* Calculations use average data for Russia

Retail sale of milk is possible not only in the usual stores, but also on tap, such as kvass or lemonade. At the same time, consumers prefer fresh milk, which was not in a special factory and comes directly from the farm. Both residents of small towns and megacities are happy to buy such milk for themselves, so an entrepreneur can build his own business by investing relatively little money in organizing his retail network.

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I must say that the level of competition can vary greatly in different cities. Usually farmers who supply their own products are engaged in such a business, so if there is agricultural land in the area of ​​\u200b\u200ba large city, then it is more likely that farmers will trade in the city. Also, one should not forget about the local rural markets, which also often receive farm products. In cities where milk and dairy products come from afar, it is too difficult to work in the field of retailing fresh milk for bottling, so you should not start your own business. That is, where it was possible, there are already market players, but at the same time one point covers a small area or even a residential area, and therefore there should be enough space for new entrepreneurs. Hence the advice - when starting such a business, it is worth considering the contingent of the local population (residents of wealthy neighborhoods are simply not used to buying products that are not in special packaging and not in a supermarket) and the presence of other merchants, and if they are not in the immediate vicinity, then the risks are justified.

To get started, you need to register as a business entity. If you plan to have your own farm, on which milk will be produced, then it is better to register a peasant farm, which, from a legal point of view, is close to individual entrepreneurship. If you plan to buy milk from farmers for the purpose of subsequent sale, then registration as an individual entrepreneur is suitable or, if there is a need for a legal entity, then registration of a limited liability company. In all cases, it will be possible to pay 6% of income or 15% of operating profit as taxes (Unified agricultural tax for peasant farms or simplified tax system for individual entrepreneurs and LLCs).

When the registration process is completed, you can proceed to obtain permits for trade and, if necessary, for production. In this article, we directly consider the activities of a retailer, and it is for these purposes that when working with milk, it is necessary to obtain directly the trade permit itself, which is issued by Rospotrebnadzor. This municipal service makes demands on the premises and employees, to a lesser extent it worries about the condition of the milk itself, because other bodies are involved in this. In order to be able to trade milk, it is necessary to have special equipment, namely sealed tanks, which are made of materials that can be used for contact with milk, and special refrigeration equipment for storing milk. The rest of the requirements of Rospotrebnadzor are quite understandable and natural: the presence of overalls and a sanitary book from sellers, location in a territory that meets sanitary and hygienic standards, and trade is allowed only with milk that is obtained from prosperous farms. However, to prove the quality of milk, it is enough to provide documents that the farmer receives directly, that is, the one whose cow (or other farm animal) gave milk. This includes a veterinary certificate, permission to sell and transport milk, the conclusion of a veterinary examination, as well as compliance with the technical regulations for milk and dairy products.

In addition, the entrepreneur will need to provide information that the containers used for bottling are safe for the health of consumers - the supplier of the container itself can provide compliance documents. Moreover, it should be noted that it is forbidden to sell milk by pouring it into the buyer's container. By law, it is generally forbidden to sell milk anywhere, except in stores and for bottling, using special tanks. As you can understand, the collection of all documentation and the solution of bureaucratic procedures will be relatively simple if you plan to simply trade milk, and relatively difficult if you plan to also produce this milk. However, any farmer is well aware of these procedures and in any case is faced with the need to solve them in the course of his activities, actually from the very beginning of work.

So, the place of work is always chosen depending on the situation in the market, usually residential areas or markets are chosen; some entrepreneurs trade exclusively in rural markets, where there are always many buyers of this product. In general, there will definitely be a lot of consumers in a busy place, but you don’t need to choose parks and other places for recreation, after all, milk is not the drink that you drink to quench your thirst. If you are located in a residential area, you can count on a sufficient number of consumers, but according to market participants, a significant part of consumers are the elderly or just the adult population. Young people are not used to drinking milk.

When a place is found, you need to coordinate the placement of your tank with the owners of the territory. In most cases, you will have to contact the city administration, but sometimes when working, for example, in private markets, you need to buy a plot for work or rent it. Here you should not count on too large sums, at best, you will be able to settle down at all for free (if you manage to negotiate with the administration), at worst, give about 10 thousand rubles for a place. Still, trading in milk does not require a specially equipped trading place, so it is enough to pay market owners a certain amount to stand at the entrance to the market. However, there are exceptions, and the cost of placing on the market can be much higher, that is, it all depends on many factors, including the city of work and location in it.

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The next issue is the purchase of equipment. As already noted, for trade it is necessary to have special tanks from which milk will be poured, it is quite easy to find such tanks, suppliers can be easily found on the Internet, and in any large city you can order the required number of tanks from a supplier in your own locality. In the end, for the sake of savings, you can buy used tanks for which there is the necessary documentation. Only now the entrepreneur must decide for himself whether to trust the sellers of such equipment. Nevertheless, Rospotrebnadzor is not very interested in the activities of enterprises until complaints are received from consumers, and it is somewhat risky to use machines and equipment in the food trade, which was previously not clear how and under what conditions it was operated. In addition to special tanks, you need to buy refrigerators in which milk is stored and transported. A car equipped with a refrigerator can be bought for an amount of one million rubles - one car will be enough to transport milk around the city if all the milk can be sold during the day. This usually applies to used cars, new ones cost one and a half times more, and sometimes much more. By the way, it is worth noting that the outlets for the sale of milk for bottling are relatively short, usually in the early morning, which allows you to quickly sell goods that do not have time to deteriorate in a few hours. And one more important mention - the seller is obliged to warn buyers that milk must be boiled before use.

Now about the tank. It should be a tank made of a special alloy with the obligatory inscription "Milk". However, the entrepreneur does not have to delve into what it is made of, the suppliers of this equipment bring it ready for operation with the necessary documentation. Any company that deals with commercial equipment can help with the search for both individual tanks and ready-made installations - that is, sets of a car and a tank. You still have to buy a car, so for each retail outlet you need to count about 800 thousand at least - that's how much a domestic small car with a tank costs. Tankers as a trailer are suitable for entrepreneurs who already have a small truck, they will have to pay about 200-300 thousand rubles for it. We are talking about tanks with an average volume of a thousand liters with small deviations, but even this can be a lot, and the tank will not have to be filled completely.

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Finding people to work is relatively easy - after all, the only serious requirement is the presence of a health book. The salesperson may work for a percentage of sales, although more often he is simply paid a wage. Here, if the work schedule involves part-time work, you can limit yourself to a very modest salary - from 10 thousand rubles, and even lower in the provinces. Although if an entrepreneur generally starts with only one retail outlet, then he can play the role of a seller on his own. This is a great cost savings in the early stages of work. One salesperson is enough for each retail outlet, although a full-time, day-to-day job would require a minimum of two to be hired. That is, a lot depends on the format in which the entrepreneur wants to work. At the same time, you can save money if you outsource all business processes that are not related to making a profit by the organization. This applies almost exclusively to bookkeeping, for a thousand rubles a month a third-party company will compile all the simple documentation of an individual entrepreneur, and for an average of 5 thousand rubles, even a small enterprise can count on the fact that its reporting will be drawn up without errors. That is, there is no need to wait for serious expenses in this direction.

Now about the most pleasant thing for an entrepreneur - about money. If there is no own milk production, then you need to find nearby farms that can supply fresh milk daily. It is desirable that these were farms directly outside the city, not in the distant countryside. In any case, the distance in each case will be different, it is possible to calculate transportation costs within the framework of this article only in a very generalized form. In this regard, we will take them approximately equal to one thousand rubles a day, adding 200 rubles for each additional outlet - that is, a large car leaves the city and brings milk, and trucks with tanks are already going to the workplace within the city.

At first, an entrepreneur can independently cope with the task of transporting and pouring milk into tanks, if this is not possible, then it is worth hiring assistants who do not have to be hired on staff. Their services are another thousand rubles of expenses per day. Wholesale milk can be sold at completely different prices depending on the region. For example, in the south you can find farms that sell a liter of milk at a price of about ten rubles. But in the northern regions, for example, in St. Petersburg, even wholesale prices for a liter of milk can exceed 50 rubles. Here it is also worth considering the quality of the product, depending on the fat content and taste, the price may also vary.

The main thing that an entrepreneur needs is fresh milk, and not its substitute, it is this product that will be bought on tap, otherwise it’s easier to go to the store. And these are the prices for cow's milk, which are taken as an example. It is worth adding the cost of packaging to the price of milk, and here the entrepreneur has several options; the main thing is that the container is suitable for food products.

The easiest way is to buy plastic bottles, the average cost of one is about 5 rubles. Consumers will appreciate if the milk is bottled in glass bottles, however, they cost twice as much on average - about 10 rubles. All this affects the price of milk. As for pricing, here each entrepreneur acts for his own reasons, only if there is a competitor nearby, then you will have to reckon with his pricing policy. At the same time, the amount of the markup can be very different, some sell their milk as a cheaper alternative to “industrial”, and some, on the contrary, emphasize the environmental friendliness and peculiarity of their fresh product, which is why it costs more than its counterpart in the store, which is pasteurized and often made from milk powder and certainly not free of lactose, as is the case with milk, which is specially created for people suffering from milk sugar intolerance. In general, an exceptionally fresh and natural product. In this regard, the markup starts at about 30% and rarely exceeds 70%, but still these are very average figures. If we take into account that a bottle of milk has a 50% mark-up, and it cost the entrepreneur 60 rubles (50 rubles for milk and 10 rubles for containers), then by selling a full tank (and this is an average of 900 liters), you can get 27 thousand rubles . At first, such sales volumes in a short period, of course, should not be expected, but later, with the right development, such an outcome is quite likely.

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Matthias Laudanum
(c)

In Moscow, in the South-Western Administrative District, every weekend in the Kotlovka district, a Weekend Fair is held. At the address: Nagorny Boulevard 8-9; Nakhimovsky prospect possession 26. It is at this Fair that they sell milk in bottling.
All winter at this Fair I bought Ryazan milk for my granddaughter.

The rules for the sale of milk in bottling are established by the city authorities. Therefore, the sale of fresh milk can only be carried out if there is a permit for the right to trade, issued by the territorial bodies of sanitary and epidemiological supervision.
The sanitary and epidemiological supervision will tell you what steps to take, what documents to issue, and what rules to learn by heart.

The cistern hatch must be sealed by the commodity producer (street sale of milk from barrels).

You must contact the administration of the district / district, the trade department.
In Moscow, trade permits are issued by the Prefectures of the Administrative Districts, the Deputy Prefect for the Consumer Market.

The procedure and rules for trading at fairs/markets are assigned to the territorial administrations of the districts. There is a responsible administrator at each Fair. For all detailed explanations about the sale of milk in bottling, you can contact the administration of the fair/market.

The seller must have:

1) the sanitary book of the seller;
2) veterinary certificate and quality certificate for the product being sold (for each batch).

Do not forget that after each batch of milk sold, it is necessary to flush the tanks. Everything that comes into contact with milk must be not only washed cleanly, but also disinfected with chlorine water or other means.
The cleanliness of all equipment that comes into contact with milk is critical to keeping the product fresh.

Also, you must comply with the terms of storage of milk and not violate them - you must receive information on the terms of storage of milk from the manufacturer.
After the milking process, producers collect milk in containers, and before the product is allowed for sale, it is taken to the sanitary and epidemiological station and the regional veterinary laboratory. Here milk is checked for all parameters. This is a kind of test for the product.

Fresh milk among the population is quite popular.
You must provide the buyer with the following information (publish in a conspicuous place):
1. Information about the supplier.
2. Information about the seller.
3. Shelf life, production date.
4. Upon request - quality documents, etc.
5. The fact that milk must be boiled before drinking.

All dairy products must undergo mandatory certification, since the Technical Regulations establish clear requirements for milk and products of its processing, this is done to exclude counterfeit products and products that mislead consumers from circulation.

The supplier must have all documents for livestock products.
Bill of lading, invoice.
Vet. reference.
quality documents.
For every batch of milk.

Claims for the quality of the goods sold (if fresh milk turned out to be sour or tasteless in fact) are presented to the trading company where the products were purchased. That is, directly to you as a seller. In this case, the operator - the seller of milk, in accordance with the law, is obliged to solve the problem: return the money or replace the goods. After all, accepting the goods, you had to check its quality. The relationship between the seller and the buyer is regulated by the law "On Protection of Consumer Rights".

Two entrepreneurs, left without sources of income during the crisis, decided to organize a business selling milk in barrels. The daily revenue of a barrel can exceed 12 thousand rubles.

within 6 days a week, two special cars roam to 12 addresses of the Vasileostrovsky district, combined with barrels familiar from childhood with the inscription "Milk".

by their owners and the drivers are two entrepreneurs - Denis Melnikov and Ilya Nesterov. They set up a dairy business after losing their main sources of income for various reasons. Until December 2008, Denis, for example, had his own business importing used foreign cars. After the increase in import duties, it became unprofitable to work in this area.

Engage in trade Milk Ilya Nesterov decided, remembering his past experience.

Denis Melnikov

Before the 1998 crisis he, together with partners, owned 17 points for the sale of dairy products in St. Petersburg.

"Business ceased to exist not only because of financial difficulties, but also because of human relationships. We managed to wait a year after the default by organizing a business selling milk in barrels in the Nevsky district," said Ilya Nesterov.

Now both partners they are in no hurry to call the barrels a temporary lifeline and plan to expand the network to three mobile points.

One outlet per day, moving around the area, is able to sell up to 400 liters of milk. Entrepreneurs work as representatives of CJSC Mozhayskoye. They organize the sale of the products of this state farm from their own barrel vans, which the state farm leases under an agreement.

The daily revenue of a barrel can exceed 12 thousand rubles. Of these, the state farm receives 18 rubles for each sold liter of milk (7-8 thousand rubles per barrel). “Such a scheme suits everyone: we receive a small part of the production, and the state farm receives cash. This allows us to pay wages on time, buy feed in case of long delays in payments for the main type of sales - the supply of milk to processing plants,” Melnikov explained.

Average per daily delivery milk from the Leningrad region to the city takes about 2 hours. In order to reach as many buyers as possible, entrepreneurs settled on the idea of ​​mobile trading.

For each address the barrel stays for several hours. In order to prevent customers from forgetting when the milk truck arrives, businessmen hand out reminders. You can also increase the number of buyers by selling disposable containers - it is easier to buy milk along the way. Denis and Ilya buy it once a month and pick up bottles every morning at a rented warehouse.

The hardest when organizing the sale of milk in barrels - to obtain permission to place such objects, Denis Melnikov believes. In the spring of 2009, the businessmen collected the necessary package of documents and started trading in the vans they had already bought, but they were denied this.

Helped solve the problem deputies of the 11th municipality and the new head of the Vasileostrovsky district. The deputies themselves turned to the administration with a request, helped to draw up an application again. "Documents were completed in just a week," said Ilya Nesterov.

According to the owner of the agricultural holding"Rus" by Igor Korenkov, without direct sales of milk to the manufacturer, it is simply impossible to survive at the present time. “For the time being, I sell milk on the territory of the market near the Staraya Derevnya. I saw barrels of several state farms in the city. In the future, I would also like to develop such trade,” he said.

Note Valentina Matviyenko, governor of St. Petersburg, indicated that the increase in the number of vans selling milk and bread was indicated in August.

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Documents for the sale of milk and dairy products

1) It is obligatory to have a passport for keeping a cow
2) We receive the necessary documents for the sale of dairy products at retail (Federal Law "On the quality and safety of food
products” dated 02.01.2000 No. 29-FZ)
3) Documents for the sale of milk and dairy products obtained in the area:
- For the transportation of controlled goods to the food market, a Veterinary Certificate Form No. 2 is issued. Issued by the regional animal disease control station (“Rules for the organization of work on the issuance of veterinary accompanying documents”, registered by the Ministry of Justice of Russia on November 24, 2006 No. 8524
4) Documents for the sale of milk and dairy products received in the agricultural market, which has
State Laboratory of Veterinary and Sanitary Expertise (GLVSE):
- Permission to trade.
Federal Law "On Retail Markets and Amendments to the Labor
Code of the Russian Federation” dated December 30, 2006 No. 271-FZ, article 12, paragraph 4
- The result of the laboratory examination of dairy products
(Article 21 of the Law of the Russian Federation “On Veterinary Medicine” dated May 14, 1993 No. 4979)
5) When retailing raw milk by bottling from transport or other containers, sellers are required to present consumers with documents confirming the safety of raw milk, as well as inform consumers about the need for mandatory boiling of raw milk.
Separately, it is worth paying attention to the requirements for the transportation of milk, which must be carried out in containers with tight-fitting lids, made from materials approved for contact with milk, while maintaining the required temperature. Rospotrebnadzor Letter No. 0100/10418-07-32 dated October 16, 2007 “On additional measures aimed at stabilizing the consumer market” provides for the possibility of selling milk in clean consumer containers, but the following rules must be observed:
- the territory of the organization of trade must comply with sanitary and hygienic standards;
- availability of sanitary clothing for sellers;
- passage of mandatory medical examinations by sellers in the sale of milk and dairy products;
- observance by sellers of terms of validity and conditions of storage of production;
- availability of documents for products confirming their quality and safety;
- when selling milk in bottling from tanks, they must be sealed, made of materials allowed for contact with milk and dairy products, and have the inscription "milk";
- when selling milk from tanks, the consumer should be provided with information with a warning about the need to boil it;
- the sale of milk should be carried out only from safe farms for zoonotic infections only in clean consumer containers.
It is allowed to sell milk and dairy products on the markets that come from animal farms free of infectious diseases, which is confirmed by a certificate from local veterinary personnel. The certificate is valid for one month from the date of issue. Trade in milk and dairy products is allowed to be carried out by persons who have undergone a medical examination in institutions that conduct routine examinations of workers in food enterprises. Usually such workers are given permanent health books or appropriate mandrels.

Selling milk from a car as a business is one of those areas where an entrepreneur can be a rural resident who does not have his own household. This niche will also be profitable for an entrepreneur from the city. Pros - you can start with a small amount of money, a minimum of equipment and a quick payback.

The income of such a business is built on the sale of milk for bottling, they buy it from private individuals or a farmer. Next, you need to take the goods for inspection and receive a certificate of quality and compliance with food standards. After that, you can carry milk for sale.

Milk is sold directly from the barrel in the sleeping areas of the city. This can be done either in the morning or in the evening. Remember that in the morning the goods are purchased from about 5 to 6 in the morning, and for sale in the evening it is better to purchase milk from lunch milk.

In addition to milk, you can buy other dairy products produced by suppliers. It can be: sour cream, cottage cheese, ryazhenka.

Instructions on how to open and what is needed for this

At the very beginning, you should not expect a crowd of people who want to. For some time, perhaps, there will be few buyers and revenue, respectively, too. In the future, you will acquire your regular customers and the milk business will flourish. The main thing is to always stick to the work schedule so that people know when to expect you and at what place.

Stage 1 - registration and preparation of documents

Registration of individual entrepreneurship and the following documents will be required:

• certificate from the tax service;
• a certificate from the SES that the barrel is suitable for storing milk;
• certificate of milk quality (obtained at the SES or the veterinary service, each batch needs its own certificate, i.e. this procedure is daily);
• a medical book from the seller (regardless of whether it is an employee or the entrepreneur himself).

Stage 2 - finding a room

You do not need a room to open a dairy business, only a place to store milk containers. You can conduct all business and manage IP at home. You don't need a store to sell either. You will sell products directly from the barrel on the street, you need to choose an asphalted place with a convenient approach.

Stage 3 - purchase and installation of the necessary equipment

If you don't have a car, you'll have to buy one. But when calculating finances, its cost will not be taken into account.

Necessary equipment:

• a barrel for milk of 500 liters (this is the optimal volume) - 100,000 rubles;
• plastic bottles (to pour milk there, not everyone will come with their own container) - 5,000 rubles.

Stage 4 - recruitment

When running a dairy business, you can do without employees and work on your own. This will save you money on wages. Plus, at first it is better to trade on your own:

1. to "stuff" customers;
2. at first, there will still be few people, and the seller, seeing a low flow of buyers, can quickly quit;
3. working independently, you can gradually choose the best place for the point.

In the future, you can hire a seller and simply “take out” him to the point along with the goods. For 1 car, one employee will be enough. Salary can be fixed or piecework (% of sales).

Stage 5 - promotion and advertising

As such, you do not need advertising. In your case, it will be - good quality goods and a positive attitude towards the buyer. Always arrive at the same time and on the same days to the place. Then people themselves will learn about you from others and will come. Be sure to place the inscription "Milk" on the barrel to attract attention.

Financial plan

Basic expenses for starting a business:

• equipment - 105,000 rubles;
• purchase of 1 batch of goods - 7,500 rubles;
• other costs - 10,000 rubles;
• reserve amount, for 3 batches of milk 500 liters each - 22,500 rubles.

Total: 145,000 rubles.

Please note that most of these costs will be daily. To protect yourself from losses, find a reseller, and at first sell the remaining goods to him, this will reduce the loss. Always keep a reserve amount for the purchase of several batches of goods.

Possible risks

At first, you will have few buyers, therefore, not all goods may be sold. In addition, you may choose the wrong place for the point. The location must be in a walkable place. Another risk is that the batch may not pass the sanitary inspection, be more attentive to the suppliers.