How to open a new car salon. How to open a car dealership: everything an entrepreneur needs to know. The carrier must have

OOO "MMS Rus", the official importer and exclusive distributor of Mitsubishi cars in Russia, is currently planning to expand its dealer network in the Russian Federation.

You can fill out a dealer candidate questionnaire and provide a kit required documents... The dealer network development team will carefully analyze your application. If you are interested in implementing a project in your region, our specialist will contact you to clarify further actions.

Dealership requirements:

The dealership's car showroom must comply with the concept of "Sales, Service, Parts", that is, have a showroom, a service area with a direct acceptance area and a body repair area, and a spare parts warehouse. In exceptional cases, upon written agreement with the Distributor, the service area and the showroom may be located in different buildings, and body repairs may be carried out by a third party.

The showroom area of \u200b\u200bthe dealership must be at least 70 sq. M. for 1 model of the current Mitsubishi Motors lineup in Russia, with at least 300 sq.m. All vehicles supplied by the Distributor must be displayed in the showroom.

The dealership showroom should include the following areas:

The reception area, with an installed reception desk, equipped with all the necessary communication means (a computer connected to local network and the Internet, telephone), chairs for the reception staff, a decorative “Image Wall” with the Mitsubishi logo located behind the reception desk, made in accordance with the Brand Book;
Exhibition car area with separate areas for off-road vehicles / pickup trucks.
Service acceptance area, with a monitor of customer records for the current date, as well as a separate auto acceptance area in the locksmith area;
An area for the sale of spare parts and accessories, equipped with cabinets and open display cases for a visual demonstration of products to customers;
A waiting area for customers, equipped with a sofa, a coffee table with constantly updated thematic press, a TV constantly broadcasting TV programs during the opening hours of the dealership, as well as having a channel for viewing the situation in the locksmith repair area and the status of work performed, a cooler, vending machines selling hot and cold drinks and snacks, with a dealership selling more than 300 cars a year for new cars - a cafeteria for customers. Clients waiting for repair more than 2 hours should be provided with free hot or cold drinks and snacks. There must be a working free wireless Internet in the waiting area;
Children's play area, including a table and chairs, an easel, a kit for drawing, coloring and other children's literature.
A clean and tidy customer washroom equipped with a soap dispenser, an electric dryer or paper towels, an automatic air freshener, and hooks for clothes and bags.

If you are interested in obtaining the status of an official dealer, you need to fill out a dealership candidate form and provide a set of necessary documents. Documents must be sent electronically by e-mail to addresses [email protected] , or through a file exchange system on the Internet or on electronic media.

List of cities in which the opening of new Mitsubishi Motors dealers is being considered:

Russian Federation:

astrakhan
blagoveshchensk
bryansk
yekaterinburg city
irkutsk
kazan
krasnoyarsk
nizhny Novgorod
novosibirsk city
omsk
sochi
sterlitamak
ulan-Ude
yakutsk
Yamalo-Nenets Autonomous District

After receiving a completed questionnaire and a full set of necessary documents, we will definitely contact you to discuss the procedure for further interaction.

For all questions, please contact:

Maxim Alyoshin -Director of the Department for Corporate Strategy and After Sales Service

Andrey Cheremisin - Dealer Network Development Manager

More and more cars appear on the roads every year. The car market is growing, new dealerships are opening, car dealerships are being built. It would seem that opening your own car dealership is a winning and profitable business. But desire alone will not be enough. To open a successful dealership, you need the experience and knowledge of specialists.

So, first you need to draw up a business plan for a car dealership and answer a few basic questions:

Dealership of which car plant you want to open.
Where the car dealership will be located.
You will be selling new or used cars.
How to find competent employees for a car dealership.
How to get additional profit.

Let's consider these issues in more detail.

How to become a dealer

The dealer is a representative large company in a certain area.

In large cities, there are usually enough representatives of one or another company, it will often be difficult to compete with salons that have already made a name for themselves.

If you have chosen a car factory that does not have a representative in your area, then you can consider yourself lucky. The manufacturer will be less demanding on you, because you will help him enter a new region. But nevertheless, you will still be considered from all sides on the topic of reliability, professionalism and financial stability.

An example of the main package of documents for a meeting with representatives of the auto concern:

If the manufacturing company is satisfied with everything, you will need to conclude two agreements with it: a marketing agreement for dealership and a commercial agreement for the purchase and sale of cars.

It is almost impossible to get an exclusive dealership in any territory. This form of cooperation is often unprofitable for car factories with business-class cars, since it does not guarantee an increase in sales.

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Location of the car center

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Choosing a region

Large cities such as Moscow and St. Petersburg are oversaturated, and opening a dealership there is a risky undertaking. Example: there are more than 80 Audi dealers in Moscow alone! But becoming an official dealer in any region can be a profitable decision, because the population's ability to pay in the regions is growing, and they buy new cars regularly.

If you have already decided on the brand that you will represent, then you can ask the car factory directly which region is most interesting to them. Some manufacturers regularly publish lists of priority regions where their network is either not developed at all, or not sufficiently developed.

Example: BMW prioritizes the following regions for opening a dealership:

Chuvash Republic;
Belgorod region;
Kaluga region;
Vologodskaya Oblast;
Udmurt region.

Dealers who are exploring new territories are most often given advantages in the form of an increased percentage of dealer discounts, assistance in advertising promotion and priority car supplies.

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Choosing a place for a car center

The business plan of a car dealership should include calculations not only for the showroom. It is also necessary to consider the spare parts warehouse and repair area. The center, which will provide the buyer with a full range of services, will require a room of about 800 m2.

An example of the distribution of premises for a car center:

Renting a non-residential area of \u200b\u200b800 m2 in the city center will always be more expensive than in the outskirts. Example: in the center of Moscow today the cost of 1 m2 is about 120-180 thousand rubles, while outside the Moscow Ring Road the cost will be 20-30 thousand rubles. The difference is significant. In addition, if your car center is located on the outskirts, it will be much easier to deliver new cars. Basically, delivery is carried out using auto transporters, which do not have to maneuver on narrow roads clogged with public transport to get to the city center.

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Sale of used or new cars

The Western market has long since moved away from private deals for the purchase and sale of used cars. Arriving at a car dealership, you will see new cars on display, and a large selection of used cars will be presented in a fenced area next to the car dealership. At the same time, used cars also have a guarantee, the entire history of repairs and maintenance is preserved.

On russian market you can buy a pig in a poke. The secondary market is held by the so-called "outbid" and private traders. Very few car centers accept a used car for sale. Recently, the Trade-in program has begun to gain momentum, according to which the client's old car goes to offset the cost of a new car.

The car dealership establishes its own rules for accepting and evaluating used cars, most often they are guided by the following points:

year of issue;
mileage;
popularity of the brand;
technical condition;
appearance.

An example of a cost calculation scheme: the first year of car use is minus 20% of the price, each subsequent year is minus 10%.

The sale of used machines purchased under the Trade-in program will take place after a complete maintenance and the necessary repairs.

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Choosing staff

Correctly selected staff is 50% of success. Opening a dealership requires an office manager, sales consultant, car mechanic and tinsmith. The main criterion in choosing employees is their professionalism and work experience. Especially when it comes to sales managers, who are the face of a car dealership, because sales depend on them.

Qualities of sellers:

good communication skills;
the ability to listen to the client;
the ability to work with objections;
ability to identify customer needs;
patience;
stress tolerance.

Employees for work in the service department are selected according to the following criteria:

technical education;
knowledge of the car (knowledge of the specifics and features of your particular brand is welcomed);
work experience;
no complaints about previous location work.

Keep in mind that the main profit of the dealership comes precisely from post-warranty service, so the specialists in it must work competently.

Many businessmen are worried about how to become a distributor and bring their company to a high level of profitability in the modern Russian market. To answer this question, it will be necessary to analyze a number of important aspects of working in this industry.

The market demands new products

The growth rate of car sales has been declining in recent years, due to the gradual saturation of this market. At the same time, models of new or little-known brands are selling well in Russia. Therefore, for entrepreneurs planning to open dealerships, it makes sense to arrange the supply of cars with rare or no sales history in our country. The lowest frequency of the presence of cars of this type is in the regions east of the Urals.

There are not so many dealers as such: in Novosibirsk, for example, only a few brands have more than one dealer. In neighboring Siberian cities - Tomsk, Irkutsk, as well as in Barnaul and Kemerovo - many well-known car brands are not sold at all. Distributors tend to pay attention to localities with a higher number of residents.

Competition first, then business

Choosing a promising market geography is only the first step of an entrepreneur on the way to opening a dealer company. How to become a distributor? It is necessary to pass the selection according to the criteria of the car manufacturer. The latter, as a rule, is interested in such information as the authorized capital of the dealer, characteristics of the sales center, information about the enterprise profile, and the distributor's business plan.

In total, there are about 30 provisions. They are classified into four main groups: legal, financial, material and human resources. But this is only the first round of selection: then a complex negotiation process will follow, as a result of which the automaker will choose a specific dealer.

It so happens that none of the proposals of the contestants suits the factory, therefore, the procedure is restarted. Often, entrepreneurs themselves do not understand how to become a car dealer in accordance with all the intricacies of the process.

This is exactly what happened in Omsk, when the competition for the opening of an official representative office was organized by Skoda. Some manufacturers set some kind of probation (as, for example, Volvo does), stipulated in the contract with the dealer that won the tender. It should be noted that the highest chances of winning are with the distributor who shows that his image is fully consistent with the brand code of the factory supplying machines.

Entry threshold is high

Since the sale of cars is a serious business, the criteria for admitting entrepreneurs to the market are much higher than in most other industries. You can't just get into this segment. A businessman with high financial capacity: the volume of initial investments in a dealership can be millions of dollars, or even tens of millions (as was the case with the Novosibirsk showrooms selling Nissan and Toyota brands). Apart from the "seed" investment, business, in order to be competitive, will have to invest in advertising, and this, according to experts, another 200 thousand euros every year.

The dealership's payback period is also long - 5 years or more. This indicator tends to increase over the years: the profit rate, as the market becomes saturated, falls all the time. In Europe, for example, dealers receive about 2% of sales of finished cars. The indicator for auto parts can be significantly higher - about 30%, and entrepreneurs should pay attention to this fact special attention... At the same time, there are not so many businessmen who are ready to work on all these conditions, especially in provincial cities.

Subtleties of arrangement

If the competition is passed and the money is found, then the next step of the entrepreneur is to organize the infrastructure. A functional dealership includes a number of components. Firstly, it should be a parking lot equipped with all the necessary accessories. This object is the face of the dealer company and an important factor in successful sales.

Secondly, all the cars exhibited in the showroom must be polished: you need a high-quality car wash. Thirdly, cars need constant care from the point of view technical control: The dealer will need his own car service.

Fourth, since we have determined that the greatest profitability in this business comes from the sale of spare parts, then a separate store should be included in the infrastructure of the company. this profile... For each of the marked divisions of the dealership, it is necessary to hire qualified personnel.

We are located optimally

The geography of the location of the car dealership should be clearly thought out. How to open a distribution company taking into account this factor? The most important condition is the location of the company near an actively used highway. This is a general law for any market: the higher the customer traffic, the better the sales are.

Potential clients need to create conditions for a convenient visit to the salon: that is, if there is initially no equipped exit from the highway, then the entrepreneur will have to build it on his own.

The showcase of the car dealership must be directed towards the road from which future buyers are going. The very busy highway may not be in the city center: it is necessary to study the transport infrastructure of the streets and find a place where the traffic intensity and the cost of building (renting) a car dealership and adjacent facilities will be optimally combined.

As stated above, the most important component of the profitability of a car sales business is after-sales service. It is fundamentally important to create conditions for comfortable contact with the center of two groups of clients at once - those who go to purchase a car, and those who visit the salon to buy spare parts.

Formalities

How to become a distributor and do business legally? The entrepreneur will have to register as a legal entity. The best option is a limited liability company. The specifics of working in this status, however, is such that it will be necessary to deal with VAT, as well as with the tax on imputed income - this must be taken into account.

When applying for state registration it is best to use the following oKVED codes: 50.10, 50.20, and 50.3. These values \u200b\u200ballow the company to carry out activities in the trade of motor vehicles, to carry out maintenance of machines, to repair them, as well as to sell spare parts, assemblies and parts.

It is imperative to mark the most important code in OKVED - 65.23.2. It means that the firm will operate as a dealer. It is important for an entrepreneur not to forget to register the company in a pension fund, as well as in off-budget Russian funds.

The practice of the dealer business is such that it will require paperwork in the State Fire Supervision and Rospotrebnadzor. The next steps are opening a settlement and cash account in a bank, purchasing cash register and other equipment of this profile.

And finally, you will need to go to the Consumer Market Administration to enter information about the company in the commercial register, and then get a certificate there. You may need certificates for work in the car service mode - they are issued by Rostest. How to become a car dealer and successfully go through all these complex procedures are very topical questions for entrepreneurs.

Choosing suppliers

Business plan distribution company should, first of all, include provisions concerning the price segment in which sales will be conducted. Actually, the more expensive the brand is, the higher the degree of its promotion, the more significant will be the amount that the entrepreneur will have to invest in the business. From time to time, a car dealership will have to bear the costs associated with certain requirements of the brand regarding its business strategy.

It is quite acceptable to start sales with cars of low-budget brands, then, as demand is identified, move to more expensive ones. The option of combining several brands in one salon is not excluded. It should be borne in mind that some manufacturers are very picky about the marketing policy of dealers, they like to advise what and how to do.

The methods of foreign brands may differ from those of russian firms, but our entrepreneurs are thinking more and more often about how to become a dealer of a foreign company. The demand for cars from abroad among citizens of the Russian Federation is growing at an impressive pace.

Why Honda?

Cars of this Japanese brand fit perfectly into the Russian market. Firstly, Honda cars have increased wear resistance of parts - much higher than, say, most Chinese foreign cars that are gradually flooding car dealerships in our country. The quality of the metal of the "Japanese" is invariably high. Honda is one of the world's largest car engine manufacturers. This brand is a leader in technology and development of various mechanical components.

Many Honda cars have lower gas mileage and engine oil... The engines of this manufacturer are very easy to start, meet the most modern requirements environmental friendliness. An extensive network branded services "Honda" - one of the largest in the world, and the car dealer will have no problems supplying their showrooms with original spare parts. But before deciding how to become a Honda dealer and adapt the business to the sale of cars of this brand, the entrepreneur needs to find out if the Japanese are suitable for the market of a particular region.

Where to buy cars?

The easiest option is to find suppliers in the country where the cars are made. However, in this scenario, the dealer will have to work on the logistics himself, to exercise control over the transport delivery channels from the factory to the salon.

Among the mandatory procedures that an entrepreneur must go through is the purchase of insurance policies for cars, registration of cars at customs, and payment of all necessary fees. To optimize work in this direction, the dealer can create a special structure within the company that will deliver the sold vehicles from the factory.

For many businessmen it is not entirely clear how to become a distributor within the framework of this scheme, and they prefer another option - outsourcing, that is, they find a company that is ready to do the same with payment for specific types of services. When choosing such a company, you need to make sure that it has a license to carry out transportation, has certificates of conformity with Euro-2 and, as a rule, Euro-3. You will also need a document confirming the status of the company as a licensed customs carrier. Another purchase format is from an official importer. This greatly simplifies the dealer's job. The only question is to find a competent company in this profile.

Who is a dealer. Why becoming a dealer is a great start for aspiring entrepreneurs. Is it possible to become a dealer without investment. Where to look for employers.

Dealer is a natural or legal person performing retail trade goods purchased in bulk from a manufacturer or distributor. Selling a finished product is the most common business in the world. It requires a small investment, usually paying off in short time... Many successful businessmen today with large capital started out by representing the interests of another large company. Therefore, aspiring entrepreneurs wonder what needs to be done to become a dealer.

What to do to become a dealer

It's not that hard to get started. If you decide to try yourself in this area, answer the questions:

What product will you sell?
Where will you get this product?
Which trading method will you use to sell the product ( outlet on the market, pavilion, warehouse, online store)?
How much money are you willing and able to invest?
Who will you sell my chosen product to?
What form of cooperation with a manufacturer or supplier are you interested in?

After you have roughly decided on the product, the form of cooperation with the employing company and the method of implementation, you can start looking for a company that suits your wishes.

Finding a company-employer

Companies are interested in selling their goods through dealers, as this takes less money and resources than creating their own retail network. There are many offers of cooperation, so in most cases there are no problems with finding and choosing a company-employer. It is more difficult to convince company representatives that you will sell their goods. Often the company producing the product has a list already ready-made requirements your dealer. They include having experience successful implementation various goods in retail chains... However, if you are convincing in the interview and show yourself to be an adequate partner, then it is quite possible that your candidacy will suit the manufacturer.

Moreover, not all companies choose their dealers. Many manufacturers sell a trial batch of goods to everyone, and the better a dealer sells units of goods, the more discounts and gets bonuses.

We register activities

In order to implement trading activities, you must register with the tax authorities. Most start-up entrepreneurs register as individual entrepreneurs, as it is easier. However, it should be remembered that both the registration of an individual entrepreneur and the registration of a legal entity have their own advantages and disadvantages. To summarize, then individual (IE) is personally responsible for its debt obligations with personal property, and also cannot share a share in the business with its partner. TO legal entity much more requirements (for example, having authorized capital, a complex system withdrawal of profit, etc.), but at the same time they are taken more seriously and cooperate more willingly. In addition, when creating a legal entity, you can divide the shares of the business between partners.

If you want to be a dealer, the business registration form must be discussed with the partner. But in most cases, an individual entrepreneur will be enough for you.

Dealer certificate - a document that confirms your right to sell products of a certain manufacturer, and also serves as a quality guarantee from the supplier company for the end consumer

We are looking for clients to sell goods

The most important part of any business is its customers. Therefore, a lot of attention should be paid to finding and attracting buyers. If you are selling goods from a well-known manufacturer, then for successful sales it is important to choose a place for a store or to correctly set up SEO when it comes to online sales. If the product is not so well-known, then it is worth investing in its promotion. Therefore, immediately ask yourself a question: can I convince the buyer that he needs the product? How will I do it?

Many successful small merchandise reselling businesses started out precisely with the entrepreneur acquiring customers. My friend has her own orthopedic pillow store. She started her business not from finding suppliers, not from registering an individual entrepreneur and not from opening a store. She made a joint purchase for her large family at a wholesale price from a warehouse, but in the end, due to the move, she was forced to sell the pillows. An acquaintance wrote the price in the announcement of the sale not wholesale, but retail. The pillows sold surprisingly quickly, and she was glad she got rid of them so easily and even profitably. As a result, they began to recommend her to friends as a person from whom you can buy high-quality pillows, calls and messages rained down on her. After that, she decided to buy another batch of pillows for sale, and after about six months she opened her own retail warehouse store.

Warehouse store is a fairly common business format for novice dealers

How much money do you need to invest

Dealers, especially beginners, often wonder how much to invest in a business and what exactly to invest in, as well as whether it is possible to become a dealer without investment.

In any case, you have to invest. But the amount of investment will depend on your ability to negotiate with the supplier and the terms on which you cooperate. By saving on some points, you can minimize investments, thus reducing risks.

To understand what you can save on, consider where the dealer invests:

for the purchase of goods (directly payment for the goods);
for storage and transportation of goods (warehouse rent, trading floor, payment for cooperation with a transport company);
advertising and sales costs.

If you are good at negotiating, it makes sense to save money on the first point by agreeing with the supplier to purchase goods for sale. That is, first you sell the product, and only then you pay for it. But this option has its own risks and is also less profitable, since the price for goods for sale is usually higher.

Large suppliers often help their dealers in market promotion, advertising and marketing by providing their own developments, but the organization of the promotions is usually taken over by the dealer.

If you want to try yourself as a dealer, but invest own funds until you are ready, you can try a "demo" version of this activity by working as a regional hired employee (for example, a sales representative) of the company whose products you are interested in promoting. So you will gain the experience necessary for the start and, if it is successful, you will earn without your own investments. But the income with this way of earning will be significantly lower, as well as the risks.

Where can the dealer look for employers

It is very easy to find a supplier or employer nowadays. There are many resources on the Internet for finding partners. The most famous of them are:

"Producers of Russia" - on this site all Russian manufacturers can leave a request to find their dealer, and dealers can find an application and contact the supplier. All products are conveniently divided into categories, which greatly facilitates the search for what is necessary and interesting.
"Suppliers.ru" - this resource was created to ensure communication between suppliers and buyers. Here you can also easily find the product and supplier you need. Moreover, it can be both a manufacturer and a distributor (a person who purchases large wholesale goods from the manufacturer and sells in smaller batches to dealers).
"I am a dealer" is not only an extensive catalog of dealer offers, but also informational assistance to novice dealers, here you can read the latest news in the world of business, as well as find a lot of useful information.

Using these and other resources, study the market offers and choose the partners you are interested in.

How to become a successful dealer

To become a successful dealer, you need to constantly develop yourself and your business. This is an increase in customer flow, and an improvement in business registration, and pumping personal qualities, and the search for more qualified personnel.

Sell \u200b\u200ba product in demand

In order to successfully sell a product, you need a demand for it. If you are trying to sell a sled in Thailand, then, most likely, no matter how talented you are as a seller, you are unlikely to succeed in this venture. The time when anything could be sold is long gone. People are wary of new offers and products, as well as intrusive ads.

Build your customer base and constantly expand it

The dense customer flow ensures good profits and dealership success. Therefore, it is important to build and maintain a customer base. For this you need:

Analyze the market. Where do your clients spend their time? What are they buying? What need will your product satisfy?
Collect customer contacts. To offer a product to a customer, it is important to know how to contact them. There are different ways to collect contact information about your potential client... It's like online databases that are collected by parsing (if the sale is carried out in social networks) and offline databases for working in the telephone mode. If you plan to sell goods through a store, then you can issue customers with accumulative cards indicating their contact details, so that later they can inform about discounts and bonuses.

Appreciate loyal customers

It is important to recognize regular customers by sight, provide them with bonuses and create loyalty programs. If customers see your good attitude and unique approach, they will come back to you again and again, as well as recommend to their friends, which will ensure constant sales and even expand the base through positive reviews.

Create a positive image

In order to sell your or someone else's product well, it is important to make a positive impression on people. This is both an attractive appearance, and a manner of communication, and the ability to negotiate, respectfully treating the interlocutor and showing moderate persistence in the presentation of their ideas. It is important to be able to convey information not only verbally, but also non-verbally. Gestures, voice, manner of communication, look can also affect the impression of you and, accordingly, the decision to cooperate. Therefore, you need to create an image of a successful person who knows what to do and who can be trusted.

Share with your friends!

The car market is now going through a period of stability. The demand is moderate. There is no rush or decline in sales. For businessmen who have decided to open a car dealership, this situation is quite favorable.

How profitable is this business?

On the one hand, if the business is properly organized, a car dealership can bring significant profits. True, this only applies to large-format points with equipped parking, car wash, service center, a spare parts repair shop. The main income (about 70%) brings exactly after-sales service.

On the other hand, according to experts, the average profitability of a business is about 10%, so the payback period is quite long - 4 years or more. In addition, it is costly. The opening of the most modest car showroom (500 m 2) for the sale of cheap cars implies significant investments (from 15 million rubles). To speak about the profitability of a car dealership with a high degree of unambiguity is possible only with a detailed business plan in hand. Its compilation is mandatory.

Where do you need to register a car dealership?

1 In the tax office. Choose a legal form... For a car dealership it will be an LLC - the form most suitable for working with car manufacturers. We will have to apply the main taxation system for trade (since the entire plant-dealer chain works with VAT) and a single tax on imputed income for service.

2 In tax it is necessary specify codes OKVED. We recommend that you check all subsections included in the sections:

50.10 Trade in motor vehicles;
50.20 Tech. maintenance and repair of vehicles;
50.3 Trade in automotive parts, assemblies and accessories.

65.23.2 Dealer activities

3 Registration in the Pension Fund and in all others extrabudgetary funds

4 In Rospotrebnadzor and Gospozhnadzor

6 Register cash register with the tax office

7 In local government consumer market get a certificate in the entry of the dealer company into the commercial register.

8 In Rostest (www.rostest.ru) obtain certificates for certain types works (in case of parallel opening of a car service).

Which car supplier should you prefer?

This is the main question. The entire car dealership business will be based on working with a specific supplier. It should be borne in mind that when selling machines little-known and inexpensive brands there is no need to hope for a high profitability of the business (manufacturers set a low margin), however, the initial investment in creating a business will be minimal (about 15 million rubles).

When implementing cars of world brands you will have to lay down at least 150 million rubles at the start, and also be prepared for the fact that the manufacturer will dictate his terms of organizing the business at all its stages.

In conditions of strong competition, it is worth thinking about selling brands that are not yet represented on the market in your region. In a large city, they can be quite promising trucks Renault, Man, Volvo.

It is also worth focusing on the paying capacity of the region's population. In small settlements inexpensive cars will be more in demand (within 10-25 t. $). In cities with a population of over one million, where all the wealthy people in the country buy cars, it makes sense to organize dealerships selling elite brands. You can also enter the auto business from the low-cost segment of cars, and then, gaining experience, go to a dealership of higher class vehicles.

It is imperative to develop a concept for a salon in order to know exactly what it will be: multi-brand, representing one company, selling new cars or used, etc.

How to start working with a car manufacturer and as a car dealer?

In order to become a car dealer, the first step is to send request to the official representative of the automaker in Russia. On the website of each representative office there is an address for correspondence with potential business partners. It is to him that you should send a letter of your intention to become a car dealer of this brand.
Then you have to fill out formalized questionnairesthat come back. They usually provide detailed information about the company and its current activities, about the size of investments and the market of this region, a plan of the location of the proposed salon on the ground with photographs. At this stage, you should have ready business plan, with the content of which you need to familiarize the supplier.
Then there is communication by phone with the manager on the development of a dealer network of representative offices. If you can convince him of the expediency of cooperation between your companies, he will come to meet you personally.
Based on the results of the visit by the manager of a potential dealer, a decision will be made on further cooperation with him.
With a positive decision of the representative office or the importing company, endowed with the appropriate powers, the dealer will be offered sign a letter of intent... It will indicate the procedure for construction, purchase of equipment, purchase of a batch of cars, opening, a sales plan for 1 year, advertising company with specific deadlines.
Then between the manufacturer and the car dealer a dealer contract is signed, which is the legal basis for cooperation between companies. You will have to provide it, as well as the manufacturer's certificate, to auto buyers upon request.

Vehicle delivery technologies

Photo of cars arriving at the seaport

For each batch of cars, the dealer concludes an agreement in which the price and delivery conditions are prescribed in detail. The purchase of cars can be carried out at different points:

1) Purchase of a car in the manufacturer's country

In this case, the dealer himself solves all the problems associated with the delivery of cars from the factory to his salon:

purchases cars directly from the manufacturer's plant;
he insures the transport himself, delivers to the salon and is engaged in customs clearance (for official dealers, such a procedure takes place in a simplified form in 1 or 2 days). The calculation of the customs payment can be done on the resource: www.tks.ru/auto/calc
in the car dealership, cars undergo pre-sale training.

If, according to this principle, it is planned to deliver cars from abroad, then you need to create either your own delivery service, or a full-fledged transport company, or rent an auto transporter from other transport companies or car dealers (from $ 2000 per flight).

The carrier must have:

international license for the carriage of goods;
certificate of compliance with Euro-2, Euro-3 standards;
license all-Russian. customs carrier.

2) Purchase of cars from an official Russian importer.

In this case, issues related to the transportation of cars to Russia, their customs clearance, fall on the shoulders of the importer. This option is the most attractive for newbie dealers, especially in terms of money it is equivalent to the first delivery option.

As for the calculations for a car, the options may be different, but most often manufacturers require from Russian dealers 100% payment for shipped cars (Honda, Volkswagen, Audi, Toyota,).

If the manufacturer has an official importer in the Russian market, which has a warehouse common to all dealers, then the latter will provide the goods on terms of a commodity loan (Opel, BMW, Volvo, etc.). The dealer is obliged to distribute the vehicles taken from the general warehouse within a month. If after this period there is still unrealized transport, then the importer charges daily penalties on their value. Anyway, after 3 months, the unsold goods must be bought by the dealer.

Therefore, it is especially important to fulfill the monthly sales plan. For a novice dealer selling premium cars, one should proceed from the number - 250-450 vehicles per year. When selling cheap cars - at least 1000 units per year.

About warehouses, plans and prices

One of the questions of interest to many concerns how many cars should be in stock. It depends on the brand manufacturer. If the range is extensive, then you will have to keep quite a lot of cars in the warehouse. It is desirable that there are twice as many of them as it is predicted to sell in 1 month.

Now for the prices. Each manufacturer sets its own prices. The size of the margin is also dictated, which the dealer can get (usually from 8 to 20%). To attract customers, a car dealer can reduce prices, but only at the expense of margin.

Usually, if the sales plans are strictly fulfilled, the manufacturer provides bonuses... Moreover, it is more important for the supplier to fulfill the model plan. Along with the running car models, the manufacturer often obliges dealers to trade in slow-moving goods.

Where is the car dealership located?

It is important that the place meets the following requirements:

it was close to the track; it should be convenient to get to it by any means of transport;
the showcase overlooked the roadway;
the site must be at least 0.5 hectares.

Which room to choose?

Usually, the manufacturing company strictly regulates both the design of the salon and its design: colors, furniture, symbols, etc. However, different accommodation options are worth considering:

In buildings of old car parks... In Moscow they can be rented for $ 200-500 / sq. m.
Reconstruction of objects... Moscow rent - from $ 150 / sq. m.
Construction of single independent auto centers (if we are talking about middle class salons, then construction in Moscow will cost about $ 2.4 million). The construction and equipment of a new building takes about 1.5 years.

Equipment

A typical auto center includes:

exhibition hall (show-room);
staff offices;
area for visitors;
warehouse for cars;
spare parts warehouse;
those. center.

The cost of equipment is determined depending on the size of those. center. For example, average tech. station Audi, designed for 25 workers. places cost about 450-500 t. $. In any case, the cost of equipment is strictly regulated by the manufacturer's project, so its selection for a dealer is usually not a problem.

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