How to open a fish shop? How to open a fish shop: instructions and calculation of investments

• Recommendations for determining the freshness of fish
• How much can you earn
• Retail Technology
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Analytical note: Since 2011, the consumption of fish and seafood in Russia has been growing by an average of 1.5% per year. According to experts' forecasts, by 2015 the volume of fish sales will be about 4 million tons. Analysts attribute the increase in the turnover of wholesale and retail fish trade to the growth in consumer demand, which is growing against the backdrop of an increase in catch and the transition to the consumption of cheaper and healthier fish than expensive meat. This is partly due to the promotion healthy eating among the population of the country. In the short term, demand for chilled fish is expected to increase, especially in regions where Japanese cuisine is actively developing.

Opening a business in the field of fish and seafood trade in Russia is quite a promising business. Moreover, in any format, be it a fish shop or a fish kiosk. In confirmation of this forecast, the following figures can be cited: each resident of Russia annually consumes up to 22 kg of fish, while a European - 30 kg, and a Japanese - more than 60 kg of fish per year.

Of course, opening a fish outlet cannot look spontaneous. First, it is necessary to conduct a thorough marketing research of the territory, to identify the presence of competition, to determine the market capacity. But not only the definition of demand is the first major step. The presence of stable suppliers and profitable contracts for the supply of fish is also a key point when opening a "fish" business. The choice of a particular supplier depends on the remoteness of the wholesale bases, the time and speed of delivery of products (fish is a perishable product), and the pricing policy of the company.

Hotel moment - delivery of products to your point. How will the fish be supplied? Your forces, supplier or transport company? If the supplier does not offer their own fish supply services, a refrigerated vehicle may have to be purchased.

The next step is to choose the location of the fish department. Most preferred locations off-road people, such as markets, bus stops. However, not only permeability the most important indicator when choosing the location of the fish point. It is also important to have free space, rental rates. In this regard, the opening of a fish kiosk in a residential area of ​​the city seems quite profitable solution. The location in a residential area is usually aimed at attracting regular customers this territory.

What documents are needed to open a fish department

• IP registration certificate (LLC);
• Legal documents for non-residential premises(contract of sale, lease agreement, etc.);
• Sanitary and epidemiological conclusion with a list of products sold (should be on the trading floor);
• Conclusion on object conformity established requirements fire safety(issued by the City State Fire Service Department);
• Job certificate Sanitary regulations SP 2.3.6.1066-01, laws of the Russian Federation "On the sanitary and epidemiological welfare of the population" and "On the quality and safety of food products";
• Agreement on the implementation of systematic cleaning and disinfection of air conditioning and ventilation systems;
• Agreement for the implementation of disinsection, deratization and disinfection of the premises;
• Contract for the disposal of fluorescent lamps;
• The text of the Law of the Russian Federation "On Protection of Consumer Rights" (on the trading floor);
• Phones of the Civil Defense and Emergency Situations, Central Internal Affairs Directorate, FSB (in the trading floor);
• Agreements on the removal of bulky waste, food waste and solid waste;
• Personal medical books for sellers with marks on the results of examinations and hygienic certification.

Next, you should consider the assortment of the outlet. Its list includes about 20 types of frozen fish (pollock, blue whiting, hake, tilapia), 10-12 types of fresh fish, about 10 types smoked fish, as well as preserves, canned food, dried fish, squids, sea cocktails, caviar and other fish delicacies. The most popular types of fresh fish: carp, pike perch, pink salmon, bream, greenling, sprat. Such fish can be purchased in large quantities.

Chilled fish is usually supplied in special foam boxes and lined with ice - this design allows you to keep the cold for a long time. To store chilled fish, a temperature of minus 5-7 degrees is required. Stores try to take such goods in minimal batches, since the implementation period is only 72 hours. At the same temperature, salted and smoked fish are stored. But the most difficult product is chilled fish, which must be sold within 12 hours after the catch.

The arrival of the next batch of fish must be carefully checked for the presence of veterinary certificates, which the supplier of the product must attach. A veterinary certificate confirms the quality and nutritional suitability of products. Without this accompanying document, retail trade in fish is prohibited.

1. Carefully inspect the eyes of the fish - they should be convex, with a transparent cornea and a black, shiny pupil;
2. The scales should be shiny and fit snugly to the body of the fish;
3. The gills of the fish should be hard and colored in bright red color, no mucus.

Fish is a perishable product, so refrigeration equipment is indispensable. These include: chest freezers, refrigerated display cases, special chambers.

What equipment to choose for this business

Freezers should be at least two: low and medium temperature. Optimal mode storage of frozen fish is minus 18 gr. - at this temperature, the fish will lie for up to 6 months. Before selling, the goods must undergo defrosting (defrosting) for 11 hours. In principle, this time can be reduced - the main thing is that the fish lends itself to cutting. In addition to refrigeration equipment, you will need specialized showcases (1.8-2.5 m) for displaying products, wall racks, and an aquarium for live fish (if necessary).

You can not do without an ice maker - refrigeration equipment designed to produce edible ice. Trade enterprises use special flake and granular ice generators. The ice produced by the ice machine is used to display fresh fish and seafood. It keeps the freshness of the product and attracts the attention of the buyer.

How much money do you need to start a business

The total cost of equipment for a small sales department amount to at least 200 thousand rubles. As for the total cost of starting a business, taking into account the repair of the premises (purchase of a kiosk / pavilion) and the purchase of the first batch of goods, they will amount to at least 500 thousand rubles.

It is impossible not to say about the rules for displaying goods in the fish department. In terms of sanitation, each individual type of fish (smoked and salted, frozen, chilled) has its own refrigerator. A delicacy group should also be placed separately: squid, octopus, sea cocktails, caviar, etc. Representatives of the fish business recommend following a few simple rules for displaying goods. For example, the most expensive types of fish should be placed in the middle of the counter - that is, in the most visible place. Cheaper varieties can be laid out along the edges of the counter. Do not mix seafood with fish, but fresh fish should not be kept with ready-to-eat foods such as salted or smoked fish.

The fish trade, for all its benefits, is a rather troublesome business. In their work, entrepreneurs have to deal with a markdown of goods and loss of profit, problems with timely delivery of goods, a seasonal drop in demand and other force majeure situations. The risks in this business are perhaps one of the highest in the trading field. Nevertheless, with a competent approach, knowledge of the seafood market and compliance with the quality of the goods, it is quite possible to make a business profitable. Experts consider the components of success to be a wide range of point of sale, adequate prices and a colorful presentation of goods.

Step by Step Plan to Start a Fish Retail Business

To start your business retail fish will need to go through the following steps:

• register as an individual entrepreneur. To do this, you need to submit an application, pay the state fee for its submission and consideration, provide a photocopy of the passport of a citizen of the Russian Federation;
• room rental. A retail outlet in a grocery store is best suited. This will save us from additional spending on advertising. You can use your own premises, for example, buy or build a fish stall.
• acquisition necessary equipment (cold rooms and special showcases, live fish tanks and cash register, ice maker and scales).
• supplier search.

Here you can use two options:

• the supplier independently brings the goods;
• we personally buy fish at the trading base;

How much can you earn

With an initial investment of 450,000 rubles, that is, the opening of one outlet, the payback period is one year. After this time, the entrepreneur goes to net profit.

Which OKVED to indicate when registering retail trade in fish

When registering a fish retail business, as of 2017, code 47.23 must be indicated, which corresponds to the retail trade in fish, crustaceans and molluscs.

Which taxation system to choose

When choosing a taxation system when opening a fish retail business, the simplified taxation system will be the best warrant. Here, the entrepreneur has the opportunity to independently choose one of 2 tax deduction options:

1. 6% of profit;
2. 15% of the difference between income and expenses.

Do I need a permit to open a fish retail business?

To open your own fish retail business, you will need the following documents:

• permission of the sanitary and epidemiological station on the compliance of the premises with the requirements;
• permission from Rospotrebnadzor;
• permission from the fire inspectorate on the compliance of the premises with fire safety requirements.

The sale of fish as a business is rarely taken seriously by anyone, but in vain: it is in this area that the competition is not so high - this is not the tenth opening for you in the microdistrict. Reconomica interviewed a small shopkeeper who opened her fish stand 3 years ago and is now making good money.

All people are different, our heroine didn’t really want to reveal the secrets and numbers about her business, but we asked for a long time, so it turned out to be partly a first-person story, and partly an interview in a question-answer format.

Hello, my name is Anastasia, I am 32 years old, I live in the city of Yekaterinburg. I want to tell you about my experience in the fish trade.

This idea of ​​​​opening my own business came to mind thanks to my parents. They offered to give money for the opening. Enough time has passed. While the paperwork was being processed, equipment was being prepared, appeals were made to the SES, 5 months passed.

Opening costs are high. We expected that not everything would be perfect from the beginning, and people would not go uphill, and so it was. A maximum of 5 people came in a day, and they planned to sell 10 or more kilograms per day, according to estimates, this came out at least 25 thousand rubles, and they sold for 4 thousand in total. But, after two weeks, people began to visit more often and the result soon exceeded the initial expectations.

No, today our fish trading business has been operating for 3 years and we plan to move forward. And now I will tell you what were the difficulties, what happened, and what should not be done, as well as how to avoid this or that problem that may arise.

The main problems are to find a normal supplier and fight off competitors

This problem has always been, is and will be relevant in the fish business. So, it was for me that there were problems when opening a store and starting work. supplier and competition .

Retail business competition

Oh, how much you hear from people trying to keep their business...

It was like this: my husband and I decided to open our own business, after a little thought, we decided to start fishing. Well, we think that now things will go uphill, but it was not there. A month later from the date of our opening, a man came and began to threaten and demand moral compensation. To the logical question of what it was all of a sudden, an interesting answer followed:

You took my clients away from me, which means either money or it will be worse!

We struggled with this “problem” for a short time. I say right away that, unfortunately, we did not succeed in trying to harm this person on our own, we did not sink to such a level. Found a genius way! At the next conversation, I recorded everything on the recorder and began to blackmail: if you don’t leave us behind, then I’ll go to the police with this recording.

It seems that everything calmed down, but after this conversation, less than a month had passed, since they began to trading platform paint everything with profanity. Here it was clear who was responsible for this celebration, but there was no way to prove it. And as luck would have it, they lost. It can be said that they worked for rent. We thought that this man set everything up and decided to get rid of the competition with us. But he himself had problems and was on the verge of bankruptcy. People generally stopped going to him because of low-quality goods.

Selection of a supplier and maintenance of a range of fish products

The second problem is poor-quality suppliers. In total, their essence is as follows: to get more money out of you. Many inflate prices, bring either rotten fish and prove that it has deteriorated with us, or not the products that they ordered, and most importantly, they cannot deliver exactly on the date and time that they agreed on.

We initially searched for suppliers via the Internet. In terms of timing, the first supplier was on time, he always delivered when needed, the price was average, but, on the other hand, he at least did not overestimate it. And recently they began to notice that a couple of fish were not fresh for a shipment.

We talked with the guy - he gives out:

It's spoiled for you, but I brought it fresh. We have all products only the first freshness!

Well, I think it's okay. We found another supplier, but didn’t like the price there. The man inflated the price for delivery so that it almost covered the purchase price.

We looked on the Internet from other areas - and lo and behold, we found a good supplier with an adequate price, a large selection of assortment, and most importantly, everything is fresh!!! We decided to try, an attempt is not torture, we signed an agreement with him. For all the time that our business has been operating, there have been no low-quality products, everything has always been delivered on time and at a price, interesting way, did not soar to exorbitant prices, and also made a discount for a long-standing joint work.

1. Try to find directly, negotiate with the owners of private ponds.
2. Most often, entrepreneurs order goods with delivery from bases.
3. Look through friends and in other areas of your city.
4. Variety will be an important factor. Good suppliers should have a lot of goods for every taste and color, because the main “thought” of a fish stall is to please the client.

The more products to choose from, the better! There should be fish on the counter, in all forms (fresh, frozen, dried, smoked). Do not forget about seafood (mussels, shrimp, crayfish, etc.).

These are the two problems we face in business. Experience comes with time, and at this time our stall is profitable and does not deliver such troubles that were originally. If you still decide to do the fishing business, then I immediately say, be patient. One choice of supplier is worth something. Everywhere there are difficulties and problems, but overcome them, and you will start a white and profitable streak.

FAQ on the fish business. All key points and real numbers for a business plan

Question: What is the average purchase price per kilogram of fish? average price implementation?

Answer: Purchase price - 140 rubles per kg, we sell for 250 rubles.

Question: What types of fish are the most popular?

Answer: Salmon: trout, salmon, they also take carp well.

Question: What is the average profit of a small store per month?

Answer: Last month [before the interview - October 2017] they earned 112,000 rubles.

Question: How many fish do you sell per day? What is the maximum daily revenue for the entire time the store is open?

Answer: Differently. The maximum revenue for 3 years was before the New Year in 2016, the amount was about 15,000 rubles.

Question: What is the total cost of opening a fish trading point?

Answer: The total cost of opening my fish shop was 800,000 rubles, of which the purchase and installation of equipment - more than 250,000, the execution of all necessary documentation - 7,000 rubles.

Question: What is the turnover rate of frozen fish?

Answer: We spend approximately 10,000 to 20,000 a month to update inventory.

Question:How much do you pay for rent?

Answer: Room rental and communal payments- 23500 rubles in total.

Question: What do SES and Rospotrebnadzor require from an entrepreneur?

Answer: Sewerage and water supply, ventilation, air conditioning, lighting, layout, equipment must be carried out in the store. It is necessary to ensure the storage of products, checks on expiration dates, timely sale of products, hygiene requirements(should be hats and gloves) A ​​long and pointless story. Here is a link detailing everything a beginner needs to know.

Question: Do officials and regulatory authorities extort bribes?

Answer: There were attempts to extort bribes, but it did not work, since everything in my store was in accordance with GOST.

Question: When is the store's peak hours? Does this business have seasonality?

Answer: Peak hours are from 5pm to 7pm, people come home from work and grab fish to cook dinner right away. There is no special seasonality, but there is a so-called crisis.

Question:Have you hired salespeople, or do you go to work every day?

Answer: I go to work myself, so more earnings.

Question: What is the average check per customer? How many kilograms of fish does the average buyer take?

Answer: On average, the buyer leaves 1000 rubles each, but there are both more and less. Very often take 3-4 kg.

Question: How many goods are spoiled and thrown away per month after choosing a normal supplier?

Answer A: Again, it depends on the customers, but from 2 kg it is thrown out monthly for sure.

Memo for beginners

Let's talk the main points on which the success of your future enterprise depends.

1. No need to set up or rent a place for sale next to another stall (there may be extra troubles - why do you need a war at an early stage of your business development?)
2. If still not far distance there are fish stalls, then I advise you not to threaten, but to try to sort things out in a lighter tone, and it is best not to get involved in a war.
3. Is the owner of the “neighborly” stall not affectionate and tactful in his statements with you? Well, in my opinion, mutual threats are indispensable here.
4. Do not rent a place for your business right next to a supermarket, it may also not cause much a good relationship with security, which will be sent by the administrator / owner of the supermarket.
5. Install surveillance cameras, this can make it very easy to search for villains.

What is needed for a successful and profitable fishing business?

1. Location away from supermarkets, shops, stalls, etc.
2. Find good, competent and high-quality suppliers (we were not lucky the first time)
3. Renting a room is at a large point of patency of people.
4. Only fresh, high-quality, tasty and unusual products should be behind the counter.

Let's summarize

So , in order to open your own business, you need to work hard, and in order for all processes to work like clockwork for the future, you need to try to follow these points, and it is then that you will be able to avoid such problems that I had when mastering small business.

Interview with the founder of the Tsarskaya Ryba company German Smirnov

The sale and processing of fish is a complex business with frequent losses. Before opening your own business, you should calculate all the risk factors and draw up detailed business plan. It is extremely difficult to compete with large companies, the way out is to stand out from their background or attract buyers with a low price.

The Tsarskaya Ryba company has been actively operating for more than eight years. During this time, the products have firmly established themselves in the premium segment and have found regular customers. We met with the owner of the company German Smirnov and talked to him about doing business.

Main points of the interview

• Kind of activity: trade and processing of fish products
• Business location: Russia, Bryansk
• Occupation before starting business: Sales Manager
• Business start date: 2008
• Organizational and legal form of doing business: individual entrepreneur
• Amount of initial investment: 5 million rubles (to start production)
• Source of initial capital: own savings
• Payback period of investments: two years
• Success formula: Carefully study the industry, your competitors, identify potential buyers, suppliers and market.

Hey Herman. Tell me, when and why did you decide to become a businessman?

As a child, my family moved to Bryansk from Kazakhstan. Naturally, the question of finding a job immediately arose. My father got a job in a large company in the construction industry, and after a while began to develop own business and quite successfully. Of course, I acquired a certain experience and character from my father, because the example of parents is the most indicative for a child. In general, in my family everyone is engaged in business, and each has chosen a different field of activity.

At the age of 18, I started working in my father's construction company, but I did not like this activity. Still, each person should choose a direction taking into account their interests and talents, most of all I liked selling. So I originally got a job as a sales manager in big company. There I got enough good experience, went through many trainings and soon took the position of head of the sales department. Being well versed in sales, I was weak in management, but thanks to the study of specialized literature, I filled this gap. Then the moment came when I decided to invest the money I earned and go into business.

At first, I had to work in multitasking mode, all entrepreneurs at the initial stage were accountants, loaders, managers and carriers rolled into one. Of course, here a lot depends on the site, the larger it is, the more tasks. Now I mean businessmen who do not use credit funds, like us. Perhaps, because of this, the company's growth rate was not so high, but we did not take loans, but gradually invested the earned funds in development.

For several years I traded only red caviar, then this niche was practically free in Bryansk, and I managed to become a leader. The right choice of the industry influenced my further development, then we decided to also engage in the production of fish. The activity of the company is not limited to this, we are also engaged in resale - we have contracts for the supply of chicken, pork, beef, that is, we are representatives of factories. But this is secondary, the profile direction is fish.

What motivated you to become an entrepreneur - financial independence or something else?

First of all, I wanted more freedom, did not want to fulfill someone's whims and instructions, come to work at eight o'clock, and always felt a slight dislike for bosses. I wanted to be the boss myself, and my dream since childhood is to create a large corporation.

What kind of fish do you trade in?

Fish are mainly biological species - herring, mackerel, anchovy, capelin, trout, salmon and much more. We offer almost the entire range of popular fish that is in demand among the mass buyer. We do not trade in rare and little-known varieties, we focus on what people like. For example, smoked omul is sometimes found in stores, but these are very meager volumes. There is a certain cost of the product, which is determined not only by the cost of raw materials, but also by the production technology, documentation is required, necessary specifications, certification, you need to develop labels, because of which the cost of the product increases. But the main thing is demand, and if there is none, then there is no point in producing a product.

Your company is a part-time business, meaning you buy fish and process it. Where do you purchase products?

Most of the products are supplied from Murmansk, also Greenland, the Faroe Islands, Kaliningrad, salmon and trout are purchased in Karelia.

Where do you distribute your products?

We have distributors in Moscow, Kaluga, Tula, Orel, Smolensk and Zheleznogorsk. In Bryansk, our fish is represented to a lesser extent, since we cannot compete with large factories in terms of volume. We are more for quality, so the networks are represented minimally.

How long did it take for the business to pay for itself?

Approximately two years later.

A few years ago you discovered own workshop for fish processing. What was the reason for this decision?

For about six years we were engaged only in the sale of red caviar, but gradually came to the conclusion that it was necessary to expand and increase volumes. And as soon as free funds appeared, they decided to open a small workshop.

Advantages own production obvious - this is your personal trademark, we can control the quality and properties of the product.

How do you stand out from your competitors?

Now we have started the project network marketing(http://king-fish.org) when sales are made through a fish catalog. We have consultants who offer people products from the catalog, after which the order is delivered to the required address. Products in the catalog are presented at the same price as in stores, delivery is free. Naturally, consultants receive a percentage of sales.

Minimum order from the catalog starts from 500 rubles, you can also become a client of our club and get a 20% discount. Of course, selling fish by catalog is not as profitable as, for example, cosmetics, you have to invest additional funds for delivery and ensure the safety of fish.

This idea came to me before the New Year, many people turned to me with a request to sell high-quality caviar and salmon, since store products did not suit them. Shops are usually not interested in quality, they want a low price. And we offer to get fresh products from production at a market price. And every day our promising project network marketing is gaining momentum.

Your products are not available in all stores. What is it connected with?

Now chain stores are popular, which, in order to attract a buyer, must put an attractive price tag. But each product has a certain cost, and often price reduction is not possible without sacrificing quality. For example, we only produce caviar in the premium segment, because after a long study of the psychology of sales, I came to the conclusion that selling cheap caviar simply does not make sense. A person buys caviar for a holiday, some significant event, and he wants to savor and enjoy the real taste, and not get a dubious product of indistinct quality.

What are the pros and cons of the fishing industry?

Fish is a popular product, everyone eats it, which means that there will always be demand.

The downside is raw materials, since fish is a perishable commodity. In addition to improper storage, fish are often affected by calanus - small plankton that eats the fish carcass and makes it soft. This crustacean is safe for humans, but after the defeat, the products deteriorate in quality and are unsuitable for use. Therefore, the main thing is high-quality raw materials, and good raw materials cost a lot of money.

Is there seasonality in the fishing industry?

Yes, in the summer, sales of salted and smoked fish are greatly reduced, but they are doing well dried fish. The off season runs from May to August.

What obstacles did you encounter when starting a business?

There are enough pitfalls. Gradually, the lack of valuable personnel began to be clearly felt, you kind of explain to the employees how to do the task, but they do it in their own way. An extremely small number of people can do exactly the way an entrepreneur wants, since employees do not delve into other people's thoughts and ideas. Therefore, it is important to clearly identify the problem and how to solve it.

Of course, now the consumer basket of the average buyer has changed a little with an emphasis on cheaper products. In the domestic market, there is now a decline in all sectors, only those companies that work for export are good. If we talk about expensive fish - salmon and trout, then the volumes fell by about 50 percent. For example, before people regularly included trout or salmon in their everyday menu, now many are replacing it with pink salmon. Customers do not reduce the volume of their baskets, but simply replace them with other products from the same line. In a changing economy, it is profitable to produce cheaper products. It is important to be able to adapt to the interests of the buyer.

For example, smoked mackerel is always in demand, and usually it is sold without a head. We tried to sell it with the head, but it was 30-40% cheaper, and it began to disperse much faster, although this is just a trick and a psychological moment, because at home the mackerel’s head is cut off anyway, and the impression that this fish is cheaper will remain.

All buyers are divided into three categories. The first includes people who come to the store and say, give me the best quality, the price is not important. The second choose a quality product, but at a reasonable price. And the third is interested in the cheapest product, quality in last place. According to statistics, the first group is 20% of the total population, and groups 2 and 3 - 40% each.

Is there a chance for a novice entrepreneur to build successful business now, in a difficult economic situation?

A lot depends on the brand and price segment. Of course, it is better to enter the market with low prices. It is enough to offer goods 10-20% below the average cost, and you will occupy a certain niche, but the cost of goods in this case will be lower. The only question is, will such a strategy be beneficial to a novice entrepreneur?

Will everyone be able to do business or does it require certain skills?

I think not everyone, this requires a certain worldview, the right environment and experience. It is also important to calculate everything correctly, especially now, in the conditions of a changed economy, every detail is important.