Part VII - Marketing Series on Craft Shows - Bits'n'Pieces

This is the final segment of this series. (Okay, please keep the cheers to a low buzz.) Here, I'm just going to throw out some last thoughts on the matter and then turn you loose. I hope you have gained some helpful information from this series.

There is no way I can begin to cover everything, nor do I know everything. The craft show business is constantly changing and I learn something from every show. Please continue to stop in on Wednesdays for my ongoing feature of Working the Shows Wednesdays where I will be giving new, comments, display ideas and other show tidbits every week.

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Show Log Book

As you do shows, you should maintain an ongoing record about each show. I keep mine in a loose leaf notebook. Include all the basic info, the full name of the show, date, contact info for the show director, space price and any other expenses (application fees, electrical fees, etc.) I note total sales, and total expenses (hotel, tolls, food, etc.) I now add a photo of my display at that show. (I just snap it with my pocket-size diigtal camera and print out on my computer. ) Make notes as to any details about the space, i.e. lumpy ground, poor lighting, excellent location, near restroom, etc. Is there anything special you want to remember about this show? (great food, top-notch entertainment, un-Godly heat or hum idity, unsupervised children running amok, etc.) Was there one product that was really moving well? (You'll want to remember this next year.) I also attach a copy of any mapquest directions I used and any notes about a different route or any detail about getting there. I always note the total mileage to the the show and how much gas I used. (At $4/gallon, this was vital info to consider.) Sometimes I attach any paperwork sent by the show committee about layout, etc. If you decide to do this show again next year, this information will be very helpful.

Price Tags

Be sure to have prices attached to or posted for every item you are selling. Customers tend not to ask. if they can't see how much it is, they simply move on. It is bad form to haggle or negotiate with customers at a show. It is acceptable to make a deal if a customer is buying multiple pricey items. It is also frowned upon, and often prohibited, to post "clearance" signs or "end of season sale" signs. "Show Special" on a specific item or group of items is acceptable if posted in a dignified manner. (For example, a single earring display stand with a 3"x5" card reading "Show Special" would be appropriate.)

Cash/Checks/Other
Know ahead of time what payment choices you will accept. Be prepared for those payment methods. Have adequate change available. Do not expect customers to have exact change. If you will be charging sales tax, have a sales tax chart readily available to allow quick and accurate calculations. Have pennies available for that purpose and do not attempt to "round off." It is unprofessional and illegal.

If you are sharing a booth with another seller, discuss before hand how money will be handled and how combination purchases (things from both of you) will be packed, etc. If it appears to be one display, customers will not expect to deal with each of you separately.

Attitude
Regardless of what happens at the show or why, maintain a cheerful and friendly attitude for your customers. They won't buy from a frowning, grumpy vendor. (They just may run for the hills.) If sales are slow, do not whine. Your customer and neighbors do not want to hear it. Stay ujpbeat. You can always cry all the way home or beat up your pillow before turning in for the night. SMILE, it really does help sales.

Be ready on time...
If the show starts at 9 a.m. be ready to sell at that time. Allow plenty of time for set-up. If possible, be ready earlier than the opening moment. By the same token, never close down before the appointed break-down time, regardless of how bad sales may be. (The exception here is devastating weather. We've all bee forced to accept defeat from time-to-time.) Breaking down early hurts both your fellow crafters, your reputation and, most of all, your potential customers. Many a person has returned to me late in a show to purchase that bigger item they needed to think about. Many like to see everything at the show before making their buys. i've also made many sales becasue I was the last one standing when latecomers came by.

Display Pics
Take pictures of every display you do. Review them later and decide what works and doesn't work. Don't count on your memory to recall how you did it last time. Many show applications also require pictures of your display as part of the jury process so you will be prepared.

Most Important:
Have plenty of stock of product. Take more than you could possibly imagine selling. Have it all tagged with information identifying you so they can get in touch with you for more. Drop business cards into every bag.
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I know there are so many more things to mention and suggest. I will be adding those comments along the way in Working the Shows Wednesdays.

So, go out there prepared for anything, and have a good, profitable and, most of all, enjoyable show! I'd love to hear about your experiences and see pictures. Contact me at Splashincrafts@gmail.com.

You can't sell from an empty shop!!

I was reminded of an old rule of business this past week - You can't sell from an empty shop! Or, to paraphrase, you can't sell from a shop that has nothing new to catch your regular customers' attention.

It seemed I just couldn't get motivated to produce new products for a while there. Oh, I came up with ideas and sketched them out but when it came time to actually sit down and begin painting, it seemed I always found something else that really "needed" to be tended to right at that very moment. Then, it seemed my sales were slowing down some and, some weeks, they were practically non-existent. I decided I needed to promote. I looked in the shop and discovered there really wasn't anything new to promote. That woke me up!

I immediately turned to and started painting. I'm now in the process of adding items to my Etsy shop and stock-piling for my next show. (Yep, I stopped procrastinating and went ahead and got those applications in, too.) I even got a box of new merchandise out to one of my brick and mortar shops! They got them in this week and have already sold some of the new items. Sales are great motivators and I'm now plugging along at a respectable pace again.
Thought I'd share a few of the new things with you. Above, the crabby outfit is one of my oldest designs and one of my best sellers. It's almost summer and, around here (being the Chesapeake Bay area), that puts folks in a "crab" mood. I've now built up a stock of these in the full range of sizes for the upcoming show. (This one often sells out at shows.) Another axiom of the craft business: Try not to run out of your best items!

And here are some of the newer designs:

All of these will be listed in the shop by the end of the weekend. (Some are already there!)

Check them out at http://www.splashin.etsy.com/

Some have designs on both the front and back!

I have more new designs that will be going in the shop next week (and, hopefully the week after that and so on and so on...) I'll be sharing them along the way, too.

Don't forget Part VII (the final segment) of the Marketing Series on Craft Shows will post tomorrow.

Hope you're all out there working on your crafts or at least doing something creative.

Part VI - Marketing Series on Craft Shows - "Must Haves"

Now that you have your show lined up and your display planned out (I'm assuming you've been making merchandise to sell!), you need to start gathering your "Must Haves." These are those items that you need to take with you for every show as you will either definitely need them at each show or may possibly need them for emergency fixes, display problems or personal needs. Most are self-explanatory and some you'll think are so obvious that you'll wonder why I bothered listing them. (I probably put them on the list because, at one time or another, I didn't have it with me!)

These items should probably be considered part of your display supplies and should be kept with the display pieces when stored. (I keep everything except the first two in a large Rubbermaid box.)

Chairs (You'd be surprised how many folks "forget" them.)
Weights for the display
Table covers
Tarps/plastic sheeting in case of rain
Small hammer
Duct tape
Twine
Clothes pins (These come in handy for securing table covers and more at various times.)

These basic items are part of your general business supplies and should be kept ready to grab for every show. (I use a plastic tackle box for mine.)
Scotch tape
Receipt book
Scissors
Paper
Straight pins
Safety pins
Ball point pens/pencils
Markers (A fine point felt marker for tagging and signs when necessary.)
Paper/Cards (for notes and table top signs)
Extra tags
Paper clips (can be used so many ways)
Twist ties
Some large trash bags
Bags and wrapping supplies for your products
Business cards
Your mailing list book (or something for folks to sign)
Any other brochures, list of upcoming shows or other P.R. handouts for your customers
First aid supplies (bandaids, antiseptic, gauze, tweezers)
Needle and threads (if applicable to emergency repairs to your products)
Glue (if applicable for emergency repairs for your products)
Hand sanitizer and/or wipes

I also carry the following:
Paper towels
A small broom and dustpan (I have arrived at shows to find broken glass, trash and more in my space.)
Bug spray (invaluable at times!)
A small roll of toilet tissue (especially when using port-a-pottys)
Sunscreen

For each show, I also pack:
Change (You'd be surprised how many people forget to bring change.)
Any applicable licenses and permits
A cooler with beverages and some snacks (There are times you will not be able to get away from your booth at all.)
A change of clothes (I have done shows where I have gotten soaked through with a sudden storm, have had something spilled on me before the show even starts or have just generally gotten dirty in the process of setting up.)

I have tried to list everything I have in my Must Haves but each individual finds specific items they need. This is a jumping off point. Remember, it is better to drag it with you and not need it than to desperately need something that you don't have.

The final segment of this Marketing Series will run on Friday with some general odds and ends of advice and suggestions.

Tomorrow, I will begin my new weekly feature of Working the Shows Wednesdays, which will offer more show advice, commentary, display suggestions or just general show news and trends.

Part V -Marketing Series on Craft Shows - More Display Info

Announcing a new weekly feature: “Working the Shows Wednesdays”

This is the second part of my discussion concerning craft booth displays and set-up. These are just the basics. There is so much more to talk about that I’ve decided to begin a weekly feature dealing specifically with the how-tos of doing shows. At the moment, I’m planning to run those posts on Wednesdays each week. They will not be part of this Marketing Series. As I mentioned the other day, there will be one post specifically dealing with displaying and showing jewelry. I will try to present that to you next Wednesday.

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Part V of Craft Show Marketing Series : More Display Info

This is yet another set up done by Charm City Soaps. Check them out at www.charmcitysoaps.etsy.com


So, have you come up with some display ideas for your upcoming show yet?

Stability should be a primary consideration. Your table or display WILL get bumped and leaned on. Never underestimate the power of a “light breeze.” Your display has to be able to stand up to a fair amount of jostling. Otherwise you’re dealing with a house of cards and we all know what happens to them.

Remember, a collapsing booth display may not just effect you. In many shows, we are set up close enough to our neighbors that a falling display can have a domino effect. You don’t want to destroy that beautiful stained glass display next door.

I’m a big believer in using weights. I always weight my tables with homemade sandbags. I simply sewed two 20” x 8” rectangles of canvas together. I folded the rectangle in half end-to-end and stitched across that line. I then filled each end of the rectangle with 4-5 lbs of playground sand. They’re easy to pack and carry. I simply drop the sand bags over the rungs of my tables for 16-20 lbs of extra support to keep that table secure. They are hidden from sight by my table covers. Many folks use plastic jugs filled with water as weights. Again, inexpensive and easy to make.

I do NOT agree with tying all of your tables and display pieces to each other for securing them. In my experience, a good wind can then take the entire display over with one strong gust. This is not to say, I have never tied one lightweight rack to one table for extra support for the rack. Remember, my tables are weighted individually.

Are you using a canopy or tent? Do you know how to put it up? Can you do it alone or with the help that will be with you? You cannot count on a Good Samaritan or your neighbor for assistance with this. (I know this is a problem for me as I am fairly short and cannot reach the joints to snap everything into place.)

Be aware that canopies can easily grab the wind and take off like a giant parachute! I have seen them fly and roll several aisles away, leaving a path of destruction in their wake. Again, you must consider weighting or staking the canopy itself. Do not assume you can use tent stakes just because your space is on dirt or grass. Many shows prohibit stakes for a variety of reasons, underground sprinkling systems, soil damage (I have been told this one!) and, the most common reason, tent stakes tend to create hazardous conditions for pedestrians near the tent.

You should ALWAYS carry weights for your canopy regardless of whether you notice a wind or not. There are many commercially available weights and there are numerous inexpensive homemade weights that can be made. Sand bags and water jugs tend to be the most common. Many folks also fill pieces of PVC pipe with concrete and hang them for weights. I also believe canopies with additional cross-bar supports are best. I feel most of the “cheaper” (under $75) canopies are not good choices for craft shows as they tend to be flimsy and really need to be staked.

If you are making do this time around, a nice beach umbrella with a solid stand should work well. Be sure you are able to handle the base to get it to your space. You may not be able to drive right up to your location.

If you are sure you can put your canopy up on your own, a second issue becomes, can you do it in a timely fashion?

Once you have figured out how you plan to set up your booth, do it. If it is an outdoor show, set it up in your yard. Indoor show? Try your basement or garage. Mark out the assigned space size and set it up. Do it several times. Time it. Be sure you can set the entire display up and be ready to sell in 2 hours or less. Often, you may have more time and, frequently, less. It is vital that you be ready for business when the show opens.

Setting it up and breaking it down will also point out any problems you may encounter. It gives you a chance to resolve difficulties or eliminate problem pieces. Fix any problems you come across now, BEFORE you are at the show without tools or supplies you may need.

Take pictures and make notes while doing these dry runs. Note what tools you need for set-up. Add these to your Must Haves list. The pictures will help you remember how you did it.

Finally, load the display in and out of your vehicle, several times. Figure the best way to put it in. I try for the reverse order from my set up procedure with the tables going in last and coming out first. Remember to leave room for you actual merchandise, cooler and anyone who may be riding with you.

Keep in mind, that many shows require you to pull in, dump your stuff and move your car out as soon as possible.

This great display is one done by Avocado Creations. She has hung her fabric shopping bags from a "tree" she made by using sturdy branches from her maple tree and " planting" them in a plastic pot of concrete. Definitely an attention getter. (A bit hard to transport though.) She has a folding wire rack on the left that folds flat for traveling and the pots of flowers add a nice inviting touch. She has a clear and visible sign and her table display is neat and pulled together looking. The booth is inviting us to enter and look around. (You can check out this merchandise at www. avocadocreations.etsy.com.)

Oh, one more thing -- Be sure you are prepared for the weather, even if it isn’t forecast. Carry enough plastic drop cloths and/or tarps to throw over your display in case of a sudden storm. They can come out of nowhere without warning. Do not count on your canopy being enough to keep your work dry. It usually won’t. I also usually carry a box of yard and leaf size garbage bags. There have been times when all I could do was drop my merchandise in those bags as quick as possible to prevent damage and loss.

Be aware that water will collect on top of your canopy. Know how to dump it without drowning those around you.

There is so much more to say about displays. Please watch for those Working the Shows Wednesdays posts in the weeks to come.

Part VI of this Marketing Series will help you make your Must Haves list (everything you should have with you to do your show.) There will also be a few pointers about the merchandise you plan to sell although you are on your own to design and produce that!

Have a great weekend, y’all!!

Another sneak peek ...

Yep, still painting.

Definitely feels good to be replenishing the stock. I've been bursting with new ideas for designs and being very productive for the last few days. Believe me, when the urge strikes, I like to go with the flow. Here's another peek at things to come...

I'll be adding these items one at a time to my Etsy shop starting tomorrow. I find adding one item per day keeps my views flowing better than adding all at once.

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After a hard day at the brushes, we went for a fun evening - BBQ and some great live oldies rock music. It was an absolute beautiful day and evening here (60ish and sunny at 6 p.m.) and one of the best BBQ restaurants in the Baltimore area was holding an outdoor party on their parking lot.

If you're ever in the northern Baltimore County area and looking for some true slow cooked and smoked food, stop in at Andy Nelson's. Andy was a Baltimore Colt back in their glory days but he grew up in a Que-ing family and definitely knows how to smoke a great brisket (and ribs, and chicken, and fish, and more!) Another member of the Nelson family, Linda, makes all the homemade, Southern style desserts and sings the blues and some old-style rock with the best of them. She and The Jody West Band (a popular band in these parts) played while we enjoyed some brisket sandwiches. They certainly drew a crowd for a Thursday night! A good time was had by all!

Well, it's back to the drawing board (literally) in the morning.

Don't forget to check out Part V of the Craft Show Marketing Series here tomorrow. See y'all then.

Part IV of Craft Show Marketing Series

**NOTE: Part V of this series will also deal with Displays and will be posted on Friday.
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So, you’re now officially about to do your very first craft show. You’ve done your research, asked all the right questions, been accepted and paid your money. You now have a goal date looming out there in front of you. Now, you need to prepare.

In addition to producing as much merchandise to sell as you can, you need to think about your display and gather what you will need to show off your work to its best advantage.
Since this article is geared toward those doing their first shows, I will not suggest you go out and a spend a fortune on the perfect display rack. Such commercially available racks and stands are quite costly and should only be invested in when you know you will be doing a large number of shows and you have determined that the item will truly show your products off in such a manner as to “pay for themselves” in sales. Many great and effective booths have consisted of a very basic, single table display or with a few basic display pieces that were found around the house.

If time permits in the weeks before your show, visit a large craft show specifically to look at how folks are displaying their wares. Look to see what displays attract your attention and why. Which ones seem to get the attention of the shoppers? What pulls the customers over to the tables? Will any of these ideas work with your merchandise?

Many craftspeople will be glad to discuss where they purchased a display rack or how they made it, as long as you approach them when they are not busy getting set up or waiting on customers. **Never interrupt a sales pitch or approach a seller who seems to have a booth full of customers. Wait until there is a lull in traffic. Also, do not simply take photographs of a booth you like unless you have spoken with the seller and asked their permission.

(You can check out Seaside Quilts' merchandise at www.seasidequilts.com.)

Now, armed with some ideas, take inventory of what you have to work with and then beg, borrow or make do. Aha! You thought I might say “steal,” didn’t you? I can’t condone that. However, if a great piece is sitting out at the curb with somebody’s trash or hanging at the dumpster behind the mall… Well now, that’s just up for grabs.)

Basics
At an absolute minimum, you will need some sort of table, a chair, a sign and a tablecloth.

Tables
Determine which and how many tables you will be using for your display. Be sure they are solid. Customers will bump, lean on and otherwise shake your table. Wobbly displays will fall over, damaging the merchandise and possibly injuring a potential customer. If the table is not solid, figure a way to stabilize it or find another table. **Remember, you need to be able to transport and handle the table. Keep size and weight in mind.

Table Covers
Once you have selected your table(s), find appropriate tablecloths. Tables should have floor length covers on all selling sides. (* Many shows actually require this.) In most cases, solid colors are preferable. A busy table covering will usually detract form the merchandise displayed on it. There are, of course, exceptions. I have seen crazy quilts, camo or other themed cloths work well with specific products. You will need to take an honest look at your table and determine if your creations “disappear” on any such print.

Many people use flat sheets or pieces of inexpensive fabrics for their covers and simply pin or tape them in place. (*When draping the table, remember to pin the corners flat as a loose drape can create a tripping hazard for customers which can spell disaster.) Whatever you use, they must be clean, unstained and pressed to look professional. If using multiple tables, they should be matched, or at least, color-coordinated. (*If you choose to continue doing shows and will be using the same tables, I suggest making fitted cloths for your tables. They are simple to make and save loads of time during set-up.)

Chairs
You will need something to sit on at your booth. It is unlikely, you will be able to stand throughout the entire show. Your chair/stool should be neat in appearance, somewhat compact (space is always at a premium) and should be something you can get up and down from easily and quickly.

Sign
You really must post some sort of easily viewed sign telling folks who you are. They need to be able to remember whose booth they saw that perfect gift at so they can come back and get it before leaving the show! You are a craftsperson. You can make a sign. It can be fabric, tag board or wood but it needs to get your name out there in front. It should be large enough to see from a short distance and clear enough to read easily. It should not resemble the daily Jumble. Most of those sellers in these pictures have done this well.

Making the most of your table space:
Most of us need to use very inch available when setting up our displays. It is both eye-appealing and effective use of space to create multiple display levels on top of your table. This can be accomplished by adding shelves, table top racks and building up levels with the use of boxes.
Charm City Soaps, has one of the most effective, basic displays I’ve seen. She uses one small table with several low shelves supported by solid boxes to create some height. The display is neat and pulled-together and looks inviting. She has visible signage so we know who she is and there is a price guide posted. She can keep extra stock under her covered table and even has room to display samples. (Interested in seeing more about Charm City Soaps? Check out www.charmcitysoaps.etsy.com.)

Avoid simply plopping your merchandise in flat piles on your table. They won’t catch the eye of a passer by and lots of customers will do just that - pass right on by. Flat fabric creations can be difficult to display but there are simple ways.
Rachel of Seaside Quilts uses baskets to create visual interest on her tables. This picture shows her creative display of burp cloths. (Check Rachel's wares out at www.Seasidequilts.com.)

What if your merchandise is not table-oriented?
A lot of merchandise simply doesn’t show well on a table. Some things need to be up where they can hang and be seen. Some folks have found a simple clothing tree works well for this purpose. A simple clothing rack like many of us use at home can be used for displaying clothing. (This pic is from www.artifacthandmade.etsy.com) Others have figured ways to string a clothesline (This works especially well if you are using a canopy. You can run lines from one support leg to another and then simply use clothespins to hang items.) (More on hanging displays in Part V of this series on Friday.)

Don’t have a tent or canopy?
While some shows require tents/canopies, they remain optional at most events. (Tents will be addressed further in Part V of this series on Friday.) While they are wonderful additions to help protect against the elements and provide all kinds of display opportunities, there are other solutions if you don’t have one. An attractive beach umbrella can create a simple and cute effect while still protecting you and your merchandise from the sun. Sara has also used hers to help display her purses (Extra stock and other colors are displayed flat on the table but there are eye-catching hanging pieces.) She has also designed and built a very simple stand-alone stand to display her purses in an easy to view manner. (Sara does not have an active online sales presence at the moment but can be contacted through Craftster using the member name of Dishwasher 182. I’ll keep you posted on when and if she sets up shop in the near future.)

This is just a start. There is so much more to say about displays. Part V will be posted on Friday and will discuss more display issues. Jewelry display is a subject unto itself and I will address that in a separate post. I will also discuss some really unique, more involved displays in a separate post. These will not be part of the Marketing Series but will run in the next week or so.

Display Rules to Keep in Mind:
1. Be sure whatever display pieces you use are stable. You do not want them to fall over when bumped or if the wind blows.
2. Keep the appearance of the overall display neat and put-together. Color coordinate your display. Avoid a cluttered appearance.
3. Be sure you can handle the equipment. Keep weight and bulk in mind as you need to be able to transport and handle these pieces.
4. Keep your set-up flexible. While billed as 10’x10’, a space may not be perfectly square or there may be some other factor to consider and you may need to juggle a bit.

Be sure to check in on Friday for more display information in Part V of this Marketing Series.

Take a sneak peek --

It's been another productive day. I've been busy doing quite a bit of painting. My stock was down and it really reflected in my sales both online and off. I've managed to create quite a lot of items in just a few days of buckling down.


Unfortunately, that did cut into my computer time. Something had to give. I didn't really take time to prepare a post for tonight so I'll just give you a peek at some of the forthcoming merchandise. These are in-progress pics so the finished products will be different yet.






Look for these items to show up in my shop within the next week or two. I generally only post one item per day when adding merchandise.

Remember, Part IV of my Craft Show Marketing Series will run tomorrow.

Part III of Craft Show Marketing Series: Questions to ask BEFORE signing on!

Now that you’ve had a few days to look around and do some research, you should have a list of possible shows you’d like to do. It’s time to make some calls and get down to setting it up.

Some of this information will be available on the show’s website (if there is one) and application/registration forms are often there, as well. You should still try to make personal contact with the director or show staff to ask some additional questions. When you make contact, there are some questions you should ask before committing to a show. Show directors are used to being asked these questions and will not be surprised or disturbed to have you ask.

Key questions for ALL shows:

Obviously, price and space size are of primary consideration. Is this a juried or non-juried show. If juried, what is the process?
Additionally you need to know: How many years has this show been held? How many crafters/artists will be participating? How many of these participants have done this show before? Are there limitations on numbers of folks in various categories like jewelry, woodworking, pottery, etc. Is there an admission fee for shoppers? How many shoppers/visitors has this show attracted in the past? What type of advertising and publicity will be done for the show? Is there any major change this year as opposed to previous years for this show? (Examples of this would be adding live entertainment, changing the venue, suddenly charging an admission, etc.)

Are there rules pertaining to your actual booth display such as specific tablecloth specifications, height limits, can you have a candle burning or music playing, signage, must all boxes be completely hidden, etc. Once you have these answers, you can make an educated decision as to whether or not this is the show for you.

If this is an indoor setup, ask what the access to the building is like. How close can you park to the door to unload? Are there steps to maneuver? How far will your space be from the door? Will everyone be unloading at the same entrance at the same time? Will you be set up against a wall? What is the lighting like in that room? Will all the displays be in one area or will they be in several rooms and/or hallways? If the answer is several locations throughout the building, what percentage of the crafters will be in the same area as your display? Will electricity be available, and if so, is there an additional charge?

***So what is the significance of these answers? The first four relate to how easy or difficult it will be for you to get your display into the space and set up. This will let you know if you need a wheeled cart or if one will even be of any use (steps) and will give you an idea of how much time will be required to just get your load inside the building. If everyone will be using the same entrance, you will want to get there as early as possible as this will be a very congested area and you may be double or even triple parked for the unloading process, causing some foot traffic congestion at the door. If you will be set up against a wall, you may want to take advantage of that with your display design. (In most cases, you will NOT be allowed to tape or attach in any way to the wall but may lean something against it.) Lighting is an important consideration as hallway spaces can be very dark even during the day and you may need to consider bringing your own lighting. The last question will tell you if your display will be away form the crowd or off the beaten path. If that is the case, you may not want to do this show.

If this is an outdoor show, a primary question is whether the event goes on rain or shine. You will want to know how close you can drive to your actual setup space. In some cases you can drive right up to the space but in many municipal parks you cannot drive onto the grass and must schlep your booth and merchandise a fair distance across rough ground. Again, you will need to know if steps or a steep hill is involved . Will your space be set on level ground or is it possible you will be adjusting to a hilly area. Can you drive support stakes into the ground? Is the show known for high winds? Is the show set up within a confined area or is there open access. (Open access often means there will be shoppers milling around while you are setting up.) What are the restroom facilities like? Is there a source for running water? Electrical access is somewhat rare at outdoor shows and almost always involves a sizeable fee and special arrangements.

After this discussion, be sure to thank the contact person for their time and assistance. Ask to be provided with an application or registration form and determine the deadline for submitting that form and the appropriate fees. (Often the forms will be available online.)

Armed with all of these answers, or at least as many as you can get, you must make the decision as to whether or not to do the show. Once you sign up to exhibit at an event, you are committed to that event or are out the money. In most cases, application and/or registration fees are non-refundable unless the show is canceled by the show sponsors. If it rains, and you simply decide not to do the show, you will be out the money.

***Fee Clarification - I have mentioned several fees throughout these articles. There are three distinct fees involved in doing craft shows. All of course, require a “registration fee” (also called “space rental fee“). Juried shows often require a “jury fee” (generally $5-$15) paid whether you are or are not accepted to participate. Some shows also require an “application fee”, paid up front with the jury fee but before the space rental. Again, application fees are never refundable.

I’m assuming you have found a good show to try for your first event, so go ahead, fill in the registration form and make it official. Now we’ve got a goal date to work toward in getting your display and merchandise ready.

A word about taxes and licensing:

At this point in time, you need to determine if you need a sales tax permit/license or vendor’s license of any kind. In most states that have sales taxes, you will be required to collect that tax for ALL sales made within the state. Many states have temporary permits/licenses available that will cover one specific event or a specific time period (often 30 or 90 days). There is normally not any fee to obtain a sales tax permit. Applications can often be done online or by phone. You will need to contact your State office of taxation for information about obtaining such a permit/license.

The County Clerk’s office can generally tell you if you need a vendor’s permit/license. In most cases, a vendor’s permit is not needed for craft shows where you are selling merchandise handmade by you. (Resale items normally DO require such a license.) I have done a few shows where a municipality did require temporary permits but that information was provided by the show promoter and generally was handled through them.

Okay, go out there and get that paperwork done! We'll meet back here to discuss the booth setup and displays you will need in Part IV of this series.

Part II of Craft Show Marketing Series - Finding the Shows

I know I don't usually run the segments of my Marketing Series on consecutive days but this Part is merely a continuation of the posting from yesterday. The next segment will not run until next week.

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Okay, now that you’ve figured out what type of show you are looking for, how do you go about finding one?

First of all, set a date in your mind as to when you would want to do such a show. Having a goal date will keep you focused and help to move you forward in your plans. Be sure to allow time to obtain any tax permits you will need, time to gather all the supplies and equipment you will need and, most important, time to make enough product. (Each of these aspects will be discussed later.)

If this is your first craft show ever, I suggest you aim at a smaller show, located semi-near home and in a moderate price range. It is best if your first show is a one-day affair, or at least no longer than 2 days. There will be a lot of responsibilities and new problems coming at you and you don’t want to be totally overwhelmed with your first effort.

If you already have a specific event in mind that you have seen and thought would be the right venue for you, try to obtain information concerning that show. The most obvious approach is to go online and search the name of the event if you know it. Most well-established events have their own website. If you know someone who has exhibited there as a crafter or vendor of some sort, ask them who you can contact. Do you know who sponsors the event (the City, business association, school, etc.) ? If so, call that office and ask if they can provide a contact name.

*It is important to realize that many larger and established events take applications up to a year ahead of the event’s date and you may not be able to simply waltz in and sign up. Many shows have a limited number of crafts spaces and have a waiting list for available spaces. If you run into this, simply ask to be put on the list for next year and keep looking for the right venue for you to do this time around.

Ask at your local craft supply stores and check the bulletin boards in your local grocery stores, libraries and coffee shops. Keep an eye on your daily paper and check local weekly and monthly publications for both your community and others nearby. All of these publications tend to run calendars of community events. * As many of these events are not listed until a week or two before they occur, I have also gone online (or to the library where necessary) and checked last year’s issues for the time period I am considering. Most events occur annually at or near the same time of year. Contacting last year’s contact name will usually get you to who is running that event this year.

You may also call your local Chamber of Commerce and your parks and Recreation Council and ask if they know of any upcoming arts and crafts events in the area. As my merchandise is child- oriented, I have, at times, even called a selection of local schools and asked if they were holding any such events within the next few months. (I long ago discovered my target market is frequently found at private grade schools.)

Most States have a tourist office that publishes some sort of state-wide calendar of events. This is a great place to start. In just about every State, you can access this information online. I live in Maryland and find this info very easy to find by simply searching the words “Maryland Events.” In addition to the State’s listing, you will also come up with a number of other listings relating to activities in your State. Some sites will be produced by counties, municipalities, non-profits and more. You can also search “arts and crafts fairs in [Maryland]“ , or “art festivals in […]“ Try any variation of these terms you can think of.

As I like to do street fairs and community festivals I also use those terms but, I would not recommend them for a first time craft vendor. I pick and choose these carefully. At those events, you will be competing with many others for sales, not just craftspeople. There will be lots of by/sell, imports and junk in general. Customers are not attending a street fair necessarily looking for crafts.

Some sites will be trying to sell you a subscription. For now, stick to the free listings. If you decide to go into doing craft shows on a frequent basis later, you can consider such services.
Jot down the names and dates of those events you feel you may be interested in. Unless you are new to the area, you should be familiar with some of these events and can make an educated guess as to which would be appropriate for you. Hopefully, you will have even visited a few of these events in the past and have a feel for those. I know our State calendar lists phone numbers and/or websites for contacting each event‘s committee. Should that information not be available, try searching the name of the event online.

Generally, crafters are a friendly lot and, as long as your product is not in direct competition with theirs, will usually be more than happy to provide advice and information about upcoming events. Walk through as many craft fairs as you can and talk with the vendors. Tell them you will soon be doing your first show and ask them what shows you might consider. If you have signed up for one already, ask if they are familiar with that show and do they have any specific suggestions (or warnings) about doing that show. (Warnings can be as innocuous as knowing the crowds swarm very early in the day, sometimes before the official opening. This does happen - often. It is fantastic to know this as you can’t sell if you’re not set up yet! We do one show that “opens” at 9 a.m. on a Sunday, but there are large crowds milling about by 7 a.m.!! We have actually begun setting up in the dark there.)

If you are an active participant in an online forum, you might also try asking there if folks in your area know of shows you might try. A number of sites actually have threads devoted to this information for specific geographical locations. Once you have signed up for a show, you might also ask for advice about that particular event on those forums.

There are also numerous publications and paid craft sites that list shows and helpful information about each. I will, at some point list those sites I am aware of but that will not be part of this particular Marketing Series. I’m sure you will come across some of those in your general web search. Until you are sure, you want to continue doing shows (Yes, a number of folks only do them ONCE!), I see no reason to make such financial investments.

*There’s still more information about finding shows I want to share but I’ll put that at the end of this series as those events are more appropriate for the experienced show vendor.

In Part III of this Marketing Series, I will address the questions you should ask and the information you need you get when you make contact with the show director.

Again, we’ve reached the point where we should all take a breather. You need to turn to and work up that list of possible shows and find the appropriate contact numbers or sites. I have some shows to visit this weekend (assuming the weather cooperates.)

Have a good and creative weekend.

Part I of Craft Show Marketing Series - Types of Shows

This is the first segment of my Marketing Series on Craft Shows. This particular post, designed for the true craft show novice, will explain the differences in types of craft shows and help you decide which kind of show is right for you. The next segment will help you find those shows.

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So, you think you’d like to sell at a craft show! I’m assuming you’ve already developed and created a product that you feel is of decent quality and design that other folks will like it and want it.

The first step in moving toward your first craft show is to determine what kind of show you belong at. The majority of my readers will fall into the “arts and crafts” category as opposed to “fine arts.” While this can sometimes be a fine-line type distinction, it is a big difference when it comes to shows.

“Fine Arts” shows tend to feature more one-of-a-kind, higher-end creations like oil paintings, large focal pieces of furniture, sculptures, large mosaic or stained glass pieces, gallery quality-photography, etc. Fine art shows tend to be expensive juried and quite exclusionary.

Most dictionaries define “fine art” as “art produced primarily for aesthetics and not for utility.” Unless your jewelry is made from precious metals using only fine gems, it is most likely not “fine art.” I have only once seen a crocheted item in a fine art display and that was a unique sculpture-like piece meant to merely be displayed. Fine art generally is considered to require fine skill. In other words, if an average crafter or artist could produce the item following instructions from someone else, it most likely does not qualify as fine art. Since most of us would not be described as geniuses, virtuosos or Michelangelo prodigies, I will move on to regular arts and crafts shows.

“Arts and crafts” shows have further distinctions and clarifications. Some are designated as “traditional,” “primitive,” “period,” “folk”, “contemporary,” etc. I have even seen some designated as “Western,” “Coastal” and “loving hands.” All of these labels are very subjective and open to discussion.

One of the most ambiguous terms out there is “professional crafters and/or artists“. A show advertising such participants is generally trying to convince potential customers that this show will feature a higher quality of merchandise. Most definitions say “professional” means engaging in an activity as a career. No one says you must be completely self-supporting in your career. My position is, if you are out there trying to sell your products for money, you are operating as a professional. “Professionalism,” in my opinion, is a form of business-like behavior. (And that, my Dear Reader, is a topic for another day!)

The next most basic fact involved in picking a show to do is whether the show is “juried” or “non-juried.” (For the record: In my 30+ years of experience, I have not found the fact that a show is juried or non-juried to cause any significant difference in my sales.)

A “juried” show means that a person or committee will review the quality of your merchandise to determine if it meets a certain standard for participation in their show. Jurying is generally accomplished through the submission of photos of your merchandise. In most cases, these jurists require about five shots of items “representative” of your product line.

Sometimes, a jury will also request photos of your booth or set-up. If this is your first time, you will need to do a dry run set-up and take pictures. If you are applying for an outdoor show, set this up outside. Likewise for an indoor show. (Such a dry run can also alert you to set-up problems you may not have considered.)

***Do not let the jurying process prevent you from participating as a first-timer. This merely assures a better selection of work and generally will attract buyers that return year after year as they know they can count on the merchandise available at such a show. By the same token, do not allow the fact that you get juried out of a show keep you from trying again. Often, shows limit the number of crafters in each category and may only accept the five best in each category.

I have come across a few elite shows that require in-person jurying in which you bring your creations to them for physical review and, often, questioning of you as the creator. A few juries I have participated in have required the representative photos but also a list of specific items that will be sold. Anything not listed would not be allowed. I would not suggest one of these precise shows as a first-time experience.

**Some juried shows also require a “jury fee” that is charged over and above the show fee and is usually non-refundable. Again, I do not recommend such shows as a first-time thing.

Do not overlook other selling venues like street fairs and festivals, school and church sales, flea markets, farmers’ markets and roadside stands. Many a successful crafter has gotten their start at the school or church event. These events tend to be less expensive but smaller. Customers tend to expect more reasonable pricing at these locales and, in the event of the flea market, will try to bargain with you for a better deal. You will also find the set-up is not as elaborate at most of these events and a beginner can get away with a table with a nice cloth and some folding chairs. (Although, a nice display can and will encourage more sales! We’ll discuss displays, later.)

Okay, this seems to be enough for a beginner to digest for now. Think about what kind of show seems right for you and what you are prepared to invest in doing your first show - both in expenses and time. My next segment in this series will tell you how to go about finding the right show for you.