Detailed guide for those who want to open a profitable pawnshop from scratch. Description of all important points: registration, list 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 Appliances and other items of value. 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 utilities, 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 there may be a room 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 located 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 the training of 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 provides for work with in 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 file a request with 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 specialized software that must be installed on working 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, as several thousand people use public transport 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.

This article will show you how to work with potential buyers services, as well as talk about ways to increase the level of customer loyalty to your company.

First of all, we should think and answer the question “What kind of clients do we have in a pawnshop?”. Potential and regular buyers of services are people who need urgent financial support, they need to solve their problems as quickly as possible, without delay. The organizations that can help them are quite diverse: banks, microfinance offices, but, nevertheless, the majority choose pawnshops, where you can get a loan secured by real estate, gold and silver, fur coats, equipment, real estate and cars.

The reasons why people turn to such organizations can be quite diverse: layoffs, a “burnt-out” business, a delay or a sharp decrease in salaries to a critical level, an urgent need for urgent medical care, a move that does not require slowdowns, the need for urgent repayment of an overdue bank loan, and so on ... “And what do people most often prefer to pledge on bail in order to get money at a pawnshop?”.

First of all, many seek to rent a good car to a trusted car pawnshop, such as Zalogator. This is the safest and most profitable option, the amount is rather big, the interest is small and it is quite easy to pay it. Real estate is a little different. The loan amount will be large, but the danger and interest can scare many. Some pawn gold, silver, watches, fur coats. In general, what is. Such people have completely different social status and age, so it is better to discard stereotypes right away. Everyone wants to get as much as possible more money and quickly pay off the loan in order to return the thing dear to the heart back.

What does a pawnshop need to keep guests and attract even more new customers?

The first, no doubt, is good communication, attitude towards people. To do this, only good specialists with extensive experience must work in your pawnshop.

The second is favorable conditions, constant promotions, discounts and sales. To attract new buyers of services, regularly hold bright, interesting, profitable (both for the company and for people) promotions.

The third is privileges for "guests". Be sure to encourage people to contact you more often, provide special services and relatively large discounts.

Fourth, be human. Most will reach out to you after some acquaintances, friends or relatives tell you what compliant and understanding people work for you. For example, it is worth being quite loyal if, for example, a person asks to repay interest or the amount itself not today, but tomorrow. This will also help you promote your business.

Fifth - good publicity, website and office design. You can't save on this. Advertising on the Internet is the most profitable. To begin with, you need to study who and how is looking for information about pawnshops and make a website based on these requests. Also banners, signs should not be neglected. Find a good specialist from quality work. Remember about design: it should be the same everywhere – on business cards, on the website and in the design of offices. This will help your company to become recognizable, bright and attractive.

Instruction

Print inexpensive branded flyers and distribute them to mailboxes in nearby homes. Indicate on them basic information about the pawnshop, opening hours, types of goods accepted. Put up posters with similar text in public transport, in the shops.

Develop several schemes for paying interest and returning pledged values. For some clients, it is much more important to have a large sum of money in hand for a short period of time, while for others it is much more important to use the money for as long as possible at low interest rates. However, in most pawnshops there is only one method of operation. By developing a flexible system, you can increase the flow of customers.

Expand the range of goods that you take as collateral. In addition to the most requested jewelry try to accept household appliances, fur and even cars. Of course, this way of working involves the creation of certain storage conditions and the presence of competent appraisers. However, at the same time, you can earn a reputation as a pawnshop, where it is most profitable to go.

note

You should not attract customers with low interest rates or other pricing strategies. So you are unlikely to be able to significantly increase the flow of visitors, but at the same time you will lose part of the profit.

Sources:

  • pawnshop advertising

The traditional pawnshop accepting gold and other jewelry items today has good prospects except perhaps in remote Russian regions - the metropolitan market of "gold" pawnshops is already almost saturated to the limit. But more innovative formats, such as a car pawnshop or a pawnshop that accepts household appliances, are still not very common. but it is they who, in case of a successful calculation, can become a real "gold mine" for their owner.

You will need

  • - constituent documents of a newly formed legal entity;
  • - a room divided into a reception area and a warehouse;
  • - one or more safes;
  • - contract with a private security company;
  • - Several staff members.

Instruction

Choose a specialization for your pawnshop so that you can stick to it strictly. Your appraisers will get the hang of valuing a particular type of item much faster and will make far fewer mistakes than if the establishment were to be considered a one-stop shop and would accept a wide variety of collateral. Pawnshops that issue money against the security of jewelry benefit from the fact that their operation does not require large storage capacities, while household appliances, and even more so cars, require a specially equipped warehouse or parking lot, and this is an additional expense item, and quite a large one. .

Register with the tax authority entity by choosing one of several organizational and legal forms (open or closed Joint-Stock Company or society with limited liability). Licensing of loan and collateral institutions (this is how pawnshops are officially called) has been canceled, however, the registration procedure can take quite a lot of time. It is especially important to correctly indicate the types of activities of your enterprise in the constituent documents - for complete confidence, you should contact a specialized law firm.

Choose a place that you think is suitable for the equipment of the pawnshop. If a traditional jewelry pawnshop can easily accommodate several dozen square meters, then a full-fledged warehouse space. The pawnshop should be located on a busy street, since regular customers alone who have already learned about the location of the loan and mortgage institution will not be enough for the profitability of your undertaking. Having received the premises at your disposal, first of all, install reliable metal bars on the windows, purchase several safes and conclude an agreement with a security company for the provision of a "panic button" service.

Select staff to work in - usually two to four people are involved in such institutions. The order taker, who issues the loan and accepts the collateral, can be an appraiser in one person, in addition, an accountant must work in the state. Large pawnshops also employ one or more storekeepers who organize the storage of collateral such as household appliances. Finally, a specialist in the sale of pledges that were not redeemed on time can work in a pawnshop - full-time structures

For a constant influx of customers to the pawnshop, advertising is required, which will be placed in the area of ​​​​its operation. During crises, epidemics, wars or economic transformation, people often go to a pawnshop to get a loan. But pawnshops are also opening one after another, creating quite tough competition in this area. That is why it is worth making sure that the residents of the area adjacent to the pawnshop are fully informed about its existence. It makes sense to do more high stakes payments, reduce the percentage of commission. This will attract large quantity clients.

Care must be taken of an attractive sign, about outdoor advertising, in the form of shields, banners, signs and signs. Such structures should be installed in places with the greatest concentration of people.

Pawnshop corporate identity

Create a special form style pawnshop. The company logo can be applied to souvenir products. Let it be inexpensive packages in which customers will carry purchased items, the main thing is that the name and contact details are in full view.

It is worth printing leaflets that can be laid out in mailboxes, pasted on bulletin boards at the entrances of houses. The main thing is that they are distributed in the area where the pawnshop is located, since most customers do not want to go to other areas of the city.

You can place information about the operating pawnshop in advertising city directories, publish ads in the local press. It is better if not only contact details are indicated here, but also the size of the minimum rates, the prices of purchased precious metals, electronics, art, antiques. This will enable each client to navigate and calculate the benefits.

Advertising pawnshop services through the website

One of the most popular ways to advertise a pawnshop is to create your own website, which will contain information about prices, services provided, and opportunities that a client has after pledging valuables. Here can be published an application form selling triggers, several ways of contact are indicated. This is due to the fact that different people prefer different forms feedback. Someone wants to receive answers by phone, while someone prefers to use e-mail.

Pawnshop advertising campaign with a wide reach

If you plan to advertise your pawnshop via radio or TV, you'll need to set up ads based on location. It makes no sense to spend advertising budget to show a video about a local pawnshop in another city. You need to pick up catchy headlines, describe the conditions, the benefits received when making a pledge.

Outdoor advertising is best given in those areas in which you have branches. You can advertise not only the services of a pawnshop, but the brand itself, as well as the possibility of opening a franchise business. In a crisis, novice businessmen are interested in a quick start of a business according to a ready-made scheme and in minimizing their risks.

Contact our sales department for a free media plan calculation for the tracks you are interested in

In this article, we will describe ways of working with clients, and how to increase the level of customer loyalty to your pawnshop.

First of all, we must answer the question: "Who are the clients of the pawnshop?"

The clients of the pawnshop are people who need urgent receiving money and are ready to pledge a personal item in order to obtain a much-needed amount.

What makes them take loans? The reasons may be different: delay wages, the need for "fast" money to receive medical care, the lack of money to repay a bank loan. If you have a precious jewelry that will serve as collateral, you can get a sufficient amount. Among the clients of pawnshops there are people with different social status. These are students, pensioners, private entrepreneurs and ordinary workers, but they all need "quick" money to meet their own needs. Each client wants to quickly receive the required amount, but on favorable credit terms for themselves - these are the key conditions that must be met by the pawnshop.

What does a pawnshop need to attract new customers and keep existing ones?

  • Highly qualified personnel;
  • Favorable lending terms compared to competitors;
  • Professional assessment and storage conditions of collateral;
  • Prompt execution of documents when issuing a loan;
  • Building friendly relationships with clients.

In market conditions human resource plays key role in any organization, ensuring its competitiveness and prospects strategic development. The pawnshop is no exception. Pawnshops invite employees with no work experience and are fully engaged in their training. With the right approach, it is possible to “educate” a highly qualified appraiser in just 1 month.

A highly qualified appraiser will always quickly evaluate the collateral, determine its value and "originality". But that's not all, is it? You also need to offer favorable conditions to the client and promptly draw up documents. At the moment, pawnshops have actively begun to develop various methods to attract new and retain old customers. Wherein we are talking not only about easing credit conditions by lowering interest rates and increasing the size and term of the loan. Many market participants are actively implementing technologies that were previously widely used in banking market. In particular, now, when obtaining a loan, customers are often offered discount cards that allow them to reduce the rate when they re-apply to a pawnshop, and also, for example, receive a large amount secured by 1 gram of gold. The tariff plans of pawnshops are also becoming more complex, in which they begin to take into account the size of the loan, the possible repayment period, the client's borrowing history and many other factors.

So that the time for issuing a pledge ticket does not take much time, pawnshops use specialized software. In this article, we will not touch the market software for pawnshops, but the program is an important tool when working with clients. When using the program for a pawnshop, the operator can quickly enter data about the client and the pledge into the pawnshop database, and the program will calculate the maximum amount of the loan and make accruals for tariff plan pawnshop. After agreeing on the loan amount with the client, a pledge ticket (agreement) and cash documents will be automatically generated, so the execution of the agreement will take no more than a minute.

With subsequent requests from the client, you will be able to use the statistics of the relationship between the pawnshop and the client. According to the data obtained, it is possible to implement a discount program to retain regular customers, as well as maintain a list of "problem" customers.

IN given time the use of barcodes on pledge tickets is becoming popular and discount cards clients. This significantly helps to increase the speed of customer service, reduce the likelihood of staff errors when performing a pledge ticket transaction, and also control the provision of discounts to VIP clients. The organization of work with clients in a pawnshop is a complex mechanism in which each employee of the pawnshop, up to the owner of the company, participates. It takes a lot of time and effort to work with clients, but the result will not be long in coming. We found "live" examples from pawnshops how to use computer program helps with customer service.

Thus, the main methods of increasing customer loyalty are:

  • Studying the market and offers of competitors, creating a unique advantageous offer.
  • Training and professional development of employees.
  • Security high speed and ease of loan processing.
  • Introduction of discount programs for regular customers.
  • Introduction of a personal offer for each client, taking into account the history of relationships with him.
We hope this material was useful and will help you apply "fresh ideas" in your business.