All about the cleaning business. Opening of a cleaning company. How to start a cleaning business in Russia

How to open a cleaning company in Russia: short review market + necessary equipment + personnel search + initial investments + business advertising methods + useful tips.

Cleanliness is the key to health. A professional approach to cleanliness is the key to success in this area of \u200b\u200bbusiness.

Cleaning grandmothers are gradually becoming a thing of the past ...

Demand, albeit "sleeping", seems to be in Russia, therefore, how to open a cleaning company on their own, more and more people think. We will deal with this today.

What do you need to know before opening a cleaning company?

First, it is necessary to understand the very concept of "cleaning", which still sounds unusual in Russia and different people put different meanings into it. It's not just cleaning anymore.

Some perceive the cleaning company as the very same grandmother-cleaner who took certain courses and can intelligently, but without a system and modern equipment, sweep or mop on the floor. Yes, there is also a demand for such services in the lower price segment.

In 2014, the market “froze”, but in 2018, according to experts, it will start growing again. Takeaway: To be successful tomorrow, you need to prepare for the increased demand today. So, it's time to think about how to open a cleaning company.

So, in 2014, the market of cleaning services in Russia was estimated at $ 200 million. Moreover, 150 of them were in Moscow and the Moscow region. Up to 30 million more - to St. Petersburg, and the rest - other regions.

Since then, they learned about professional cleaning in the periphery, so the market began to gradually level out, which opens up new prospects in the event of economic growth throughout Russia.

Choosing a target audience for a cleaning company

Having dealt with the region where we are going to open a cleaning company, we need to understand for which client it is worth doing this. Roughly speaking, the client can be either corporate or private. Corporate are divided into offices and premises for a mass gathering of people (shopping and entertainment centers, theaters, cafes, etc.).

To understand which client to target will help such a "cheat sheet", which shows who spends the most on cleaning premises in Russia:

As you can see, apartment cleaning takes no more than 3% of the market, together with theaters and restaurants, which cope with cleaning procedures on their own.

Hence the conclusion: it is possible to open a cleaning company exclusively with a focus on a corporate client, and servicing individuals should be developed as an auxiliary direction.

Having dealt with the target audience, you should estimate the range of services that you will provide. All of yours will depend on it, since it all requires personnel, equipment and supplies.

From the infographics it follows that it is not very profitable to open a cleaning company that is engaged only in cleaning premises and territory - most combine this activity with something else.

The reason is that the Russian market is still in its infancy, and you cannot rely on any one segment, it is better to take 2-3 directions and develop them in parallel.

How to open a "modest" cleaning company: a rough business plan

You can open a cleaning company if you have a well-thought-out business plan.

Therefore, we have prepared examples for you. Then let's compare the performance of a small firm that provides dry and wet cleaning services with a large company, so that all the differences are clearly visible.

So, in order to open a small cleaning company of a modest scale, which does not provide any exotic services such as supervision of the vehicle fleet, but only deals with cleaning the premises, you have to be “in the know” yourself.

If you are already an expert in this matter, then you will not need the courses, otherwise you will have to spend up to 20,000 rubles on them.

After completing the courses, the first step is to officially register your business.

If you want to work as an individual entrepreneur, your business is, but it is believed that real profit in the cleaning business can be obtained only if you open a cleaning company (on a simplified taxation system) with 1-2 employees besides you.

This will allow for more flexibility in working with the state while maintaining the benefits of small businesses such as lower tax rates, government grants, reducing the cost of renting premises, etc.

The good thing about cleaning is that, according to the laws of Russia, this activity does not require any certification. Before opening a cleaning company, you need to study GOST R 51870-2002.

Initial investment in a cleaning company

It all depends on the scale of your future activities and the market segment that you have chosen for yourself. In general, 290-350,000 rubles are enough for a mediocre cleaning company in the LLC format. start-up capital. For individual entrepreneurs - 70-90,000 rubles.

It is believed that such a volume of investments in Moscow pays off in 8-10 months. That is, in less than a year. For a full-fledged cleaning company that provides a full range of services, you will need 2-3,000,000 rubles, and the payback in the presence of regular customers will be about a year.

You need to understand that cleaning premises as a business is too heterogeneous. Companies working in tandem with five-star hotels receive very serious income, but they also have the highest quality of cleaning services.

Low qualifications among supermarket employees, and average - among average business centers. All this must be taken into account in advance, calculating the level of initial capitalization.

How to start a cleaning business in Russia?

Before opening a cleaning company, experts recommend checking the soil by talking to local entrepreneurs: do they need cleaning, what kind of cleaning they need, how much are they willing to pay, etc.

Otherwise, you may be out of luck, because demand is not consolidated. Such is the specificity of the cleaning business that word of mouth and personal acquaintances are always in the first place here.

The most important item of expenses for a small cleaning company is an office, although at the initial stage you can do without it at all. The modern level of technology development allows you to work in the "home office" mode, and go to the client for cleaning.

If the cleaning "office" is very small, from one person, then you can simply answer in your own way mobile phonewithout looking up from cleaning. It is easiest to open a cleaning company in this format. However, if you are planning to enter the cleaning business for a long time, then you cannot do without an office.

An optimal office should have the following premises: a director's office (you can meet clients there), a staff room (primarily managers), a warehouse for inventory and workwear, as well as a separate room for washing machines and a tumble dryer.

Even if you do not intend to provide dry cleaning services, you will have to wash your work clothes all the time, especially after each dirty cleaning, as required by GOST and common sense - who will hire a cleaning lady who looks like a scumbag herself?

Thus, for a modest office, an office with an area of \u200b\u200b15-20 sq. m. According to market participants, you should focus on premises with a price of 1000 rubles per square meter (that is, 15-20,000 rubles per month).

You shouldn't look for an office in the city center; you can also look for it on the outskirts - you go to your clients for cleaning, not they to you. This means that your own convenience can be sacrificed for the sake of economy.

1) Equipment for a cleaning company

This is one of the most problematic moments when starting a cleaning company in Russia. Some advise to buy only new equipment, while others recommend to start with used equipment, they say, the main thing here is the quality of personnel and consumables, and not equipment.

Choose what is closest to you, but still the mops and rags must be clean, otherwise the client will be unhappy.

Consumables and simple equipment made in Russia are available in a wide range.

A mandatory set of equipment for a small company in Russia is as follows:

Total: 31,700 rubles (without a scrubber drier). When buying a cheaper vacuum cleaner, you can keep within 30,000 rubles.

You can wash your work clothes yourself at home. If you have a car, then the issue has been resolved, but if not, then you will have to cooperate with someone.

Many organize this business specifically for one customer - for example, a business center, where they themselves rent a small room or receive permission to store equipment in the back room with the consent of the building owner.

2) We select personnel for a cleaning company

If you are at the very start and intend to do the cleaning alone, then you may not even read this paragraph. Otherwise, you will need to hire 1-2 cleaners. Most likely, you will have to pay for the training of beginners, which will cost 4,000-25,000 rubles. Consulting services are provided by large cleaning firms.

The course includes both training in working with equipment and the basics of safety when working with poisonous substances.

In addition, employees will be trained how to properly, according to the system, carry out cleaning, what types of cleaning are, how wet cleaning differs from dry cleaning using a vacuum cleaner or scrubber, etc.

That is, at the exit you will get a full-fledged cleaner - an expert in cleaning of any type.

The work of an ordinary cleaner is considered low-skilled, so it is not paid very high, although the shortage of personnel in Russia contributes to the fact that real specialists with work experience can be expensive.

To start a business, you can focus on employees who are ready to work for 10-15 thousand rubles per month + bonuses.

It is possible for minimum wage to find someone, but then, most likely, the quality of cleaning will suffer, because only the same grandmothers who are often poorly versed in technology will go to such a salary, but they will have to work with high-tech and modern equipment.

To understand whether it's time for you to expand, there is a formula according to which one cleaner is capable of efficiently cleaning an area of \u200b\u200b9,000 square meters. m. For 8 hours of a working day, an employee can clean about 800 square meters. m (in office centers - 500 sq. m).

By calculating the area of \u200b\u200bthe "mileage" of employees, you can find out if you have enough hands. If there are fewer people than required, the quality of cleaning will suffer.

3) We are looking for clients for our cleaning company

The best option, if you have found a client in advance for whom you will create your business, and only then you will scale it by hiring new employees and purchasing additional equipment for other types of cleaning.

Market players argue that the best option for small cleaning companies is word of mouth or "presentations": go to the offices and look where the dirtiest is, offer them to do the cleaning for free or at half price, subject to a review (video review) on your website or on specialized resources.

You can also leave your handouts near the entrances to business centers or malls.

Although this does not give a high conversion, it is free (as long as they are not ripped off by competitors). A more solid advertising campaign will be too expensive.

Many try to master promotion of cleaning services in social networks, but how effective it is is difficult to say.

It is considered much more justified contextual advertisingwhich is shown target audience: if a person is looking for a cleaning office, entering the query "cleaning of premises Moscow", then your ad will be shown to him.

Paid ways to promote cleaning services will cost from 10,000 rubles per month.

Do not forget about fixing all agreements with the customer in advance, down to the smallest detail. Here, it is advisable to describe not only the types of cleaning, but also the fixation of property rights, so that you are not later accused of stealing personal belongings.

Therefore, prepare in advance the forms of contracts indicating the list of your services and terms. The contract is usually signed for a quarter or a year, but there are also one-time payments.

*Example standard contract for the provision of cleaning services

What is the payback of the micro-cleaning business?

The price for 1 square meter of professional cleaning in Moscow starts from 50 rubles per square meter. m, although semi-professional cleaning can be found cheaper. In large business centers, the price can even be 100 rubles / sq. m and above, but you should not count on this, since such customers are served only by well-known large brands.

… First you have to dump, otherwise there will be no orders. So it is worth focusing on 30-40 rubles / sq. m.

Minimum costs: 30,000 (cleaning equipment) + 15,000 (office) + 20,000 (staff: 1 cleaner + outsourced accountant) + 10,000 (online advertising) \u003d 75,000 rubles in the first month and 40-50 thousand rubles monthly.

Income: 50,000 (30 rubles per 1 square meter of cleaning \u003d 1667 - this is how much square meters you need to clean a month to pay off yourself and one assistant). This is excluding taxes.

If you intend to work more thoroughly and are ready to spend money on quality equipment (the same scrubber), rent a car, expand your staff, engage in full-fledged self-promotion, then the starting capital of 300-350,000 rubles will pay off from about 5,000 sq. m of cleaning per month.

Considering the scale of business centers and retail space, this figure looks quite acceptable, but your competitors may already be working there, so it is better to prepare for the fight for a client.

The standard margin in the cleaning business is 25-35%, depending on the services provided: one-time general cleaning is expensive, but they are rarely ordered in Russia, and weekly cleaning gives a small, but regular income.

Thus, regular cleaning of a three-room apartment in Moscow will cost 4,000 rubles, and general cleaning after repairs is almost twice as much - 7-7,500 rubles. In general, the average cleaning company pays off in 9 months, taking into account the crisis.

How to start a cleaning company in style?

As promised, the performance of a tiny cleaning company is comparable to an industry giant that buys its own cars right from the start, has a large staff and is ready to provide cleaning services of any complexity.

How to open such a large company in Russia? The principles are the same as before, so we will not repeat ourselves, but the costs are higher. Such companies are usually created to help hoteliers or companies that serve large housing estates and shopping centers.

To open a cleaning company in this segment, the staff will be at least 12 people:

Imported equipment for wet and dry cleaning of all types to open a cleaning company of this level will also cost a pretty penny:

Taking into account the costs of advertising, business registration, depreciation of equipment for dry and wet cleaning, etc., without which it is impossible to open a large cleaning company in Russia, the final estimate will look something like this:

Adjusted for inflation and devaluation, the purchase of equipment for dry and wet cleaning and the hiring of personnel can cost even 3,000,000 rubles.

With a projected payback of the project of 550,000 rubles per month, it is necessary to serve about 15-20 corporate clients (this is about 100 orders for dry and wet cleaning per month).

This video will show you how to create a successful

a cleaning company with an income of $ 3,000-7,000:

Summing up the features of opening a cleaning company

Investments in a small cleaning company can be recouped in a couple of months with an average cleaning yield of 35%, for an average company in 8-10 months with a yield of 25-30%, and in the case of a large office, a return of 20-25% is considered a great success and 12-15 months payback period.

In fact, this market is very volatile. If you are lucky enough to receive a large order for dry and wet cleaning, for example, from a large government agency, then even a large cleaning company can be recouped very quickly - in just a couple of months.

But the opposite result is also possible - small orders at high costs. The most important thing is a preliminary analysis of demand in the segment and locality where you intend to work.

So find the answer to the question " How to open a cleaning company? " not that difficult. It is much more difficult to calculate everything correctly in advance, to analyze the dormant demand for dry and wet cleaning, to determine the optimal advertising channels, etc.

Cleaning itself in this case is far from the most difficult thing. But if all this is done correctly, the result will not be long in coming: in this area, the payback is one of the fastest, because in the USA and Europe it is considered one of the most attractive for investments.

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Cleaning companies are becoming more and more popular in our country. That is why there are more and more of them. In fact, opening a cleaning company is not difficult, but it is important to know what you need to open. First of all, these are, of course, professional equipment and cleaning agents, qualified personnel. If you have all this or are ready to purchase it, you can start opening your own business.

Cleaning company business plan

Let's take a closer look at the question of how to open a cleaning company, a ready-made example of a business plan and information on what is needed to open, how much it costs. This short but highly informative cleaning company business plan is sure to help you.

How much money do you need to open?

As a rule, for the organization of a small cleaning company, which will deal with the cleaning of office premises, about 150 thousand rubles is enough. If you are going to deal with larger objects, accordingly, much more funds will be required. But starting a cleaning business is best done with small facilities where your staff can practice and improve their skills.

How to get into this business?

To do this, you need to immediately find potential customers so as not to burn out and recoup at least a small part of the costs. It is best, of course, to purchase all the necessary funds after an agreement with the customer. After all, for example, cleaning a small room of a cleaning company will require much less costs than a larger one.

It is advisable to immediately find a permanent cleaning facility, which you will visit several times a week, and thereby ensure a stable income for the cleaning company that you have opened. For such purposes, an office or small one is best suited shopping centerwho needs a weekly cleaning.

In addition, it will be great if you immediately determine the specialization of your cleaning company. For example, you might establish yourself as a cleaning company that cleans stains from sofas. This type of service is quite in demand.

Thus, you will be called to your house by ordinary housewives who need your help.

Premises

The office space of a cleaning company should consist of a room in which all inventory will be stored, a manager's office, and a room for all other managers.

It is not worth buying or renting a large area for an office, clients, as a rule, rarely come themselves to cleaning companies, basically, you will go to them. In addition, it is much more convenient to discuss all the nuances of the work at the customer's site.

Cleaning equipment

A standard set of cleaning equipment should include:

• vacuum cleaner - up to $ 600;
• wringer trolley equipped with a grid for containers with solutions and a garbage bag - $ 250;
• flat mop (analogue of a mop and broom) - $ 40-50;
• a set for washing windows and wiping office equipment - $ 220;
• disc machine for intensive deep cleaning of carpets - $ 2,600;
• washing machine for cleaning cleaning materials and workwear - $ 600.

Thanks to this cleaning equipment, you can easily carry out general cleaning in the apartment and in the office.

Of course, there is no need to dwell on this. As your cleaning company grows, you need to purchase new, more powerful equipment and more expensive and high quality products. This will help you expand the range of services, for example, a washing machine, the price of which is 2000-17000 dollars.

The average cost of equipment for cleaning companies can be about 100-700 thousand rubles, but then again everything depends on the brand of the purchased equipment, as a rule, you have to overpay for it.

Staff

At the first stage, you will have to take on many functions, but as the company grows, you will be able to hire more and more people.

It is necessary to start with the staff who will be engaged in cleaning, because this is the essence of cleaning. The number of people depends on what volume of premises you are going to wash and how many orders there will be per day. For a start, 2-3 experienced cleaning ladies will be enough. It is important that they know how to work with equipment and detergents, do everything carefully and take into account the wishes of customers.

In order to open a cleaning company with a full staff of employees in addition to cleaners, you need a driver who will transport them from site to site. For these purposes, you will also need a minibus, people and all cleaning equipment must fit into it.In order not to buy a vehicle, you can immediately look for a driver with your car, but keep in mind that in this case, his salary should not be small.

You can search for personnel for a cleaning company with the help of advertisements on the Internet or use the help of friends, perhaps they will be able to advise someone, good feedback will not be superfluous when hiring a person.

For employees of cleaning companies, they are very often satisfied various courses professional development, such courses will be very useful for both cleaning staff and managers sitting in the office. In addition, as a rule, on such courses you can get very useful acquaintancesthat will come in handy for promoting your business.

Financial plan

Consider the financial component of our sample cleaning business plan. Cleaning one square meter can cost from 45 to 150 rubles per month. Let's take not the maximum rate for cleaning premises, but, for example, 45 rubles / sq. m per month. Let's say you have entered into a contract for the cleaning of an area of \u200b\u200b5 thousand square meters. m., you will need 8 cleaners.

The monthly revenue of the cleaning company will amount to 225 thousand rubles.

To understand how much net income you have from this business on cleaning premises, all costs must be taken into account. These include one-time costs, which include the purchase of equipment, office furniture, and other similar items for a cleaning company. In addition to one-time costs, there are also monthly costs, such as renting premises, paying for utilities, wage staff, etc. In addition, do not forget about the monthly taxes, which must be paid on time so that you are not charged any penalties.

One-time costs when opening a cleaning company:

• Equipment - 150 thousand rubles.
• Overalls - 9 thousand rubles
• Furniture - 30 thousand rubles.
• Office furniture and office equipment - 50 thousand rubles.
• Telephone line connection - 4 thousand rubles.

Total one-time costs: 243 thousand rubles.

Fixed costs:

• Rent of premises (20 sq. M.) - 15 thousand rubles.
• Phone - 400 rubles.
• Accountant's salary - 15 thousand rubles.
• Cleaners' salary - (15x8) 120 thousand rubles.
• The salary of a minibus driver is 20 thousand rubles.
• Chemicals - 7 thousand rubles.
• Unforeseen expenses - 2 thousand rubles.

Total fixed costs: 179.4 thousand rubles.

Profit of the cleaning company before taxes - 45.6 thousand rubles. This figure, of course, is conditional and implies the maximum load with orders, which is rarely observed among new companies, so keep this in mind.

As a rule, with insignificant first expenses, the payback of the cleaning company comes up to a year. The payback directly depends on how many regular customers and orders you have.

Start your cleaning business by opening a company with minimal investment and only when there are more orders and you feel confident that profits are really increasing, you can buy more equipment and hire new staff.

We hope that this example of a cleaning company business plan will help you open your own apartment and premises cleaning business.

Additionally

• Standard contract for the conclusion of cleaning services. A ready-made version that you can use in your business.

It is considered that apartment cleaning services women are involved, but men can be very profitable in this business. This is a very suitable business for those with limited start-up capital. You will be able to offer your services to your neighbors, your immediate surroundings, use your own equipment, and start earning income from the very first day... Absolutely no experience is required for this. Everyone knows how to clean furniture, vacuum carpets, and take out the trash. But you have to ask yourself if you think this job is no less prestigious than any other. If you find it humiliating or too hard, it's best not to do it at all.

Always be on time. You can come a couple of minutes earlier; however, if you are a few minutes late, it may adversely affect the ability to receive your order. Dress so that you can see that you are a self-respecting businessman. Be confident and friendly. You must show that you know your business well and understand the needs and requirements of the customer. Do not smoke, even if the customer offers and never accept offers to drink even coffee - until you have a signed contract. After signing the contract, the best thing is to shake hands, thank him and leave. It is permissible to talk a little with the customer, but do not go into a familiar tone.

When heading to the customer to estimate the cost of work, take an order journal, carbon paper (or self-copying forms), and a calculator with you.

Subsequently, provide a separate page in the magazine for each room in a house, apartment or other room. Include special instructions and wishes of the client there. Clarifying the details of the work, it is necessary to be methodical and scrupulous. For example: “Did I understand correctly that we have to vacuum the carpet (s), wipe the furniture, including the coffee table, and polish the piano?” Discuss in detail with the customer all the operations in each room. Write everything on paper. Your meticulousness and scrupulousness will lead to that that the customer will place an order regardless of price. Place carbon paper under each page of the document. Inspect it again before leaving the room. Ask the customer if he or she has any special requests for the room and mark everything in the contract.After passing each room with the customer, return to the kitchen and sit at the table.

Get out your calculator and add up the time you estimate it will take to work in all rooms. Determine the opening hours in each room. If a job — cleaning a carpet, for example — takes 15 minutes for you — that means an average person can do it in 30 minutes. Therefore, increase the total execution time. For each room, separately convert the time in minutes - into hours. Add up the time and get the total cleaning and cleaning time for the entire house or apartment. After talking with the customer, evaluate in your mind his financial capabilities.

Since you can accomplish in 4 hours what an average person takes 6 hours, end the conversation with the following words: Yes, Mrs. N, you really have a lot of housework, and so do you every day? I can’t imagine how you handle this, but we will remove this problem from you, save your time and give you the opportunity to rest. We can work for you on a permanent basis, for example, once every two weeks. It will cost XXX rubles per month or XX rubles at a time. I can imagine how tired you are when you come home from work, and then there is a lot of housework from which you want to escape. Now we take care of all the worries - we will keep your house clean, ready to receive guests, so that you forget about the tedious work of cleaning and tidying up. We will save you a lot of time, labor and nerves, and we guarantee that you will like our work. Please decide if you want to call us every time or if you prefer constant service - then you will save money on the call. Opening the order book, you inform: I have free time at 8:30 on Tuesday. We could stop by on Tuesdays every week and clean up before you come home from work. The client agrees that Tuesday 8:30 is fine with her. Then you ask her whether she prefers to pay the bill at the end of each cleaning and housekeeping session, or on a regular monthly basis. Emphasize that by hiring you on a monthly basis, she will receive a service that will clean you every three months for free.

Now that you have your first client, you need to fill every day of the month with regular work, i.e. need to expand. Expansion means hiring people to work for you, and more work done, which means more profit. Do not be afraid of this, you already have experience of gradual development. You started your business to make money, right? Expansion means more helpers so you don't have to work to the point of exhaustion. You will be able to successfully do this business without even leaving your home. All you need is a telephone, desk and filing cabinet. As soon as the opportunity arises, immediately hire people to do the specific cleaning and cleaning job.

We advise you to hire people to work in teams of two and three. Two each for work that does not include dishwashing and laundry. Three each for those who do this work. At first, you can pay them the minimum wage or a little more, and train them to do any job in no more than two hours. Having hired and trained a couple of people as a cleaning team, you must equip them with uniforms bearing your company name. It is also a good idea to place labels and badges identifying your company on both sides of the cars and vans you rent to transport people to your place of work, and later on both sides of the cars that belong to your company.

Each team must have a leader (foreman) responsible for the quality and performance of the team's work. The brigade can function as follows. One person cleans the bathroom and does the laundry while the other person cleans and polishes the furniture and vacuums. In jobs that do laundry and dishwashing, a third person can do the laundry and finish what was started earlier, then wash the dishes and clean the kitchen. With this organization, work will be more efficient and take less time to complete. In the middle day, the leaders of the brigades together with you outline the schedule for the next day, notify the brigade about this, provide it with equipment and materials for the next day.

* Calculations use average data for Russia

From 750 000 ₽

Initial attachments

1 125 000 ₽

116 250 ₽

Net profit

8-15 months

Payback period

Together with the general growth of civilization of society, the services of cleaning companies begin to seem irreplaceable. But unlike many foreign countries the cleaning market in Russia is still poorly saturated.

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

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In recent years, this type of service is gaining popularity in both the private and commercial segments. To the rhythm modern life more and more day-to-day tasks are being outsourced. Businesses use outsourced employees who do non-specific work staffing table... Many companies have practically abandoned the practice of keeping full-time cleaners and use cleaning services. Private clients actively use cleaning services for apartments after renovation and regular cleaning services.

Thanks to a wide range of potential customers, this business is promising and, if properly organized, can bring decent profit. How to open a cleaning company from scratch and build on it successful business? All basic questions will be answered with a step-by-step guide.

How to assess the relevance and prospects of a 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 are still the leaders of the domestic cleaning services market and occupy almost 60% of the total volume.

Annual growth rate russian market cleaning services account for 30%. The Moscow market is growing by 68% and the market volume is over 15 billion rubles per year. The turnover of the Russian market of cleaning services at the beginning of 2016 was 222.13 billion rubles. Today in the regions of Russia there are about 1500 companies, in Moscow and St. Petersburg - about 700 companies. According to statistical studies, in 2016 cleaning services were included in the top 5 most demanded services in the domestic market.

The growing demand for professional cleaning leads to a constant expansion customer base... Service commercial real estate accounts for 80% of the entire 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 malls, etc.) and office rooms (banks, offices, business centers, government agencies).

The structure of the client base of cleaning companies

The main reasons for the growing popularity of cleaning services:

The actively ongoing construction and the increase in the commissioning of areas (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 service after renovation, is increasing.

The demand in the cleaning services market was supported by those companies that abandoned the hiring of traditional cleaners in favor of outsourcing. This step, according to experts, could bring savings of 20% for the company.

The rhythm of modern life sometimes does not leave working people time for high-quality cleaning in the apartment. In this regard, people turn to specialized companies for cleaning services.

More and more people are realizing the need for professional maintenance of buildings and structures. Today, cleaning companies use modern technology, carefully select cleaning products. Thanks to this approach, the time spent on full cleaning is significantly reduced.

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

Few entrepreneurs have appreciated the profitability of the business, so competition in the market is growing very slowly. The threshold for entering the market is quite low. As statistics show, in recent years the number of cleaning companies has remained unchanged: every year new companies enter the market, but the same number leave it. The main trend in the cleaning services market is the consolidation of companies and the expansion of the range of services, due to which the market is growing. At the same time, small businesses also survive because they are able to respond flexibly and quickly 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 work.

Before planning to open 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 for cleaning services in your city, you should also find out the number of business centers, shopping malls and offices - this will be an indicative circle of your commercial clients. A rough picture can be obtained using online services that display companies on electronic maps. Knowing the size of the city's population and taking into account the fact that about 8% of households use cleaning services, you can assess the prospects for working with private clients.

The advantages of the cleaning business:

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

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

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

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

The 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 stratum of the population, which represents families with an income level above 30 thousand rubles for cleaning their homes; in the service segment legal entities - commercial facilities for various purposes to maintain cleanliness and care in 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 from 1 thousand sq. M.), With which there is already an agreement. First, the company will work for this facility, and only then will expand its activities to the external 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 specific object. Almost all companies receive their first orders through personal connections - advertisements are ineffective. The second way is to choose some narrow niche, since large clients have long been divided among the giants of the industry. Small cleaning companies can act as "sticky fish" large companies, receiving from them “generous pieces” in the form of orders that large firms, for one reason or another, cannot fulfill. Naturally, for a certain percentage of the order.

The range of cleaning services should be formed based on the target audience and the demand for certain types of services. According to statistics, the largest share by type of services is occupied by complex daily cleaning, followed by cleaning of the adjacent territory, garbage disposal, cleaning after repairs. The best way to get started is to look for an item for daily cleaning. Income from one-time orders is higher, but it is unstable, and rent and salary will have to be paid regularly.

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Daily cleaning includes dusting, cleaning mirrors, cleaning floors. Cleaning of the surrounding area involves washing windows, facades, garbage removal, snow / leaves / grass removal (depending on the season), maintaining the cleanliness of architectural elements. General cleaning is also possible, which means removing dirt from walls, washing skirting boards, removing local dirt from various surfaces, cleaning tile joints, washing windows, and so on. Particular attention should be paid to this type of service, such as cleaning after renovation - recently, this type of service is in demand. Cleaning after renovation includes: taking out construction debris, washing windows from plaque, thoroughly removing dust from various surfaces, heavy dirt, washing floors, cleaning furniture, washing chandeliers, etc.

Some cleaning companies offer special programs and services. Such services can be cleaning before the birth of a child, washing advertising structures, cleaning after the holidays, outstaffing (staff rental) and others. The presence of such specific types of services favorably distinguishes the company in the market. Many cleaning services are expanding their range of services, offering customers dry cleaning of carpets and furniture, disinfection of premises or providing a home assistant. With the expansion, many cleaning companies are mastering new directions, taking on technical, plumbing, electrical functions and tasks, doing administrative support, servicing lockers, wardrobes, etc.

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

The range of cleaning services is wide enough, but limited in cashbecause many services involve expensive equipment. At the initial stage of creating a cleaning service, it is recommended to choose the main services, namely:

daily cleaning of premises - from 5 rubles / m2

general cleaning of premises - from 50 rubles / m2

cleaning the premises after construction and repair - from 70 rubles / m2

cleaning furniture and carpets - from 40 rubles / m2

washing windows - from 20 rubles / m2

house assistant - from 45 rubles / m2.

In general, the range 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 scope of work. Usually the contract with the customer is signed before the end of the calendar year. It also notes that at the cleaning facility, the customer must provide room service for storing equipment and chemicals, which is also equipped with wardrobes for personnel.

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

How to look for clients of cleaning services

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

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

Creation of a website that allows a potential client to independently study the list of services and a price list - this type of advertising can attract both corporate and private clients.

When planning an advertising campaign, you should take into account what selection criteria potential customers are guided by. The most significant are: the cost and range of services provided, reputation in the market, staff qualifications, flexibility of the work schedule. Pay attention to these parameters 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 cleaning business owners recognize that the most effective way promotion is word of mouth. In order for it to start working, no matter how trite it sounds, it is necessary, first, to provide quality services (the standards are spelled out 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 contact. It is necessary to work out loyalty programs that include promotions and discounts with constant cooperation. The conclusion of contracts for regular maintenance will provide the company with constant staff employment. Declare green cleaning products - lately there has been a trend towards “green cleaning”.

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

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Practice shows that work with potential clients should be carried out even before the opening of a cleaning service. As already mentioned, this business is built precisely from the needs of customers.

How to start a cleaning company from scratch

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

business registration;

choice of premises;

purchase of equipment and consumables;

recruitment of personnel.

Let's take a closer look at each stage.

Registration of a cleaning company

To implement the project, the registration of an LLC is expected. The form of taxation is the USN with the object of taxation “revenue” at a rate of 6%. Activities according to OKVED-2:

81.1 Activities for comprehensive service premises

81.2 Cleaning and tidying activities

43.39 Post-construction cleaning

96.01 Washing and dry cleaning of carpets and textiles.

A license for the provision of this type of service is not required. Registration of all necessary documents takes up to one month and costs about 6,000 rubles.

Choosing a room for a cleaning company

The cleaning company does not require large areas. There will be enough sales office and storage space for all equipment. To do this, you will need to rent a room with an area of \u200b\u200babout 40 sq.m. The cost of renting such premises will be about 20-25 thousand rubles. Naturally, you can save money both at the office and at the warehouse. The dispatcher can accept applications from home, and the premises can be found by acquaintance. However, this option can be used at the first stage.

For medium and large companies, an ideal option would be a single room with an office for the manager, a hall for several managers, a meeting room, a warehouse for storing equipment, a utility room where a drying drum and a machine for washing cleaning materials and workwear are located.

Purchase of equipment for cleaning

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

List of equipment for a cleaning company

It is also recommended to purchase truck, which will deliver the cleaners and all the necessary equipment for the provision of services. The cost of a used gazelle will be about 300,000 rubles. To save money on purchasing a car, you can hire a driver with a private car. Thus, about 650,000 rubles will have to be spent on equipment for the cleaning service.

Staff recruitment for a cleaning company

According to experts, people are the key to the effectiveness of the cleaning business. One of the main disadvantages of cleaning is high staff turnover. It's no secret that the profession of a cleaner is not prestigious. If the employees are obviously cheating, being late for work, etc., then the client will necessarily terminate the contract with the company. Ideally, it is a good idea to have one crew of workers per site and one spare crew.

At the initial stages of business development, the team may not be on the staff, but may be involved from time to time - when a client appears. In general, the issue of staff maintenance is traditionally one of the most painful for novice businessmen. There are two approaches to paying workers. In the first case, a fixed wage is paid, and you pay for their services regardless of whether you managed to provide them with work or not. In the second case, employees are paid a percentage of the order amount (as a rule, about 15-20% per team).

Thus, the number of employees in a cleaning company is selected based on several factors:

the number of daily orders;

stability of demand (if the entrepreneur does not expect an increase in the volume of work during a certain period, fewer employees need to be hired. And in conditions of a sharp increase in demand, you can turn to outstaffing - hiring outside personnel);

the size of the premises that will be cleaned.

On average, a small cleaning company will require a staff of eight employees: manager, 4 cleaners, manager, driver. You will also need the services of an accountant who can be outsourced. It is assumed that the head will control all business processes and promote cleaning services in the commercial segment. Also, at the initial stage, he is entrusted with the duties of a personnel officer - he recruits people to the staff, conducts questionnaires, interviews, and conducts document circulation. The manager should be responsible for taking orders and communicating with customers. Cleaning ladies directly provide cleaning services. The driver delivers purchases of cleaning products and transports the cleaners to the customer's address. The total payroll will be about 150 thousand rubles.

Qualified staff is the key to the success of the cleaning service. That is why it is necessary to pay special attention to the selection of personnel. The most suitable candidates are responsible, conscientious women and men aged 25-40. Cleaning professionals must be interchangeable. When forming teams, remember that equipment can weigh from 10 to 100 kg, which means that a physically strong person is needed to move it. It is advisable to put a man as a foreman who will help with the transfer of equipment and monitor the quality of the work. Overalls (overalls, two T-shirts, a baseball cap, rubber and cloth gloves) are provided for each cleaner - the average cost of one set is 2000-3000 rubles. Remember that overalls are the face of a cleaning company, so you shouldn't save on them. Most often, a corporate logo is placed on it.

If an entrepreneur plans to expand the business, then he should take into account the costs of training staff. At present, various cleaning courses and schools have been created in Russia at large cleaning companies that provide training and professional development programs for cleaners. Training for one person will cost an average of 3000 rubles. You should choose courses that provide knowledge on the principles of selecting chemistry and equipment, types of pollution, cleaning technologies. The cleaner needs to understand what chemical agent and in what concentration will be required to clean the contamination from a specific surface.

How to calculate cleaning service revenue

The sales volume is calculated as the market average for a city with a population of over 500 thousand people. Based on the standards, the employee cleans 600-800 sq. M. Per day. With four employees working in shifts, the maximum workload per month is 11,250 sq. M. per employee or 45,000 sq.m. for the entire staff of cleaners. The average price of the service is 50-150 rubles / m2. With a workload of 50%, the company's monthly revenue will be 45,000 * 50% * 50 \u003d 1,125,000 (rubles). Please note that this figure is indicative: it will seriously depend on the number of orders.

How much money does it take to open a cleaning company from scratch

Initial investment

Thus, the cost of opening a cleaning service will amount to about 800 thousand rubles. In addition to the initial costs, the business requires monthly expenses, which amount to 320 thousand rubles. The cost of services consists of monthly expenses and the cost of the equipment used. Average cost of cleaning 1 sq.m. - 31.5 rubles. For a volume of 22,500 sq.m. per month the cost of work will be 708,750 rubles.

Monthly expenses

How much can you earn on cleaning