How to get a valuable employee
Nadezhda Zhivora explains how to attract an effective employee from another company to her: how to identify the “pain points” of a professional, how to formulate the benefits and prospects…

Continue reading →

What is profitable for small businesses: three life hacks from an entrepreneur
Denis Martynov talks about promising niches for the development of small business in Russia, within the framework of which today it is possible to build an effective business: from various…

Continue reading →

How can an entrepreneur reduce land tax
Mikhail Parishioner talks about contesting the cadastral value of the land as a way to optimize land tax payments and explains how this process is going on, what are the…

Continue reading →

Where does the cash gap come from and how to survive it

Irina Narchemashvili describes in detail situations in which a company falls into a cash gap and explains how to avoid this.
Meet Vanya. He has an online store + showroom selling phones from China. It buys on, sells in St. Petersburg and makes delivery in Russia. Earn 30-40% from one phone.

Vanya can get into the cash gap in many ways. But for convenience, I broke them into two categories. In one case, after the cash gap, the company really will not have money. In the second, there will be money. But only on paper.

In general, see for yourself.

When there is really no money

Took myself too much

Vanya collected many pre-orders for a new phone model, money appeared at the box office. He decided to treat himself and bought a powerful Apple laptop for 200,000. Then he bought a batch of phones from China. Paid a salary to sellers, extended the lease of a warehouse and office, invested in advertising. There is no money left. And you also need to pay for the delivery of phones to drivers and couriers, who will then deliver the phones. Vanya did not take this into account – the laptop will have to be sold.

Output: you need to distinguish between business money and your money. To do this, deduct all expenses, consider net profit – and only then spend on yourself.

If it happened: to sell a thing that you could not afford. This is better than taking a loan or not fulfilling obligations.

Did not plan expenses

Almost the same as in the first paragraph, only we did not spend the money on ourselves. Still, Vanya gets prepaid for phones. He buys them, pays salaries, rents, logistics, and also does not forget about himself. He still has 50,000 left.

He decides to buy new furniture in the office for 30,000 + to encourage managers with a bonus of 20,000. But after a couple of days, a reminder comes to the mail to extend the certification of phones. Because it is impossible to trade foreign electronics without special marking. Certification costs 25,000 rubles per year. Inexpensive, but where does Van get the money from? He forgot about this expense and distributed everything.

Increase the difficulty level

Vanya works too much. In addition to certification, he forgets to extend the contract with an advertising agency, which leads the company 50% of customers. The contract expires in a week, it costs 120,000 rubles to renew. This money really has nowhere to take.

Well, or the hardest version. The client made a prepayment for the phones, this money was spent on the distribution of old debts. The client is waiting for the phone, there is no phone. We thought it would cost, now Vanya has an evil client and a subpoena.

Exit: keep a payment calendar. Make all the necessary expenses for a week / month / year in advance. Create funds for various expenses, and save money in advance.

If it happened: see how we can cut costs right now. What we can sell, what we can do without. Take a deferred payment, try not to resort to loans.

Force majeure

These are situations from which no one is safe. Avoiding them is very difficult, just make sure. Well, for example, Vanya has no cameras in the warehouse and an inventory is rarely taken – sellers steal. Cash gap provided. Or the truck that delivered the phones from Vania to customers in Moscow turned upside down. Phones crashed, Vanya did not pay for insurance. There will be no sales, there will not be enough money for the business.

Well, one more thing. Phones were in stock. No one noticed that it was leaking from the roof after rain. During the night, the phones got wet, do not turn on. Need to repair, sell at a markdown or write off. Business again lacks money.

Exit: think over what force majeure can accompany your product. Put cameras, inspect the warehouse, declare the goods, pay for insurance. Insure. Create an airbag in advance for these costs. Saving a little every month is easier than taking out a large amount at once.

If happened: come to terms and draw conclusions.

When money is only on paper

Vanya followed the advice from the previous part. He correctly distributes money, tries to avoid cash gaps. Things are going well, business is growing – and he decides to reach wholesale customers. Now he supplies telephones to telephones. But box office gaps lie in wait here too.

Shipped in debt

Most large firms work postpaid. That is, first you ship the goods, then they sell it, and after that you get the money. In May, Vanya signed a contract to supply phones to the store. He will receive the money in two months – in July. The delivery amount is now frozen in receivables.

To pay salaries, rents, advertising, taxes and other expenses, Van will have to out of his pocket. If a business does not have sufficient savings and a reserve fund, it will fly into the cash gap. And if the federal network does not give money for a long time, then the receivables will become problematic, and then Vanya will have to knock it out and lug around the courts.

Apartments will not sell themselves, or How to properly process a client
In the conditions of today's fierce competition among developers, the level of professionalism of sales managers in this area plays a key role. Anna Druzyuk gives recommendations on how to…


What is profitable for small businesses: three life hacks from an entrepreneur
Denis Martynov talks about promising niches for the development of small business in Russia, within the framework of which today it is possible to build an effective business: from various…


Prospects for Russian business in 2019: entrepreneur opinion
Entrepreneur Denis Martynov shares forecasts of the development of business trends in 2019: which market sector will grow more actively than the rest, which will be stable; explains what changes…


5 rules to avoid director criminal liability risks
Often, company executives are held criminally liable for actions whose criminality they do not even realize - “ignorance of the law does not exempt from liability”. According to statistics, in…