Finding and occupying your niche in the air conditioner market is not very difficult, especially if you do it in the regions.
Unlike the capital and the “city on the Niva”, where the market saturation is quite high and the growth rate of sales and installation of air conditioning equipment is slowing down, in the regions, on the contrary, the demand for comfortable temperature is growing. The Russian market of air conditioners is one of the top three markets for climate equipment in Europe. More than half a million air conditioners are sold annually in the Russian Federation, which must be installed. An interesting fact is that trading companies involved in the sale of air conditioning equipment do not want to get involved with its installation. On such grounds, there is a good opportunity to create your own small business and make good money on it.
A friend of mine shared some interesting information with me. One day he decided to renovate his apartment. And so, in the midst of repairs, my friend decided to order the installation of air conditioning. An unpleasant surprise was the appeal to the first firm. The manager politely consulted him and said that now they have a lot of orders from corporate clients, it will be possible to install the air conditioner only in a couple of months. By this time, he planned to finish the repair, so he decided to continue the search. It turned out that it was almost impossible to find a company capable of installing air conditioning equipment within two weeks. This story of my friend only confirms the assumption that there are free places on the market for installing climate equipment. Seasonality plays an important role in this business. The flow of orders begins in spring and continues until the end of summer, therefore, the most favorable time to create your own business in this area is spring. If in the regions the majority buys only the first air conditioner, then in the capital city dwellers are replacing previously popular window air conditioners with more aesthetic and modern split systems.
There are several ways to get into the HVAC business. The first option is the creation of a company fully specialized in air conditioners: their sale, installation, service. The second option is suitable for a company that provides services in the construction industry. It can be various services for the installation of equipment, networks (cable television or fiber optic cable). Firms involved in the sale of household appliances, including air conditioners, may also be suitable. For such companies, you can enter the market by expanding the list of services offered by adding the installation of air conditioning equipment. The third way to create a business in this area is to open a specialized company that installs and maintains air conditioners. This option is less expensive and is ideal for small businesses. There is some peculiarity that must be taken into account, namely, two markets for installing climate equipment: private and corporate customers. A tidbit is the market of corporate customers. This is the installation of air conditioners in shops, office premises.
The problem is that getting into this market is much more difficult, companies are more demanding, often pay attention to the name of your organization and the time you have worked in the market. For corporate clients, the opportunity to receive the entire range of services from one contractor is important. They do not want to buy air conditioners in one place, install them from another organization, and service them in a third place. So if the profile of your company is only the installation of air conditioning equipment, then you should focus exclusively on private clients. Initial investments are necessary to open a company. They are not very large, the amount required for the purchase of tools and consumables is about 30,000 rubles. It will be necessary to register a legal entity in the prescribed manner, or to become an individual entrepreneur yourself. Rent an office space, hire staff, place advertisements. Your total expenses for opening such a business can reach the amount of 300,000 rubles, this is the approximate value of the required start-up capital. Particular attention should be paid to advertising.
Since it is supposed to work with private clients, then advertising should be focused on them. The most effective type of advertising will be cooperation with air conditioning equipment sellers who do not offer installation services themselves. For a certain percentage of the remuneration, you can agree that orders for the installation of air conditioning equipment will be transferred to you. The number of outlets that have an agreement with you is proportional to the number of attracted customers. Advertising in the press is less effective, but there will still be a return on it, for example, in the regions, some firms manage to advertise even on television. It will also be effective to conduct an advertising campaign on the Internet, create your own business card website and attract prospective customers. Particular attention should be paid to the text of the advertisement. The standard words “fast and cheap” are now impossible to surprise anyone. Ideally, it is necessary to come up with a service that competitors do not have, to find their own “zest”.
Air conditioner business plan.
The most difficult task facing the organizer of the air conditioning equipment installation business is finding qualified workers. Finding a professional installer, and even with the skills to work at height, is not an easy task. The quality of the services you provide depends on the installers, because only a properly installed air conditioner will work successfully. Installing one air conditioner can bring 3,000 - 6,000 rubles of income, and its subsequent maintenance can be an excellent form of additional income. Typically, a service contract is concluded for a period of several years. The cost depends on how often you have to clean the outdoor unit and change consumables (for example, filters), but, in general, the client will pay 2000 rubles a year. As the customer base grows, so will the revenue generated from servicing air-conditioning equipment. Do not neglect the provision of this type of service.
After your business begins to flourish and generates a stable income, it will be possible to expand your range of activities and also engage in the sale of air conditioners. This will require an increase in funds, but will also attract additional customers who are easier to buy and install equipment in one company, for example, corporate customers. An alternative to this may be the installation of engineering networks. It is also very promising to provide a full range of climate control services (ventilation, air conditioning and heating). One of the most positive aspects of such activities is that orders will appear all year round, which will only increase the profits of your organization.
Air conditioners are often indispensable both in hot summers and in cold winters. For this reason, today they are installed in almost every home, and the service associated with their sale, installation and maintenance is in high demand.
Moreover, despite the presence of very tough competition in this market segment, finding your niche is not so difficult. The amount of initial investment required to organize a business for the sale and installation of air conditioners depends on many factors. These are the climatic conditions prevailing in the region and the purchasing power of the population and the market situation. On average, the starting capital is about 50-100 thousand dollars. In the regions, this figure is significantly less and reaches 10-20 thousand dollars.
All air conditioners depending on quality, cost and reliability conditionally divided into three groups:
First- elite includes air conditioners produced by the most high-tech Japanese companies. These conditioners possess excellent consumer characteristics, the developed systems of protection and self-diagnostics. The average price of such an air conditioner in the consumer market is from 850 to 1250 dollars.
Second group includes air conditioners of European and Japanese manufacturers, which can be attributed to the middle class. They are quite reliable and at the same time have a good value for money. They are distinguished from elite air conditioners by a shorter warranty period, a slightly higher noise level, as well as some other minor differences. The cost of air conditioners in this group ranges from 700 to 850 dollars.
And finally third group includes air conditioners manufactured by Korean, Chinese and Russian companies. These air conditioners are the cheapest, their price ranges from $400 to $650.
by the most popular and best selling brands in the Russian market are Samsung, LG, Rolsen, Hyndai, Shivaki air conditioners, which belong to the third group, and Panasonic, Sanyo, Sharp, DeLonghi, Toshiba, Daikin air conditioners, belonging to the first and second groups.
At the initial stage of implementation business ideas for the sale, installation and maintenance of air conditioners the main task is to find and select business partner-suppliers from whom, in fact, the equipment will be purchased. As a rule, most firms whose activity is the sale and installation of climate equipment prefer to work with one supplier, while having several others "in reserve". Such "spare" suppliers are needed in order to expand the range of products offered by additional models.
It is worth noting that changing partners in order to save an extra 20-40 dollars is not worth it. First of all, it must be borne in mind that with a significant volume of purchases from one company, as a rule, significant discounts are provided. In addition, suppliers work more responsibly with regular customers. At the height of the season and, accordingly, the shortage of the most popular equipment, they are the first to be supplied with goods.
There are many ways to organize the sale of climatic equipment: air conditioners and split systems. The most common option is to open a specialized store with a small showroom. This option is suitable for companies that rely on mass sales of equipment to retail customers. Among the advantages of opening a store are the creation of a sense of trust and solidity, as well as the possibility of organizing trade at higher prices. Disadvantages include high rents and high costs associated with maintaining vendors. This is especially acute in the off-season, when, with a small number of clients, costs remain at the same level.
As for the staff, the work will require sales managers and the most important thing, professional installers, the search for which is the main problem of this type of business. After all, 80% of the good work of the air conditioner depends on proper installation. The solution to this problem is additional staff training, which is a better option than transferring the functions of installing air conditioners to randomly hired crews.
In everyday life, there is an opinion that the climate business is characterized by a seasonal nature. However, in practice this is not entirely true. Such a statement is more likely to apply to one-day firms that are engaged in the "summer installation" of air conditioners. More serious companies operate throughout the year and offer their customers a full range of climate services, including air conditioning, heating, and ventilation.
Moreover, when installing air conditioners, serious companies conclude service agreements. Thanks to this additional service, you can significantly increase the status of the company and distinguish it from many competitors. As for the cost of maintenance, as a rule, it ranges from $ 30 for a one-time service within six months of one split system to $ 20-50 monthly.
Good luck with your new business!
Therefore, today a large number of companies engaged in the installation of air conditioners are opening. At the same time, a high level of supply corresponds to an equally high level of demand.
What is needed to start a business?
The initial level of investment does not exceed 150,000 rubles. Most of the amount will be spent on renting an office space and a small warehouse. Areas of 25 sq. m. will be enough. The cost of rent per month will be up to 50 thousand rubles (of course, the price depends on the region and location of the premises).
Then you need to register the activity. The easiest way is to register an IP. It takes only 5 working days, does not require a large number of documents, it is enough to pay the state duty from the costs. If you turn to intermediaries, then you will have to pay from 9,000 rubles, although now there is an Internet service that allows you to register an individual entrepreneur for free.
The opening of a legal entity (LLC) will be justified only with further promotion of the company. Otherwise it will be unprofitable. As for the taxation system, it is preferable to choose the simplified tax system.
For the sale, installation and repair of air conditioners, when registering an activity, you must specify the following OKVED codes (for Russia). All direct and related activity codes are listed here. Attention, the codes are valid at the time of publication of the article (2016).
- 43.22 Plumbing, installation of heating and air conditioning systems
- 42.99 Construction of other engineering structures, n.e.c.
- 43.21 Electrical work
- 43.29 Other construction and installation works
- 43.99.9 Specialized construction works, not included in other groups
- 46.15.3 Activity of agents in the wholesale trade of electrical goods and household electrical installations
- 46.19 Activities of wholesalers of general goods
- 46.73 Wholesale of timber, building materials and sanitary equipment
- 46.74 Wholesale of hardware, plumbing and heating equipment and supplies
- 46.90 Wholesale non-specialized
- 47.19 Other retail sale in non-specialized stores
- 47.52 Retail sale of hardware, paints and glass in specialized stores
- 47.54 Retail sale of electrical household appliances in specialized stores
- 47.91.2 Retail trade carried out directly with the help of the Internet information and communication network
- 49.41 Activities of road freight transport
- 49.42 Provision of transportation services
- 52.10 Warehousing and storage activities
- 53.20.31 Courier delivery activities by various modes of transport
Promotion of the business of installing air conditioners
Having registered a business, you need to find employees. Two installers will be required, as well as a technical worker who will carry out minor repairs to the equipment. The payment system is usually a percentage of the proceeds (about 25% of the order). Piecework wages are more profitable, first of all, for the entrepreneur, because it significantly saves money in the absence of orders.
Another key point is advertising. The best means for advertising a business is the Internet, that is, creating your own website and placing ads on the Internet. When contacting intermediaries, it will cost a lot - from 60 thousand rubles. You can "cheat" and make the site yourself. You can create a full-fledged online store for 190 rubles / month, or use simple free designers, then the site will cost you 1000 rubles.
However, you should not skimp, because soon these costs will pay off handsomely. Additionally, you can use the method of personal contact with a potential client, visiting various firms and private estates with the offer of their services.
Also, you can conclude an intermediary agreement with a large climate equipment store, which will offer air conditioners to consumers with free installation. In this case, the installation will be paid for by the store itself at the wholesale price (50% of the retail price). Earnings will be based on the number of sales.
Necessary equipment for installing an air conditioner
The first thing you need to purchase is a general-purpose power tool. These include:
- Perforators. They require at least 2 pieces, plus a pair of lightweight perforators to install the indoor unit of the air conditioner;
- Wall chaser with a set of diamond discs. You need to buy a vacuum cleaner for it, the best option is an industrial one, designed to collect construction dust, concrete chips, plaster and bricks, then the rest of the equipment will last a long time, since its main enemy is construction dust.
Also, for work, you will need special equipment for installing air conditioners. Namely:
- a vacuum pump necessary to remove moisture and air from the refrigeration circuit;
- manometric manifold (comb);
- leak detector;
- charging cylinder;
- In addition, a pipe tool is needed for the installation of copper pipelines: pipe benders, rolling, pipe cutters, scrapers, etc.
You will also need soldering equipment. It is best to purchase a propane-oxygen torch to achieve reliable solder.
The total cost of equipment is about 100-200 thousand rubles. Better equipment will last longer.
Air conditioner installation technology
The process of installing an air conditioner can be divided into 4 stages:
- punching a hole in the wall, the diameter of which is 45 mm;
- installation of the outdoor unit design. It is mounted below the level of the window sill;
- laying of interblock communications. There are several rules here. Firstly, the length of the pipes connecting the indoor and outdoor units should not exceed 5 m. Secondly, the electrical cable must be laid in a white decorative box 20x15 mm. A euro plug is attached to the cable. Inside the room, only a box containing all communications should be visible;
- installation of the indoor unit of the air conditioner.
Video: how to install an air conditioner
How much can you earn installing an air conditioner
The most profitable season is spring-summer, so you need to open a company by this time.
If we take Moscow prices, then the average cost of selling, delivering and installing an air conditioner in the city and region is from 25 thousand rubles. If you fulfill only 2-3 orders per week, then a decent income of 150-250 thousand rubles is provided. However, you need to take into account the monthly expenses of the organization.
- office space rental - 20 thousand rubles;
- fuel, other expenses - 30 thousand rubles;
- advertising - 25 thousand rubles;
- household expenses - 5 thousand rubles.
In total, the amount of expenses will be about 80 thousand rubles. monthly.
The costs of the simplified tax system and the payment of salaries are not included in fixed costs, because they depend on the volume of current orders.
In addition to installing air conditioners, such companies make money on their gas station. Air conditioners are usually charged with R-410A or R-22 freon. The cost of work is about 1200 rubles, plus about 1000 rubles for 1 kg of freon.
Picking a business idea is one of the most important choices you make as an entrepreneur, and it really is quite difficult. Many have been looking for a suitable business idea for years, and, not finding it, they never become the owners of their business, despite their great desire. In fact, there are quite a lot of business options around, and the choice can really be a difficult test. One of the simplest solutions in this situation is to follow in the footsteps of established companies. These ideas include the opening of a company specializing in the sale and installation of air conditioners.
Conclusion of contracts with suppliers
To start acting and making money in this area, you need to conclude an agreement with a large company selling air conditioners. The company may not be the only one, because different companies often sell lines of air conditioners from different manufacturers. Before concluding an agreement, you should know that the pricing policy of suppliers is almost the same, but the conditions for working with dealers often differ, which you will be. The best option would be to conclude an agreement with a company that guarantees the delivery of air conditioners in the shortest possible time - within 3-5 days from the moment you order the air conditioner. Naturally, contracts are concluded for a certain period, and in case of unsatisfactory work of the supplier, you can easily terminate it.
Search for specialists in the installation of air conditioners
If the quality of air conditioners and their delivery time depend on the supplier, then the quality of installation and connection will directly depend on you. That is why it is very important to find a qualified installer. Usually in such cases, an employee with a good reputation is lured away from another company, but it would be more honest to offer him to work for you during your free hours - this is due to the fact that:
Installers are busy much less than 8 hours a day. And many during the "windows" in the work schedule are ready to work extra.
Placement of the point of acceptance of orders
To open a business for the sale and installation of air conditioners, you will need a room with good traffic - it can be an office center or a large shopping center. Naturally, the closer the building is located to the central streets of the city and the most crowded places, the more expensive the office rent will cost, but the faster the business will pay off. Another great option is to rent an office in the centers selling building materials and goods for repair and decoration, because the decision to install an air conditioner in the house is usually taken during the repair.
Naturally, the staff of employees will not be limited to just one installer. At a minimum, you will need a sales person. Ideally, this would be a middle-aged man who is not just versed in technology, but able to answer technical questions about air conditioners that customers are interested in. There is no gender discrimination in the fact that a sales manager should not be a woman - in most cases, the male population is simply buying air conditioners, and it is much easier for men to find a common language with each other. And even if a woman is the initiator of buying an air conditioner, in 90% of cases she will come to choose an air conditioner with a man.
We take into account the seasonality of the business
It is worth paying attention to the fact that the business of selling and installing air conditioners is seasonal. After all, most people prefer to purchase air conditioners during a hot period or in advance, that is, in spring or summer. To ensure that your business does not stand idle during the rest of the year, you can create a list of additional services that your company will deal with in the fall and winter. An example would be the maintenance of air conditioners, the preparation of installation projects for offices in new buildings, the development of an air conditioning system for a large office or retail space. Thus, during the autumn-winter period, the work of your company will specialize in providing services to legal entities. This is also beneficial because, unlike individuals who start thinking about installing an air conditioner as the hot season approaches, legal entities begin to develop air conditioning plans for the next period just in autumn and winter.
Financial plan
An approximate financial rationale for such a business idea is as follows:
Investments:
- Tool - $1650.
- Samples of conditioners for demonstration to buyers - $3300.
- Office equipment - $1700 (including furniture, communications, decoration and purchase of office equipment).
Income:
- Sale of air conditioners - $650 per unit.
- Service maintenance of one air conditioner - $65 per year.
Expenses:
- Office rent in 10-15 sq.m. – $250 - $500.
- Sales manager salary - $500.
- Communication costs - $100.
- Advertising - $500 - $650.
- Installation services - $100 for 1 installation.
- The cost of an air conditioner is $250 - $350.
- Taxes - $330.
Total:
- Fixed expenses - $2100.
- Gross income from the sale and installation of 1 air conditioner is $230.
- Sales (during the season) - 15 pieces / month.
Starting investment in business
Starting a business selling and installing air conditioners requires a minimum initial investment of about $15,000.
