Wholesale business plan. Business plans: download a ready-made business plan with calculations Business plan with detailed calculations example

Food trade is perhaps one of the most popular destinations in our country. Many say that on different things people save, but they will always buy food. The way it is. In this article, we will look at an example of a business plan. grocery store... It is worth considering that the demand for this group of products also generates huge competition among entrepreneurs, so be prepared for the fact that you will have to constantly fight for a "place in the sun" in this business.

It is worth saying that the profitability grocery business is about 25%. You can start with both a large amount and serious investments, and with minimal costs.

General format of a point of sale

In short, here you can make a classification of options for launching this business. In your grocery store business plan, you will need to be clear about all these nuances and clearly know your next action plan.

1. Store size... It's one thing when you open a small retail outlet of 30 - 45 sq.m. and second, when you run grocery supermarket... In general, in our country, there are several types of this kind of stores:

- hypermarkets and supermarkets. it outlets, the area of which is from 500 sq.m. and higher. Usually this niche is occupied by large retail chains: Ashan, Pyaterochka, Silpo and others.

- grocery stores and “standard” grocery stores. This is a format familiar to all of us, the size of such points reaches 300 sq. M. And it starts from 90 sq.m.

- small shops near the house. Such a business is also developing normally, its main clients are those people who do not want to go to the supermarket to buy bread and a pack of sour cream, but can buy everything at home without any problems.

- outlets with food products on the market. This is the cheapest investment point of view, but also a fairly competitive type. Since usually dozens of such points are concentrated in one place on the market, and it remains to fight the competition either by lower prices or by a constantly fresh assortment of products (in comparison with other sellers).

2. Service format... Will you have self-service in the store, which means buying all the equipment, from carts to surveillance cameras, or will customer service be performed according to the classic scheme from behind the counter.

So, in our case, we will take as a basis a small grocery store located in a residential area of the city. Working hours from 8:00 to 23:00. Designed for people with low and middle income. Estimated store attendance is 70 people per day.

Premises

At the second stage, after registering as a private entrepreneur, you will need to find a room. When making a business plan for a grocery store, immediately indicate the size of the store, then start your search. It is advisable to take an area from 40 to 90 sq.m. These are the numbers for small shop in a residential area. If the goods are sold from the counter, then you can look at the premises and, starting from 30 sq.m. Keep in mind that a large amount of space will be occupied by racks, shelves and refrigeration equipment... You should leave enough room for your customers so they don't crowd around each other.

When choosing a location, you should first of all look at the flow of people (traffic) near this point in a particular neighborhood. Renting a room in the back of the yard, where no one will notice you, is not worth it - this is a deliberately failed idea.

Also, pay attention to the renovation. It must be! In order to open a grocery store, you will need to deal with SES and firefighters, and without normal repairs, they will not give permission to trade. Found a great space in a crowded place, but not renovated? You will have to do it, perhaps try to agree with the owner that you will make repairs at the cost of the rent or at least part of it.

Layout is also important. If you are developing a business plan for a self-service grocery store, then you will need to correctly locate the checkout counters and the shopping area. Install cameras. Some of the products can be sold from the counter, and the most popular ones can be put on self-service.

The entire assortment and racks should be divided into sections according to directions, for example, meat department, bakery products, cereals, vegetables, sweets, etc. This will help customers find products in your store more conveniently. Do not forget about related products: toilet paper, detergents, matches, disposable tableware etc.

Equipment for a grocery store

You shouldn't save on equipment. Some of the equipment, for example, refrigerators, can be rented for a start, then you can buy everything of your own.

Below is a list of the basic equipment you will need:

Racks and shelves - up to $ 3000;
Freezer cabinet - $ 1000 / unit;
Refrigeration equipment - up to $ 2000;
Showcases - about $ 1300;
Cash register - $ 400;
Electronic scales - $ 500 - $ 700

Focus on well-known manufacturers of equipment, it is not worth saving. They will work 24 hours a day.

Where to find suppliers?

In a modern economy, suppliers of goods will find you themselves. As a rule, immediately after the opening of the store, sales representatives will come to you and offer a certain group of goods. Some of them can be found by talking with people who have already established business in other areas of your city.

There is another option - the purchase of goods in the wholesale food markets. As a rule, you can get the goods there a little cheaper than the suppliers offer, plus the choice is usually much wider.

At first, you will need to work on a prepaid basis. If you successfully cooperate with suppliers, some of them will give their products for sale.

How to choose an assortment?

When drawing up a business plan for a grocery store, the assortment should be given Special attention... First of all, you need to draw up a portrait of the buyer. People with what level of income live in your area, and what goods should prevail at the same time. Usually, all the main product groups are brought in at the start, and already in the process of work for several months, the assortment is added, and something even leaves the shelves. So, for example, it will be possible to expand the range of vegetables, or bread from various manufacturers.

Staff

You will need 4 salesmen with a shift work schedule. Sellers will need to be trained to use cash register... And the best thing is to draw up a clear instruction for customer service. Exactly such step by step instructions used in most large networks grocery stores.

Guards will be needed in the case of self-service in order to protect themselves from attempts at theft.

Accountant, you can hire a person who will keep the bookkeeping, or outsource.

Salaries for employees are set at a fixed salary, excluding% of revenue.

When promoting a grocery store, you need to apply special marketing methods.

Signboard and showcases. Your store should stand out from the crowd of gray buildings. The name should be easy to remember.
Discounts for a specific product or group of products. You can arrange discounts on goods every week, people will get used to this and will come to you to take something else at a promotional price, a habit is developed.
Unique product. It can be inexpensive baked goods. own production, the presence of fish of their own salted, etc. Think, when drawing up a business plan for a small grocery store, for example, what "chips" you can offer your customers.

Approximate financial plan

The approximate total cost is $ 15,000 - $ 17,000.

Income from the store per month - $ 7000.

The average markup is 30%.

Net profit - $ 1200 - $ 1300.

The payback period is 1.5 years.

Approximate data:

The monthly income is 1,050,000 rubles.
Net profit - 250 750 rubles.
Initial costs - 1,999,300 rubles.
Payback - from 8 months.

This business plan, like all others in the section, contains calculations of average prices, which may differ in your case. Therefore, we recommend that you make calculations for your business individually.

In this article, we will draw up a detailed business plan for a women's clothing store with calculations. But remember that this business plan can be applied to absolutely any clothing store (not just women's).

Description of the service

The business plan examines the specifics of opening a women's clothing store intended for the middle price segment. Again, this business plan can be applied to men's clothing, outerwear, underwear, etc. The amount of investment will differ depending on the cost, type of product and its quantity.

The entrepreneur administers his own store, which is located in mall... It also contains information that may be useful to the reader about other formats and possibilities in case of working with them.

Market analysis

Many people, dreaming of their own business, are thinking about opening a clothing store. Some want it to be a luxury boutique located in the very center of the city, others choose an online store, and still others decide to open a clothing discount center. Of course, all of this can generate income with the right approach to work. But nevertheless, before choosing one or another store format, it is worthwhile to carefully analyze the market, because there are a lot of competitors on it.

I must say that many people believe that opening their own clothing store necessarily requires a lot of money. This is not always the case and depends on many factors. There are also formats that require investment only in the purchase. commodity stock and some other expense items. To understand the picture, you need to consider in detail the possible store formats.

Today at broad sense the following options for opening their own clothing outlets are being considered:

“real-time” stores (these are ordinary stores where customers come and see the available goods, can try on, choose suitable clothes);
online stores (this may include large online stores, one-page sites, or social media stores).

Both options need to be considered separately in order to understand the aspects of working in them.

I would like to warn aspiring entrepreneurs : Many people naively believe that the main thing in the success of a store is investment. No one is more interested in the success of the business than an investor, because in this situation he risks a large amount of funds. Experienced businessmen advise not to give up the management of the store to the wrong hands, at least for the first six months. People who do otherwise have most of the time failed and gone bankrupt.

Now let's look at specific store formats.

Regular shop

This format is the most common. Two subformats can be included here, each with its own specifics:

Shop located in a shopping center

These stores usually sell items of the lower and middle price segment. The undoubted advantage is that there is no need to spend a lot of money on additional advertising. When people come to a shopping center, they often visit several departments at once. That is why it is very important to choose a shopping center that will be visited by a suitable audience.

Shop located in a free-standing building

These stores usually sell items in the price segment above the average. This includes luxury, designer products and creative pieces from talented designers. You will have to spend a lot of money on attracting customers.

When calculating the necessary costs, you will need to include in them:

purchase of a product range;
rent;
necessary equipment;
wages staff;
taxes.

The cost of expenses for 1 m 2 on average accounts for about 50 thousand rubles. And this is if the store sells goods of the middle price segment.

You need to understand that initially the store will cover the initial costs. There will be net profit, but in fact it will cover only the amount of invested funds for some time. Therefore, it is very important to have a certain amount of money “just in case”.

Another very interesting option for a "real-time" store is the so-called "Showroom at home"... This option is suitable for those who have very small initial capital. There are benefits in this case, they are quite large:

lack of rent;
no wage costs.

Of course, there are also disadvantages. For example, not everyone decides to arrange a similar store at home. Indeed, in such cases, people should be invited to their territory to try on and view the available things. It is very difficult to find customers here, it is even more difficult to attract and persuade them to buy. Although, if they come, they probably intend to buy something.

Stores like this are usually used as a source additional income... Often, such impromptu retail outlets are opened by hairdressers, manicurists who work at home.

Online store

Today, such a type of clothing sales as sales through an online store is gaining particular popularity. It is very important to assess opportunities, competition and occupy the most preferred niche.

Here the savings are quite significant. There is no need to spend money on equipment, staff salaries, or renting premises for a store. Everything happens online. Customers don't come to try on outfits, they buy them when they see an image on the Internet.

Most often, beginner businessmen who want to work in the fashion industry start with such stores.

Above is a graph of sales and forecasting it for the coming years. As you can see, every year there is a significant increase in the volume of products purchased via the Internet. This is positive factor for those who are going to open a similar outlet.

If you believe this graph, then the category "clothing and accessories" is the most popular among the population. However, we see that only 14% make purchases of these products online, while the rest prefer to visit stores on their own.

From this we can conclude that more sales can be obtained by opening a store in "real time".

I would like to add that it is better to open an online store for residents of a particular city, and not for the whole country. At least at first. Later, you can increase the reach of potential customers.

When opening an online store, you should not be scattered about many product categories at once. Better to stop at one variety and build sales.

More often than not, people buy clothes online from sites that do not have a pre-order. However, in this case, a large investment will be required in order to be able to send the goods immediately after the customer places an order.

But waiting will suit those stores that offer the consumer some kind of unusual or exclusive goods. For such things, people are willing to spend some time waiting. By the way, this includes not only expensive things, but also those that, on the contrary, are very cheap.

I would like to note that today entrepreneurs enter regional markets in one of the following ways:

opening your own store;
work as a distributor;
work on the franchising system.

It should be noted that the latter option is in the greatest demand today.

According to statistics, to enter the clothing market, you need at least 1.5-2.25 million rubles. It takes 5 times more to go international.

So, we have decided that an "offline" store in the long term can bring a lot of profit. It is his discovery that we will consider. Now you need to decide which clothes to sell (womens or mens) and what criteria to pay special attention to.

More women follow fashion than men (72% versus 45%). Yes, it is women who shop much more often than men. That is why it is best to open a women's clothing store. If possible, you can combine both directions at once.

When choosing clothes, people pay attention to the following signs:

suitable thing (60%);
quality (15%);
practicality (7%);
compatibility with other wardrobe items (7%);
exclusivity (5%);
brand awareness (1%).

Therefore, our store should sell high-quality, practical and convenient things that fit in size.

It must be said that the stratum of the population with an average income is the overwhelming majority of the population. It is on them that you need to be guided when opening a store.

Thus, our store will sell women's products according to affordable price on the territory of a shopping center with a focus on women aged 18–45 years.

I would also like to say that any consumer has latent needs. Based on them, you need to choose a work strategy.

This table informs about the hidden needs of each category and helps to understand how to work with it.

SWOT analysis

Before opening your own store, you need to analyze the hidden threats and opportunities that can significantly affect the operation. own business... In such cases, factors are usually divided into external (which cannot be changed) and internal (which can be changed).

TO external factors can be attributed:

Possibilities:

high and constant demand for goods in this category;
relative inelasticity of demand in a given market segment;
the possibility of expanding the assortment with other categories of goods and adding items for men and adolescents to the product matrix;
the ability to order goods at competitive prices.

Threats:

high level of competition in this market segment;
lack of a controlled market share;
increased competition;
it is possible that the legislation will be toughened, which will create obstacles to work in this segment;
economic downturn negatively affecting economic performance store.

TO internal factors relate:

Strengths:

increasing staff motivation to work;
the ability to find bona fide suppliers;
the ability to work at a high margin;
a wide range of goods;
the ability to set a fairly wide range of prices for goods;
convenient and profitable location for sales;
convenient working hours.

Weak sides:

lack of experience in this area;
lack of knowledge;
lack of business reputation and loyal consumers;
lack of a circle of regular customers;
lack of a network of suppliers;
unknown store;
lack of trained personnel.

Opportunity assessment

Our store will operate on the following schedule:

Total: 79 hours per week, 338 hours per month.

There will be 2 shifts in the store according to the schedule 2 through 2. There will be 2 workers in each shift, since the premises will be quite large. Cleaning will be done by the staff of the shopping center.

The entrepreneur will not sell products through the online store. It will be necessary to promote your own brand, attract customers.

Organizational and legal aspects

Perhaps or. It should be noted that the registration of LLC in this case is inappropriate... When registering, it is important to indicate codes according to OKVED. In this type of activity, it can be:

52.42.1 Retail men's, women's and children's clothing;

52.42.2 - Retail trade of underwear;

52.42.3 - Retail sale of fur products;

52.42.4 - Retail sale of leather clothing;

52.42.5 - Retail trade in sportswear;

52.42.6 - Retail trade of hosiery;

52.42.7 - Retail trade in hats;

52.42.8 Retail sale of clothing accessories (gloves, ties, scarves, belts, suspenders, etc.);

52.43 - Retail trade of footwear and leather goods;

52.43.1- Retail trade of footwear;

52.43.2 - Retail sale of leather goods and travel accessories.

Note! In your case, there may be more codes or some of the presented ones may be missing. Therefore, it is important to understand exactly what you will be doing in your own store in order to reflect all types of planned activities immediately, and not to make changes to the documents every time.

The entrepreneur can choose either UTII. In the second case, two options are possible - STS "Income" 6% or STS "Income minus expenses" 6-15% (the rate is determined depending on the region).
It is obligatory to have a certificate of entry into the general commercial register... In our case, the store will be open on the territory of the shopping center, which will determine the receipt of the necessary document.
You will need to obtain permission to carry out trading activities.
The conclusions of the State Fire Inspection and Rospotrebnadzor are required.
It is obligatory to have a formal lease agreement, a garbage collection agreement.
Will need permission to outdoor advertising, if any.
Do not forget to fix the cash register in the tax office.
You will need Goskomstat codes.
If you plan to sell any product that requires a license, you will need to obtain it.
Employees must have medical records (do not forget about the regularity of commissions).
You will need a list of goods and certificates for them.
Do not forget about the need for a sanitary passport.
For cashless payments it is necessary.

Documents such as a contract for the export of solid waste may not be needed if the cleaning is carried out at the expense of the lessor and he has general agreement for the maintenance of the entire building. In this case, a certified copy will suffice.

Marketing plan

Of course, the promotion and advertising of the department will largely depend on the shopping center. Some of them take on this work. But do not forget about your own promotion. So, the marketing plan will include the following promotion methods:

Increased customer loyalty... This technique is based on the holding of commodity days, when the cost of specific goods is reduced to or close to cost. At the same time, it is very important to present the idea in an interesting way, so that the store will be remembered by the consumer, and he will come here for shopping again.
Informing your consumers through the group in social network, own site. It is very important here that the site and the group are active. To do this, it is necessary to timely add relevant and interesting information to them - about possible promotions. You can hold raffles, for example, to get a 50% discount.
Contextual advertising. This method will also be effective and more or less affordable. But you shouldn't get carried away with them.

Placing information in the media is not cheap. And these costs are unlikely to pay off. Therefore, it is better to refuse such methods of promotion when it comes to a small store intended for representatives of the middle price category and below the average.

Calculation of projected income

It is rather difficult to calculate the possible income. We will proceed from the total purchase cost of the product and the average product margin in the industry.

The average margin in this industry is about 100%, sometimes even more. Let's take the revenue equal to 35,000 rubles per day. The amount is averaged based on the indicators for the whole week. Subsequently, revenue will increase.

Thus, the monthly revenue will be about 1,050,000 rubles... And the cost of purchasing a product will be 525,000 rubles.

Production plan

The store premises will have an area of 70–90 m 2. You can rent it in a shopping center for 80,000 - 90,000 rubles.

At the same time, no special repair costs will be required, but it will simply be necessary to equip it. You will need:

sign (40,000 rubles);
shop windows (25,000 rubles);
racks (20,000 rubles);
mirrors (35,000 rubles);
hangers (45,000 rubles);
KKM (8,500 rubles);
computer (30,000 rubles);
anti-theft system (40,000 rubles).

We also need furniture:

shelves (15,000 rubles);
mannequins (60,000 rubles);
sofas (35,000 rubles).

You will also need various lamps and other lighting methods.

The salary of employees is 30,000 and 25,000 rubles for a senior seller and a regular one, respectively, including taxes. The total cost of wages is 110,000 rubles.

Organizational plan

Financial plan

Profit before tax: 1,050,000 - 755,000 = 295,000 rubles.
Tax (calculate the simplified taxation system 15% of the difference between income and expenses): 44 250 rubles.
Net profit: 295,000 - 44,250 = 250,750 rubles.
Profitability: 250 750/1 050 000 * 100% = 23.88%.
Payback period: 1 999 300/250 750 = 7.97. Consequently, the store can pay off in 8 months.

Risks

The following risks can be identified:

Increase in the cost of rent.

This risk can cause a serious decrease in the level of sales revenue. Another option is a forced increase in the cost of the proposed product. This, in turn, negatively affects demand and sales.

To avoid this risk, it is necessary to work out in detail the contract of the agreement with the lessor. Important conclude a contract for a long time, fixing the cost and the critical point of attendance, upon reaching which the parties revise the rental price.

Increased competition.

As a result of the onset of such a situation, the number of visitors will decrease, as will the actual sales.

The following ways of overcoming the situation are possible:

develop and use unique concept shop;
offer your consumers a unique product;
holding various promotions and offering discounts.

Lack of professionalism of salespeople and other staff working in the store.

As a result, visitors may not be satisfied with the service. As a result, the total sales will decrease, and business reputation from positive can turn to negative.

It is possible to overcome these risks using an integrated approach, including:

continuous training of personnel related to sales and service trainings;
informing about the features of fabrics, materials, goods and their care;
development and use of financial and non-financial motivational levers;
placement of CCTV cameras (they will also reduce the number of thefts in the store).

Out-of-fashion products, their irrelevance.

This can threaten a rather serious freezing of positions, a decrease in the purchase value and, as a result, a decrease in the overall profitability of the business.

To avoid such problems, it is necessary to constantly monitor the media and other sources of information. Additionally, it is worth holding regular sales so that there are no leftovers of stale goods.

Franchise business

You can also consider the option of opening a clothing store for a franchise, where you will receive a completely step-by-step model of opening a store for a promoted brand. Franchising is a less risky start because the business model has been tried and tested and works successfully.

Use ours to find a franchise!

Important: Remember that you can draw up a business plan yourself just for your business. To do this, read the articles:

Last request: We are all human and we can make mistakes, ignore something, etc. Do not judge strictly if this business plan or others in the section seemed incomplete to you. If you have experience in this or that activity, or if you saw a defect and can supplement the article, please let us know in the comments! This is the only way we can work together to make business plans more complete, detailed and relevant. Thank you for the attention!

Term business plan went from the English expression business plan. A business plan is a structured document describing the stages of a company's development, its main areas of activity, its strategies and risks. At its core business plan is a roadmap designed to lead the business to the planned goal, passing the planned routes, taking into account the intermediate stages and shows the results obtained as a result.

💡 Write a business plan or download a ready-made one?

When starting a business, aspiring entrepreneurs often have a question to download a business plan or write their own? Of course, if you have sufficient experience, it is better to write your own unique business plan. True, not many entrepreneurs who first thought about starting a business have the skill of such an activity. In this case, it is better to keep in mind that writing a business plan is necessary if your business:

unique
requires a lot of calculations
implies non-standard stages of development
involves non-standard risks
there are non-standard format requirements, for example, for a potential investor

In most cases, when starting a small business, it is quite possible to use a ready-made business plan from a trusted source, of course, with its revision according to your data.

💡 Where can I get a ready-made business plan?

On the Internet there are a huge number of paid and free business plans... Despite the greater variety, we recommend using the business plans presented on our portal. All business plans are provided absolutely free of charge, contain detailed financial calculations and take into account the risks. In addition, the portal contains a huge number of business ideas structured by areas of activity.

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Reviews (15)

Wholesale Business Plan Reviews (15)

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Business plan wholesale trade

Nikolay

Nikolay, thanks for your feedback. You're right, sample wholesale planning is the basis for creating your own personalized document. We wish successful start business.

Wholesale business plan

Leonid

Leonid, thank you for your feedback. It looks like you started the business without planning. This was the main mistake. It's good that we managed to fix the mistakes and establish business. We wish you success in the development of wholesale trade.

Wholesale business plan

Vladimir

Vladimir, thank you for your feedback and appreciation of our work. In any business, a lot of subtleties are hidden that are not visible at first glance, and the opening of a wholesale trade is no exception. It's just that some plan everything in advance and anticipate possible troubles, while others try to eliminate them as they become available. We wish you good luck in your business.

The main thing about the wholesale business plan

The likelihood of financial risks is high in any type of business, but in wholesale they can cause the most significant damage due to the huge initial investment. Problems lie in wait for a businessman from different angles, for example, suppliers or manufacturers are able to "substitute" you, selling low quality products or disrupting delivery times.

Various changes in Russian legislation, especially in the part that relates to taxation or peculiarities customs clearance, implementation of import and export operations.

It is impossible not to take into account such force majeure circumstances as natural disasters or economic problems in the country. For example, not all wholesalers survived the last financial crisis in the regions, but the strongest not only stayed on their feet, but also strengthened their position. The excessive level of inflation, due to which the prices of the goods rise, and the demand for it, on the contrary, usually falls, also significantly hits the wholesaler's pocket. Therefore, in the process of opening wholesale business- whether it be fruits, frozen foods, Appliances or furniture - any possible risks and find ways to solve emerging problems.

He who does not take risks wins

A competent organization will help, first of all, to reduce the likely risks that may arise when creating a wholesale enterprise. When deciding on the choice of a product for wholesale, an entrepreneur should study the situation in advance, assessing consumer demand for this particular product, the level of competition and the existing price range. This will help you understand whether you will be able to compete and keep the cost of the product at the required level. To do this, you also need to know the maximum size of the wholesale markup for different types goods - they are the same for household chemicals, but completely different for food products.

Wholesalers who are ready to work on sales cannot but take into account such a factor as the limited shelf life of certain types of goods. For example, a business such as the wholesale purchase of eggs can quickly collapse due to the fact that the marketing routes for these perishable products have not been clearly established.

Raising lending rates, non-fulfillment of obligations by firms purchasing your products, unfair competition - these and other types possible risks listed in professional example wholesale business plan with ready-made calculations. This document details step by step opening wholesale trade, the procedure for its activities and development.

A ready-made wholesale business plan from scratch with examples of opening calculations

We offer a wholesale business plan that will help you create your own wholesale base in order to establish wholesales of grocery or non-food products... Evaluate the prospects of this undertaking, because any trading company ensures its profitability by providing intermediary services between sellers and end buyers. And if the undertaking is set correctly, then the profitability of the trade organization will always be high.

The sample wholesale business plan offers many sections where experts present detailed calculations activities distribution company... You should worry about finding suppliers of products, having decided on the direction of the future trading company, and also find channels for selling products: boutiques, shops or enterprises industrial complex. Wholesale store- this is a risk, however, and excess profit, if you put the business on a quality basis.

Study an example of a business plan for organizing a wholesale commercial enterprise you can now. In this matter, business connections and clear, coordinated team work will be of great importance. wholesale company... You will need a staff of employees: warehouse workers, freight forwarders, distributors, security guards, salesmen, managers. Therefore, in the presented document, you can find calculations that are associated with the involvement of personnel in trade organization, payment of wages.

Having received a business plan for organizing a wholesale and retail trading company, you will appreciate the possibilities of an entrepreneurial business, which is sure to be successful when it is in the hands of professionals and you will understand how sales are built in this area. Service wholesale makes the task easier for retailers, so you just have to decide on the range of products that you can offer at favorable prices for partners. Do not forget that this enterprise requires storage facilities, this should be taken care of first.

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