tar in a barrel of honey, its contents become solid tar. If 200 high-quality motorcycles and 10 low-quality motorcycles are sold, then those that were of low quality will be more noticeable. We made this mistake, and the negativity of the buyers seriously affected the sales and the evaluation of the company's performance. A positive result appeared only in 2012, when I began to import products from Japan without intermediaries. After that, he began to conduct a thorough control of each purchase. I would advise every budding entrepreneur to be as honest as possible in relation to clients. "

Our hero considers public feuds with competitors, clarification of relations in public forums to be another important mistake for himself. Work with the incoming negative, as Ivan notes, can be done in two ways: do not react to it or admit your shortcomings, promise to correct yourself, arguing this with concern for the client and the desire to improve. The betrayal of the branch manager he hired was essential for the financial and psychological state of the founder of MOTO-RR.

Ivan Maltsev: “I entrusted the head of the branch opened in Yekaterinburg with all possible functions, including financial and reporting, - everything was on one person. As a result, I was "thrown" for 2.5 million rubles. Now I can say with confidence that 1 is the weakest number in the business. You can't close everything on one person. In addition, you need to control every little thing yourself and forget about gullibility in financial matters. "

Among other mistakes that were made in the process of the formation of the MOTO-RR motorcycle salon, the owner mentioned mistakes in productive recruitment, the inability to transfer ordinary functions into the hands of subordinates, the lack of all financial accounting and analytics. “Lack of courage and potential to scale has prevented it from gaining momentum in time. If I could go abroad a little earlier, hire the right people, do wholesale supplies and open a second branch, I would have earned an additional 30 million rubles, ”says Ivan.

Our hero advised novice entrepreneurs to test various advertising options at the start stage, choose the best attraction levers for their direction and stake on them in promotion. For the motorcycle show in 2013-2014, Ivan created a YouTube channel and received a "explosion" of sales - the advertising tool worked perfectly and has been working so far, remaining an effective and free way to attract customers. Ivan also recommends paying attention to your website by filling it with SEO-optimized content with a focus on free traffic.

Directions and perspectives

In the MOTO-RR company, work is carried out in 6 directions: wholesale supplies, retail sale of assortment, acceptance of orders for models from auctions (USA and Japan), urgent purchase of motorcycles or exchange with a surcharge, sale of special equipment, as well as the opening of franchise offices. The founder of the project considers the auction direction to be one of his most important competitive advantages.

The company has a well-built business process: from calling a potential client to making a purchase. Each motorcycle is available for a test drive - it is direct contact with the vehicle, which emotionally affects the buyer, helps to conclude deals.

Ivan Maltsev: “The client needs to be involved in the presentation process so that he himself can see, touch, ride, take pictures. Then he has a completely different picture than the one that developed when talking on the phone. Another feature of our company is sales via Skype - this allows us to sell products in other cities of Russia. When a client calls, I transfer the conversation to Skype, walk with the camera and show everything on the spot - the decision is made instantly. This doubles the conversion rate. "

A separate business process is the customs clearance of products, in which you need to learn to be well versed before starting such a project. The company has a permanent sales department, marketing department, procurement department, sales department, service department - everything works like clockwork. In addition to the sale of motorcycles, MOTO-RR is engaged in their repair and maintenance. The only difficulty that we have to put up with today is the high dollar exchange rate. All the accumulated experience and the study of regular summaries of sales statistics help the founder of the company to maintain a high position in the market.

Ivan Maltsev: “In the motorcycle business, I am going to occupy a wholesale niche and become one of the largest suppliers. To work with the opening of representative offices, it is planned to sell a franchise to millionaire cities. In addition, we intend to take a number of anti-crisis measures to reduce costs and optimize purchases. I have no doubt that we will achieve good results in 2-3 years, but for now the goal is to get the maximum profit from what we have. "

Motorcycle dealership in facts and figures

Number of motorcycle dealerships

There are 3 motorcycle dealerships in total: 1 owned salon in Novosibirsk, 1 franchised salon in Yekaterinburg, 1 separate branch in Vladivostok.

Unique offers

- Motorcycles are delivered one month faster than any other competitor.

- In addition to buying motorcycles from available ones, the client has the opportunity to order the model he likes with delivery and take part in auctions that take place in the USA and Japan.

- Each motorcycle is checked against a corporate checklist of 88 points. This is a thorough technical inspection and assessment of the condition of the vehicle.

- Since 2013, we have introduced a free warranty for purchased motorcycles for a period of 1 month.

Ivan Maltsev: “Before making such a decision, the thought came to me that people would start returning, demanding repairs, and we would lose money. But then I decided that since we already help clients with repairs, we won't lose much, the more people will be pleased to receive a guarantee. In addition, you can write about such an offer in ads and thereby attract new buyers. We started testing - as a result, there were not many returns, repairs were inexpensive, and overall the marketing ploy worked perfectly. "

- Internet sales with a presentation of motorcycles via skype.

- For the purchase of a motorcycle, service and just for advertising purposes, customers receive company branded key rings. “The trinkets were ordered from one of the factories in China and cost only 12 rubles apiece. This is guerrilla marketing, free advertising. I am ready to come to any party and distribute these key rings to everyone, ”says Ivan Maltsev.

Start-up capital

35 thousand rubles, which were spent on the purchase of the first two motorcycles for subsequent resale.

How quickly the investment paid off

Immediately. In the first year, 350 thousand rubles were earned.

Company turnover

The monthly turnover is about 1.5 million rubles. The turnover in 2016 is about 20 million rubles.

Monthly expenses

Fixed costs - 112 thousand rubles (Internet, communications, communications, rent, advertising, etc.). Variable costs are on average 300-400 thousand rubles.

Monthly net profit

300 thousand rubles.

Business profitability

In 2013-2014, the profitability was 60%, now it is 25-35%.

Promotion tools

Bulletin boards like drom.ru, SEO-optimized sites and aucmoto.ru, word of mouth, branded gazelle as an advertising medium, YouTube channel, social networks, Instagram, feedback, bike festivals, rallies, forums and various biker events. “Bikers are a separate get-together: you need to participate in their events, distribute business cards there, and communicate. In any city there are 2-3 points where motorcycle fans gather - this is the best target audience, ”says Ivan Maltsev.

Average check size

200 thousand rubles.

Average number of clients per month

15 clients.

Working hours

From 9:00 to 19:00 seven days a week.

Peak attendance

Saturday Sunday.

A salon selling scooters and motorcycles can be quite a good profitable business, and even the most profitable, as opposed to selling bicycles. In difficult economic times, when everyone is more interested in saving, scooters and motorcycles are among the most attractive modes of transport. Among other things, this vehicle is not afraid of any traffic jams. These factors are considered by many motorcycle enthusiasts. And from this it follows that such a business will definitely be popular. In this article, we decided to tell you how much profit selling motorcycles as a business can bring you. In this article, we will find out all the main points.

How to start selling motorcycles

Before purchasing a product, it is worth finding a suitable retail space. Remember that a motorcycle salon should be at least 40 square meters in size. And it should be located in the central part of the city. In addition to scooters, motorcycles and mopeds, you can also sell related products: mirrors, gloves, various anti-theft devices, elbow pads and knee pads. You can also sell all kinds of clothes (trousers, jackets, etc.) in your salon. And if you are an excellent mechanic, then you can easily open a small repair shop for motorcycles at your salon.

The motorcycle is not only a hobby, but also the main means of transportation. If you have a large start-up capital, then you can easily open your own store, while purchasing popular brands of scooters and motorcycles. But one should take into account the fact that the cost of motorcycles can range from 500,000 to 650,000 thousand rubles. It follows that you may have some difficulty getting a clientele. In order to make your business idea more profitable and profitable, you must have at least 7-10 of the most famous and popular models on sale, which can be found in many electronic catalogs. Based on this, you can come to the conclusion that the initial investment for you can be quite large. Despite this factor, you are always in the motorcycle environment and you can perfectly understand this type of transport.

Salon selling motorcycles and scooters. Where should you start?

It is worth saying that sale of motorcycles in Russia can be a lucrative business. But here it is important to pay attention to many points.

So, first of all, it is necessary to choose small and inexpensive machines for sale, which have now become very popular with many customers. In small provincial towns (in large cities too), the demand for all types of scooters has increased significantly. They should be the main product in the store for you. In addition to them, you should buy scooters and motorcycles that are not very expensive in cost, but with more power. The price of these models will range from 45,000 to 100,000 thousand rubles. Of course, you can find motorcycles at a cost of more than 250,000 thousand rubles. But these machines should only be sold to order.

To be able to open this business, you will need to purchase at least 10 different types of small motorcycles. The purchased products must have reasonable prices.

We get additional profit

Business on the Internet

From this publication you can learn how to make money selling motorcycles. And if you have opened a stationary salon, then you should think about creating a personal online store. This tandem can bring you good income. Given the fact that your personal Internet address will be tied to a stationary salon, this can quickly gain tremendous trust in the eyes of future customers, and you will be given an excellent opportunity to sell products to those customers who live away from you.

But before you open your own personal online store, you need to tackle the selection of professional photos that can present your products in the best possible way. Also, a competent and very detailed description of the product and its cost should be placed on the site. The site should also contain your official contacts, opening hours. And so that customers can easily find your salon, it is worth placing a map of the route to the salon and information about ongoing promotions and discounts on the site.

Actual ideas for making money