The purpose of opening a pawnshop (like any other business) is to make a profit. And the more profit, the more likely the pawnshop to stay afloat. That is why entrepreneurs are wondering how to increase their income and use it most effectively.

To begin with, it should be noted that the profit of a pawnshop is formed from interest on loans, penalties for late payments and proceeds from the sale of mortgaged property. To increase profits, it is necessary to improve the quality of services and attract more and more customers. All of the methods listed below, one way or another, affect these two parameters, and therefore are considered the most effective.

This information will be of interest to both experienced businessmen and beginners, as well as those who are just thinking of opening a pawnshop.

So, here are 19 ways to increase the profitability of your pawnshop:

1. Tax optimization. Businessmen have long learned to reduce their costs through taxes without breaking the law. Someone does everything himself, and someone turns to a specialist. If you do not have sufficient knowledge, find an experienced accountant who knows many ways to reduce taxes for your pawnshop.

2. Right choice pawn shops. If your pawnshop is located in an inconvenient place for customers, then this will affect profits. Very often, businessmen who opened their first pawnshop face this: it seems that there are customers, but it is already clear that in another place the profit would be higher. If you are faced with such a problem, consider moving.

3. Comfortable and pleasant design of the appearance of the room. If your pawnshop from the outside looks like a place to knock out debts, you can be sure that you will not have customers. The facade of the pawnshop, the interior, the shop windows - everything should attract customers, and not repel, and even more so not scare. Place a sign in front of the entrance that lists all your services in a short and clear manner and create a pleasant atmosphere in the waiting areas.

4. Employee training. The staff of your pawnshop should be “savvy” in all matters of property valuation, clearly understand the company’s policy and correctly calculate interest rates. Employees who have sufficient knowledge are able to attract more new customers and make them permanent. You can hire already trained employees with work experience, or you can “grow” your specialists on your own, or by hiring a professional to conduct lectures and trainings.

5. Employee motivation. It's no secret that all sorts of employee incentives have a beneficial effect on the work of the enterprise. As soon as employees see their benefits when concluding transactions, they will increase their performance at times. Bonuses, payment of interest from each concluded transaction (sale) motivate employees for the best result.

6. Reduce employee theft. Unfortunately, almost all pawn shops face this problem. But if unscrupulous employees are detected in time, unpleasant consequences can be avoided.

7. Increasing the level of service. Service quality is good publicity for your business. Customers who like the quality of service will come back to you again and tell their friends about you. Therefore, make sure that the pawnshop has a stable work schedule, as well as polite and competent employees. The client must leave with the knowledge that he was well served.

8. Working with regular customers. Increasing customer loyalty is one of the most important sources of profit. Customers need to understand that you care about them. Congratulate your customers on the holidays, give them discounts, gifts, notify them about various promotions and sales. By reporting the most interesting events, you do not allow competitors to poach your customers.

9. Work automation. A clear distribution of responsibilities and communication through electronic communication significantly speeds up the activity of the pawnshop.

10. New sources of income. In addition to the main sources of income, you can earn on services such as storage of property, sale of related products, jewelry repair, etc.

11. Expand the list of property to be pledged. If you offered only a car loan, you will be able to accept special equipment and seasonal vehicles (for example, motorcycles, scooters). If you only made loans secured by gold, you can offer to pledge Cell phones, household appliances, watches. The main thing is to notify customers about what you accept as collateral.

12. Creating new jewelry. Customers bring scrap, and you, in turn, can make a new piece of jewelry and sell it in a jewelry store for much more than you bought it from customers. Many pawnshops have their own jewelry store where they sell items made from recycled scrap.

13. Effective Advertising. There are many ways to advertise a pawnshop, however, Internet advertising is considered the most effective. Contrary to popular belief, online advertising is not expensive. When you launch an effective advertising company on the Internet, attracting a client will cost you within 50 rubles. True, in order to work with clients from the network, you need a website, but believe me, these investments quickly pay off.

14. Application of marketing. Marketing techniques are used in all areas of business. And the pawnshop is no exception. You can create an unusual offer that will attract new customers. For example, if you are buying gold, then offer the highest price when you sell a large amount of scrap. You can enter low interest rates on any collateral for a certain period of time (3-4 months), or split the price by writing to advertisement“from 0.8% per day” (agree, this sounds better than 24% per month).

15. Introduction of discounts. All kinds of promotions and discounts are always valid for customers. Moreover, discounts may not necessarily be large. If you want to get rid of most of the product, arrange a sale by placing advertisements in advance.

16. Markdown of goods. Many pawnshops make the mistake of setting high prices for goods. It should be borne in mind here that many goods, such as household appliances, mobile phones, become obsolete, and if the price is not dropped in time, there will be a risk of not selling them at all or selling them at a price below cost.

17. Search for new distribution channels. As a rule, pawnshops sell goods in their own stores. To increase profits, you can post ads on free boards on the Internet, create a group in contact, where you would offer your goods. If you are selling cars, it is best to negotiate with a salon that sells used cars or goes to the car market.

18. Cost reduction. Go through all the expense items and cross out what you think is optional, or replace with cheaper (or even free) counterparts.

19. Negotiate with competitors. Many pawnshops under pressure from competitors reduce interest rates. The problem is that at one fine moment you can’t make a lower rate, otherwise you will go into the red. In order not to face such a problem, it is worth trying to negotiate with competitors and set a common minimum bid.

Pawnshop is a legal commercial institution, whose activities are based on mortgage principles.

In other words, the client of the pawnshop, in exchange for the amount he needs, leaves as a pledge his valuable property. After paying off the debt to the company, the borrower gets his thing back.

An important point in the execution of the transaction between the pawnshop and the client is the pledge of only the personal property of the borrower. The amount of the loan is determined on the basis of many factors, in particular the real value of the object.

How the pawnshop business works in Russia

Many pawnshops provide their customers with the opportunity to extend the loan agreement. In this case, the borrower will have to pay only the accrued interest, after which the loan agreement will be extended.

In case of non-purchase of the collateral object within the terms agreed by the parties, the pawnshop receives the full right to sell the property in order to compensate for its own losses.

I want to open - where to start?

Opening your own pawnshop business must begin with a business plan.

Only in this case it will be possible to study the current market conditions as accurately as possible and calculate the upcoming costs and potential payback of the business.

Where is it better and more profitable to open a pawnshop: in Moscow or in the regions?

In Moscow

According to recent studies, in the capital on this moment there are more than 550 pawnshops, most of which are private enterprises.

A smartly located and organized pawnshop is visited by about 700 middle-class potential customers a week. In this scenario, the average amount of net profit of a pawnshop in a residential area of ​​Moscow is about 100-150 thousand rubles.

And in the regions?

To determine how profitable it is to open a pawnshop in a particular region, you need to determine:

Degree of saturation of the market;

The largest organizations

· principles and peculiarities of conducting pawnshop business in the area.

Thus, in one of Russian cities maybe opening a pawnshop can turn out to be super-profitable, and in another it can lead to bankruptcy. Therefore, each situation must be considered on an individual basis.

What you need to open a pawnshop in Russia

Is it difficult?

In general, the opening of a pawnshop consists of the following main stages:

· Company registration;

selection of the correct location;

· equipment selection;

With a well-designed business plan and a sufficient amount of investment, opening a pawnshop is not difficult.

What laws govern and features of taxation

The activities of pawnshops are regulated by the Civil Code of the Russian Federation and Federal Law No. 196-FZ “On Pawnshops” dated July 19, 2007.

Basic moments:

· According to paragraph 2 of Article 2 of Federal Law No. 196, only a specialized commercial institution can engage in pawnshop activities.

· The main directions of pawnshop activities are: provision of urgent loans and storage of property.

Engage in other activities entrepreneurial activity pawnshops are prohibited.

Pawnshops are members common system taxation, since according to paragraph 7 of paragraph 3 of Article 346.12 of the Tax Code, they are not entitled to use the simplified taxation system.

· The application of the taxation system in the form of UTII is also unacceptable, including the sale of unredeemed collateral, since the pawnshop is not the owner of this property.

· Incomes received under loan agreements or in repayment of debt obligations are not recognized as income subject to corporate income tax in accordance with paragraph 10 of paragraph 1 of Article 251 of the Tax Code.

· At the same time, according to paragraph 6 of Art. 250 of the Tax Code, funds received from the sale of an unclaimed thing are subject to corporate income tax, as they relate to non-operating income.

· When calculating income tax, non-operating income also includes those turned into pawnshop income on the basis of clause 5 of Art. 13 of the law money.

Thus, the majority of pawnshops receive only interest income on loans that are not subject to VAT (according to paragraph 15 of paragraph 3 of Article 149 of the Tax Code). Despite the fact that VAT is not paid in this case, it is still necessary to submit zero declarations on a general basis.

If the pawnshop will charge a certain fee for the storage of collateral (for example, in case of late payment), then the proceeds are subject to VAT. In this case, separate accounting of the tax amount for taxable and non-taxable transactions will be required (according to clause 4 of article 170 of the Tax Code).

Important: Pawnshops should not provide information in the form 2-NDFL from the sale of collateral.

Transport tax and property tax are paid only if there are objects of taxation.

How much money do you need to open a pawnshop?

The amount of starting capital for opening a pawnshop depends on many factors. The main items of expenses that need to be taken into account when opening a pawnshop are:

the cost of registering a company;

purchase of equipment;

payment costs utilities and other monthly payments, including:

o employee salaries;

o rent of premises.

The amount of costs depends primarily on the region and on the type of pawnshop.

Types of pawnshops and their features

The main types of pawnshops are:

jewelry;

household and digital equipment;

automobile;

universal.

Pawnshops specializing in watches, antiques and luxury jewelry are much less common.

Buying gold and jewelry

Jewelry pawnshops specialize in issuing urgent loans secured by:

jewelry;

· precious metals;

gemstones (rare).

Most often, such establishments are located at stores that sell gold.

In most cases, the services of jewelry pawnshops are used not only by middle-class people, but by rather wealthy citizens who find themselves in a difficult situation. financial position. The percentage of cases of non-return of funds in such pawnshops is almost zero.

household appliances

Pawnshops that accept equipment as collateral attract mostly middle-income clients.

The equipment left as a pledge must be in full working order and have a marketable appearance.

Pawnshops of equipment are especially interested in acquiring:

Phones

video cameras;

computers;

laptops.

Universal

Universal pawnshops do not have clear restrictions on the type of collateral. In the same institution, loans are issued both on the security of jewelry and on the security of equipment, fur products and the like.

Yield and payback period

The yield and payback period of invested funds are primarily affected by the number of loans issued.

To reduce the payback period and increase profitability, it is necessary to increase the amount and number of loans issued. Experts consider the average payback period for a pawnshop to be 5-7 years.

The pawnshop is obliged to insure all things pledged for the full term of the loan. When transferring things for storage or on bail, the pawnshop must check and evaluate these things. The loan agreement must include information on the repayment period, amount, name and valuation of the pledged item. When transferring a loan, one copy of the pledge ticket remains at the cash desk, the second is provided to the borrower. The borrower must repay the received loan and the interest due to it, within the period specified in the agreement. If the borrower has not repaid the loan after one month, the pledged property becomes the property of the pawnshop. The loan office has the right to sell the pledged property by selling, and if the value of the thing is more than 30 thousand rubles, a public auction takes place, that is, an auction.

A very important point is the fact that, according to the law "on pawnshops", such enterprises have the right to issue loans, and in order to sell the pledged property, it is necessary to open a new, separate enterprise that will be engaged in retail trade. The next law that regulates the activities of a pawnshop is the order of RosFinMonitorng No. 203. In the field of activity of pawnshops, this legislative act regulates next questions: Requirements for the education and training of working personnel to work with cash and other valuable property. Terms of training of such personnel, forms of training. Accounting for the passage of the learning process. If the conditions of this order are not met, the organization may be held liable, and in case of repeated violations, it may be closed. In view of the fact that the activity of pawnshops is directly related to the circulation of jewelry, it falls under the Order of the Ministry of Finance No. 68.

This order applies to those pawnshops that issue loans and take precious stones and metals as collateral. As you may have noticed, legislative acts regulate the activities of a pawnshop in almost everything. You should not try to find a workaround or deceive an existing one, because if you do not comply with these laws, your business can stop working, and you can be forced to pay heavy fines. There are also some features in the taxation of pawnshops. In accordance with the Tax Code of the Russian Federation, the work of loan offices falls under the general taxation regime. But it should be noted that the interest on the loan that the pawnshop receives is not subject to value added tax. At the same time, the activity of storing property is taxed.

Step-by-step instruction setting up a business includes the following items: You will need to register your pawnshop business with the Tax Office. There you can get more detailed information O required documents. Within 30 days after registration, your organization must be registered with RosFinMonitoring. After that, your business should be registered in the Dashboard. This requirement was decided by the Ministry of Finance of the Russian Federation No. 68. According to this order, any enterprise whose activities are related to the circulation of jewelry must be registered. After registering your business, you must insure the things you accept as collateral from customers. According to the law, it is necessary to insure the client's property offered as collateral at his own expense. It is strictly forbidden to force the client to insure their property on their own!

In order not to insure separately each pledged item, you need insurance for a certain amount of money, which allowed you to cover your obligations to customers. The location of the pawnshop It is clear that the location of the pawnshop plays a very important role. The attendance of your pawnshop will depend on it, and, therefore, how quickly it will pay for itself. These are the criteria that a pawnshop must meet: The premises must be located in crowded places in order to be noticed. The pawnshop should be located on the first floor of the house. Basements are also allowed. It is desirable that the pawnshop be located in a densely populated residential area. The premises must comply with fire safety rules, as well as the requirements of the sanitary and epidemiological station.

With an average loan rate of 10%, the break-even point of a pawnshop is approximately 8.8 million rubles. In other words, to cover all expenses, it is necessary to issue loans in the amount of 8.8 million rubles. In this case, the profitability of the company will be zero. To make a profit, the amount of loans issued must be increased.

As practice shows, for the work of a pawnshop "in plus" it is necessary to issue loans to 40-50 clients daily in the amount of 5 to 10 thousand rubles. On average, it takes 3 to 6 months for a pawnshop to break even. The terms completely depend on the correct selection of the location of the pawnshop, the presence of competitors and the method of advertising.

Thus, the payback period of the institution based on the volume of loans issued will look something like this:

average monthly turnover of 9 million rubles:

o payback period: 9 years;

o return on investment: 13.33%;

average monthly turnover of 9.5 million rubles:

o payback period: 6 years;

o return on investment: 18.95%;

average monthly turnover of 10 million rubles:

o payback period: 4 years;

o return on investment: 24%.

Important: The higher the monthly turnover of funds, the higher the payback.

How to open a pawnshop: step by step instructions

What documents are needed

To carry out pawnshop activities, you must have:

registration certificates;

title documents for the premises;

· Sanitary and epidemiological conclusion with a list of types of services provided.

If a pawnshop works with precious metals and stones, then the organization must register with:

· Federal Service on financial monitoring (the old name is the Financial Monitoring Committee);

· State Inspectorate of Assay Supervision of the Russian State Assay Chamber.

Registration of a company: which government agencies should I apply to?

According to the current legislation, only legal entities can carry out pawnshop activities. The most common organizational and legal forms are:

To select an OPF and speed up the opening of an enterprise, it is recommended to seek help from law firms - in this case, the entire routine of registering a pawnshop will fall on the shoulders of intermediaries.

The procedure for registering legal entities is determined by Federal Law No. 129-FZ of 08.08.2001.

Is it possible to open a pawnshop as an individual entrepreneur?

According to the current Russian legislation, opening a pawnshop as an individual entrepreneur is prohibited.

Important: To register a pawnshop, you need to open legal entity, while the company name must contain the word "pawnshop".

Since, according to the law, a pawnshop can only issue loans and store property, but in practice this is not very effective, a fairly common scheme is the simultaneous registration of a buying organization and a thrift store. In this case, the use of individual entrepreneurship is acceptable.

What space do you need and where can you find it?

In more or less large cities, experts recommend opening a pawnshop in an ordinary residential area with a large number of residents.

When choosing a location, consider factors such as:

The presence of competitors

patency of the place.

Due to special requirements Since the premises of a pawnshop are not established at the legislative level, then an organization can be located almost anywhere.

However, it is more efficient to locate a pawnshop in a separate building or non-residential premises on the ground floor of a residential building.

Since commercial real estate requires a large investment, most the best option is the lease of premises with an area of ​​30-50 square meters.

Equipment: a list of what you need and cost

The list of necessary equipment depends on the scale of the intended activity.

In most cases, you will need:

showcase for goods;

cabinets or shelving warehouse;

· workplace: counter, table, armchair, table lamp;

· Office equipment: cash machine, computer, MFP, phone;

security: metal door, safe, video surveillance;

specialized items: scales, materials for checking metals and stones;

· other: stationery, information stand, etc.

Staff: how many people are needed, duties and requirements, RFP

For work at the checkout, the gender of the employee is not important.

It is important to pay sufficient attention to the number of employees.

With a 24-hour work schedule, a shift work schedule is necessary, so one appraiser and one seller will not be enough.

What you need to know about insurance and how much does it cost?

According to Article 358 of the Civil Code of the Russian Federation, pawnshops are obliged to insure the things accepted as collateral at their own expense in the full amount of their estimated value.

The cost of insurance is estimated based on a combination of factors, including:

specifications of things;

terms of crediting;

conditions of storage of collateral objects in a pawnshop;

information about the protection of the pawnshop;

information about the fire safety system;

information about the design of the premises.

The more potential risks of loss of collateral, the higher the cost of insurance.

Pawnshop as a business: reviews, pros and cons

The undeniable advantages of opening a pawnshop include:

Minimal risk of deprivation of funds (unredeemed collateral can always be sold at a better price and cover the losses incurred);

The size of the room does not have of great importance;

Demand for services

· high income;

low competition.

At the same time, the disadvantages of investing money in opening a pawnshop can be considered:

Possibility of losing money if:

o not to recognize a fake in time;

o issue a loan on the pledge of stolen goods (the product will be seized, and no one will compensate for the damage);

· a ban on issuing loans secured by medals, ingots and precious stones that have not been processed;

· rapid loss of liquidity of certain groups of goods (fur coats, leather items, household appliances);

· high requirements for the organization of a car pawnshop: the presence of a guarded parking lot and a highly qualified employee.

Questions and answers

How to get a pawnshop loan from a bank?

As practice shows, the best option is to open a credit line, which allows you to receive additional funds in tranches, thanks to which it becomes possible to regularly increase the turnover of the company's funds.

What problems can be encountered and how to avoid them?

When creating a pawnshop business, it is necessary to take into account the potential risks that you may encounter during work:

· hidden defects may be found in things pledged over time;

equipment and some other types of collateral become obsolete over time and lose their value;

The incompetence of employees can bring serious losses due to the issuance of a loan secured by a counterfeit product;

The issuance of a loan secured by a stolen item will cause losses to the pawnshop, since in this case law enforcement confiscate the object without compensation for the losses incurred by the pawnshop.

How much to buy ready business— pawnshop?

For what payback period do pawnshops sell in Moscow and in the regions? The range of prices for the purchase of ready-made pawnshops is extremely large. The cost of a ready-made business directly depends on the region in which the organization is located, how developed the business is, how well organized and organized the activity is, how well the location of the pawnshop is and many other factors.

Practice shows that in the capital there are many offers to purchase a ready-made pawnshop at a price of 5-10-15 thousand dollars.

At the same time, in the regions, the cost of a pawnshop can differ significantly from prices in the capital.

For example, at the moment in Chelyabinsk there is an offer to purchase a pawnshop for 22 thousand dollars.

So than more profitable business, the higher its price.

Pawn shop franchise: what you need to know

How to choose a franchisor - what to look for?

To evaluate the franchisor, it is necessary to pay Special attention indicators such as:

period of presence on the market (at least 1 year);

the pace of business development;

Efficiency of debugging business processes.

You should refuse an offer to purchase a franchise if:

the parent company has existed for less than a year;

the franchisor cannot provide the client with the documentation package necessary for an easy start;

Many franchisees of this company are closed some time after the start.

Thus, if the franchisor is not able to minimize potential risks and simplify the launch of his client's business, then it is better to avoid cooperation with such a company.

Pawnshops are enterprises with a pronounced specificity, which means that promotion should take place taking into account all their features. This article is designed to help entrepreneurs create the most effective marketing strategy that includes the most appropriate ways to advertise pawnshops and eliminates all unproductive and overly expensive methods.

Point decoration

Facade


LED board (including those with a running line)

LED signage is also often used as a means of attracting the attention of potential customers. A running line on such a tool allows you to notify passers-by about what services they can count on in your pawnshop. The main advantage of such a board is that, unlike banners, it is difficult to ignore or not notice against the background of other advertising.


Outdoor advertising

Billboards


pillars

The pillar is a real "must have" for pawnshops. Order a quality and visually appealing design that lists your most basic and in-demand services. Remember, the font should be easy to read - it is unlikely that a passerby will stop to study the information in more detail.


Advertising on transport

Advertising on vehicles is often used by car pawnshops - special enterprises where loans are issued against the security of a car or real estate.


Pointers

Pointers, like other means outdoor advertising, pursue a simple goal - to attract the attention of the client. They become especially relevant if your pawnshop is not in the most prominent place.


Internet advertising

Website

Remember, the presence and effectiveness of a pawnshop website largely determines the effectiveness of a business. Entrust the task of creating a website to specialists who can correctly explain the essence of the offer and describe the range of services, adapt the text to search engine queries (seo-promotion), develop a competent interface and an extremely understandable menu. It is also worth posting information about prices, interest rates, special offers. Consider also the possibility of submitting an application online - such an opportunity will be a serious plus in the eyes of the client.

If you decide to create a website on your own, be sure to read our articles:

Here we have laid out our experience and opinions on the use of various tools that you will simply need in your work. This will allow you to reduce the time to select the necessary resources to create it and get profit from the site as quickly as possible.

contextual advertising

The main advantage of such advertising is that it is visible to those people who are interested in your services. Moreover, it works immediately, literally a couple of days after placement. However, remember that although there are two main systems for such advertising (Yandex and Google), you'd better focus on one of them, at least initially.

Printable advertisement

Leaflets

Regularly (about once a month) order a batch of leaflets from the printing house. They should describe the benefits and services of your pawnshop and indicate an attractive interest rate. It is better to distribute such leaflets near your premises, in crowded places: at bus stops, on the street, in markets. You should also leave printed materials in the mailboxes of nearby houses.


business cards

In the same printing house where you ordered the flyers, order a batch of business cards. They should be distributed to each of your clients. Remember, they must contain your contact details, short description services, as well as the website address.


Other

Special offers

Using special marketing techniques will help you attract a considerable number of customers and increase the profits of the pawnshop. So, for example, you can enter an extremely low interest rate under specific conditions (for example, 0.3% per day, if the pledge period is from six months). A low percentage will be striking, while the pawnshop will not lose income, since such a promotion is valid only in certain situations.

Placement of information in electronic directories

Use resources such as 2 Gis and 2 Geo. Publishing data about various stores and businesses there is free, but quite useful for business. However, remember that it is better to refuse paid advertising in such directories - it is practically never effective.

What advertising is not suitable for pawnshops

  1. Advertising on radio and TV. These types of advertising are not only expensive, they are simply not suitable for pawnshops, unless, of course, you plan to open a large network of outlets right away. That is why it is better to spend money resources on more effective promotion, in particular, promotion on the Internet.
  2. Advertising in magazines and other printed publications. Such publications simply will not bring you any tangible benefit, so you should not spend time and money on this advertisement.
  3. Discount and club cards. Due to the specifics of the activities of pawnshops, generally recognized loyalty programs are not very effective. Better offer new clients special, low interest rates and publicize this offer widely.

Examples of pawnshop slogans

  1. When time is more valuable than money.
  2. The most honest car dealer.
  3. An objective look at exclusive things.
  4. We appreciate your items!
  5. Credit available to everyone!
  6. Money in 60 seconds.
  7. We'll save money.
  8. We solve any problems!
  9. Help in difficult times.
  10. Instant solution to your financial problems.
  11. The most intelligent type of loan.
  12. Now you know where to get the money.
  13. Fast money, no questions asked.
  14. Need money? Come to us!
  15. Money with home delivery!
  16. Help at the right time.
  17. We solve any problems!

A detailed guide for those who want to open a profitable pawnshop from scratch. Description of all important points: registration, list of federal laws applicable to pawnshops, pawnshop promotion and possible risks business.

A pawnshop is an institution that provides short-term loans secured by property to individuals or legal entities. Jewelry, photo, video, computer and household appliances and other items of value can be used as collateral. Clients' collateral property is estimated at 25-50% of its real value.

The main clients of pawnshops are middle-class people over the age of 18 who urgently need money, for example, to buy something, repay a loan, repay a loan, pay utility bills, fines, etc.

The payback period of the business is 1.5 years (with an average monthly profit of $3000). At the same time, the pawnshop will reach the break-even point in 6 months.

Types of pawnshops

When thinking about opening a pawnshop, you need to understand that they are different.

A classic pawnshop lends money on the security of jewelry, and a car pawnshop on the security of cars. There are also institutions that issue loans secured by household and mobile appliances.

IN last years there are pawnshops that practice issuing loans secured by real estate.

Profitability

The profitability of a pawnshop will directly depend on the initial costs and the volume of possible loans.

The minimum costs of a pawnshop are: payment for renting a room, purchase of the necessary equipment and machinery, and paperwork. For all these needs, you will have to spend no more than 1 million rubles. In the future, the monthly maintenance of the pawnshop will cost 600-800 thousand rubles. - this includes rent, utilities, insurance, security, salaries and administrative payments.

In the role of the main and most serious investments are investments in loans. That is, at the initial stage, it is necessary to have funds in order to be able to issue money to customers. The optimal amount is 6-8 million rubles.

  • average term of loans;
  • the percentage of non-repayment of loans;
  • competitors' interest rates;
  • the sale of things received by the pawnshop does not occur immediately.

All items need to be carefully analyzed. This is especially true for competitors, since the flow of customers and monthly profit at the start will depend on the attractiveness of the interest rate. The first few months it is better to work at lower rates.

So, with a standard rate of 10%, the presence of 6 million rubles. for loans and 40-50 clients per day, the monthly profit will be approximately 100 thousand rubles. Under such conditions, in six months, income and expenses should be zero, and then a stable and annually growing profit will go.

Preparing for the opening

Before you open a pawnshop, you need to take care of the premises and its location.

For a pawnshop, the best option may be a room with an area of ​​40 m 2, located in the basement or on the first floor of the building. You also need to take into account that you can get a good influx of customers in places with high traffic - the city center, busy streets, etc.

In advance, you should take care of the sign, which should be above the entrance to the pawnshop from the first day of work. A sign is one of the tools that is a must-have element to attract the attention of potential customers.

You should also familiarize yourself with the regulations and laws relating to the activities of pawnshops. These include:

  • Federal Law No. 163-FZak dated March 14, 2005. "About pawnshops".
  • Federal Law No. 115-FZ (on training specialists in economic work skills).
  • Decree of the Russian Federation Rosfin of July 29, 2000 No. 68 n. (on the storage of funds and precious metals).

You also need to remember that transactions are over 600 thousand rubles. will be supervised by Rosfin.

How to open a pawnshop: step by step instructions

You need to proceed to all the actions listed below only after making calculations and confirming profitability.

  1. Company registration

The opening of a pawnshop begins with the registration of a legal entity with the tax office. In the case of a pawnshop, it is more expedient to open an LLC with a type of activity in accordance with - 65.23.6., 68.13.5., 74.14.

After registration with the tax office, within a month (31 days), the company must be registered with Rosfinnadzor. For this you need:

  • a notary card with a register of responsible persons of the company;
  • application in the prescribed form;
  • signature of the head (director, founder) under the stamp of the company.

Also, a pawnshop must be registered with the Assay Supervision, since the scope of the institution's activities involves working with cash and precious metals. For this you will need:

  • a copy of the certificate of registration;
  • statement;
  • contracts for lease, establishment and co-ownership;
  • even card;
  • statistical letter.

A pawnshop license is not required.

  1. Personnel formation

The main personnel of the pawnshop are property appraisers. The specialist must have experience in jewelry appraisal, be able to distinguish fakes and know everything important characteristics precious metals.

The staff of a pawnshop should be formed from several appraisers, especially if it is supposed to work 7 days a week. It is better to have individual specialists in the staff who are able to effectively evaluate jewelry, equipment and other possible collateral.

Accordingly, people with a criminal record should not be allowed to work in a pawnshop, and each candidate must be carefully checked - if possible, call previous jobs and submit a request to the police.

  1. Opening a pawnshop

When all the documents are completed and the team is formed, you can proceed to the final stage.

Before the opening of the institution, all premises must be provided with security. To do this, you must conclude an agreement with a security company.

Next, the mode of operation is determined. The best option would be daily work seven days a week from 9-10 am to 7-8 pm. This will allow you to get more customers, due to the fact that everyone can contact the pawnshop at the most convenient time.

Also, for work you will need a specialized software, which should be installed on work computers or laptops.

  1. Pawn shop promotion (advertising)

After opening a pawnshop, you need to launch an effective advertising campaign. This can be done in several ways.

Leaflets

The leaflets contain information about the pawnshop - address, contacts for information, interest rates, etc. Leaflets are distributed by handing out, posting or distributing through mailboxes of residents of residential buildings.

The media allows you to convey the necessary information to potential customers in the shortest possible time. The most effective is television.

  • inside transport, in specially designated places;
  • in transport;
  • sound advertising in transport.

All three options are effective because public transport used by several thousand people every day.

Zhirovki

Advertizing on zhirovki - a new format of advertizing of business. However, he has already shown good results. Moreover, such advertising is the cheapest of all listed. All that is needed is to place an advertising module on the zhirovka, which will be seen by more than 10,000 people a month.

Web site

A pawnshop site can be a one-page resource with detailed information, contact details, form feedback by e-mail and any other functions.

To launch a website, you need to contact a specialist who will develop it appearance and functionality. You will also need to use the services of a copywriter in order for the site to advertise the pawnshop and advance in search engines for the right queries.

Yandex.Direct andGoogle AdWords

In Yandex or Google, like the site, it requires the help of a specialist. This is the most effective method promotion of the pawnshop on the Internet. This method is used today in both small and medium-sized businesses. The results will directly depend on the competence of the director.

Such advertising companies allow you to bring the site to the first positions of search engines for the desired request and for Internet users from a specific locality. Advertising works only for the target audience.

Together, all of the above can give a good result. However, the initial costs can be very high. Therefore, the budget advertising campaign need to be calculated.

Possible risks

Since the activity of a pawnshop includes the purchase and storage of jewelry, equipment and other property, there will always be a risk.

First, the origin of the pledged property cannot be established. Therefore, there is a possibility that it is stolen. And this can cause a number of problems with the police. For example, the confiscation of stolen gold does not provide for reimbursement of costs to the pawnshop.

Secondly, now some of the jewelry does not match the test applied to them. Modern technologies sputtering allows jewelry manufacturers to create, for example, rings from cheap metal that are difficult to distinguish from real gold.

Thirdly, the property stored in the pawnshop may become unusable. This applies to mobile devices, computers, laptops, household appliances, etc. However, such risks are easily eliminated by collateral insurance.

Pawnshops are located in the risk zone itself, since it is not always possible to establish the origin of the vehicle. In this case, when confiscating a stolen car, the institution bears serious financial losses which are not reimbursed by anyone. Although there is an opportunity to eliminate the risks - good connections the owner of a pawnshop with the traffic police.

At the end of the article, we summarize all of the above.

A pawnshop is a business that can bring in more than $3,000 monthly. Full payback should be expected in 1.5 years after opening. You can reach the break-even point in 6 months. All business risks are associated with the storage of collateral. To open a pawnshop, you must officially register with the authorities listed above, rent and properly organize a room with security.

Given the current situation in the Russian economy, many of our compatriots are forced to resort to alternative methods of obtaining additional funds. One of these ways is to obtain a loan secured by valuable property. That is why the question of how to open a pawnshop in 2017 is now more relevant than ever. The step-by-step instructions in this article will help you understand the stages of creating a pawnshop business.

Pawnshop is a legal commercial institution, whose activities are based on mortgage principles.

In other words, the client of the pawnshop, in exchange for the amount he needs, leaves as a pledge his valuable property. After paying off the debt to the company, the borrower gets his thing back.

An important point in the execution of the transaction between the pawnshop and the client is the pledge of only the personal property of the borrower. The amount of the loan is determined on the basis of many factors, in particular the real value of the object.

How the pawnshop business works in Russia

Many pawnshops provide their customers with the opportunity to extend the loan agreement. In this case, the borrower will have to pay only the accrued interest, after which the loan agreement will be extended.

In case of non-purchase of the collateral object within the terms agreed by the parties, the pawnshop receives the full right to sell the property in order to compensate for its own losses.

I want to open - where to start?

Opening your own pawnshop business must begin with a business plan.

Only in this case it will be possible to study the conjuncture of the modern market as accurately as possible and calculate the upcoming costs and potential payback of the business.

Where is it better and more profitable to open a pawnshop: in Moscow or in the regions?

In Moscow

According to recent studies, there are currently more than 550 pawnshops operating in the capital, most of which are private enterprises.

A smartly located and organized pawnshop is visited by about 700 middle-class potential customers a week. In this scenario, the average amount of net profit of a pawnshop in a residential area of ​​Moscow is about 100-150 thousand rubles.

And in the regions?

To determine how profitable it is to open a pawnshop in a particular region, you need to determine:

  • degree of market saturation;
  • the largest organizations;
  • principles and features of the pawnshop business in the area.

Thus, in one of the Russian cities, the opening of a pawnshop may turn out to be super-profitable, and in another - lead to bankruptcy. Therefore, each situation must be considered on an individual basis.

What you need to open a pawnshop in Russia

Is it difficult?

In general, the opening of a pawnshop consists of the following main stages:

  • Company registration;
  • selection of the correct location;
  • equipment selection;
  • recruitment;
  • launch ads.

With a well-designed business plan and a sufficient amount of investment, opening a pawnshop is not difficult.

What laws govern and features of taxation

The activities of pawnshops are regulated by the Civil Code of the Russian Federation and the Federal Law No. 196-FZ "On pawnshops" dated July 19, 2007.

Basic moments:

  • According to paragraph 2 of Article 2 of Federal Law No. 196, only a specialized commercial institution can engage in pawnshop activities.

    • The main directions of pawnshop activities are: provision of urgent loans and storage of property.

    Engage in other types of entrepreneurial activity pawnshops forbidden.

  • Pawnshops are members general system of taxation, since according to paragraph 7 of paragraph 3 of Article 346.12 of the Tax Code, they are not entitled to use the simplified taxation system.
  • Application of the taxation system in the form UTII Also unacceptable, including when selling unredeemed collateral, since the pawnshop is not the owner of this property.
  • Income received under loan agreements or in repayment of debt obligations is not recognized as income subject to corporate income tax in accordance with paragraph 10 of paragraph 1 of Article 251 of the Tax Code.
  • At the same time, according to paragraph 6 of Art. 250 of the Tax Code, funds received from the sale of an unclaimed thing are subject to corporate income tax, as they relate to non-operating income.
  • When calculating income tax, non-operating income also includes those turned into income of the pawnshop on the basis of clause 5 of Art. 13 of the law money.

Thus, the majority of pawnshops receive only interest income on loans that are not subject to VAT (according to paragraph 15 of paragraph 3 of Article 149 of the Tax Code). Despite the fact that VAT is not paid in this case, it is still necessary to submit zero declarations on a general basis.

If the pawnshop will charge a certain fee for the storage of collateral (for example, in case of late payment), then the proceeds are subject to VAT. In this case, separate accounting of the tax amount for taxable and non-taxable transactions will be required (according to clause 4 of article 170 of the Tax Code).

Important: Pawnshops should not provide information in the form 2-NDFL from the sale of collateral.

Transport tax and property tax are paid only if there are objects of taxation.

How much money do you need to open a pawnshop?

The amount of starting capital for opening a pawnshop depends on many factors. The main items of expenses that need to be taken into account when opening a pawnshop are:

  • company registration costs;
  • purchase of equipment;
  • utility bills and other monthly payments, including:
    • employee salaries;
    • room rental.

The amount of costs depends primarily on the region and on the type of pawnshop.

Types of pawnshops and their features

The main types of pawnshops are:

  • jewelry;
  • household and digital equipment;
  • automotive;
  • universal.

Pawnshops specializing in watches, antiques and luxury jewelry are much less common.

Buying gold and jewelry

Jewelry pawnshops specialize in issuing urgent loans secured by:

  • jewelry;
  • precious metals;
  • gemstones (rare).

Most often, such establishments are located at stores that sell gold.

In most cases, the services of jewelry pawnshops are used not only by middle-class people, but by rather wealthy citizens who find themselves in a difficult financial situation. The percentage of cases of non-return of funds in such pawnshops is almost zero.

household appliances

Pawnshops that accept equipment as collateral attract mostly middle-income clients.

The equipment left as a pledge must be in full working order and have a marketable appearance.

Pawnshops of equipment are especially interested in acquiring:

  • telephones;
  • video cameras;
  • computers;
  • laptops.

Universal

Universal pawnshops do not have clear restrictions on the type of collateral. In the same institution, loans are issued both on the security of jewelry, and on the security of equipment, fur products and the like.

Yield and payback period

The yield and payback period of invested funds are primarily affected by the number of loans issued.

To reduce the payback period and increase profitability, it is necessary to increase the amount and number of loans issued. Experts consider the average payback period for a pawnshop to be 5-7 years.

Calculation example

As an example, let's take a pawnshop, the opening of which took 800 thousand rubles, of which:

  • rent: 140 thousand rubles;
  • salary of 5 people: 300 thousand rubles;
  • security: 160 thousand rubles;
  • other expenses (advertising, bookkeeping, insurance, etc.): 200 thousand rubles.

With an average loan rate of 10%, the break-even point of a pawnshop is approximately 8.8 million rubles. In other words, to cover all expenses, it is necessary to issue loans in the amount of 8.8 million rubles. In this case, the profitability of the company will be zero. To make a profit, the amount of loans issued must be increased.

As practice shows, for the work of a pawnshop "in plus" it is necessary to issue loans to 40-50 clients daily in the amount of 5 to 10 thousand rubles. On average, it takes 3 to 6 months for a pawnshop to break even. The terms completely depend on the correct selection of the location of the pawnshop, the presence of competitors and the method of advertising.

Thus, the payback period of the institution based on the volume of loans issued will look something like this:

  • average monthly turnover of 9 million rubles:
    • payback period: 9 years;
    • return on investment: 13.33%;
  • average monthly turnover of 9.5 million rubles:
    • payback period: 6 years;
    • return on investment: 18.95%;
  • average monthly turnover of 10 million rubles:
    • payback period: 4 years;
    • return on investment: 24%.

Important: The higher the monthly turnover of funds, the higher the payback.

How to open a pawnshop: step by step instructions

What documents are needed

To carry out pawnshop activities, you must have:

  • registration certificates;
  • title documents for the premises;
  • sanitary and epidemiological conclusion with a list of types of services provided.

If a pawnshop works with precious metals and stones, then the organization must register with:

  • Federal Financial Monitoring Service (formerly known as the Financial Monitoring Committee);
  • State Inspectorate for Assay Supervision of the Russian State Assay Chamber.

Registration of a company: which government agencies should I apply to?

According to the current legislation, only legal entities can carry out pawnshop activities. The most common organizational and legal forms are:

To select an OPF and speed up the opening of an enterprise, it is recommended to seek help from law firms - in this case, the entire routine of registering a pawnshop will fall on the shoulders of intermediaries.

The procedure for registering legal entities is determined by Federal Law No. 129-FZ of 08.08.2001.

Is it possible to open a pawnshop as an individual entrepreneur?

According to the current Russian legislation, opening a pawnshop as an individual entrepreneur forbidden.

Important: To register a pawnshop, it is necessary to open a legal entity, while the company name must contain the word “pawnshop”.

Since, according to the law, a pawnshop can only issue loans and store property, but in practice this is not very effective, a fairly common scheme is the simultaneous registration of a buying organization and a thrift store. In this case, the use of individual entrepreneurship is acceptable.

What space do you need and where can you find it?

In more or less large cities, experts recommend opening a pawnshop in an ordinary residential area with a large number of residents.

When choosing a location, consider factors such as:

  • presence of competitors;
  • place permeability.

Due to the fact that there are no special requirements for the premises of a pawnshop at the legislative level, it is possible to place an organization almost anywhere.

However, it is more efficient to locate a pawnshop in a separate building or non-residential premises on the ground floor of a residential building.

Since commercial real estate requires a large investment, the best option is to rent a space of 30-50 square meters.

Equipment: a list of what you need and cost

The list of necessary equipment depends on the scale of the intended activity.

In most cases, you will need:

  • showcase for goods;
  • storage cabinets or shelving;
  • workplace: counter, table, armchair, table lamp;
  • office equipment: cash register, computer, MFP, telephone;
  • security: metal door, safe, video surveillance;
  • specialized items: scales, materials for checking metals and stones;
  • other: stationery, information stand, etc.

Staff: how many people are needed, duties and requirements, RFP

For work at the checkout, the gender of the employee is not important.

It is important to pay sufficient attention to the number of employees.

With a 24-hour work schedule, a shift work schedule is necessary, so one appraiser and one seller will not be enough.

What you need to know about insurance and how much does it cost?

According to Article 358 of the Civil Code of the Russian Federation, pawnshops are obliged to insure the things accepted as collateral at their own expense in the full amount of their estimated value.

The cost of insurance is estimated based on a combination of factors, including:

  • specifications of things;
  • terms of crediting;
  • storage conditions for collateral objects in a pawnshop;
  • information about the protection of the pawnshop;
  • information about the fire safety system;
  • information about the structure of the building.

The more potential risks of loss of collateral, the higher the cost of insurance.

Detailed pawnshop business plan with calculations: download

Pawnshop as a business: reviews, pros and cons

The undeniable advantages of opening a pawnshop include:

  • minimal risk of deprivation of funds (unredeemed collateral can always be sold at a better price and cover the losses incurred);
  • the size of the room does not matter;
  • demand for services;
  • high income;
  • low competition.

At the same time, the disadvantages of investing money in opening a pawnshop can be considered:

  • the possibility of losing money if:
    • do not recognize a fake in time;
    • issue a loan on the pledge of stolen goods (the product will be seized, and no one will compensate for the damage);
  • a ban on issuing loans secured by medals, ingots and precious stones that have not been processed;
  • the rapid loss of liquidity of certain groups of goods (fur coats, leather items, household appliances);
  • high requirements for the organization of a car pawnshop: the presence of a guarded parking lot and a highly qualified employee.

Questions and answers

How to get a pawnshop loan from a bank?

As practice shows, the best option is to open a credit line, which allows you to receive additional funds in tranches, thanks to which it becomes possible to regularly increase the turnover of the company's funds.

What problems can be encountered and how to avoid them?

When creating a pawnshop business, it is necessary to take into account the potential risks that you may encounter during work:

  • hidden defects may be found in things pledged over time;
  • equipment and some other types of collateral become obsolete over time and lose their value;
  • the incompetence of employees can bring serious losses due to the issuance of a loan secured by a counterfeit product;
  • issuing a loan secured by a stolen item will cause losses to the pawnshop, since in this case law enforcement agencies will confiscate the object without compensation for the losses incurred by the pawnshop.

How much does it cost to buy a ready-made pawnshop business?

For what payback period do pawnshops sell in Moscow and in the regions? The range of prices for the purchase of ready-made pawnshops is extremely large. The cost of a ready-made business directly depends on the region in which the organization is located, how developed the business is, how well organized and organized the activity is, how well the location of the pawnshop is and many other factors.

Practice shows that in the capital there are many offers to purchase a ready-made pawnshop at a price of 5-10-15 thousand dollars.

At the same time, in the regions, the cost of a pawnshop can differ significantly from prices in the capital.

For example, at the moment in Chelyabinsk there is an offer to purchase a pawnshop for 22 thousand dollars.

Thus, the more profitable the business, the higher its price.

Pawn shop franchise: what you need to know

How to choose a franchisor - what to look for?

To evaluate the franchisor, it is necessary to pay special attention to such indicators as:

  • period of presence on the market (at least 1 year);
  • pace of business development;
  • efficiency of debugging business processes.

You should refuse an offer to purchase a franchise if:

  • the parent company has existed for less than a year;
  • the franchisor cannot provide the client with the documentation package necessary for an easy start;
  • many franchisees of this company close some time after the start.

Thus, if the franchisor is not able to minimize potential risks and simplify the launch of his client's business, then it is better to avoid cooperation with such a company.

Overview of offers from Russian franchisors for pawnshops

"Pawnshop No. 1"

The parent company has been operating since 2010. The firm owns 90 branches throughout Russia. About 100 more points are open under the franchise.

The company's management claims that a third of the franchisee decides to expand the business and open a second point six months after the start of the business.

The main requirements of the company for franchisees are the ability to hire 2-5 employees and the availability of premises ranging from 20 to 70 square meters.

"Good"


The company offers not only the opportunity to open a new business, but also the rebranding of an existing one.

The franchisor offers the client:

  • well-known trademark;
  • necessary documentation, guidelines and business standards;
  • a mentor who provides comprehensive support;
  • provision with a modern system product;
  • database access.

An investment of at least one million rubles is required.

The estimated payback period is three months.

Income: up to 300 thousand rubles.

"Expert"


The approximate amount of capital investments for the start is 150 thousand rubles.

The franchisor offers franchisees:

  • assistance in developing a business scheme;
  • explanation of the rules for assessing collateral objects;
  • legal support;
  • accounting and other reporting;
  • assistance in organizing auctions for the sale of collateral.

Royalties are expected. The amount of payments depends on the duration of cooperation. The minimum payment amount is 3 thousand rubles per month. Subsequently, the franchisee will have to give up to 10 percent of the company's revenue.

"World of pawnshops"


The company is located on Russian market pawn shops since 2009. Currently, the company offers the acquisition of a franchise and the creation of a business in Russia or the Baltic countries.

The amount of the initial payment is 150 thousand rubles. The amount of necessary investments ranges from 300 thousand to 1 million rubles.

From the fourth month of the company's operation, a royalty payment of 7 percent of income is provided.

The average payback period is 10-12 months.

"585/Golden"


The franchise is developed by an organization called Jewelry Network 585/Gold. The company has been operating on the Russian market for over 15 years.

The benefits of this franchise are:

  • balanced pricing policy;
  • high quality of the products provided;
  • the ability to conduct three business lines on a single platform.

The initial payment is 200 thousand rubles. The minimum investment threshold is 3 million rubles.

The minimum bar of royalties is 17 thousand rubles.

To open a business, you need a room with an area of ​​​​40 to 150 square meters.

The approximate payback period is 22 months.

What other pawnshop franchises are there?

As practice shows, in recent years, more and more organizations are launching the creation of a franchise under own name. However, the main advantage of opening a franchise company is recognition through the brand. Therefore, it is best to acquire a ready-made business from companies that have long existed in the domestic market.

Franchise pawnshop: reviews

Is it worth it to work on a franchise or is it better to open a pawnshop yourself from scratch?

In the case of acquiring a franchise, the total cost of the business will be higher than the independent opening and establishment of a pawnshop. However, in this case, the businessman will not have to independently go through all the necessary instances to obtain the requested licenses and certificates.

Using a franchise is more profitable because it helps to avoid such a serious expense item as advertising. This is due to the fact that most of the franchisors are companies that have proven themselves in the service provision market, which is why it is much easier to get on your feet and regulate a stable flow of customers with a franchise.

Thus, if financial support allows, it is best to give preference to acquiring a franchise.