Another overcoming: After the accident, the novel Aranin did the stroller, but came under crisis

29.09.2016 Business 53 Views

If you can not contact the state — do not mess

8 August 2004 the Kaliningrad businessman Roman Aranin broke his spine and damaged the spinal cord — not lost control during the flight on the paraglider, and fell backwards from a height of 30 m. to Breathe on his own, he began only after 40 days, move your hands (not fingers) and rotate the head half a year later. Physically after such injuries recover it is impossible, morally — very hard. However, Aranin not only maintained interest in life, but even back in business.

In 2009, almost completely paralyzed entrepreneur from an ordinary wheelchair moved at a unique speed stroller-terrain vehicle of his own invention, was later established low-volume production of the same and more advanced, but also became a distributor of several foreign manufacturers of vehicles and other goods for people with disabilities.

In 2012, the businessman told the “Secret” that for the first year of operation his company is “observer” will rescue 20 million rubles. In 2013 revenue, according to SPARK, rose to 30.6 million (a profit of 6.4 million). But then the recession began — last year the company earned only 22.5 million rubles (profit — 2,5 million). Due to the devaluation of the ruble has risen in price not only strollers manufacturers, but also those that make the “observer” (accessory — imports). The government, which directly or indirectly provides the company with substantial revenue, more money for social programs, the crisis spending did not.

And yet the 46-year-old businessman was not discouraged. This year he hopes to begin construction of a large production (government of the Kaliningrad region promise to help with the ground), where half of the jobs will take people who are confined to wheelchairs. The “secret” was found with Uranium to learn about this project and other plans.

The invention of “carts”

Before the accident, Roman Aranin led founded the Kaliningrad company “R–style”, which now sells Wallpaper and fixtures (“you Have a flat, I’m sure my Wallpaper hanging,” he says to the correspondent of “the Secret”, knowing that I am from Kaliningrad, and is not wrong). In the early 2000s, “R–style”, according to the entrepreneur, earning more than 100 million rubles a year, but now things are much worse. Compared to 2013 revenues, according to SPARK, dropped in two and a half times — up to 9.9 million rubles. The founder still owns 50% of the company, but the management is not involved.

The idea of a new business was born not immediately and largely by accident. In 2009, a paralyzed businessman fell out of a conventional wheelchair on the descent to the Baltic sea and nearly broke his face. Engineer for one of the entities (otherwise, a military pilot), he quickly figured out how to continue to avoid these downfalls: you have to equip the stroller with a gyroscope to on steep descents, climbs or stairs automatically change the center of gravity, keeping the seat in a horizontal position.

First stroller-terrain vehicle, which Aranin calls “electrotango”, helped design and assemble an old friend and partner “R–Style” Boris Efimov. When all was ready, they posted a video test drive on YouTube) and they immediately showered orders. “When you have a call in day on three times not only from Russia, but from Germany, India and even Australia, you know that guessing,” recalls the entrepreneur.

First steps

“The observer” recorded in 2012 (Roman Aranin 25%, the same — Boris Yefimov, and two partners), before the orders of the stroller handle “R-style”. Production was initially organized in the garage Efimova, where he “sharpened and brazed”. Then the partners began to place orders in Taiwan, and when the volumes have grown, organized a full-fledged small-scale production in Kaliningrad.

For the first year managed to sell ten wheelchairs ($350 000 each), in 2010-2011 — 50. In parallel, during these years Aranin, Efimov, and several of their supporters went to training in the UK, Germany and Sweden.

Almost immediately to the production “of electrotile,” added another, one direction — repair of wheelchairs from other manufacturers. Fund Vagit Alekperov “Our future” provided five-year interest-free loan of 5 million rubles to Aranin opened workshops in several regions. Now such sites already seven. In addition, engaged in repair and production site for the Observer.

“The repair is not too lucrative occupation, but it attracts customers that may then have something to buy or rent,” — says the entrepreneur.

Now

Now the Observer 22 employees, seven of them — people with disabilities. The company collects stroller a few modifications (mostly — in the Kaliningrad region, a lower — Taiwan): the cheapest now costs 370 000 rubles, the most expensive — 699 000. In addition, there is additional equipment. For example, the installation of the system, allowing to control the wheelchair by inhaling and exhaling air through the nose in a tube cost 109 000 rubles. For all time, according to Aramina, it produced about 300 “electrodeless”.

At the same time “the observer” is the dealer a dozen manufacturers of wheelchairs and other equipment. On the company’s website is both simple room strollers with manual transmission (15 500 rubles), and strollers for swimming, equipped with special floats (199 000), or a special (the simplest is 135 000). There are close analogs of the models of “Observer”, which produce a European company, but they are half to two times more expensive. In addition, Aranin sells stairclimbers, lifts and many other items (e.g. special furniture, linen and equipment).

Finally, another direction (in addition to the sale and repair of carriages) — arrangement of public spaces. “The observer” put the desks were 15 airports equipped for the needs of people with disabilities eight beaches in different regions, working with schools and other institutions.

The revenue structure for the Observer Aranin not disclose, but said that “90% of businesses closed for the state.” To afford a wheelchair, which costs almost like a car may be few, but the separation of the social insurance Fund, as told by a businessman on a special tenders purchase mainly the simplest models (about 10 000 per year for a total amount of 1 billion roubles). Those who did not get into such a program and purchased the stroller itself, the government spent the money compensates. But there is a caveat: if the last tender was purchased of the wheelchair cost, say, 70 000 rubles (and it usually is), compensation will be paid to that extent.

“If you ask for, it is possible to conduct a separate competition, but a very persistent disability can prove to officials that he needed to travel, for example, on a country road so he needs a stroller like ours,” explains Aronin. — It is easier to get a preferential loan — there are charities that give them. But even for these loans apply not all. I think we have among the people at the foot of the active 15 percent. Among people in wheelchairs — even less.

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Observer Freeway

Pneumatic wheel

Tiralo on the Curonian spit

Handbag

Observer TopChair-S

Future

To reduce the cost of strollers-all-terrain vehicles and to establish mass production of basic models (no more than 100 000 rubles) for participation in tenders, the “Observer” need not manual small-batch factory (as of now), and now automated production. Last year Roman Aranin presented the project of the factory which could annually produce 5,000 wheelchairs and stairclimbers, who visited Kaliningrad Dmitry Medvedev (before the project promised to support regional officials), and the Prime Minister said that will help.

Place for factory, according to Arenina has already been determined — the administration of the Kaliningrad region have decided to allocate “Observer” area at the entrance to the city. The construction was planned to start this summer, but in July in the region was replaced by the Governor and all died. “The previous government was on our side, now — unclear, — says the businessman. — State — a hulking Behemoth, which need to constantly push. Everything seems to be over, but the process is slow.”

Anyway, to buy the necessary for production equipment, the observer has applied for a five-year loan of 50 million rubles under 5% to the development Fund industry. The first phase of coordination it has already passed. Aranin still hopes that the land here will be resolved and he will be able to begin construction, but just in case, looking for suitable premises. Think the point here is not so much in the ambitious plans to capture half of the Russian market of budget strollers how much that paralyzed the entrepreneur decided long ago that 36 of the 72 jobs in his factory take people with disabilities, has found future employees, and he clearly not eager to employ them: “I know how to work with wheelchairs. Physiotherapy and massage is certainly good. But you, for example, that life is more important than massage or work? Think, work. The same disabled people — they also want to do something to realize themselves and just bring home a paycheck”.

Expert opinions

Alexey Fomenko

General Director of “Izobretal ‘” (“Ramp”)

As far as I know, the observer is highly dependent on the state. I think this is wrong. First, all entrepreneurs should be in the same conditions. Second, when you sit on the grants, the business becomes uncompetitive. Stop giving money and the whole business will end. Some of our products too, of course, implemented through public procurement, but still we were always a commercial organization, and remain.

Ivan Nevzorov

Technical Director of company “Caterwall”

Great respect for the Novel as the man who defeats himself, and as a great sales Manager. He really did well to build up the business. In addition, he is a good PR and very successfully positioned itself as the inventor and manufacturer. Still, you need to understand that the present production and the more development there — it calascibetta in China.

With regard to consumer properties, strollers the Observer is very good on rough terrain, they can overcome curbs. With stairs worse. In a normal five-storey man will not go upstairs without a ramp. With the ramp will come, but it is not completely safe.

Photos: Alexander Lubin / “The Secret”

Another overcoming: After the accident, the novel Aranin did the stroller, but came under crisis