How to offer metalworking equipment by phone. Purchase of industrial equipment. Why selling sophisticated equipment over the Internet is difficult, but interesting

How to quickly sell used machines

Have you purchased new equipment and do not know what to do with the old one? Or maybe you decided to repurpose production, so you want to sell used equipment? Or do you close the business and sell all the used machines? In any case, you should make the sale as profitable for yourself as possible. And the speed of its implementation is also important: there is no need for extra equipment to gather dust in the warehouse if it can help someone start their production.

How many potential buyers for used machines do you think there are in your city? Most likely, quite a bit. Therefore, even if you advertise with the text "I will sell used machines" in all newspapers in the city, you are unlikely to receive many offers. It is better not to waste time, but immediately turn to professionals for whom selling used machines is a routine job. Where can I find them? Everything is quite simple: you need to go to a site specializing in posting advertisements "selling used machines" and "buy used machines". If you do not find anything suitable for yourself among the offers of other visitors to the resource, then you can count on the help of the managers of the company that owns this resource. They have regular customers who are happy to buy your used equipment. Also, if necessary, experienced specialists can help you negotiate with a transport company, repair shops or customs services.

In fact, such a resource is a bulletin board for buying and selling used equipment.

Here you can place your ad of the type "buy used equipment" or "sell used machines" for free. In this case, you can even provide a note with a photograph of the machine or its diagram. But in fact, the functions of such a resource are somewhat broader and include helping their customers. The managers of the company that owns this bulletin board will provide you as a seller with several options for offers from buyers at once, from which you can choose the most suitable one for yourself.

Now let's give an example. Imagine that the owner of a small production, for example from Saratov, needs to sell a used lathe. He did not find buyers in his city and, without hesitation for a long time, hastened to issue an offer on a bulletin board on the Internet. At the same time, he looked through the ads beginning with the words "buy used from the machine" and found among them several options suitable for himself. But one buyer was from Vladivostok, another from Kaliningrad, and the third from Ukraine. Then the bulletin board manager contacted him and said that there is a client from Saratov who buys used machines from the machine. The choice is obvious.

Thus, without losing anything, you can easily sell used machines, and perhaps even purchase some others. The main advantage of using message boards is that only potential customers who want to buy used equipment go to them. And this greatly increases the chances of a speedy transaction. In addition, selling used machines using such a resource, you can count on better deals than with any other method. Even doing a search for the phrase "buy used machines", you will find much fewer offers than on a specialized bulletin board. And experienced managers will provide you with a whole base of regular customers buying used machines. They will also tell you which repair shop or which carrier is best to contact.

So the conclusion is obvious. If you want to sell used machines quickly and profitably - declare your offer on the bulletin board on the Internet! Any equipment (used milling machine, lathe, drilling, foundry, welding, woodworking and many others) will easily find its new owner on such a resource.

Based on materials from MashStock.ru

Sales of any product can be increased in standard ways - with the help of advertising, participation in thematic exhibitions and conferences, changes in the personnel motivation scheme, etc. But the sale of industrial equipment is a narrow industry with its own specifics. Knowing the features of this area, you can guaranteed to increase sales by at least 20%.

Customer orientation

There are two types of clients that may require hardware. When selling a product, you need to clearly know who you are dealing with.

Customers who already have such equipment.Such clients are well versed in its features, they know all the problems associated with its use. To sell equipment to such a client, you need to know well the technical nuances of its operation.

You can find out such nuances on specialized forums by talking with people who use this equipment. If you already have customers who have bought equipment, you can drop by their production facility and talk to the technologist personally.

Clients who are just planning to open a business and purchase equipment of the type you sell... Such clients, most likely, do not yet know all the subtleties and nuances of its operation. Your task is to invite them to talk with a specialist who already has experience in operating the equipment.

At the stage of entering the business, the client cannot appreciate the importance of service, since he does not understand what difficulties he will have to face in the future. When buying equipment, many do not even think about how exactly and with what frequency it will have to be serviced. Your task is to convey this information to the buyer. And also explain how purchasing products from you will make his life easier, and what problems it will relieve.

Detachment from competitors

When selling equipment, you need to know your competitors well and understand what they offer the buyer. To convince the buyer to contact you specifically, you need to understand why your conditions and products are better. Pay attention to:

The cost of products that are similar to yours... If a competitor's product is cheaper, you should figure out why the price is reduced. Perhaps you can also make a discount?

Equipment technical features competitors... Feedback from both your customers and competitors' customers is extremely important - find out what they like, what they don't, what problems and difficulties arise during operation. As a last resort, you can get technical information on specialized forums.

Service maintenance... What do competitors offer? What is their warranty period? What is the monthly / yearly maintenance cost? Why is your service better? What interesting things can you offer to the buyer?

Cost of operation... The operating cost is the amount of money that the client will have to spend on the maintenance and service of the purchased equipment. This indicator is especially important when selling expensive equipment that is not easy to replace. If you sell cheap equipment, you can play on this too. Prove to the client that your equipment is so cheap that in the event of a breakdown it will be easier to buy a new one. This means that the client will not have to invest in its repair or endure a forced downtime due to a malfunction. Also spare parts will remain.

Product business characteristics.The technical characteristics of the equipment are insufficient for its successful implementation. To increase salesability, it is worth calculating its business characteristics, such as line maintenance costs, the amount of products that can be produced per unit of time (day, month, etc.), and the like. Technical characteristics are important for engineers, but for management and owners - figures that confirm the profitability of the purchase. If the business performance of your equipment is better than that of the competition, the customer's choice is clear.

Compatibility. If you know that the majority of potential customers use a certain brand of equipment, it is important that your equipment is compatible with it. Then your chances of luring buyers over to you will increase noticeably.

For example:

There are machines from three manufacturers on the market: cheap Chinese, expensive European and high-quality domestic machines of the middle price category. How can a manufacturer of Russian machine tools sell their goods?

Firstly, inform potential customers about the existence of their products.
Secondly, to offer a quick replacement of parts / consumables that competitors cannot offer due to the location of production in another country (for example, in a maximum of 3 days).
Thirdly, to prove and clearly show that the quality of his machines is not much inferior to the quality of machines from Europe, but his service and price are objectively better.

Additional services

An increase in equipment sales can be achieved through additional services. Offer your customer not a “naked” product, but bonus benefits.

Installation and configuration of equipment... The more complex the equipment you sell, the more important is its installation and the initial correct setup. Other things being equal, the client will always choose the company that will solve his installation and launch problems.
Service maintenance... Service can be either paid or free. You can limit the number of free calls per month, or offer free warranty service for a specific period of time.
Training... Selling equipment that is new to a client should simultaneously offer training for employees who will work on this equipment. Training can come as a bonus, or maybe for an additional fee. In any case, you will remain in the black: the correct operation of the equipment will bring the client higher profits, and the absence of problems - moral pleasure. A satisfied customer will certainly come back to you again.
Expertise... If you become for the client not only a supplier, but also an expert in selling his products or building a business, then the features and conditions of selling your product will seem less important to him. His loyalty to your company will definitely increase.

In addition to the equipment, you can offer the client:

A "sales department" that knows how to sell goods produced with the help of equipment;
a customer base in need of products that will be produced using the equipment.

Such data can be obtained from various sources. Alternatively, you can create your own online portal dedicated to equipment and products produced with it, which will collect requests for products from different regions.

Customization. Customization is the adjustment of equipment for a specific client. For example, adding an extra handle or key on the machine, applying a customer's mark or logo.

Customization allows you to personalize the equipment, adjusting it to the requirements and desires of the buyer. The main thing is not to overdo it when trying to please the client: before agreeing to any changes in the basic type of equipment, check if the client is sure that the additions are necessary - perhaps this is a momentary "wishlist" that is actually not needed at all.

Features of the sale of equipment: who, to whom and how?

The equipment should be sold by a manager who has a basic understanding of the product and is familiar with sales techniques, and a technical specialist who can competently explain technical information, who knows the necessary terminology and numbers. Please note that a technician, before "going out" to a client, also needs to conduct basic sales training, he must clearly know what can and should be said and what not.

To increase sales of equipment (used or new does not matter), you need to understand who in the client's company makes the purchase decision. Most often this is done by a purchasing specialist or an engineer (technologist).

Procurement Specialist

The buyer is indifferent to your service, equipment and other additional services. It is important for him to find the equipment of the given marking. If your company receives an incoming appeal from a buyer, the manager's task is to reach out to the person who initiated the purchase by all means. How to do it?

Start asking the buyer highly specialized questions about the equipment so that he himself "sends" you to the technologist.
Make a cold call to the client's company yourself to get to the right engineer and explain to him that your products are objectively better and the request to the purchasing department should be changed.

Engineer (technologist).

Engineers are often not guided by the cost of equipment or even technical specifications. They prefer to work with equipment they know well. Moreover, the more expensive the equipment, the more difficult it is to convince them to switch to a new one. Why? Because they don't want to risk it: expensive equipment is not a cheap brush that you can change if you don't like it.

You can convince the engineer, but for this you should demonstrate your equipment to him in operation and allow him to talk with a technician who has already tested it earlier. How to organize this?

Allocate dedicated space and equipment for such tasks, which is not always possible.
Ideally, establish a relationship with an engineer who already uses your equipment and agrees to demonstrate it to your client in action. If you are just entering the market, it is important to make at least one sale and agree with the client (for a discount, additional service, or a separate fee) for a subsequent demonstration.

When selling equipment that is new for a region / country, try to post information about it on the Internet. If a potential customer starts looking for information about your product and doesn't find anything, chances are they won't risk making a purchase. Nowadays, the lack of brand information looks suspicious.

Work with the client as much as possible. The more problems you close with a client, the higher the likelihood that he will purchase the goods from you and will return again in the future.

Do you have any questions? Contact us! We will help you increase sales by 20-60% and establish a stable operation of your enterprise

Hello! Today we will talk about a small business for mini-production. The opening of a small production facility becomes relevant against the backdrop of changing economic relations. In particular, the country's policy aimed at import substitution.

Starting your business with a small manufacturing enterprise is an excellent opportunity to enter both the domestic market and, possibly, in the future, to the external one. Why not?! Especially for the readers of our site, we have collected 35 business ideas for production for small businesses.

The relevance of small business for mini production

Today, as never before, a small manufacturing business is relevant. Those who think the other way around are in vain, because every day more and more investments are flowing into the development of the domestic production of our country.

Several years ago, I first visited Europe and was very surprised why some of such simple production ideas could not be organized in our country. For example, in Eastern Europe, at the entrance to almost any village, you can see a huge variety of products made of wood, plaster and plastic for decorating a garden plot, ranging from garden gnomes and flamingos to ready-made gazebos and small fountains.

Almost 10 years have passed and just a couple of years ago, in my city, I noticed that we also organized such production at home by local figures. And there are many such ideas. The main thing is to start on time and find your consumer.

Today's article was prepared just in order to give some of you an idea of \u200b\u200borganizing your own mini-production and tell you what is profitable for a small business now.

35 small manufacturing business ideas

Below we have prepared for you a selection of 35 mini-production business ideas that can be implemented in both a small and a big city. Some can even be opened at home.

But also read other collections of business ideas on our website:

And useful articles for starting a business:

Business idea number 1 - Production of covers for cars

Investments up to 50,000 rubles.

: you buy the necessary equipment, find patterns for car covers and start looking for buyers who are interested in such products. The cover is made individually for each machine, having previously discussed all the details with the customer.

Relevance

A car cover is an indispensable item for every car. It protects it from rainfall, scratches and sunlight. But such products are less in demand than car seat covers. They are easier to make, and the demand is much higher. Therefore, an entrepreneur who decided to open a production for sewing covers needs to think about the variety of manufactured products.

Implementation of the idea

To start working, you need to register as an individual entrepreneur, find and rent premises, purchase tools and equipment, hire a minimum staff, and distribute advertising.

The income of such a business depends on the quality of the advertising campaign carried out. The better you advertise your product, the more orders will be received, respectively, the higher the profit.

Business idea number 2 - Furniture manufacturing

Investments are about 500,000 rubles.

The essence of the project - opening of a workshop for the production of modern models of frame and upholstered furniture according to individual parameters.

Relevance

This service is very popular and shows a high growth rate in its market segment. This is due to an increase in the level of income of some segments of the population and the desire of the middle class to arrange housing in an original way. The most popular is cabinet furniture. It is purchased not only in residential premises, but also in offices, educational and medical institutions. Such a business project will become relevant in cities with a population of 250 thousand people.

Over time, in a crowded place, you can open a point where orders will be accepted. Making furniture is not as difficult as it seems at first glance, and the profitability in some cases reaches 200%.

Implementation of the idea

In order to implement this business idea, you need to issue an IP. After that, find a room (with an area of \u200b\u200bat least 50 m²), which will house a production workshop, purchase a minimum set of tools, agree with a supplier of materials on the regular supply of all the necessary blanks, hire (if necessary) personnel.

Initial costs in such a project:

purchasing the necessary tools for work;
remuneration and training of personnel;
purchase of fittings and production materials;
advertising services.

The profitability and payback of a furniture shop depends entirely on production and sales volumes. The average trade markup for certain types of headsets or cabinets can fluctuate between 50 and 200 percent. Such a business requires large financial investments in the first months, but it can pay off after a year of stable work and advertising costs.

Business idea number 3 - Production of frameless furniture

Investments - from 100,000 rubles.

The essence of the project - opening of a manufacturing enterprise for the development and sewing of modern frameless furniture models.

Relevance

Stylish and non-standard poufs, voluminous armchairs with soft padding and bright design decorate youth and children's rooms, playrooms. The ability to create an original product makes such a business project popular and interesting.

Implementation of the idea

To implement the idea, it is necessary to find suppliers of quality materials, to attract experienced designers to work. In addition, items of expenditure include:

purchase of professional sewing equipment;
staff maintenance.

At the first stage, it is better to implement frameless furniture through the developed store website, conclude contracts with large furniture centers and salons.
According to experienced entrepreneurs, such a project is capable of reaching self-sufficiency in three months. With an average cost of 1,000 rubles per seat with filling, its retail price starts at 2,500 rubles with a minimal design. Increased profits will be brought by work with individual sketches and orders from design bureaus.

Business idea number 4 - Making wicker furniture

Initial investment of funds - up to 100,000 rubles.

The essence of the project

This "creative" business idea is to open a private workshop for the production of beautiful and unusual furniture from natural vine.

Relevance

This sustainable material is on the rise again. It is used to make headsets for the dining area and relaxation, which can be placed in the country or in the apartment. In addition to furniture, decorative items for the kitchen, Easter baskets or flower stands are in demand.

Implementation of the idea

Such a workshop can be equipped in any small room and work without the involvement of personnel. The biggest problem is the purchase of high-quality raw materials, so many real craftsmen prefer to harvest the willow on their own. Willow twigs can be cut in any season and not stored indoors. This helps to reduce the cost of the wicker and increase profitability.

You can save money on renting a retail space by accepting orders and advertising products through the online store. A good profit is provided by cooperation with furniture salons and design studios, the development of exclusive projects to the taste of the customer. This project can bring a net profit of at least 30,000 rubles and pay off in just 2 months of work.

Business idea number 5 - Colored crushed stone production

The essence of the idea is as follows : you buy ordinary crushed stone, repaint it, pack it in small bags and find points of sale for finished products.

Relevance

Colored crushed stone is very widely used in landscape design. It represents small particles of marble or granite painted in different colors. The paint has unique properties due to which the color does not change over time. You can start such a business with a minimal set of tools, but you will have to hire several workers. They can be people without any education, which can reduce costs.

Implementation of the idea

To implement a business idea, you must officially register your activity and find a room for drying the material. After that, buy granite or marble crushed stone, acrylic dye and the necessary set of tools and equipment (concrete mixer, rotor). Then you can look for points of sale of finished products.

It is quite profitable to produce colored crushed stone. The average price per ton of ordinary crushed stone is 2,000 rubles, and a bag weighing 20-25 kg of colored crushed stone costs 300 rubles.

Business Idea # 6 - Wild Stone Tile Workshop

Investments from 50,000 rubles. up to 100,000 rubles

The essence of the idea is as follows : you find sandstone deposits, set up its production, transport it to the workshop. After that, it remains to process the wild stone and find a buyer, or a point of sale for the finished product.

Relevance

Tiles made from wild stone have always been distinguished by high strength and wear resistance. Due to this, most people prefer such a finishing material. The production of tiles from wild stone is quite a profitable business for residents of the European part of the Russian Federation, because the main sandstone deposits are located in this area. In this case, the cost of transporting raw materials will be minimal, and the profit will be maximal.

Implementation of the idea

Before starting this business idea, you need to find sandstone deposits. If the deposit is close to the shop, then you can register as an individual entrepreneur, purchase the necessary tools and equipment. After that, it remains to organize an advertising campaign and find buyers.

The income from such a business can be high if you are able to establish all production processes. There will always be buyers for quality goods, so the invested money will be returned within a few months.

Business idea number 7 - Making tombstones

The initial investment amount is 300,000 rubles.

The essence of the project

The basis of this commercial project is the opening of an enterprise for the production of tombstones and related attributes made of artificial stone, concrete or other materials. This service is always in demand, but it is distinguished by a high degree of competition in the market for the provision of such funeral services.

Implementation of the idea

Such a business can be arranged in a small room such as a garage or located outside the city near burial sites. This will help cut rental costs and lower costs. Additional costs to get started:

purchase of special equipment and tools for work and installation;
purchase of molds for pouring mixtures;
purchase of a machine for complex engraving;
solving problems with the delivery of the finished monument to the installation site.

The cost of a complete set of engraved tombstones is from 20,000 rubles. Selling price - 40,000 rubles with a 100% markup. This makes it possible to develop production, purchase non-standard forms and improve skills. Competitiveness can be increased by offering exclusive monuments and steles, high quality and durability of ritual products.

Business idea number 8 - Penoizol production workshop

Investments from 460,000 rubles.

The essence of the business project - organization of the production process, involving the manufacture of penoizol, its implementation to consumers, wholesale buyers.

Relevance

The new building material is steadily gaining popularity due to its high heat-conducting and insulating qualities. Considering the low cost of penoizol, the constant demand for it among builders of various objects, such a workshop will quickly pay for itself and become a good investment vehicle for the coming years.

Implementation of the idea

To open an enterprise you will need:

small production room;
special equipment;
raw materials for production;
car for transport services.

Penoizol can be sold through wholesale intermediaries, retail, or by concluding a contract with construction hypermarkets. Simple technology allows the equipment to be delivered directly to the client at the construction site and to work anywhere. With a low cost of penoizol and a trade margin of 70-80%, you can fully reach the threshold of self-sufficiency in half a year from the start of work. This material is most relevant in the warm season.

Business idea number 9 - Making a cinder block

Investments from 200,000 rubles.

The essence of the idea - organization of the production process for the manufacture of cinder blocks for implementation for construction purposes.

Relevance

This material is widely used in the construction of residential buildings, industrial facilities, the construction of walls and outbuildings. The location of such a workshop near large cities or transport hubs will allow for permanent orders from wholesale buyers, construction teams, and developers.

Implementation of the idea

For the implementation of a sufficiently small team of 3-4 employees, premises with convenient access roads. The main costs fall on the following items:

rent of industrial premises, warehouse;
purchase of the necessary equipment for production;
purchase of raw materials;
payroll costs.

The largest percentage of profits falls on the warmer months, when most of the construction projects are being built. With a full daily workload of the workshop, 350 high-quality cinder blocks can be obtained daily at a cost price of one in 38 rubles. With a market price of 60 rubles, you can calculate that the daily income is 7,700 rubles. With such a production rate, in just two months, you can recoup the purchase of equipment and basic costs. In winter, savings can be achieved by stock production.

Important! This production is not subject to mandatory certification.

Business idea number 10 - Production of expanded clay blocks

Investments - 250,000 rubles.

The essence of the idea - opening of a production workshop for the production of expanded clay blocks, its implementation to contractors, consumers.

Relevance

A modern and lightweight type of building material is popular in the arrangement of residential premises and buildings, the construction of outbuildings. The relevance is due to stable demand in the off-season, a high degree of profitability.

Implementation of the idea

To implement the production process, it is necessary to find a large utility room with a good transport interchange, a warehouse for finished products. Most of the financial costs:

purchase of special equipment for production (concrete mixers, vibrating tables);
rent of a site for drying blocks;
utilities for the maintenance of the workshop.

Additional costs - payment for transport for the delivery of raw materials, wages to workers of the shop and warehouse.

A full work shift gives 1000 good quality expanded clay blocks at an average cost of 20 rubles. A trade margin of 50% will give a daily profit of 10,000 rubles per shift. By increasing the number of hours of work, you can recoup your investment in a project in a few months.

Business idea number 11 - Production of gas and foam concrete

Minimum investment - 540,000 rubles .

The essence of the business idea - equipment for a mini-plant for the production of gas or foam concrete with subsequent sale to construction organizations.

Relevance

New types of material are successfully replacing the usual concrete due to their practicality and low price. It is increasingly used for the construction of buildings for any purpose. The relevance of the project is due to the constant demand for gas and foam concrete, a simple process of its production.

Implementation of the idea

To open such a mini-production, the future owner needs:

pick up a production facility with a warehouse and convenient transport routes;
purchase equipment for manufacturing products;
train employees;
purchase raw materials from suppliers.

A small plant can produce 10 cubic meters per shift. quality building material. With equal volumes of foam and aerated concrete, the monthly turnover can reach 650,000 rubles. Net income after deducting all direct and indirect costs is 200,000 rubles. If such volumes of production and sales are maintained, the mini-plant will be able to become self-sufficient in six months.

Business idea number 12 - Polystyrene concrete production

The initial investment amount is 300,000 rubles.

The essence of the project

The basis is the opening of production facilities for the production of polystyrene concrete for the subsequent sale to consumers.

Relevance

New building material is being actively implemented in the construction of various buildings and premises. Due to its high thermal conductivity and versatility, polystyrene concrete is increasingly replacing ordinary stone and is showing growth in terms of sales. The market is just beginning to develop, so there is little competition among manufacturers.

Implementation of the idea

To organize the production process, an entrepreneur needs to analyze the market for sales and resolve issues:

purchasing the necessary raw materials and components for production;
purchase equipment and special forms;
train staff on technology.

The workshop can be opened outside the city in order to save on rent and provide a full-fledged entrance for heavy vehicles. You should look for sales through advertising on Internet resources and cooperation with large construction companies. With a cost price of 2,000 rubles per cube and stable sales, the monthly income can reach 400,000 rubles during the season of active construction projects.

Business idea number 13 - Production of artificial marble

The minimum investment is 1,000,000 rubles.

The essence of the business idea - opening of a small production workshop for the production of artificial marble of various colors.

Relevance

This type of decoration material is in high demand among firms that are engaged in interior decoration, production of kitchen sets or original piece products. The relevance of the business is due to the low cost and simplicity of making artificial stone.

Implementation of the idea

It is better to organize the production process on a specially rented area. It must have connected communications and convenient access roads for shipping the finished material. A full production cycle will require a minimum number of personnel, special equipment and tools for grinding.

Having a spectacular appearance, artificial marble is notable for its low cost. The average level of profitability of such enterprises is in the range of 40-50%. The monthly turnover increases significantly in the warm season and can exceed 200,000 rubles. The high demand for artificial marble and stable sales volumes of finished products make it possible to fully recoup the invested amount in 6-10 months.

Business Idea # 14 - Neon Signs Manufacturing

Investments from 500,000 rubles.

Relevance

Such production will be relevant in the conditions of constant development of the sphere of trade, entertainment in a big city. Despite the stable demand, competition in this type of advertising business is rather low.

Implementation of the idea

To open an enterprise, you will need a small non-residential premises, purchase or lease of a mini-plant for the production of neon products. In addition, costs will require:

purchase of components for production;
the cost of training glassblowers;
salaries of customer service managers;
maintenance of the office space.

The minimum cost of the produced and assembled neon tape starts from 1000 rubles per meter at a cost price of 700 rubles. This gives a net income at the level of 300 rubles. Depending on the configuration features, shade or complexity of installation, the price increases significantly. A quick turnover and reaching self-sufficiency depends on the number of customers, therefore advertising of its services, high quality of work, advertising from satisfied customers plays an important role.

Business idea number 15 - Manufacturing of metal doors

Investments from 500,000 rubles.

The essence of the idea - opening of a production workshop for the manufacture of metal doors of various models and types, their subsequent implementation and installation at the request of the customer.

Relevance

Competition in the sector is quite high, but there is always a demand for inexpensive and high-quality products in the middle price range. By offering an excellent balance of quality, comprehensive service and affordable cost, you can implement a profitable project.

Implementation of the idea

To open a workshop that is small in area and capacity, a room will be required far from the center, but with good transport links. In addition, an initial purchase is required:

equipment for production;
tools for the assembly team;
material and components.

A small workshop can produce 200 metal doors a month at an average pace. Having laid a profitability of 25% in the selling price of a standard door (7000-9000 rubles, depending on the configuration), we can talk about a monthly income of over 300,000 rubles. For a constant increase in turnover, active advertising is required, the conclusion of contracts with large construction stores, sales intermediaries.

Business Idea # 16 - Antifreeze Production

Investments - 300,000 rubles.

The essence of such a project - opening an enterprise that will produce various chemical fluids for servicing cars.

Relevance

The relevance of the business does not require a special analysis of the market and target audience. Despite the crisis, the number of cars is only growing, and many owners are trying to reduce the cost of their maintenance by using domestic products. By producing antifreeze, car shampoos and other high quality goods, you can quickly acquire worthy wholesale customers with large orders.

Implementation of the idea

Production is not technologically difficult, but requires investments associated with its opening:

rent of a large room, warehouse;
hiring staff (no more than 4 people);
purchase or lease of equipment;
purchase of packaging materials;
purchase of a certain number of reagents.

Such a business can be expanded through the introduction of popular types of products, similar in composition to antifreeze. In addition to the main wholesale buyers, it is necessary to offer services to auto shops of enterprises, salons or retail stores. This will ensure constant utilization of capacities and will provide an outlet for self-sufficiency in about a year.

Business idea number 17 - Organization of production for sewing workwear

Investments - from 200,000 rubles.

The essence of the idea -organization of the complete process of development, implementation and sewing of original and classic workwear models for personnel of various institutions.

Relevance

Such a product is needed by many organizations, societies, industrial enterprises. Small ateliers are more in demand in terms of small orders with logos for cafes, hotels, restaurants, and private medical centers.

Implementation of the idea

To open such an enterprise, it is enough to attract a small team of professionals. The choice of location does not play a role in advertising the atelier, so renting in a residential area can provide significant cost savings. An expensive acquisition will be:

a set of professional sewing equipment;
a set of necessary accessories;
purchase of specialized fabrics.

The profitability of this type of sewing business is much higher than that of standard ateliers due to the volume of each order and the individual characteristics of clothing. Therefore, the first months of work can bring a net profit of up to 50,000 rubles, assuming that all organizational costs will be covered in the first half of the year.

Business idea number 18 - Mirror manufacturing

Approximate investment - up to 200,000 rubles.

Relevance

Mirror making is a new kind of small business project that is gaining momentum. Companies engaged in the manufacture of modern furniture, interesting renovations of premises and the design of offices are constantly showing interest in such a product. The demand is generated by the production of decorative mirrors, special tiles with a similar effect.

Implementation of the idea

The manufacturing process at first glance will seem complicated, but it will require a small list of costs, among which are:

rent of premises for the workshop;
purchase of special furniture, cutting table;
purchase of an initial set of materials and reagents;
costs of transporting products to the customer.

Partial production of some types of furniture for the work process yourself can bring good savings. Under such minimal conditions, one shift can produce at least 20 m2 of high-quality mirror at a cost price of 1 meter of 1,000 rubles. Considering that the market price for such a product starts from 1,500 rubles, it is not difficult to calculate the daily profit of 10,000 rubles. With the constant workload of production with orders, it is possible to reach self-sufficiency in a quarter.

Business idea number 19 - Eurofence production

The minimum investment is 700,000 rubles.

The essence of the project - production of various models of modern eurofence on the basis of an equipped production workshop.

Relevance

The greatest demand for such construction products is among the owners of private buildings or country houses, residents of summer cottages. A large assortment and an affordable price for eurofences makes this product in demand, and its production is profitable.

Implementation of the idea

To organize an enterprise at the initial stage, you will need:

a small workshop with supplied communications;
purchase or lease of special production equipment;
training of personnel in production skills;
source materials and tools.

Particular attention should be paid to advertising your services. A good effect is the organization of a small exhibition space for the presentation of models and drawings. As a sales option - concluding an agreement with large construction supermarkets or intermediaries.

Such a business project gives a good profit. It should be opened during the active construction season to ensure a good start-up sale. Making a quality product and good advertising will help to recoup this business idea in a year of work.

Business idea number 20 - Production of metal-plastic windows

The minimum investment is 450,000 rubles.

The essence of the project

The basis of the new project is a business idea for equipping a fully equipped workshop for the production of door and window blocks from metal-plastic, their installation at the request of the customer.

Relevance

This type of product is in fairly stable demand in cities of any type, confidently replacing wooden structures. Despite the competition, you can securely gain a foothold in the market by offering quality products.

Implementation of the idea

The opening of a new enterprise requires certain capital investments, which will be spent on such items of expenditure as:

rent of premises for production;
office maintenance for receiving orders;
procurement of a standard set of tools and equipment for the production workshop and installation work;
training of workers in the technology of manufacturing window blocks;
advertising and website creation.

In large and densely populated cities, the average rate of return can show 150–300%. It is possible to outperform competitors by providing discounts for installation, repair or warranty service of window units. Laminated frames with wood grain patterns and irregular shapes are gaining popularity. A feature of the business is a sharp decline in demand during the cold season, which must be taken into account when distributing profits and investments.

Business idea number 21 - Production of metal tiles

The amount of investment is 2,650,000 rubles.

The essence of the project

The main essence of this business project is the opening of a technologically equipped enterprise for the production of modern metal tiles.

Relevance

A new type of building material is in demand for the construction of low-rise buildings. Its practicality and ease of use can increase interest and occupy the market of roofing materials with a niche volume of 40% in a few years.

Implementation of the idea

The main amount must be invested in an expensive automated line that can produce almost a full cycle under the control of one operator. Modern installations do not require a large number of technical personnel for maintenance and quickly pay off. In addition, you must:

rent a room of sufficient size for production and warehouses for finished tiles (transport interchange matters);
decide on the types of products;
place advertisements among wholesale buyers, construction companies;
resolve the issue with the supply of quality raw materials.

When fully loaded, the equipment can produce up to 7 meters of quality products in just a minute of operation. With the estimated profitability of the project in 30-40%, you can count on the full payback in two construction seasons.

Business Idea # 22 - Vinyl Siding Manufacturing

Estimated investments - over 1.5 million rubles.

The essence of the project

The basis of the new business project is the opening of an equipped enterprise for the production of colored PVC siding and its sale to wholesale buyers.

Relevance

A practical and versatile building material is increasingly used in the decoration and insulation of private cottages and industrial premises. The market shows a steady small growth for various types of vinyl siding up to 7% annually and moderate competition.

Implementation of the idea

The production of vinyl siding is possible with the arrangement of a complete technical line. It has a high cost, so experienced entrepreneurs recommend that beginners pay attention to long-term leases or used models. Additional costs will require:

renting a large room for placing facilities and a warehouse;
training and salary for hired personnel;
lease or purchase of loading equipment;
advertising and market search for siding.

Given the large initial costs and resource costs, the owner should not expect to cross the payback threshold earlier than after a year of continuous work. Sales can drop significantly during the winter season, but rise sharply in the spring. This should be calculated when utilizing capacity and allocating costs.

Business idea number 23 - Production of forged products

The initial investment amount is 350,000 rubles.

The essence of the project

The basis of this production idea is the opening of a fully equipped workshop for the production of standard and exclusive products on request.

Relevance

Unique types of wrought iron gates, fence sections or window bars are increasingly decorating private houses. There is a growing demand for hand-forged furniture frames, interesting products that designers add to the interiors of premises. The competition for such non-standard things is small, but the demand in cities with millionaires is high, so there is room for development for young enterprises.

Implementation of the idea

In preparation for the opening of a new production, it is necessary:

rent a comfortable room for a smithy with proper ventilation;
purchase a full set of specialized equipment and tools;
equip an office to work with clients;
launch a website or online store to get acquainted with the range.

It is of great importance to attract a real designer to develop new products. This will help to take a high step in the market and create a circle of regular customers among design bureaus and furniture workshops. One meter of the finished product is sold at a price of 3,000 rubles with its cost price of 1,000 rubles. Completed projects of private smithies show a high level of payback and incomes of up to 400,000 rubles per month, which quickly cover all investments.

Business idea number 24 - Production of figurines for the garden

Estimated expenses - 300,000 rubles.

The essence of the project

This creative business project is the organization of an enterprise or a workshop for the production of original decorations for garden plots made of plaster, concrete or plastic.

Relevance

Many homeowners of private cottages or holiday homes want to furnish their plots with personality in an original style. Someone wants to transform the courtyard of their office building. Figures of fairy-tale characters and animals, vases, fountains and flower stands are in demand.

Implementation of the idea

To open such a workshop, the owner will need:

rent a small room for work and storage of finished figures;
purchase the necessary set of tools and equipment;
purchase dry mixes and special paints for the first orders;
organize original advertising via the Internet or exhibitions.

The purchase of special molds for casting, the quantity of which depends on the assortment, will require large investments. You can stand out among competitors and increase income through the production of exclusive products. When the cost of one average figure is 350–500 rubles, its retail price starts from 1000 rubles. Alternatively, you can offer decorations without coloring for art schools and studios. The average profitability of such financial projects starts from 30-35%.

Business idea number 25 - Making wooden toys

The starting capital amount is 400,000 rubles.

The essence of the project

This original business idea is to open a workshop or mini-workshop for the production of original children's toys from natural wood. Such a business can also be started in a small town.

Relevance

The demand for such safe and environmentally friendly products only grows every year among caring parents. Such a product must be certified and manufactured in compliance with all technologies. Montessori toys are back in fashion!

Implementation of the idea

You can equip such a workshop in a garage or an annex of a private house. The main costs that an entrepreneur will face will be:

purchase of specialized design software for product development;
purchase of special hand-held equipment and carpentry tools;
training of workers and payment of skill improvement courses;
purchase of a stock of raw materials and supplies.

Quality wood can be purchased at a discount from the waste of furniture workshops. The level of competition in this toy sector is low. Making interesting and non-standard models will help you quickly bring regular customers in the form of children's stores and wholesale buyers. The average payback period for this project ranges from one to one and a half years, and the business itself will require certain advertising investments.

Business idea number 26 - Organizing your own winery

Initial investment of funds - from 300,000 rubles.

The essence of the project

Before opening a "drunken" business, it is necessary to thoroughly study the legislation in this area. The essence of the project is to organize a private winery and produce quality homemade wines. A good basis can be the use of family recipes, original tinctures with herbs. Such products will be in demand among regular customers, restaurants and entertainment establishments.

Implementation of the idea

It is better to open your own winery near the location of vineyards in order to independently control the selection of raw materials. The ideal option would be to break down your own land, but this requires a lot of capital and personal time. At the initial stage, it is better to do with manual labor. With this method, the greatest investment will require the purchase of barrels and grape raw materials.

When you increase the speed, you can invest in automatic cleaning and filtration systems, powerful presses. As an additional income, many entrepreneurs consider making several types of homemade jams. If the cost of one liter of homemade wine is 50-80 rubles, you can offer it to consumers at a price of 300 rubles and more. This will make the project profitable and help develop it in the future.

Business idea number 27 - Opening your own brewery

The initial investment is 250,000 rubles.

The essence of the project

The basis for the "intoxicating" project is the opening of an equipped private brewery for the production of several of its own sorts of beer. This type of mini-plant can be located in a small room such as a garage. The high demand for this type of low-alcohol drink will not leave an entrepreneur without profit, even in the cold season. Especially if we produce our own delicious varieties of high quality.

Implementation of the idea

To open a small brewery at the initial stage of work, you can get by with a small number of personnel and perform some of the technological operations yourself. To start production you will need:

find and re-equip premises with good access for freight transport;
purchase equipment for distillation and fermentation, a bottling line;
analyze the sales market and find wholesale buyers.
organize active advertising of your brand and product.

Even with minimal investment, such a business will begin to pay off in a year. The beer mark-up may well exceed 100%. The amount of profit depends entirely on the sales of hop products, advertising and production costs, and the seasonality of the product.

Business idea number 28 - Production and packaging of honey

The essence of the project

This version of the business idea involves the arrangement of a large apiary, the organization of a line for bottling and packaging of sweet products. The interest in proper nutrition and traditional medicine recipes makes such a business project very profitable and relevant.

Implementation of the idea

Such apiaries and a mini-packing plant should be equipped in an ecologically clean area. Suburban areas and summer cottages are ideal. To get started, you need to solve several practical issues:

equip an apiary in compliance with all requirements, place bee colonies;
purchase equipment for packing honey;
resolve the issue of product sales and find wholesale buyers.

The first year of work can begin with the placement of ten colonies of bees, which will bring at least 500 kg of honey and related products. With an average price of 500 rubles, this will give a profit of 250,000 rubles per season. Packing in small portions in a convenient container will double its cost. Additional volumes can be increased by purchasing honey for packaging at neighboring farms, selling to consumers other beekeeping products (propolis, wax or bee bread). Despite the seasonality, such a project quickly pays off and brings a high percentage of income.

Business idea number 29 - Production of breakfast cereals

Preliminary investments - 1,000,000 rubles.

The essence of the idea - development and arrangement of production facilities for the manufacture of various dry breakfasts, their wholesale.

Relevance

These products are in constant demand among consumers who strive to maintain a healthy diet. The relevance of the idea is due to the constant growth of the cereal market (up to 10% per year) and moderate competition.

Implementation of the idea

To implement the project, a production facility will be required to accommodate a workshop and a small warehouse for storing finished products. The bulk of financial investments will be distributed between the following items of expenditure:

purchase of special equipment;
purchase of raw materials for breakfast cereals;
staff salaries;
payment of rent for the premises.

One kilogram of a nutritious breakfast produced costs 30 rubles, taking into account all the costs of making it. Assuming a five-day working week and a sales price of 50 rubles per kilogram, the total working profit can be 830,000 rubles. With a stable capacity utilization, such a business project can pay off in full in 9-10 months.

Business idea number 30 - Production of clean drinking water

The initial investment amount is 300,000 rubles.

The essence of the project

This business is the opening and equipment of production facilities for the treatment and bottling of water in special containers. Such drinking water accounts for up to 30% of all consumed among the population. It is purchased in stores in different volumes, used for cooking and drinking. The main consumers are catering establishments, institutions (kindergartens, schools, offices) and ordinary families.

Implementation of the idea

To implement this project and open a workshop, it is necessary to resolve several important organizational tasks:

to decide on the territory for the placement of capacities, where the minimum competition is the sales market;
purchase equipment for the entire cycle;
conclude an agreement for the supply of several types of packaging (plastic and glass), as well as cellophane for packaging;
receive a package of sanitary documents and quality certificates from the relevant authorities.

This project can be planned on the intake of water from a well or a water supply system, which determines the cost of equipment and the location of the workshop. A business idea can turn out to be quite profitable and pay off within a year. To do this, you need to seriously approach your brand advertising and guarantee excellent quality.

Business idea number 31 - Spice production

The initial investment amount is 300,000 rubles.

The essence of the project

This type of business represents the organization of a manufacturing enterprise for the production and packaging of aromatic spices.

Relevance

Flavored blends are in steady demand among professional chefs and ordinary housewives. Many consumers are discovering unusual flavors, so the market is showing strong demand and growth for different types of spices.

Implementation of the idea

It is rational to open this project in warm regions where the necessary raw materials grow. This will help control quality and save on product transportation. Additional costs include:

rent of a workshop for packing and storing finished products;
purchase of equipment for several types of mixtures and packaging in different containers (bags, glass or plastic);
conducting a promotional campaign to increase brand awareness.

At the first stage, the help of an experienced technologist is needed, who will help to create compositions that are unique in taste and aroma. With an active approach to advertising and a low price of goods, a business idea shows a profitability level of up to 70%. It starts to pay off after two months of constant capacity utilization. The main difficulty is finding suppliers of quality raw materials abroad.

Business idea number 32 - Greenhouse production

Initial capital investments - up to 200,000 rubles.

The essence of the project

The new business idea is the opening of an enterprise for the production of frames and components for greenhouses.

Relevance

During the crisis, the demand for these products has increased due to the active growth in the number of subsidiary farms. The relevance is also due to the growing interest in the domestic agricultural sector on the part of investors.

Implementation of the idea

At the initial stage, it is necessary to determine the type of material for greenhouses. The lightest and most practical to work with are plastic and polycarbonate. To open such a workshop you will need:

rent of premises for production and office;
purchase of equipment for working with plastic and installation of greenhouses;
placing advertisements of their products via the Internet and posting leaflets.

To begin with, with the manual method of making greenhouses, it is enough to collect several products a week in order to quickly recoup the investment. The profitability of the project may well reach 150%, but you should not overestimate the cost of products with high competition in the market. Additional income can be provided by the service of going to the client's personal plot and the installation of greenhouses from ready-made purchased blocks, their re-equipment to the needs of the customer.

Business idea number 33 - Production of children's sleds

Initial capital investment - from 1 million rubles.

The essence of the project

Such a business project is a large workshop for the manufacture of standard and modern models of sleds for children.

Relevance

This business sector does not have much competition. Most large enterprises refuse this type of product, therefore, prospects for the development of small workshops open up. These products are in seasonal demand and show good sales in the northern and temperate regions.

The most popular are ordinary sleds with a metal frame. They are supplemented with comfortable handles, covers, new types of wood and plastic are used.

Implementation of the idea

To implement such a project, you must:

find premises for a workshop and a warehouse with a good transport interchange;
purchase a semi-automatic line for working with metal;
hire personnel and train them in technology;
resolve the issue with advertising products and the sales market.

The retail price of an ordinary sled starts from 1000 rubles with a cost price of 500 rubles. This will help solve the issue of payback in almost one cold season. But the real problem with this business venture is the seasonality of this baby product. It should be solved by the development and implementation in the production of garden and commercial carts, cultivators or construction wheelbarrows.

Business idea number 34 - Manufacturing cabins for construction sites

The initial investment amount is 150,000 rubles.

The essence of the project

The basis of the commercial idea is the creation of a small enterprise for the manufacture of cabins of any size and configuration according to the customer's measurements.

Relevance

This is a demanded business due to the noticeable growth of construction projects. Many businesses use cabins to house staff, security guards, or field kitchens for workers. Given the ease of manufacture and the demand for the product, you can implement an excellent business project at low cost.

Implementation of the idea

The manufacture of cabins from rolled metal does not require special equipment and technologies. Key production issues:

renting a small workshop for assembling new cabins and storing materials;
purchase of several sets of tools for workers;
purchase of the first batch of materials for change houses.

Several workers assemble one change house in three days. Its cost starts at 30,000 rubles and directly depends on the room content and equipment. The selling price is at least 50,000 rubles. Collecting 10 such cabins a month, you can count on a minimum net profit of 200,000 rubles. The introduction of new models for the arrangement of a retail outlet will expand the circle of customers.

Business idea number 35 - Production of compound feed

The initial capital amount is 2,300,000 rubles.

The essence of the project

The basis of the production project is the opening of a small enterprise for the production of several types of feed for households and farms.

Relevance

The development of the agro-industrial public sector and private complexes increases the demand for this type of products necessary for animal husbandry. The market for the production of mixed feed is moderately competitive and there is the possibility of introducing new enterprises.

Implementation of the idea

The opening of a mini-plant requires significant financial costs on the part of the owner for the purchase of a special line, its installation and configuration. In the absence of a large initial infusion, a low-power home production project can be implemented. In addition, an entrepreneur needs:

rent a room for equipment and a warehouse for finished feed;
equip driveways for trucks;
conclude contracts for the supply of high quality raw materials;
work out the client base by working with farms and livestock breeders.

With proper marketing, in a year, the feed mill will fully pay off and turn out to be a net profit. The profitability of such mini-factories varies in the range of 20-24% with incomplete capacity utilization.

Conclusion

In conclusion, I would like to ask you to add more business ideas for profitable production in the comments, because we are not able to cover all areas. This will make this collection of ideas even bigger.

We are also waiting for your questions, if any!

When a customer buys himself, in fact, it is not a sale, but a request service. But what if the client does not buy himself? And in many markets it has become that way. How to build a system that can generate sales? “Change or Die” - this principle is used by many companies in the basis of the new strategy.

The industrial equipment market is no exception. After all, the majority of companies producing and / or selling industrial equipment used a purely reactive approach in their work. What does it mean?

The model looked like this. The customer's purchasing officer called possible suppliers of the equipment he needed. Where did he get information about suppliers? Mainly from reference materials, advertising media: the Internet, specialized press and catalogs of the suppliers themselves, and later from their own communication experience. The potential client's phone call was answered by a technical specialist in this type of equipment. Together they discussed what equipment can meet the request and be provided, as well as volumes, terms and commercial terms of delivery. After that, everyone went to do their own thing: the consultant prepared an appropriate commercial proposal and sent it to the client, and the buyer continued to call in the hope of a better offer.

I must say that this made sense for the client. Firstly, due to the large flow of buyers, not all equipment could be obtained from the warehouse, some running positions had to wait more than a month, or even three. Secondly, for the same reason, the price of equipment could differ by 30 percent from supplier to supplier. In addition, the services provided by the suppliers also varied greatly - from logistics to service and warranty support.

A fundamentally necessary change in business processes is their reorientation to the client when assessing their own resources and proactivity, that is, the transfer of the initiative to build relationships to the supplier company. Therefore, responsibility for each client should be assigned to a specific manager who will solve all the client's questions and know everything about him.

1. Logistics

It is important to learn how to analyze the assortment, assess the sales potential of each item of equipment, make a sufficient stock of the most popular items and a certain stock of potentially popular items. This is all the more critical since a supplier company cannot afford to freeze funds in an illiquid product during a crisis. On the other hand, it is necessary to discuss with the production the conditions for reducing the production time itself and / or supplying the rest of the equipment on request, so as not to miss a client who is ready to wait. True, for the client himself, there must be a reason why he is waiting. If this is a rare piece of equipment, then the wait is logical. Otherwise, you should consider a profitable commercial offer: either at a price (which is highly undesirable - except perhaps a "game" with a course), or under additional conditions - installation by the supplier, training at the customer's site, free delivery, extended warranty repair, 24 -Hourly Help Desk and a number of other bonuses that were not available before.

2. Informing the target audience

In no case should you stop informing, which should be optimized, but not reduced. Understand how you can communicate information to the client more actively, how to collect information and optimally reallocate your marketing budget.

Often, the effect is provided by such a method of active dissemination of information as visiting (but not participating!) Industry exhibitions and other events of potential clients. The purpose of the visit is to collect as many contacts and business cards as possible, to talk with the client's representatives. This information can be used further for the target contact. It is best for consultant managers to attend such events, so that they have the opportunity to collect really useful information and call after a face-to-face conversation an already "familiar" specialist from the client's side.

Collecting information about customers can also be carried out by the call center. Just do not force operators to engage in cold sales in any case !!! The result, as a rule, is a bunch of employees, demotivated by the lack of results and a sense of meaninglessness in their work. The task that should be assigned to them is solely the collection of information about the current situation from the client, contact persons, decision-making levels and updating / updating the database. And if the operator accidentally stumbles upon a client with an actual request, then such information should be immediately transferred to the consultant manager.

3. Call Center and Help Desk

Now these are services not only for consulting and receiving calls, but also for increasing customer loyalty due to politeness, efficiency and quality of resolving requests, as well as a more attentive attitude to the needs of the client. In addition, incoming calls can be used to collect additional information (see above).
Why do you need to transfer the call center and Help Desk to work on extended hours - depending on the geography of clients. If the company's equipment operates around the clock at the clients' enterprises, it is advisable to install 24-hour support.

4. Service center for warranty and post-warranty service

Now any service is an additional source of value formation in the eyes of the client. Therefore, you need to conclude contracts for the maintenance of your equipment with other service centers, to develop your centers in places where customers are concentrated.
It makes sense to think about extending the warranty repair by the supplying company.

5. Active visits to potential buyers

Establishing a relationship with a client in person is much easier than over the phone. Therefore, visiting clients on their territory becomes an urgent task. The reason for the visit may be previously established connections, already established connections at a higher level, as well as incoming requests. Previously, such requests were processed exclusively by phone, but now the manager has the opportunity to catch on and offer a visit to assess the situation on the spot - this will identify a much wider range of needs for additional equipment. Do not forget: customers often do not assume that the supplier has not only the items in the price list that they are used to taking.

6. Summit meetings

If the client does not stop production, then he must plan funds for the material and technical base. Spare parts and consumables are always needed, because equipment failure does not stop with a crisis. The allocated budget can be spent on different suppliers (as was the case before), but MUST only be spent on your equipment. This is the task of high-level meetings - to agree on a principled mutually beneficial cooperation, and then connect the performers with each other so that they know exactly what to do when the need for equipment arises. The summit tool is very subtle. First, the supplier representative usually has only one chance of a successful meeting. Secondly, the performers must also be taken into account and "gratified", otherwise they can skimp on the management's agreements in the most innocent ways ("equipment does not fit into ours!", "Breaks down", "inconvenient to work" and so on). Third, such relationships require informal support. All of the above assumes that managers from the supplier's side should participate in such meetings, and the preparation itself for such meetings should be carried out in the most thorough way!

What questions can you find answers to in this article:

You often hear from consultants: sales techniques are the same in all industries, and it doesn't matter what to sell. In my opinion, this is absolutely wrong. Each product has its own characteristics, especially since it concerns technically complex products - machine tools, production equipment, medical equipment. I happened to be involved in the sale of such equipment (metalworking machines), and in this article I will share my experience.

What you need to know about equipment to sell it

First of all, you need to understand the product.

Firstly, it is necessary to study its technical characteristics: unobvious or little-known technical features can become powerful arguments in negotiations with a potential buyer. If you do not know the technical side of the issue, it will be very difficult to fend off customer objections related to the fact that you and your competitors have basically the same product.

Secondly, you need to highlight the benefits that the product provides to different customers, and calculate how much profit it can bring them - whether it be direct sales revenue or cost savings.

To begin with, it is helpful to do the following. Imagine that you are not a seller, but a client - the General Director of a company that has decided to purchase equipment similar to yours. Do everything that director would do - from finding a manufacturer to collecting commercial offers from potential sellers (for this you will have to register a separate mailbox and introduce yourself as a real but little-known company). Then make a summary table of all the important characteristics of the supplier companies: equipment, terms of delivery, service, consumables. Analyze which salesperson you would choose if you were a client. So you will see the advantages and disadvantages of your competitors and understand what advantages your company has. It will also become clear what additional offers from your side will force customers conducting such market analysis to choose you.

By the way, about the competitors. Do you have them? Many will answer that there are many. However, I think otherwise. When selling complex technological equipment, the main competition is not in the product itself, but in sales skills, the ability to convey benefits and advantages to the client. With knowledge of the technical side of the issue, a complex product can be positioned quite easily in comparison with other similar products. There are no absolutely identical products, there is the seller's ability to correctly and at the right time to present the technical advantages necessary to the client and reveal the nuances.

Where to look for buyers of technological equipment

The first thing that comes to mind is the Internet. There are indeed clients there, and all the main ones are even known. But the fact is that the Network will not help to assess the future buyer in terms of his capabilities. The site of a potential client (company) may look very solid, but this does not guarantee the company's willingness to pay decent money for your products. It often happens that a manager spends a lot of time with a seemingly large customer who ultimately buys a product in a very cheap package or does not buy it at all. Therefore, it is better to use the Internet only as an aid. It is worth assessing the prospects of clients by other sources - primarily by specialized industry directories, exhibition catalogs and industry press.

If a potential buyer is ready to spend money to participate in a solid exhibition, or places information about himself in expensive industry directories (say, in the directories of Maksimov's Editions), then this is a good sign by which one can indirectly judge the company's willingness to invest in its development, including the purchase of expensive technological equipment.

How to act if, for example, you have in your hands a catalog of companies participating in the exhibition? Select potential customers and call them. It is good to mention that you met with a company representative at the exhibition: this will make the first contact warmer. Praise the client's booth and start a conversation about how the event went and what the results were. After that, you can gradually move on to talking about equipment.

Another source of information about the client's solvency is industry news, which deals with the development plans of various companies. By regularly analyzing this information, you will form an idea whether the client has the opportunity to buy sophisticated equipment.

In general, the platforms for promotion are the same as for finding clients - industry media and exhibitions. If information about your company flashes on them, this will create more confidence among potential customers. In the sale of equipment in general, and even more expensive technological equipment, trust in the supplier is often more important than trust in the equipment itself, because customers are always afraid of being abandoned in the event of a breakdown.

Participation in exhibitions. I advise you to identify the key exhibitions in your industry. Moreover, you need to focus not so much on the sites where your competitors are located, but on exhibitions that attract your customers. The fact is that the top officials of client companies rarely come to specialized exhibitions (where, in addition to you, manufacturers of similar equipment are present); most likely, they are attended only by ordinary specialists. If you participate in exhibitions where customer products are presented, there you will meet many more decision-makers and you will be able to conduct more effective negotiations with them. This is what I did when I was with a company that sold multi-million euro machine tools. I have always insisted on placing at least a small stand at the International Aviation and Space Salon (MAKS). The products of our potential clients were exhibited there and there were very few of our competitors (they participated mainly in the exhibitions "Metalworking" and "Mechanical Engineering"). I can say that MAKS gave us many times more useful contacts, and in the future contracts, than all other exhibitions combined. This event brought together the most influential people from the companies - potential clients, whom it is very difficult to meet in an ordinary setting.

How to help managers sell equipment more efficiently

Rely on people with a technical background, train them in sales skills if necessary. Technicians who offer customers sophisticated equipment will be able to speak the same language with them. When designing a reward system for sellers of a technology product, keep two things in mind.

1. A lot of time passes from the contact to the contract, so if you give the manager a small salary and a commission, he will not be very interested, since he will have to wait for the first commission, perhaps six months or a year.

Taking this into account, I consider a decent salary and a bonus for work (once every six months or a year) to be the optimal motivation. At first, when there are no sales yet, but the volume of work is still large, the bonus can be calculated based on the number, for example, of meetings held or contact information received, and after the start of sales - from the volume of contracts concluded and the percentage of plan completion.

Instead of a conclusion

There are a number of features in the sales of complex machinery and equipment, which I also advise you to pay attention to.

1. No trifles. Even the largest potential contract may not be concluded due to the fact that you missed a small nuance and it was he who became a stumbling block. Therefore, study all the little things at every stage of working with a client.

2. Many meetings and negotiations are held in the client company without your participation. Therefore, your task is to promote not only your product, but also the idea that the specialist with whom you met would sell your equipment within his company and in your absence.

3. Even the best product can lose a tender to a weaker one if the manager does not know how to properly present the product, negotiate and build sales steps. Develop your managers, conduct training under the guidance of specialists with experience in selling similar complex equipment.

4. Since you will need to conduct a large number of negotiations with different employees of the client company (starting with the head of the company and the financial director and ending, possibly, technical specialists), you need a broad outlook on issues that are interesting to these people, otherwise you simply will not be able to speak with them in the same language. Expand your knowledge in these areas. This will greatly increase the chances of making a successful deal.

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