Clean business: how to open a cleaning company

* The calculations use average data for the World from 750 000 ₽

Starting investments

1 125 000 ₽

Revenue

116 250 ₽

Net profit

8-15 months

Payback period

Along with the general increase in the civilization of society, the services of cleaning firms are beginning to seem indispensable. But unlike many foreign countries in Russia, the cleaning market is still poorly saturated.

Cleaning is a relevant and promising area for starting your own business. The activities of cleaning companies is a set of measures aimed at ensuring cleanliness in the premises. In Europe, the business of cleaning apartments and commercial premises has existed for a long time and is considered highly profitable, and the niche is almost crowded. The first cleaning companies appeared on the domestic market about 25 years ago, and the direction itself has only just begun to develop.

In recent years, this type of service is gaining popularity in both the private and commercial segments. In the rhythm of modern life, more and more everyday tasks are outsourced. Enterprises use the services of third-party employees who perform work that is not part of the specifics of the staffing table. Many companies have practically abandoned the practice of maintaining full-time cleaners and use cleaning services. Private customers actively use the services of cleaning the apartment after repair and regular cleaning services.

Thanks to a wide range of potential consumers, this business is promising and, with proper organization, can bring decent profit. How to open a cleaning company from scratch and build a successful business on it? A walkthrough will answer all the basic questions.

How to evaluate the relevance and prospects of the business

The market of cleaning services in Russia appeared relatively recently - about 25 years ago, thanks to the arrival of large foreign companies. The introduction of cleaning services began in Moscow and St. Petersburg - these local markets still remain leaders in the domestic market for cleaning services and occupy almost 60% of the total.

The annual growth rate of the Russian market of cleaning services is 30%. The Moscow market shows a growth of 68% and a market volume of more than 15 billion rubles a year. The turnover of the Russian market of cleaning services at the beginning of 2016 amounted to 222.13 billion rubles. Today, about 1, 500 companies operate in the regions of Russia, and about 700 companies in Moscow and St. Petersburg. According to statistical studies, in 2016, cleaning services entered the top 5 most demanded services in the domestic market.

The growing demand for professional cleaning leads to a constant expansion of the customer base. Commercial real estate services account for 80% of the total market. Today, the main users of the services of cleaning companies are shopping and entertainment centers. But in the segment of individuals, these services are just beginning to gain popularity.

The main customers of cleaning services are commercial retail premises (supermarkets, shopping centers, etc.) and office premises (banks, offices, business centers, state institutions).

The structure of the client base of cleaning companies

The main reasons for the growing popularity of cleaning services:

  • Actively ongoing construction and increase in the commissioning of premises (residential and commercial) expands the circle of potential customers. The number of shopping and business centers, as well as new buildings, whose residents use the cleaning after repair service, is increasing.

  • Demand in the market of cleaning services was supported by those companies that refused to hire traditional cleaners in favor of outsourcing. According to experts, this step can bring 20% ​​savings for the company.

  • The rhythm of modern life sometimes leaves no time for working people to quality cleaning in the apartment. In this regard, people turn to specialized companies for cleaning services.

  • An increasing number of people are realizing the need for professional maintenance of buildings and structures. Today, cleaning companies use modern equipment, carefully select cleaning products. Thanks to this approach, the time spent on proper cleaning is noticeably reduced.

And all this despite the fact that the cost of cleaning services remains at a fairly affordable level, allowing almost everyone to take advantage of the work of professional cleaners.

The profitability of the business was appreciated by a few more entrepreneurs, so competition in the market is growing very slowly. The threshold for entering the market is quite low. According to statistics, in recent years the number of cleaning companies has remained unchanged: every year new companies come to the market, but the same number leaves it. The main trend in the market of cleaning services is the enlargement of companies and the expansion of the range of services, due to which the market is growing. At the same time, small enterprises survive, as they are able to flexibly and quickly respond to changes in market conditions. The profitability of this business is in the range of 12-15% when it comes to daily work, and 25-40% for special works.

Before planning the opening of a cleaning company, you need to assess the level of competition in your city. To do this, check the number of cleaning companies operating in your region and evaluate the range of services they offer. To calculate the prospects of cleaning services in your city, you must also find out the number of business centers, shopping and entertainment complexes and offices - this will be the approximate circle of your commercial customers. An approximate picture can be obtained using online services that display companies on electronic maps. Knowing the population of the city and taking into account the fact that about 8% of households use cleaning services, you can evaluate the prospects for working with private clients.

The advantages of cleaning business:

  1. The market of cleaning services is in the stage of active growth. Cleaning services have long been familiar to potential consumers and have experience of successful application in various regions of Russia;

  2. The basis of the client base is legal entities, therefore, with a high level of corporate service, you can count on long-term cooperation, which will provide the company with a stable income;

  3. Relatively low level of competition and low threshold for entering the market: investments may be limited to the purchase of cleaning equipment.

What services do cleaning companies provide and how much does it cost

Potential clients of the cleaning company are both individuals and legal entities. The target audience in the segment of servicing individuals is a rather narrow layer of the population, which is a family with an income level above 30 thousand rubles for cleaning housing; in the segment of servicing legal entities - commercial facilities for various purposes to maintain cleanliness and maintenance on the premises.

There are two ways to start a cleaning business. The first option is to open a company for a specific client (a shopping center or a large object of 1, 000 sq. M), with which there is already an agreement. First, the company will work on this object, and only then it will expand its activities to the foreign market. The heads of cleaning services advise, first of all, to find a potential customer, and then to recruit personnel and purchase equipment for a particular object. Almost all companies receive first orders through personal contacts - advertisements are ineffective. The second way is to choose a narrow niche, as large customers can already be divided among industry giants for a long time. At the same time, small cleaning firms can act as “fish-sticks” of large companies, receiving “generous pieces” from them in the form of orders that large companies cannot fulfill for one reason or another. Naturally, for a certain percentage of the order.

The complex of services of the cleaning service should be formed based on the target audience and demand for certain types of services. According to statistics, the largest share of the types of services is integrated daily cleaning, followed by cleaning the surrounding area, garbage removal, and cleaning after repairs. The best option to start is to look for an object for daily cleaning. The income from one-time orders is greater, but it is unstable, and you will have to pay rent and salary regularly.

Daily cleaning includes dusting, mirror cleaning, floor cleaning. Cleaning the surrounding area involves washing windows, facades, garbage removal, cleaning snow / leaves / grass (depending on the season), maintaining the cleanliness of architectural elements. General cleaning is also possible, which is understood as the removal of contaminants from the walls, the cleaning of baseboards, the removal of local contaminants from various surfaces, the cleaning of tile joints, the washing of windows, and so on. Particular attention should be paid to this type of service, such as cleaning after repair - recently this type of service is in demand. Cleaning after repair includes: removal of construction debris, cleaning windows from plaque, thorough removal of dust from various surfaces, strong contaminants, washing floors, cleaning furniture, washing chandeliers, etc.

Some cleaning companies offer special programs and types of services. Such services may include cleaning before the birth of a child, washing of advertising structures, cleaning after the holidays, outstaffing (staff rental) and others. The presence of such specific types of services favorably sets the company on the market. Many cleaning services expand the range of services, offering customers dry cleaning of carpets and furniture, disinfection of the room or the provision of a home helper. With the expansion, many cleaning companies are exploring new directions, taking on technical, plumbing, electrical functions and tasks, doing administrative support, serving lockers, wardrobes, etc.

For further development, cleaning companies can choose the technical direction, when the company takes on the functions of plumbing, electrical, carpentry, etc. Many follow the path of administrative or information services - the service of wardrobes, lockers, navigation and so on.

The range of cleaning services is quite wide, but limited in cash, since many services require the availability of expensive equipment. At the initial stage of creating a cleaning service, it is recommended to choose the main services, namely:

  • daily room cleaning - from 5 rubles / m2

  • general cleaning of premises - from 50 rubles / m2

  • cleaning after construction and repair - from 70 rubles / m2

  • furniture and carpet cleaning - from 40 rubles / m2

  • window washing - from 20 rubles / m2

  • Housekeeper - from 45 rubles / m2.

In general, the set of services is individual for each client. The contract is drawn up with an indication of the list of necessary services, the price of which may vary depending on the amount of work. Typically, a contract with a customer is signed before the end of the calendar year. It also notes that at the cleaning facility the customer must provide an office space for storing equipment and chemicals, which is also equipped with wardrobes for staff clothes.

It is worth considering the peculiarity of the operating mode of cleaning companies. As a rule, most orders fall on weekends, holidays, or at night, when cleaning is carried out in the presence of customer security personnel. In addition, we must remember that each of your potential customers works according to their own schedule, which will most likely have to be adjusted. Thus, the technological process for each object is determined individually, taking into account the fact that you can’t keep a double staff just because on one of the days two of your customers intersect in time in the schedule.

How to look for cleaning services clients

To find customers, you need to use various promotion tools. Cleaning service marketing may include a number of events aimed at different target audiences:

  1. Direct marketing will be effective in the corporate segment. For advertising, you will need to prepare handouts. You can also make a cold call to a circle of potential customers or send out a commercial offer.

  2. Media advertising is targeted at private clients. Advertising can be placed on the Internet or run a short video on the radio.

  3. Advertising on bulletin boards, poles, at porches, in elevators - is aimed at private customers.

  4. Creating a website that allows a potential customer to independently examine the list of services and price list - this type of advertising can attract both corporate and private clients.

When planning an advertising campaign, you should consider what selection criteria guide potential customers. The most significant are: cost and range of services provided, reputation in the market, staff qualifications, flexibility of work schedule. These parameters should be noted in presentations and other promotional materials.

Promotion tools can be different - it all depends on the target audience and the budget allocated for advertising. Most owners of the cleaning business recognize that word of mouth is the most effective way to promote it. In order for it to start working, no matter how trite it sounds, it is necessary, firstly, to provide quality services (the standards are prescribed in GOST R 51870-2014 - “Professional cleaning services - cleaning services. General technical conditions”). Secondly, you need to ask the first customers to leave a review about the company - in return, offer some kind of bonus, for example, a discount on the next call. Loyalty programs should be worked out, involving promotions and discounts with ongoing cooperation. The conclusion of contracts for regular maintenance will ensure the company constant staff employment. Declare the environmental friendliness of cleaning products - in recent years there has been a fashion for “green cleaning”.

Another tool used in marketing is the analysis of pricing policies of competitors. Examine the level of prices and offers in the market, identify the weaknesses of competitors. For example, in the local market in a small fraction the service “home helper” is presented. Include such a service on your list. This will not require additional costs, and in the case of low demand for this type of service, the employee will be able to perform other work.

Practice shows that work with potential customers should be carried out before the cleaning service is opened. As already mentioned, it is from the needs of customers that this business is being built.

How to open a cleaning company from scratch

The algorithm for creating a cleaning company consists of the following steps:

  • business registration;

  • choice of premises;

  • purchase of equipment and supplies;

  • staff recruitment.

Let's consider each stage in more detail.

Registration of a cleaning company

For the implementation of the project registration of LLC is supposed. The form of taxation is the simplified tax system with the taxable item “revenue” at a rate of 6%. Types of activity according to OKVED-2:

  • 81. 1 Activities for the integrated maintenance of premises

  • 81.2 Cleaning activities

  • 43.39 After construction cleaning

  • 96.01 Washing and dry cleaning of carpet and textile products.

A license to provide this type of service is not required. The preparation of all necessary documents takes up to one month and costs about 6, 000 rubles.

Choosing a cleaning company premises

A cleaning company does not require large areas. There will be enough sales office and storage space for all equipment. To do this, you need to rent a room with an area of ​​about 40 sq.m. The cost of renting such a premises will be about 20-25 thousand rubles. Naturally, both in the office and in the warehouse you can save. The dispatcher can accept applications from home, and the premises can be found by acquaintance. However, this option can be resorted to at the first stage.

For medium and large companies, an ideal option would be a single room with an office for the head, a room for several managers, a meeting room, a warehouse for storing equipment, a utility room, where a tumble dryer and a machine for washing cleaning materials and work clothes are located.

Purchase of cleaning equipment

All equipment can be purchased in specialized stores. For a small cleaning company, it is necessary to purchase equipment worth at least 500, 000 rubles. The table shows the list of equipment for a cleaning company.

The list of equipment for a cleaning company

Name

Amount

The cost of 1 piece, rub.

Total amount, rub.

Industrial vacuum cleaner

four

16, 000

64, 000

Scrubber drier

four

45, 000

180, 000

Flooring

four

30, 000

120, 000

Professional carpet dryer

four

20, 000

80, 000

Harvesting trolley

four

4, 000

16, 000

Bucket on wheels

four

800

3, 200

Other cleaning equipment

one

28, 000

28, 000

Detergents (household chemicals)

one

50, 000

50, 000

Комплект для мытья окон и оргтехники

four

7, 000

28, 000

Пароочиститель

four

6 500

26, 000

Подметальная машина

four

10 200

40 800

Одежда для уборщиц

four

2, 300

9 200

Total:

645 200

Также рекомендуется приобрести грузовой автомобиль, который будет развозить уборщиков и все необходимое оборудование для оказания услуг. Стоимость газели б/у составит примерно 300 000 рублей. Чтобы сэкономить деньги на приобретении автомобиля, можно нанять водителя с личным автомобилем. Таким образом, на оборудование клининговой службы придется потратить около 650 000 рублей.

Подбор персонала клининговой компании

По словам экспертов, залогом результативности клинингового бизнеса являются именно люди. Одним из главных минусов клининга - высокая текучесть кадров. Не секрет, что профессия уборщика не является престижной. Если сотрудники будут явно халтурить, опаздывать на работу и т. д., то клиент договор с компанией расторгнет обязательно. В идеале хорошо иметь по одной бригаде рабочих на каждый объект и одну запасную бригаду.

На начальных этапах развития бизнеса команду можно не содержать в штате, а привлекать от случая к случаю — когда появляется клиент. Вообще вопрос содержания штата традиционно является одним из самых болезненных для начинающих бизнесменов. Существует два подхода к оплате труда работников. В первом случае выплачивается фиксированная заработная плата, и вы оплачиваете их услуги не зависимо от того, сумели ли вы обеспечить их работой или нет. Во втором случае работникам выплачивается процент от суммы заказа (как правило, порядка 15-20% на бригаду).

Таким образом, количество работников в клининговую компанию подбирается исходя из нескольких факторов:

  • число ежедневных заказов;

  • стабильность спроса (в случае, если предприниматель не ожидает увеличение объемов работы в течение определенного периода, необходимо нанять меньшее число сотрудников. А в условиях резкого повышения спроса можно обратиться к аутстаффингу – найму персонала со стороны);

  • размер помещений, в которых будет проводиться уборка.

В среднем, для работы небольшой клининговой компании потребуется штат из восьми сотрудников: руководитель, 4 уборщицы, менеджер, водитель. Также понадобится услуги бухгалтера, которого можно взять на аутсорсинг. Предполагается, что руководитель будет контролировать все бизнес-процессы и заниматься продвижением клининговых услуг в коммерческом сегменте. Также на начальном этапе на него возлагаются обязанности кадровика - он набирает людей в штат, проводит анкетирование, собеседование, ведет документооборот. Менеджер должен отвечать за прием заказов и общение с клиентами. Уборщицы непосредственно оказывают клининговые услуги. Водитель доставляет закупки чистящих средств и перевозит уборщиц по адресу заказчика. Общий ФОТ составит около 150 тыс. руб.

Квалифицированный персонал является главным залогом успеха клининговой службы. Именно поэтому необходимо уделить особому вниманию подбору персонала. Наиболее подходящие кандидаты – ответственные, добросовестные женщины и мужчины в возрасте 25-40 лет. Специалисты по уборке обязательно должны быть взаимозаменяемы. Формируя бригады, помните, что оборудование может весить от 10 до 100 кг., а значит, для его перемещения нужен физически сильный человек. Бригадиром желательно ставить мужчину, который будет помогать с переносом оборудования и следить за качеством выполнения работы. Для каждого уборщика предусмотрена спецодежда (комбинезон, две футболки, бейсболка, резиновые и матерчатые перчатки) – средняя стоимость одного комплекта составляет 2000-3000 рублей. Помните о том, что спецодежда - это лицо клининговой компании, поэтому экономить на ней не стоит. Чаще всего на ней размещают фирменный логотип.

Если предприниматель планирует расширять бизнес, то ему следует учесть расходы на обучение персонала. В настоящее время в России созданы различные курсы и школы клининга при крупных клининговых компаниях, которые предоставляют программы обучения и повышения квалификации клинеров. Обучение одного человека обойдется в среднем в 3000 рублей. Следует выбирать такие курсы, где дают знания по принципам подбора химии и оборудования, типам загрязнений, технологиям уборки. Клинеру необходимо понимать, какое по составу химическое средство и в какой концентрации потребуется для очистки загрязнения с конкретной поверхности.

Как рассчитать выручку клининговой службы

Объем продаж рассчитывается как среднерыночный для города с населением более 500 тыс. человек. Исходя из нормативов, в день сотрудник убирает 600-800 кв.м. При наличии четырех сотрудников, работающих посменно, максимальная загруженность в месяц составляет 11 250 кв.м. на сотрудника или 45000 кв.м. для всего штата уборщиц. Средняя цена услуги составляет 50-150 руб/м2. При загруженности равной 50%, месячная выручка компании составит 45000*50%*50=1 125 000 (рублей). Обращаем внимание, что эта цифра является ориентировочной: она будет серьезно зависеть от количества заказов.

Сколько денег нужно, чтобы открыть клининговую компанию с нуля

Для запуска проекта необходимо рассчитать объем первоначальных вложений. Для этого нужно определиться с затратами на оборудование и технику.

Первоначальные вложения

Статья расходов

Цена, руб

Специализированное оборудование

645 200

Рекламная кампания

50 000

Регистрация ИП, документация

6 000

Оборудование офиса

50 000

Total:

751 200

Таким образом, затраты на открытие клининговой службы составят около 800 тыс. рублей. Кроме первоначальных затрат, бизнес требует ежемесячных расходов, величина которых составляет 320 тыс. рублей. Себестоимость услуг складывается из ежемесячных расходов и стоимости используемого оборудования. Средняя себестоимость уборки 1 кв.м. - 31, 5 рублей. Для объема 22 500 кв.м. в месяц себестоимость работ составит 708 750 рублей.

Ежемесячные расходы

Статья расходов

Цена, руб

Аренда офиса 40 кв.м.

25 000

Заработная плата и страховые отчисления

150 000

Коммунальные платежи, интернет

6 000

Моющие средства (из расчета 0, 98 руб. на 1 кв.м: 22500 кв.м. * 0, 98 руб)

22 050

Tax deductions

70 000

Амортизация оборудования

16 000

Advertising

20, 000

Other

10, 000

Total:

319 050

Сколько можно заработать на клининге

Рассчитать чистую прибыль возможно можно при помощи следующих показателей:

  • выручка = 1 125 000 рублей

  • себестоимость услуг = 708 750 рублей

  • ежемесячные расходы = 300 000

Таким образом, чистая прибыль равна 116 250 рублей.

Первоначальные вложения, которые составляют около 800 тыс. рублей, могут окупиться в первый же год работы. Практика показывает, что для клинингового бизнеса срок окупаемости 1-1, 5 года является нормой. При уровне чистой прибыли 116 тыс. рублей рентабельность продаж в первый год работы составит около 14%.

Какие сложности могут возникнуть

Чтобы оценить риски бизнеса, необходимо провести анализ внешних и внутренних факторов. К внешним факторам относятся угрозы, связанные с экономической ситуацией в стране, рынков сбыта. К внутренним – эффективность управления организацией.

Перечислим основные факторы риска при создании клининговой компании и способы реагирования на угрозы. К внешним рискам относятся:

  • Повышение себестоимости услуг, что влечет за собой уменьшение маржинального дохода. Нивелировать риск возможно путем создания запаса наценки на себестоимость, что позволит компенсировать рост затрат без повышения стоимости услуг;

  • Открытие в городе прямых конкурентов влечет за собой угрозу потери клиентов, демпинг, рост затрат на маркетинг и рекламу. Снизить влияние этого риска возможно при формировании своей клиентской базы, создания программ лояльности, заключения долгосрочных договоров эксклюзивного обслуживания.

К внутренним факторам рискам относятся:

  • Низкий уровень компетенции персонала, который может привести к падению продаж, ухудшению деловой репутации и ожесточению конкурентной борьбы. Снизить риск позволит эффективная система обучения и мотивация персонала;

  • Сезонность бизнеса влечет за собой снижение продаж, повышение непокрываемых расходов на содержание персонала. Нивелировать риск возможно при помощи акционных предложений, организация времени слабой загрузки обучением персонала;

  • Поломка оборудования влечет за собой приостановку деятельности и потерю части прибыли. Избежать этой угрозы позволят проведение плановых проверок оборудования и сотрудничество с надежными производителями техники.

Evgenia Yurkina

(c) www.clogicsecure.com - a portal to business plans and guidelines for starting a small business 08/18/2019


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