Working the shows Wednesday - Jewelry Displays

This post is a "reprint" by request from at least two of my Followers:

Jewelry Displays

This display by Avocado Creations, demonstrates the effect of upright jewelry
table displays, a hanging earring display and the overall impact
of a neat, uncluttered table display.
(See http://www.avocadocreations.etsy.com/.)

Up first this week, is some display information that pertains specifically to jewelry vendors. Because of its size, jewelry is often hard to display in an eye catching manner. Your display needs to catch the attention of those passing by and draw them closer to get a look at your terrific merchandise. In most cases, jewelry displays best on a solid colored background. The contrast of dark colored velvet or velour gives many pieces a visual pop. (Velour tends to be a more "easy care" fabric than velvet but has the same visual effect. It is also usually cheaper.) Many sellers believe something with sparkle will make the jewelry look brighter but my personal thought is it takes away from the product.

This display shows how a busy table cloth pattern can really take away
from the jewelry displayed on it. the bracelets laying on the table simply seem
to disappear amid the print. Even the hanging necklaces that are not against
the fabric seem to be less impressive just by proximity to the busy
pattern - kind of "guilty by association."

Very few pieces show well simply laying flat on the table. We have addressed varying the height of the display in earlier posts but in the case of jewelry, angling a display is also important. Jewelry boards can be leaned up against an easel or a higher shelf. This allows necklaces and earrings to hang giving the same effect they will give when worn by the buyer. I have seen folks create their own necklace displays by forming low cones from tag board or card stock, draping them with lightweight fabric and then hanging the necklaces over them creating an upright display. (Again, this varies your display levels.) One attractive display had some interesting pieces of driftwood and a few very large conch shells sitting on the table with necklaces draped over them. They really caught my eye!

Many upright earring display racks can be purchased very inexpensively in stores such as Walmart, Dollar General, and others. I have seen a number of vendors make their own jewelry boards using a picture frame and backing the frame with window screening or plastic canvas mesh. They then prop these frames upright and the earrings hang easily on the mesh.

Rings are somewhat difficult to display without a commercial ring display case with the foam inserts. You can make such displays using a piece of 1" - 1 1/2" foam rubber cut to fit a box lid. Using a box cutter, you can then form slits in which to display the rings. This looks best when the whole display is then propped at a slight angle toward the front of the table. I have also seen rings shown very effectively in a terra cotta flowerpot saucer filled with colored fish tank gravel, sand or even dried beans. The rings are simply set upright in the gravel. Another creative display involved hand silhouettes cut from heavy cardboard and spray painted in solid color with the rings displayed on the spread fingers. The hands were attached to small blocks of wood to hold them upright.

One of the most creative bracelet displays I've seen lately involved stuffed, long formal gloves (the kind that go almost up to the elbow). They had a few simply laying on the table with the bracelets on the "arms" and had one or two supported by dowels standing in an upright position with the bracelets pinned in place. The jeweler told me she bought them at a consignment store shortly after prom season for only $1.00 a pair. She had dyed them dark colors - black, navy and emerald green to best show off the bracelets. They were getting a tremendous amount of attention.

It is important to keep jewelry displays clean and uncluttered looking. Too much, jammed too close together will cause all of the items to simply blend and make it difficult for customers to appreciate the beauty of each individual piece.

Working the Shows Wednesday - Christmas plans ?

So, what are your show plans for the Christmas season?
Did you say you don't have any yet? What are you waiting for? At this point, many of the "better" holiday shopping shows are filling up, if not already filled. Many have application deadlines in July. (You may have already missed applying for some of the more established shows.)

There is a reason why folks sign up this early for these shows. They have winning track records for bringing out the shoppers and generating lots of sales. It's also a good idea to know what shows you will be doing when and to start gearing up your production to be ready for those busy shows.

Which brings us to my next question -
"Have you started working on your holiday merchandise?"

Christmas is only 193 days away. That's only 26 1/2 weeks! I don't know about you, but I usually don't do any shows after December 7th as I find folks are beginning to panic at that stage and are more likely to head for the mall than to stroll a craft show. So, that brings it down to about 24 weeks.

Now, for most of us, summer gets fairly busy both in the sense of craft shows and in family commitments. Our family has several vacation times built into that time period thus causing a dip in production time. It seems each year, I suddenly arrive at September 1st, the beginning of the holiday selling season and realize I haven't produced as much holiday merchandise as I wanted (and needed). Each year, I say I plan to do better next year. (It's a lot like New Year's Resolutions, the same thing repeats each year!)

Better figure out what you're doing when and how much merchandise you need to get together. then, set up a production schedule and STICK TO IT !!!!

So, I'll ask again, what are you doing about Christmas? (Notice I said "doing" not "planning".)

Working the Shows Wednesday - Be a good neighbor !

Okay, so you’ve arrived at a show, found your spot and begun to unload. NOW is the time to start being a good neighbor. Whether the show lasts one day or two, this is your new home for so many hours and the folks on either side of you are your neighbors . They can make and break you, so be nice!

Since space is usually tight when unloading for your show, it is important that you remain aware that you are not the only person trying to get in and get set up at that moment. Time is just as important to your neighbors as it is to you.

If you are unloading for an indoor show, be sure to locate your space before unloading. Try to unload at the entrance closest to your space. As many people will need to unload at that same door, unload all of your display, merchandise and equipment and MOVE your vehicle BEFORE beginning to set your display up. No one wants to park six vehicles deep while you are leisurely opening and covering your tables and your car blocks the unloading zone.

When unloading for an outdoor show, attempt to park in a manner that blocks as little of any driving lane as possible. Try not to park in someone else’s space while unloading. Should they arrive while you are parked in their assigned spot, they have nowhere to unload and will not only lose precious time themselves but will also be blocking yet other sellers from getting to their assigned spots. Again, DUMP and MOVE. Do not take time to set up tables and such before moving your vehicle.

If there is a staggered set up schedule, it is done so to allow the smoothest transition for all. I have done many outdoor shows that had all folks in “Aisle A” enter the show area at a specific time, say 8 a.m. and all the folks in “Aisle B” enter at 8:30. This is done as there is very limited drive through space and this allows all “A” folks to get their cars in and out and then all “B” folks have time to come in. If you are an “A” but don’t need much time, you MUST still arrive at your assigned time. I have seen shows that made those stragglers walk their things in if they arrived late as the set up was staged that way as there would not be room for vehicle traffic once both sides of the street were set up. They’ve probably developed this system over many years of experience and I actually find these are some of the best organized and smoothest flowing shows around.

As you unload, do not stack your boxes, tables, etc. in someone else’s space or block an entire aisle with your things. Do not leave small objects laying in the center of a walkway where someone can fall over it. Do not shout at your help. If your spouse, partner or child is assisting you, speak in normal tones. Do not yell across the 10’ space and do not use vulgar or inappropriate language while setting up. Everyone is working in close quarters. We are all on tight schedules and we all have trials and tribulations while setting up. No one wants to listen to you scream maniacally at your help. It is distracting and obnoxious, not to mention unprofessional.

This is also not the time to stand and chat with your neighbor. It’s okay to say “Hi! I’m so and so, looks like we’ll be neighbors today.” This is not the time to tell them your life story or complain about the traffic this morning or anything else. Everyone is rushing to get their booth set up. The clock is ticking at this point. Chat later during slow times. (Incidentally, they probably have no real interest in your life story or your complaints anyway - even later, unless it gets really slow!!)

Do not expect your neighbor to help you put up your tent or canopy. As I’ve said before, you MUST be able to get your booth set up by yourself or with the help you bring with you. You cannot count on the kindness of strangers. They have their own booths to set up in the same amount of time that you have. They, too, have timed their set up. They have not timed setting up their booth and yours in the given amount of time.

The most common complaint I hear about neighboring crafters is about the crafter who simply doesn’t understand the concept of the size of his or her space. If your space is 10’ x 10’, that is exactly how much room you have. You must be able to contain your booth display, your merchandise and yourself (and kids) in that space. Most shows do not allow buffer zones between spaces. Where your 10’ ends, your neighbor’s 10’ begins.

You must remember to leave access space within your space for you to get in and out. In many instances, you will have booths on either side and at your back. In other words, if you use a 10’ table across the front of your 10’ space, you best be prepared to crawl under if you need to get out! (Again, a bit unprofessional.) Most shows prohibit having any portion of your display protrude into the general walkway. Practice your set up until it fits within the assigned amount of space. Remember, your neighbor has every right to put solid walls up along the sides of their booth. They have no obligation to leave that space open for your convenience.

While most show people do chat with their neighbors, offer to keep an eye on your booth while you make a restroom run and may offer to assist you with that tent, you cannot expect them to do so. You must plan to be self-sufficient. Some shows do provide “booth sitters” who can relieve you for a few moments once or twice during the day. If you will need such assistance, you should discuss this with the show organizer when registering to do the show. Again, I find the “booth sitter” system to be a little iffy and try not to depend too strongly on such an arrangement.

Other complaints include neighbors who play loud boom boxes for their customers’ enjoyment (and their neighbors’ stress). All folks do not enjoy the same music you do. If you insist on playing music in your booth, keep it at a volume only heard within your 10’ of space. The same statements apply to incense and other strong smells. What you find soothing many find offensive and some may even have allergy problems with such strong scents. (Many shows also prohibit any lit object on display such as candles and incense as obvious fire hazards. )If your children are with you, they should be fairly quiet and orderly when sitting with you. They should not be rough housing or running and screaming in close proximity with the booths.

Remember, your craft show booth is a place of business and you should behave accordingly within that space.

Working the Shows Wednesday - Bits'n' Pieces

This week's comments are a collection of little bits of advice about doing shows. None are large enough to justify their own post, but are important enough to mention.

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 digtal 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 humidity, 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. (When gas was at $4/gallon two summers ago, I eliminated a few shows based on that one item.) 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 upbeat. 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 been 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 because 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.

Working the Shows Wednesday - A Jewelry Rant

As I am still traversing the Midwest without computer access, I will rerun a craft show rant (specific to some jewelry sellers). This particular complaint is still a huge issue with me and, if anything, I'm seeing even more of it this season.

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There seems to be a huge amount of commercially made, buy/sell jewelry being exhibited at “craft” shows lately. They’re even turning up at some of the nicer juried shows. When I noticed this and felt it was somewhat blatant at a show run by a promoter that I’ve known for quite some time and respected for the excellent shows she has delivered over the years, I asked her why she was allowing these sellers at her shows.

This promoter stated it was her belief that allowing them to display their “nice” buy/sell merchandise in an attractive manner (Their booth display was eye-catching and well done.) was better than having empty spaces. She felt customers would balk at paying for admission to a craft show that was not full but would not object to the presence of these exhibitors. She actually indicated she did not feel the average customer would notice. Because they were comparatively priced with those who were creating their own merchandise, it was her belief, their participation would not hurt the true jeweler’s sales. She claims her true crafters have not objected.

I, as a customer, do object to their presence at a craft show and I told her this. I would actually rather see a smaller show than see the same merchandise I can find at my local K-Mart and such. I also pointed out that, if she is doing this at all of her shows, it may be why she is unable to fill the space she has allotted for jewelry with actual crafters.

I also find it hard to believe the true jewelers involved do not object. I believe they are simply remaining quiet as the shows are generally well advertised and attended and sales are healthy. It’s time these folks, both sellers and customers, voiced their objections. Make a point of complaining to the show organizers, committees, sponsors and/or directors about the presence of buy/sell. If these groups still want to allow these vendors to take part in the event, let’s not call it a “craft show“. Simply refer to it as a “market” or a “fair.”

My second jewelry complaint concerns the proliferation of “jewelers” who are simply stringing beads together to form a single strand necklace or bracelet and filling an entire booth with this sort of production. Some have actually learned the art of attaching a clasp to the string but there are a number of sellers simply using elastic cording and tying it off, similar to the second-graders’ Mother’s Day project! Technically, these pieces are handmade and, since they chose the type and color of the beads to put in whatever order, I suppose you could stretch that into claiming they “designed” it, too. Again, as a shopper I am very disappointed when I come across these booths.

What’s really sad to say, is that all of these vendors are selling and making a profit at craft shows!

Working the Shows Wednesday - Stay for the full show!

A couple of big shows took place in our area this past weekend. Unfortunately, I couldn't spend a lot of time running around to visit all of them as I had a lot to get done before we leave on vacation later this week.

As one of our favorite bands was entertaining late in the day on Saturday at one of the shows, we did make an effort to get there although we arrived late in the day (about 3 p.m.) at a show that closes at 6 p.m. This is a huge street fair that encompasses about 6 square blocks around the country courthouse, features four stages and approximately 400 vendors of various types ranging from food and crafts to civic groups to realtors, and more. The event runs for two days and generally attracts at least 15,000 people per day.

When we did this show, it was always one of the best of the year. From talking with a number of friends who still sell there, that has not changed. The day was very warm, sunny and a bit humid (normal for our area!) The crowd was unbelievable! We literally shuffled along the event. People were loaded down with bags of merchandise they had purchased. It's moments like that when I really miss doing the huge outdoor shows but I simply cannot physically handle them anymore without a lot of additional help that I no longer have.

All this brings me to one of my biggest complaints about crafters at these shows: Those who pack up and leave early!!! With three hours left to go for the day, humongous crowds of "buying" folks and the biggest entertainment draw of the day still to take one of the main stages, we found several spot already vacated for the day and had to dodge several crafters who were trying to maneuver large carts loaded with their tables and display pieces through the mob. As there is no vehicle access until after the event closes, these people were pushing these carts for a number of blocks to their vehicles (a minimum of 5 blocks!) They really acted "put out" that it was so hard to work their way through the crowd! Hey guys, there's a reason why promoters add that sentence to the contracts that says "Crafter must stay until the show closes for the day."

I stopped to glance at a few things left on the table of one packing jeweler. The pieces were lovely but I wondered what else he had displayed earlier. I asked if sales had been bad. He indicated it was a fantastic show for him so I point-blank asked why was he leaving early. He shook his head and said, "This place becomes a zoo when everyone tries to get in and load at the same time!" I guess he found it easier to haul everything several blocks instead regardless of lost sales!

I purposely called another friend today who was selling jewelry there to ask how the last few hours had gone. She was set up six spaces down from the early packer. (They were, incidentally, immediately adjacent to the entrance to the stage area where at least 500 people listened to the final band.) She advised she had sold approximately 130 pieces in those last 3 hours at prices ranging from $25 to $55.00. She figures the other guy did her a favor by leaving as they had similarly priced items.

I have often made my biggest and best sales in the last hour of a show, especially at street fairs and such where folks simply don't want to carry the purchase around all day or, in the case of this event, want to see all of the displays before making their choices. As a customer, I have personally done both myself. Leaving early does not just hurt you as a seller but it harms the show in general. If you were only expected to sell in the first few hours, no shows would last past lunchtime. When buyers show up later in the day and find a large number of spaces empty, they won't be back next year. I wish promoters would enforce their rules. They cannot physically restrain crafters to keep them from leaving early but they can force them to forfeit the second day of the show or not accept them at future shows as punishment. I have actually only come across a few promoters who have taken such action.

As professional craftspeople, we must act professionally. Living by the contracts we sign is just one small part of that attitude. We'd all be unhappy to arrive at a grocery store advertised to be open until 10 p.m. at 7 p.m., only to find they closed early as business was slow or they wanted to avoid the congested highway on their way home.

Working the Shows Wednesday - Pricing Your Product

"How should I price my work?"


It's been a dilemma faced for decades by crafters trying to sell their work. There are almost as many theories and formulas for arriving at a retail price as there are craft shows out there.


I'm not going to tell you how to determine your selling price here. The purpose of this post is to look at how craft show pricing should compare with online pricing. Again, there are many theories and arguments.


Many will argue that the price of a specific product should be the same both online and at a craft show. Some insist that you can't get the same amount at one or the other and the crafter should lower the price at the show or online, as their argument goes. There are some sellers who figure the retail price based on the overhead expenses of each venue and even vary pricing from show to show.

The dominant position found in the many craft discussion forums concerning this subject seems to be keeping uniform pricing in both online markets and at actual craft shows. Some of the reasoning presented includes the angle that most of us are handing out business cards, fliers, brochures, etc. encouraging craft show customers to view our websites. If pricing for the same product is inconsistent, some may desire refunds or hesitate to buy online when they figure they may come across your booth at another craft fair and find the same item for less. Customers may find these discrepancies unprofessional and may hesitate to turn to you for future needs. Customers may see the varying prices as an indicator that you are willing to haggle and may accept lower prices than those you have posted (in either marketplace), again, taking away from your professionalism.

Those who argue in favor of fluctuating pricing use the reasoning that many shows are conducted in areas that are more affluent than their average online buyer and will willingly pay more than the average Etsy (or other online) buyer is willing to accept. Ideally, there should be less competition at your local craft show than in the various online markets. I've heard some justify higher craft show prices by noting that online sales get shipping and handling added to the price and, therefore, equals out in the long run.

On the other hand, many shows are held at school or churches and appeal to more customers who are out there looking for a bargain. Some sellers believe they need to post lower prices at these shows to reel in those buyers. They'd rather lower their prices to move more merchandise at the show generating more ready cash in their pockets. (As a general rule, most of us do sell more in a single day at a craft show than in the average week online.)

Those who base their selling prices on overhead in the particular marketplace may argue that the average craft show costs more to do than posting an item online. In terms of the crafter's time alone, placing an item online takes mere minutes and we can move on and do something else while our product is on display. If we are selling at a craft show, we have invested the time making the product, setting up the display and then the hours of sitting by waiting for the customer to make the purchase. In this case, the seller would need to add dollars to the price to justify an hourly wage!

***Don't forget, when considering show expenses, you do need to add in more than just the show fee. You will use gas to get there, incur wear and tear on your vehicle, probably have food expenses, wrapping and bag expenses, display expenses, etc.

I, personally, subscribe to the uniform pricing theory although I have been known to run a show special for an item or two (usually seasonal). I also have a number of products that I do not carry in my online shop but do take to actual craft shows. Some of those items are lower priced come-ons but quite a few are one-of-a-kind or difficult to ship products. I do advise customers expressing interest in those items that they will not find them in my online shop.

Pricing, regardless of the marketplace, is a very personal decision. Only you, as the crafter, can determine what you want to make form each item. Losses can be seen in very obvious solid figures but profit is a subjective issue. You can figure what an item cost to make, how much overhead is involved in the particular market and how much time you invested in making and selling the item. Only you can determine what your time is worth to you and what amount over and above those expenses and time investments, you consider a proper profit.

The good thing here is, most of us are still selling in a world of free enterprise and no one can tell you what you must charge for your own handmade work. You can charge whatever you'd like, making as little or as much as you desire per item, at least within the confines of what the market will bear.

Working the Shows Wednesday - So, was it a "GOOD" show?

This is another REPRINT of blogpost I first presented last August. It takes more than dollars earned to determine if a show is "GOOD."

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I was chatting with a crafter friend the other day and she began to sing praises about her latest show. I commented, “Big bucks, huh?” She laughed and said, “Not really. Sales were even a little disappointing.”

Okay, she just spent two days in the scorching hot and humid weather we call summer around here and had made less than she anticipated. Yet, she was so happy with the show she had already penciled it in on her calendar for next year.

“Why?”

She went on to explain the show was truly a pleasure to do and her neighbors had been great to share space with. She does feel the event has promise and will gear her merchandise to the crowd better next time around. (Many crafters there sold extremely well!) There were certain products she’d sold out of and believed she could have sold many more along those lines if she’d had additional stock of those particular items. She did have many local folks sign her mailing list which she uses to let customers know where she’ll be showing and also mails a brochure in the Fall featuring her newest holiday items. (This has worked well for her in the past.) Many people stopped to discuss her products, asking questions about customized orders and took cards. Her cards have her website listed as well as a phone number.

On one side, she had an ”older couple” who were selling oil paintings on wood cut to 9” x 12”. The wife painted the pictures which were scenes of rivers, the bay, marinas and other coastal oriented subjects. This is a popular genre in this area and her pictures were very reasonably priced. She painted throughout the show. My friend’s daughter was absolutely fascinated at the ease this woman painted with and enjoyed watching the process. The lady even explained a lot of her technique to the girl.

The husband cuts, sands and preps the wood. He also dabbles a bit with the wood, making Jacob’s Ladder toys and something that can best be described as a “clogger marionette.” The latter is a marionette type doll measuring about 14” high and there is a dowel mounted to the center of the back. Holding the stick, one can make the doll move on a table top or such as if clogging. The couple sold very well and had many returning customers who remembered them from prior appearances at the show. The husband also enjoyed talking with my friend’s children and even enlisted her son’s assistance in demonstrating the clogger doll and Jacob’s Ladders.

My friend’s children are 10 and 12 years old and have grown up on the craft show circuit. Their Dad tends to work weekends so they have spent many days sitting on the ground behind her display quietly entertaining themselves so they were thrilled to have such interesting neighbors. Turns out the old gent is a retired elementary school principal and enjoyed the children almost as much. He also served as a runner for both his wife and my friend, offering to make refreshment runs on a regular basis! I understand he also had booth sitting skills!! They’ve already asked the show organizer to place them next to each other again next year.

The ladies on her other side were a trio of jewelry designers, each working in their own medium. At any given time, one was demonstrating within the booth. Between them, they had years of show experience. They shared a lot of show information about upcoming events and discussed other marketing options, sharing a lot of good leads and information worth checking on. They also shared yummy home baked muffins. One was a gifted storyteller and entertained both my friend and her older neighbors with funny tales of shows gone by.

The committee came by regularly to check on exhibitors’ needs and were available if anyone needed booth sitters. There were coffee, juice and donuts both mornings for the exhibitors and these were brought around to their booths by wagon. Late on the second day, the organizer came around to chat with each crafter for a few minutes, getting feedback on problems or suggestions for next year. At this visit, she also presented each exhibitor a photo of their booth setup in a frame made of card stock that displayed the name and date of the show and thanked them for participating. (I’m not sure I ever received a thank you gift for being in a show.)

This was the 10th year for this show and there is a waiting list to get into this one. I may add my name to that list. It definitely sounded like a great show experience.

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POSTNOTE : Even if you've made quite a profit at a show, if it was not a pleasant experience, you might not want to call it a "good" show. I have eliminated shows that were profitable for reasons such as very difficult to load/unload, unsupervised children constantly running around the displays to the point where one is concerned for both the customers' and your own safety, disagreeable management, and more. Just as a high salary doesn't make a 905 job "great", there's more than profit needed to define a "good" show.

Working the Shows Wednesday - Pockets Full of Money!!

Most of us are just gearing up for the Spring show season and some are venturing into the Craft Show World for the first time this year. As shows aren't quite into full swing here yet, I'm still drawing on past WSW posts concerning important aspects of doing a show. This one, concerning keeping your cash safe, first ran on September 16, 2009. I think it is worth repeating.

... Just what you’re doing with all that cash at your shows? I mean, do you have it locked up tight like Fort Knox or laying out in the open like those popular “Need a Penny” dishes near so many store registers? Hopefully, you’ve found a comfortable medium there.

The majority of sales at most shows are transacted in cash. We need to carry a supply of cash for the purposes of making change and, on a good day, we need to carry money home by the fistfull. So, how do we contain that cash? It needs to be kept in a somewhat handy manner for the purposes of making change in a busy sales environment but must also be secure to keep it from springing legs of its own.

Robbery is not usually a huge problem at most shows but, most promoters and organizers will admit, it can happen. Most show contracts specifically state the show is not responsible for any damages resulting from theft of merchandise or cash. While many shows do have some security personnel, you are on your own when it comes to holding on to your cash (and merchandise).

Most thefts at craft shows are crimes of opportunity, meaning we make it easy for the crooks. Common sense comes into play at this point. Let’s assume we are all bright enough not to leave a huge amount of cash laying out on our tables for all to share. It is important to keep the change box easily accessible to you as the seller but out of reach for the average customer. In my opinion, it is also wise to keep only the bare minimum of cash in the change box or tray (as the case may be). If your change container is grabbed, the crook will only have a minimal profit and you will still be on solid financial footing for the remainder of the show.

Booths with back drops or walls as a back border are always best as the general public does not have easy access to your backside. This gives the opportunity to have an additional, lower table height behind your display tables to keep your change container and other vital business supplies together and not reachable from the front of the table. If this is not an option try to sit an open, shallow box under the edge of your table with your change tray sitting inside of it where you can simply reach in and easily grab what you need.

Many sellers are now using small electric or battery-run cash registers. The drawers can be locked or coded so that they can not be opened easily by unauthorized fingers. Unfortunately, these registers don’t weigh much and can be easily disconnected from their plugs with a quick hand motion. I have seen instances where these have been grabbed, dropped into a fabric tote bag and easily carried off. Again, only keep basic change amounts in the register.

Keep all bigger bills and the major portion of cash separate from the change tray as this is the most visible of your money. I subscribe to the theory that it’s best to have the majority of that cash on your body. Pants with lots of pockets are great, money aprons or belts, or even the incredibly fashion-lame fanny pack (worn in the front), are also good.

***Do NOT keep checks or charge slips in the change box or cash register. These are generally larger sales and can account for a large portion of your sales. Again, pockets are good. I have also seen sellers who slip these into what appears to be an empty stock box under the table. (Crooks are unlikely to try to steal your empty boxes!)

Doing a show alone? While you might ask a neighbor to keep an eye on your booth while you make a potty run, it is not wise to turn all of your cash over to them. For sales not covered by the minimum in your change tray, they can simply ask the customer to wait for a second. (I’m assuming you will be literally running this personal errand you are on and not strolling around enjoying the free entertainment.) I’m not questioning the level of integrity of your neighboring crafter but I’m simply aware that they have a lot going on at that moment, what with watching both displays and dealing with customers’ questions etc. After all, most of us are just asking them to “keep an eye” on things, not make us rich while we’re gone.

Also, be aware many shows do provide “booth sitters” for those who are working alone. Most of these folks are simply volunteers willing to spend a few minutes in your booth “watching” it. Many are instructed by the show management NOT to conduct a sale. They won’t need cash backup form you.

Most cash thefts at shows occur during loading in and out. I, personally, keep my cash secure in my car until everything is unloaded. My cash is also the first thing to go into my car when packing up. (Glove boxes do lock for a reason.) It is never left unattended in my booth space during these times.

DO NOT be overly obvious when handling your cash stash. DO NOT stand behind your table counting out the wad to see how you’re doing. No one needs to know you are carrying several hundred dollars in your pockets. When carrying your cash in or out of the show, DO NOT pack it in a clear ziplock bag and carry it like a purse! (Yeah, I have seen this!)

One unique approach I have witnessed while doing a Main Street type festival was seeing a crafter make an ATM deposit of excess cash. Apparently a branch of his bank was located right on the corner. He was doing well and had several hundred dollars in cash on him. He simply walked over and deposited a large portion to his account. Now, that’s protecting your cash!

Again, use common sense. Be aware of your surroundings. Use the same precautions you would use using the ATM at your local shopping center on a busy Friday night.

Happy selling, y’all !!!

Working the Shows Wednesday - MUST HAVES

Spring has arrived and so has "Show Season." I guess it's time to revive my Working the Shows Wednesdays series.

To kick off the 2010 edition, I'm actually re-running one from last year - that ever-growing list of neccesities that we need at every show. If you haven't already done so, it's time to gather these must-haves in one place so you're ready.

Originally posted here on May26, 2009, here's the MUST HAVE List:

... 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.

Working the Shows Wednesday - ACC Winter Market

To tuly experience the ultimate in craft shows, one must attend the American Craft Council's Winter Market in Baltimore. This year marks the 34th edition of this amazing event.

With over 700 exhibitors, this is the largest juried indoor craft market in the country. Taking place at the Baltimore Convention Center located in downtown Baltimore, only blocks from the Inner Harbor, the doors opened for wholesale buyers yesterday and today and will open for the retail market tomorrow through Sunday. This is truly an elite event, or as The Big Guy would call it a "La De Da Craft Show." All of the merchandise available is of the highest possible standard and is displayed in a manner befitting any shop you might find on Rodeo Drive.

The Baltimore show is the flagship of the ACC's shows and is considered a MUST by gallery and shop buyers from around the country. It is highly competitive, very tightly juried, strictly monitored for quality throughout the show and features artists and craftsmen from all over the United States and Canada. The attendance figures for 2009 were 1,100 registered wholesale buyers and 19,000 general (public) attendees. It should be noted, public buyers pay a rather hefty admission price ($15) for the privilege of attending.

I highly recommend attending at least once in your crafting career. The quality of design and the expert execution of each piece is breathtaking. You can not help but be in awe of these great artisans.

It is NOT a show most of us will ever be able to consider doing. Acceptance is EXTREMELY competitive and your work must be gallery quality both in design and workmanship. Here's the catch, you've got to be able to produce in volume even if your work is each a one-of-a-kind piece. You've got to be able to fulfill wholesale orders in a timely manner. In 2008, wholesale sales totaled $7,500,000 ! Not impressed yet? How about public sales of $6,500,000 ? Even spread throughout 700+ sellers, that's a lot of merchandise!!

Most of us would have trouble swallowing the booth, expense too. A 10' x 10' is $2,000 with a 20' x 10' going for $4,000. (20' x 5' are available for $2,800.) Want a corner? Add $400. All booths are also assessed a $65.00 facility fee by the Convention Center. There are quite a few other incidentals associated with booth set up, too. If you are not local and must stay in a hotel, be forewarned, hotels in Baltimore are quite pricey.

Way back, oh about 31 years ago, I did check into doing this show. It was a local event for me. It was a new show and it looked like it might turn out to be quite successful. (I had a retail shop at the time so I had attended the first few years as a wholesale buyer.) It was a pricey venture way back then, too. After obtaining all the paperwork and prepping my application, I chickened out. I was definitely not sure I'd be able to handle the volume at that point. (My merchandise line was completely different from what I do now.) I knew it would mean giving up just about all other shows for the year and letting my shop suffer. I settled for continuing to just go and shop the event. I did that for many years. It's been a few years now since I went and I probably won't make it this week either. There's always next year.

If this has caught your interest, check out the show's website here or for specific information about applying to this show, or any of the other ACC shows (Atlanta, St. Paul and San Francisco), joining the ACC, or to just review the elaborate rules handbook that should be read carefully before applying, check out the Craft Council's site, here.

If you live in the area and decide to attend the show this week, be prepared, not just for the $15/person admission charge, but know that most parking in the area will be $20 for anything over 3 hours (and there's no way you can see this show in that short of a time period), a cold beverage at the Convention Center will run you $2.50. Wear really comfortable shoes and layer your clothes. The Convention Center will get hot!

I recommend driving in, even with the high fees for parking. There are a number of garages within 4-6 blocks of the Convention Center. If you choose to park in the Northwestern suburbs and take the Light Rail (the Eastside does not have Light Rail access), realize you will need to walk a few blocks and the weather should be cold and snowy this weekend. Mass Transit is laughable, especially on weekends.

I hope you do get a chance to attend one of the ACC shows. As mentioned above, they also have shows in Atlanta, St. Paul and San Francisco. They are not quite as large as this one but just as nice. It will give you a chance to see how the top of the industry does it and you will truly appreciate the creativity and workmanship.

Working the Shows Wednesday - What shows are you planning to do this year?

Hard to picture that Spring craft show sitting on that field in just a few weeks isn't it? Spring IS coming!! Or, so they say! I'm choosing to believe it. Go ahead, use your imagination!!

I’ve been reading a number of posts, both in blogs and on various craft forums, where the poster has commented that they intend to participate in more craft shows during the coming year. Since “show season” seems a good ways off, most have indicated they “want” to do this, or they “plan to look into” or they’ll be doing shows later in the year.

Well, if they haven’t begun to set up that calendar yet or look into just what shows they plan to do, many will have missed the application deadlines for a lot of the better shows.

Easter is 9 weeks away. Mother’s Day is 14 weeks away. Around these parts, the Mid-Atlantic, and for many other areas of the country, indoor shows try to capitalize on the Easter rush and the outdoor shows and festivals kick into gear for Mother’s Day buying. Many of the Spring and summer shows I am looking at have February deadlines.

In fact, a lot of the better Fall and Christmas holiday shows have deadlines as early as March and April. Now is the time to determine what shows you intend to do throughout the entire year and check into the application process for each of those shows.

I have actually spoken with new crafters who have busily spent months building up stock for the great show they want to do in October (pre-Christmas) only to realize they have not checked into the application process for that show and just assumed they’d sign up in time. When they get around to looking into actually doing the paperwork and paying their fees, they find they’ve missed it by months.

So, if you are one of those PLANNING to do some shows later in the year, now is the time to put together that list, contact the organizers and get the paperwork in.

NOW is also the time to take some great pictures for jurying processes and giving solid thought to booth displays. For more information on both of those subjects, check out some of my previous posts in both the Working the Shows Wednesdays and my Marketing Series archives. (Find these in the side-bar.)

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[I’m not ready to bring this back as a weekly feature yet as we are still in the slow season in the world of arts and crafts shows. However, there are some things happening “back stage” so to speak that I do want to call to folks’ attention. So, for now, this feature will appear on an occasional basis until the show season gets into full swing once again.]

Working the Shows Wednesday - Boutique Shows

With only two weekends until Christmas, the holiday show season, for most of us, is now over. Surprisingly, for most of us, it has been a good season.

We were all braced for the worst in view of the economy but most of my crafter acquaintances have reported better than usual sales at most shows, even those in the areas of the country most devastated by the financial crisis and unemployment. There were some shows that were cancelled early on due to the economic situation and fear of extremely poor sales. As always, there were a few shows that simply weren't able to produce the shoppers for whatever reasons. This was nothing new. Show veterans find a few of these every year.

I believe people shopped more carefully this year. It seemed functional items sold better than pure art for art's sake items. If it was functional AND cute or unique looking - even better. Folks did, however, seem to want a reason to give the item. It had to serve a purpose of some sort.

Boutique Shows

The last two show I attended this year were boutique style shows. For those unfamiliar with this term, these are shows where the crafter generally drops their merchandise off for a show of multiple days duration. It is a consignment arrangement of sorts. All items are tagged with the price and coded with that crafter's id code. The show promoter (or "owner") then sells the items from one central checkout point. At the end of the show, each crafter's sales are totaled, a percentage is kept by the promoter and the crafter is paid. The crafter returns to pick up any unsold stock.

These are called "boutique" shows as most are set up like a gift shop or boutique with the crafts mixed together in a pleasing manner as opposed to separate displays for each crafter. Most are set up by the promoter (also known as "owner" or "manager") and usually use display merchandise provided by the promoter. In some cases, the crafter will provide some supplemental displays especially if they have a unique craft that requires unusual display methods.

Most of us like doing these sales as they have our merchandise out there in front of the world while we're off doing something else. Most are run by crafters themselves who are also showing their own work and are, therefore, concerned about making the show a success. They appreciate the merchandise and handle it with care. The only drawback is that you have a sizable amount of stock tied up, usually during a prime selling period. The good points are your work is on sale 7 days a week for the duration, you're not hauling displays in and out and not spending down time sitting there waiting for a sale.

The consignment percentage is set by the promoter but the crafter sets the selling price. In some cases, crafters are asked to work one or more "shifts" during the show's run where they work the show floor or register. The two shows I attended this year ran for one month (November) and for 10 days, respectively.

Run by one woman, the first show has been taking place twice a year for over 20 years. Over this period, the location has changed a number of times but excellent advertising, postcards to a large mailing list and word of mouth by the crafters has kept it alive and well. It's most recent location (for about 4 years now) is way off the beaten path and a little difficult to find but the crowds have managed to come. Return customers look for new items by specific crafters and also have an eye out for something "new and different" each show. There are about 30 crafters who have been participating in this event for most of the 20 years. Every show, there are a few new folks and a few old ones fall by the wayside for whatever reason.

Producing these shows, twice a year, keeps this lady quite busy. There is a lot of paperwork and planning involved. New crafters contact her on a regular basis. She must meet with each one to review their work and determine if it will fit in with her show. She's careful not to have competition in any area of the show. Multiple jewelers must have entirely different types of work. Painters must do different types of products. If you wish to expand what you offer, you must run it past her. Often, she will nix a specific item as it too closely resembles someone else's product. In addition, she does her own craft and must spend time creating. She and her husband are always on the lookout for new display pieces. (The style of the show is a general store type look and she uses quite a few antique pieces for her displays.)

I began doing shows with this lady over thirty years ago and she participated in a boutique style show I helped to run in those days. I remember her having her first "boutique" show in her living room. It ran for three days and we considered it a big success. Like me, she did as many as 40 shows a year in those days. Now, she makes a healthy income off of just these two shows.

The second show is held in the same general neighborhood. They sometimes run consecutively and shoppers go from one to the other. This show is done on a much smaller scale and has a committee of 5 ladies working together to produce the show. They hold shows four times a year in a club's social hall and it runs for anywhere from 7 to 10 days at a time. They are all participants and choose the additional crafters very carefully so as not to compete with any of their own products. There are a total of about 20 crafters involved with this show. This show also started in one of their homes a number of years ago and has been held in the same public location now for about 8 years.

They also use a large mailing list to send postcards. They post handmade signs on key intersections around the community and run small classified ads in the local papers. They, too, have a devoted following. Interestingly, they require their crafters not to participate in the other show in an effort to provide some exclusivity. I used to think this was bad policy and created a bit of animosity but since they draw on the same clientele I can see why they want to offer merchandise that is different from the other show.

Both shows claim to have had excellent sales this year. While the larger show said sales were about the same as last Christmas, the smaller show noticed a fair increase.

I hope you were able to enjoy excellent sales, too, and are now ready to devote yourselves to your own holiday events.

This will be the last Working the Shows Wednesday post for a while but as the Spring show season approaches I'll bring the series back. For now, we'll all just take a breather.

Working the Shows Wednesday - Autmn Festival - An Arts & Crafts Affair

We extended our Omaha stay by an extra day so I could attend the 27th Annual Autumn Festival - An Arts & Crafts Affair. I’ve attended this fantastic show in the past but have not been in town for the last three years so I really wanted to get there this visit.

Held at the beautiful and roomy Quest Center in downtown Omaha, this show features 400 artists and craftspeople and runs for four days. This year’s dates were November 5-8. An admission fee of $7 per person is charged but discount coupons abound. It seems two coupons are included in the daily paper for at least two weeks prior to the show and post cards are filled out by each attendee which serve two purposes. First, hourly door prizes are drawn from the post card boxes qualifying winners for $30 gift certificates good at any booth at the show. Then, the post cards are used to notify shoppers prior to the next show and serve as discount admission coupons when presented at the door.
The show is well attended on all four days. We went on Thursday and arrived about a half hour after the doors opened. We had about a ten minute line to get in at that point. It looked like a march for a cause to see the women (yes, it was mostly women) coming across the road from the parking lots. (Quest Center has plenty of parking available for a nominal fee.) Folks came prepared to shop, equipped with those fold-up shopping carts, large tote bags with wheels and some even brought along wheeled luggage to load their merchandise! This show features the best selection of affordable crafts I’ve ever found at a large show. Just about any craft you can think of is represented and none strike you as overpriced for what they are. In fact, I wonder how some can be sold for the prices they are marked. There were quite a few items I felt I had the talent and skills to make if I desired but did not feel I could produce one for the selling price. One can accomplish a lot of Christmas shopping here as well as decorate the home with all sorts of unique holiday themed pieces. The place was mobbed and folks were buying. One often had to wait in line to pay for purchases. It took us well over four and a half hours to walk the show !

A great selection of food is available but does lean to the pricier side. Choices include American BBQ like ribs, chicken and such, Greek specialties, Philly cheese steaks, Indian and Asian foods, and Mexican selections as well as pastries, salads and more. The one strange aspect is that most of the food vendors do not offer beverages. You must get your meal and then find another stand to get a drink. This is complicated when you are also balancing your many purchases while maneuvering through the crowd. Soda pop- is only available from one stand and there is a fresh lemonade stand. One or two of the others offer versions of iced tea at a premium price per cup. There was a specialty coffee vendor with cappuccino available. There is light entertainment throughout the day all four days and there is a sizeable seating area available near the food vendors. We were able to find seats at a table fairly easy this time but in the past have experienced difficulty locating a seat.

Regularly ranked in the Top 100 Shows by Sunshine Artists, the event is produced by Huffman Productions, Inc. out of Boys Town, Nebraska (which is actually a part of Omaha). The Huffmans both come from a craft background and have the advantage of seeing the craftsman’s perspective as well as the promoter’s point of view. Their exhibitors are treated well and return year after year. They are happy to learn you are a returning customer and eager to show you the year’s new merchandise lines. (We have purchased personalized ornaments for the children in the family each year from the same crafter and look forward to the new designs.)

I have considered doing this juried show in the past, if I could get in. However, I have hesitated as it is a long show and sales volume is so great I have doubts as to whether I could produce enough merchandise. I would also need to rent a larger vehicle to transport my merchandise cross country. Many of these sellers travel in a large RV and tow trailers, too.

It is an expensive show to do. As with most premier convention center locales, the space rental is sizeable. If you can’t support minimal expenses of $700 to $1000, don’t even think about it. The average tends to run closer to $1,500. I think the venue is fairly priced for what it is and for what the promoters deliver. (You are paying for a top-notch show.)

While not an issue for us, if you do not have a live aboard vehicle, lodging is a major consideration as the show is held in downtown Omaha and convention type prices prevail. I spoke with one gentleman who claimed the best hotel rates were at the casinos across the river in Council Bluffs, Iowa (about a 15 minute drive) but I have to wonder about the practicality of staying in a casino. How much profit might one be tempted to risk?

If you are just looking for a great show to visit and shop, consider one of the Huffman’s shows. They also do a Spring Festival at the Quest Center (April 9,10 and 11, 2010) as well as shows in Minneapolis, the Chicago area, and Sioux Falls, SD. You can check out their website at www.hpifestivals.com.

Working the Shows Wednesday

I told y’all we went to the Patuxent River Appreciation Days event on Sunday and, while it was not a huge show - only about 35 artists and crafters, it did have some fantastic work available!!

As this event is definitely associated with life along the Maryland waterways, the dominant theme of the artwork is related to the sea. Dozens of crabs were featured (yes, pun was intended!), great blue herons which abound along our waterways, fish images, marshland critters and artwork reflecting the life of working watermen. I can’t say that I noted some unique new trend in artwork or predominant “new” colors or techniques. There was such an abundance of high quality work in so many mediums and techniques I can just stress that this was top-notch work all the way. These folks weren’t even made to compete with any buy/sell trinkets! I was so impressed by so many of the artists and fine craftsmen that it is hard to pinpoint just a few of interest.

One of the few mediums I have not worked with over the years (besides art class) is pottery. For this reason, I am often drawn to and fascinated by this work. The work of Sarah Houde drew me like a magnet, especially a large Raku jellyfish wall hanging. Much of her work is functional in nature, flounder shaped platters, large coffee mugs, and various shaped urns. The earthy tones with watery blue highlights of so much of her work struck me as not only beautiful but also soothing. See Sarah’s work for yourself here.



Then there were the realistic sculptures of Mary Ida Rolape‘s Creek Side Art. She learned woodcarving as a teen from an uncle and has worked at developing her talents ever since. She also does castings of her original carvings. Mary also began a wildlife habitat in 2002 and some proceeds from her art go toward developing and supporting that habitat. You can read more about the habitat and see her work here on her site.



About a third of the exhibitors were two-dimensional artists using various mediums Rose M. Beitzell of Studio R is one of those folks. Rose paints and draws, carves, wood burns, and more. What a talented lady!! Again, the marshland theme is predominant. Take a gander at her work here.
Finally, there was Tammy Vitale. Another multi-talented artist and crafter, Tammy creates some absolutely tantalizing jewelry but what attracts people most is her personality. This gal has it going on! When I come in from visiting a show, I always sit down and go over my notes. I take time to pull up a website or two and when I pulled up Tammy’s site, I fell in love with her blog. The 9/21/09 post was entitled 3 things to remember after the art show. I found myself smiling and nodding my head. Check it out here!! I’m sure you’ll be nodding along with us. (Oh, yeah, take time to check out her work, too.)

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One thing I do want to call your attention to -

Do your business cards really get your customers back to you? Are you sure?

Once again, I gathered a number of cards while walking the show. Late Sunday night, I sat down and attempted to pull up the various websites noted on the cards. A full 20% listed bad or totally inactive sites. In one case, I wasn’t just browsing, I wanted to make a purchase. (I couldn’t buy it at the show as the person I wanted to gift with it was with me.) It was frustrating to have to resort to e-mailing the crafter who, incidentally, had proudly announced that she had a website. This is Wednesday and I haven’t heard back from her , yet.

This is a problem I’ve found after visiting many a craft show this year. Please pick up your card and try it out. Be sure your customers can find you using it. Otherwise, why waste the paper the card is printed on?

Working the Shows Wednesday - Are you stretched too thin for the holiday show season?

As we’re rolling head long into the holiday show season, we need to stop and ask ourselves if we are stretching ourselves too thin and, by doing so, are we short changing any of our shows?

Will we have enough merchandise to sell at our final pre-Christmas events to make it worth our while to travel to and spend the day at those last shows? Will we physically survive the schedules we’ve set up for ourselves? Might we be better off, thinning our schedule down a bit to be able to concentrate on the bigger, better shows we have on our calendar? Wouldn’t it be best to have a bigger, better selection of products at the larger, more popular shows that we’ve paid so much for than to fill every gap in the schedule with small, less expensive shows that may or may not pull a shopping public? Maybe those gaps would be better filled by spending those 8-12 hour days at home producing.

I had lunch with two of my craft show buddies today. Between us, we have over 70 years of show experiences - or to quote one of my friends “craft show adventures”. We discussed upcoming events and various selling venues including a few standard Christmas craft shows.

At one time or another each of us has had to depend on our craft sales for either all or a large portion of our incomes. Now, all of us have other sources of basic support and count on crafts for supplementing those incomes. Yet, at least one of us, is still pursuing sales as if her life (or at least her rent) depends on it. I, personally, have cut way back on doing shows and pick and choose very carefully. I also pursue more “other” venues than these ladies.

One friend is doing a show every three weeks from now through Thanksgiving weekend. She has set up a production schedule that demands she completes a specific number of items per day. We had planned lunch several weeks ago but she was having trouble reaching her production goals that week and canceled so she could produce merchandise. She knows this is the only way she will have enough merchandise to carry her through. She has followed this routine for the last few years and it has worked well for her.

The other friend has booked a grueling schedule of shows and events with only three “free” weekends from now until the second week of December. She seems to be working around the clock to produce merchandise and is now beginning to panic, thinking she might “run out of product” before the last few shows. She’s looking pretty harried already. I asked why she has set such a demanding calendar for herself and her answer was, “My work is selling well at the moment. People seem to be really into it this year and I’m afraid some new trend will knock me out of the market come Spring. I need to get those sales now.”

We then went into some long philosophical discussion of crafting trends and how they’ve flowed through the years. We laughed over our efforts to be “trendy” throughout the years with tailoring our products to the current wants and desires of the general public. Some of the discussion involved some of the strange items we have each produced throughout the years trying to run with those trends. Some of the words we used to describe our own “trendy” items included: “ridiculous,” “bizarre,” “peculiar,” “downright ugly” and even “absurd!” Believe me, this discussion had us laughing so hard, we were actually wiping away tears!

Well, we realized we’ve finally stopped trying so hard to be “with it.” Now we just make items we enjoy making, in colors we think look good and with designs we like. While we may have managed to sell well when we were “trendy,” we don’t think we were enjoying it as much. Now we enjoy our work and like our products.

Know what? We’ve come to the conclusion we put more energy into our shows when we’re making and selling work we like and enjoy doing. We work harder to make the booth show these items off to the best advantage and we’re much more enthusiastic when talking with potential customers. We smile more even when the show is a tough one with long hours and less than great accommodations. Don’t get me wrong. We do still feel totally wiped out by the time we get packed up and we still drag pretty bad the next day but you just might catch us smiling on our way out. That’s because this change in attitude is good for sales!!

As for our busy friend, I think we convinced her she is overextending. She is actually considering canceling a few of her later shows and concentrating on the two larger ones in November and December. This way, her booth can be fully stocked at the shows most likely to command heavier traffic and she just might survive the season without dropping over from exhaustion. All of those shows she is considering dropping have wait lists and if she drops out now, those folks will have a fair shot at prepping for the shows.

Maybe now is the time to take a serious, honest, look at your upcoming show schedule and decide if it really is a manageable schedule or if it needs tweaking .

Working the Shows Wednesday - Big Show Bites the Dust - Leaving Exhibitors In Limbo

It is with great sadness I bring news of the sudden death of the decades-old Brandywine Arts Festival in Wilmington, Delaware this week. --And, no, it WASN'T a victim of the economy ! (I don't think the butler did it, either.)

The show's demise was "sudden" in the sense that it was still a "go" two weeks ago. Organizers just didn't know "where" it would be happening. Sometime between Saturday and now, the show has been cancelled.

This week's show would have been the 49th annual occurrence of this large, family-oriented festival held in a State park along the Brandywine River. The show often attracted upwards of 20,000 people. Crafters have long considered this a good and profitable event. It was one of The Big Guy's mainstays for a number of years in the early 80s.

I was a bit shocked to see a news article on Saturday (9/5) stating the organizers had secured a location and would be obtaining permits this week. Whoa ! That left 4 business days to get the paperwork done and publicize the new site. What was happening?

It seems the organizer owes the State of Delaware (not the City of Wilmington) some money from last year's event. Sources put that figure somewhere between $6,000 and $8,500 for permits, police coverage, DPW and other related expenses. I can only assume they attempted to collect that money throughout the year and, as a result of the outstanding debt, withheld the necessary permits and use of the State-owned park for this year's event.

Apparently, the organizer then began a search for a new location and announced on their website in June that the festival would now be taking place at St. Anthony in the Hills in Avondale, Pennsylvania. However, no contract was signed with St. Anthony's. Permits were not in hand, proof of insurance was not forthcoming and police permits were not applied for. St. Anthony's refused to allow the event to take place on their property. Remember, there was never a signed agreement. The organizer never provided the required paperwork. She did, however, list the new location on the festival's website.

Last weekend, one week before the event, the organizer announced the event would now be held at the old Walker Farm in Hockessin, Delaware. Seems the site's owners, a development firm, wanted to help and had offered the new location. As of 9/5, the festival had not applied for permits from the County (with only 4 business days to go) but DID post the new site on their website.

One has to wonder how the general public (the potential customers) would find their way to the event. How much publicity could be obtained in less than a week?

So, where's that leave the artists and craftspeople?

Got a paddle ?

A little digging has revealed there are over 150 exhibitors who have paid their money and planned to sell there this weekend. Communication from the organizer has been poor. In August, some exhibitors were advised of a location change and were told the show had moved to St. Anthony in the Hills in Avondale, Pennsylvania. (Uh, oh. Warning flag !!!)

Let's start by saying this is NOT a non-profit organization putting this show together. This is NOT a cheap show. Spaces go for $300-$350 for a 10'x10' . A number of folks rent double spaces. Let's also note that the organizer had already collected somewhere in the neighborhood of $45,000 in space fees and at least $300 in jurying fees.

Communication has been poor, most recently, non-existent. The organizer claims she has had trouble with her e-mail account but has answered as many calls as possible. Crafters have stated the voice mail box has remained "full" and will not accept new messages.

Crafters were never advised of a possible location change when they applied for the show. Site changes can kill an established show and most experienced exhibitors approach site changes like new first-time events. Bear in mind, neither of the "new" locations were right-around-the-corner from the original site. At the most recent site in Hockessin, there is limited parking and the 14-acre property is located on a narrow 2-lane road. Local officials there had concerns about traffic volume and related matters. Again, remember, we're talking one week before the event!

The organizer claims all of these problems came about as a result of the State Police cancelling last year's rain or shine festival due to the remnants of a Tropical Storm coinciding with the event. The area was plagued by considerable flooding and there were public safety issues due to the storm. She supposedly lost $20,000 on the 2008 event.

Exhibitors are now in limbo. They signed up for a well established, successful show with a history of good attendance and decent sales. They did their homework and made well thought out business decisions. Will they get a refund? If so, how soon? It's a given they are out a selling opportunity on a prime weekend. It is unlikely any will find replacement shows on a day or two notice.

I don't have any answers for them. I can only sympathize with them and keep my fingers crossed they'll find a way to make up the sales. This loss was a big blow.

Stay tuned for more of "As The Show Dies." I'll try to keep you advised of any progress in this matter.

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I had planned to tell you about last weekend's craft show at Kipona in this space today. I guess, I'll have to give you a bonus Working the Shows post tomorrow.

Working the Shows Wednesday - Pricing Your Product for Craft Show Sales

"How should I price my work?"


It's been a dilemma faced for decades by crafters trying to sell their work. There are almost as many theories and formulas for arriving at a retail price as there are craft shows out there.


I'm not going to tell you how to determine your selling price here. The purpose of this post is to look at how craft show pricing should compare with online pricing. Again, there are many theories and arguments.


Many will argue that the price of a specific product should be the same both online and at a craft show. Some insist that you can't get the same amount at one or the other and the crafter should lower the price at the show or online, as their argument goes. There are some sellers who figure the retail price based on the overhead expenses of each venue and even vary pricing from show to show.

The dominant position found in the many craft discussion forums concerning this subject seems to be keeping uniform pricing in both online markets and at actual craft shows. Some of the reasoning presented includes the angle that most of us are handing out business cards, fliers, brochures, etc. encouraging craft show customers to view our websites. If pricing for the same product is inconsistent, some may desire refunds or hesitate to buy online when they figure they may come across your booth at another craft fair and find the same item for less. Customers may find these discrepancies unprofessional and may hesitate to turn to you for future needs. Customers may see the varying prices as an indicator that you are willing to haggle and may accept lower prices than those you have posted (in either marketplace), again, taking away from your professionalism.

Those who argue in favor of fluctuating pricing use the reasoning that many shows are conducted in areas that are more affluent than their average online buyer and will willingly pay more than the average Etsy (or other online) buyer is willing to accept. Ideally, there should be less competition at your local craft show than in the various online markets. I've heard some justify higher craft show prices by noting that online sales get shipping and handling added to the price and, therefore, equals out in the long run.

On the other hand, many shows are held at school or churches and appeal to more customers who are out there looking for a bargain. Some sellers believe they need to post lower prices at these shows to reel in those buyers. They'd rather lower their prices to move more merchandise at the show generating more ready cash in their pockets. (As a general rule, most of us do sell more in a single day at a craft show than in the average week online.)

Those who base their selling prices on overhead in the particular marketplace may argue that the average craft show costs more to do than posting an item online. In terms of the crafter's time alone, placing an item online takes mere minutes and we can move on and do something else while our product is on display. If we are selling at a craft show, we have invested the time making the product, setting up the display and then the hours of sitting by waiting for the customer to make the purchase. In this case, the seller would need to add dollars to the price to justify an hourly wage!

***Don't forget, when considering show expenses, you do need to add in more than just the show fee. You will use gas to get there, incur wear and tear on your vehicle, probably have food expenses, wrapping and bag expenses, display expenses, etc.

I, personally, subscribe to the uniform pricing theory although I have been known to run a show special for an item or two (usually seasonal). I also have a number of products that I do not carry in my online shop but do take to actual craft shows. Some of those items are lower priced come-ons but quite a few are one-of-a-kind or difficult to ship products. I do advise customers expressing interest in those items that they will not find them in my online shop.

Pricing, regardless of the marketplace, is a very personal decision. Only you, as the crafter, can determine what you want to make form each item. Losses can be seen in very obvious solid figures but profit is a subjective issue. You can figure what an item cost to make, how much overhead is involved in the particular market and how much time you invested in making and selling the item. Only you can determine what your time is worth to you and what amount over and above those expenses and time investments, you consider a proper profit.

The good thing here is, most of us are still selling in a world of free enterprise and no one can tell you what you must charge for your own handmade work. You can charge whatever you'd like, making as little or as much as you desire per item, at least within the confines of what the market will bear.