Brothers Sergey and Andrei Schneider, owners of the Svetofor, opened more than 50 discounter MERE branded stores outside Russia during four years.
How does Siberian entrepreneurs build a discounter empire abroad and on which buyer is counting?
In the penultimate day of January 2019, hunters for large discounts came to the outskirts of German Leipzig. The Germans attracted the news about the opening of the new MERE store the Russian clone Aldi and Lidl (popular network of hard discounters in Germany). No one expected such success on the first day: in front of the cash desks, in the aisles between the pallets and the boxes lined up huge queues. Macaroni, canned, soap, wine and household goods Mere offered at prices by 20% less than that of competitors. Two days later, the store in Leipzig had to close, as all products were in out of stock.
At that time, Torgservis managed in Russia and the near abroad more than 900 stores of his flagship brand "Svetofor" and dozens of hypermarkets "Mayak". But the owners of the family business, Sergey and Andrei Schneider, captured a new idea expansion to Europe. The pandemic slowed down, but did not stop the process: today there are already more than 50 low-price stores Mere working in Germany, Poland, Spain, Great Britain, Romania, Ukraine, the Baltic countries, etc.
"Yacht and the villas have never had"
In 2021, Valentine Schneider and family #182 were first included in the rating of 200 richest Russians according to Forbes, taking in it the 182nd line with a state estimate of US$ 650 million. From communication with Forbes, entrepreneurs always refuse. Refused this time. How did the German edition of Handelsblatt notice, with its non-public Schneider's look like the founders of the German network Aldi, the brothers Karl and Theodore Albrecht.
Schneiders come from Krasnoyarsk, where they started their first business. "Despite the fact that by the origin, they are the Germans living in Russia," tells a familiar businessman from Krasnoyarsk. The modest, yachts and the villas have never had. "In 1994, they created the company "Lenk", which was engaged in distribution of beer and low alcohol drinks (worked with "Baltic", "Ochakovo", "Heineken" and grew up in large regional wholesaler), and a chain of alcohol stores, tobacco and snacks "FIRST". However, the real success of the Schneider brothers brought another project, shops of cheap goods of the daily demand "Svetefor".
"They have a businessman's business," says Forbes interlocutor. The modern structure of ownership of assets is very similar to the one that was in the "Lenkom": the older, Sergey, the share of more, the younger, Andrei less (according to Spark Interfax, Sergey: 61.3%, from Andrei: 3.2%. Forbes). Their mother is a pensioner. Connections do yourself. " Valentina Schneider officially owns a controlling stake in the Torgservis Group and has long been retired, like its 82-year-old husband Ivan, who is also registered as a shareholder of many more than 100 family trading companies.
In 2009, when Krasnoyarsk businessmen decided to build a discounter network Svetofor, it was an absolutely new concept. The Svetofor business model excluded all the extra charges of logistics, storage of goods, shop lighting, advertising, chat with the press. There are no shelves in the stores, no counters the goods are sold straight out of the boxes and with wooden pallet. The minimum charge allows you to keep prices in the Svetofor 20-30% lower than the average.
Each year reducing incomes of the population made hard discounters with very popular shops first in native for Siberia Schneiders, and then beyond. Today, retail business unites the Torgservis Group of Companies. It manages the discount retail networks Svetofor with more than 3,000 stores. The Group's revenue of 2020 amounted to 189 billion rubles (US$2.6 billion according to Infoline's assessment). Over the past year, the figure grew by 39%, thus, the company became the fastest growing in the FMCG segment in Russia in 2020. At the end of 2020, according to Infoline, the volume of trading areas of the Torgservis Group of Companies amounted to 1.25 million square meters. M, the company entered the four largest retailers in terms of areas after the Magnit, X5 Retail Group. In terms of sales, the company is included in the top 7 Russian food retailers.
Since 2017, entrepreneurs have decided to enter the international level and entered with the discounters in Kazakhstan and Belarus. On one of the Retailer sites it is indicated that from the same moment preparations began to open stores under the new laconic sign MERE (translated from the English. "Simple, clean, ordinary." - Forbes).
Surimi and Sea Cabbage
The conquest of Romania, the first country with which Schneiders began expansion to Europe, was not easy. In October 2018, Mere opened its doors to residents of Snag Commune, located 40 km from Bucharest. Schneiders needed almost a year to do this, although it was planned to open 15 discounters in 2018. "Everything went very hard: there were problems with coordination, equipment," frankly complained during the opening of the manager of the Romanian Mere Daniel Vasile.
Going to the new market, Mere announced that it would become the cheapest rigid discounter in the country (at the local level the main competitors are market leading German Lidl and Penny Market). "Our progenitor is Svetofor from Russia, and we are almost a clone of their stores," said Vasile. Our main advantage is the price of 20% below the market. It is difficult, but if we don't succeed, the goods simply will not expire on our account."
The concept of MERE largely repeats the already rolled model of the Russian "Svetefor".
Shop area from 800 to 1,200 square meters. Mere should be located on the first floor of a non-residential building on the outskirts of a middle or small town, where people live "with low financial potential." Be sure to parking for 30-40 cars. The room, which is rented, should have a convenient entrance for cars, the central entrance for buyers and cargo gates with the possibility of accessing and unloading vehicles with a trailer 20 tons. The remoteness from educational institutions and churches is important to meet the requirement of a license to trade alcohol. In addition, a separate item indicates the presence of at least a five-year warranty on the floor, which must withstand goods on the pallets and in boxes weighing up to 3 tons per square. m. The average number of store personnel is about 11 people, and investments make up less than a € 0.1 million (US$ 0.12 million). According to the manager in Romania, the store receives the first profit after launch.
The range averages from 800 to 2,000 brands (one third of them is non-food) little-known brands for Europeans or Surbs of large manufacturers from Ukraine, Belarus, Moldova, Hungary, Germany, Turkey. Most of the goods in the store are long-term storage, nothing of the category "Oltrosvene" is not for sale (fruits and vegetables, fresh fish, semi-finished products), and the most perishable products are sausages.
Conditions for working with MERE are even more rigid than with the Svetofor: the price of goods, taking into account the delivery to the store, should be 20-30% lower than in competitors stores. This can be achieved, for example, by reducing the cost of packaging. "We do not need a bright, attracting the packaging. Compared with the known brands with a reputation, the difference must be 50%, "is indicated on the Polish site MERE. The supplier must deliver the goods to each store on its own and at its own expense and provide the ability to return 100% of non-sold goods (consigment stock). MERE is calculated with suppliers weekly depending on the amount of quantity. Responsibility for issuing a transport of imported products through customs also carries the supplier.
The Belarusian company "Santa Bremor", one of the largest manufacturers of fish products (herring, caviar, canned food) in Europe, cooperates with the Light Phone Network for more than five years. A broad geography was published in 2020 (discounters in Siberia, Volga region, TsFE, SFO, in the North Caucasus). In the 2021th, the company began to cooperate with the MERE network in Germany. "We have developed a range and packaging solutions for a specific network request," says Yaroslav Bondarchuk, Deputy Director for Santa Bremor. From the product categories of our portfolio, the most sought-after MERE Surimi, sea cabbage, herring, caviar cavity in sauce. "
A large Belarusian manufacturer of Belprodukt chips has concluded a contract with MERE recently, since May 2021. "Today, deliveries to the network at the initial level are the volumes of 10 pallet. The delivery was at the Moscow Warehouse, which countries left the products - no information, "comments Belprodukt Marketing Specialist Leonid Milto. Another counterparty MERE is the largest, according to Nielsen, the Russian manufacturer of cotton products and wet wipes Cotton Club (Aura brands, "I am the most" and other). It supplies products to the Svetofor network, and from recently and to German stores Mere. Officially, representatives of the Company refused to comment on cooperation due to the "lack of results", which will appear only by the middle of the autumn.
Aldi from the 60s