Hi Kavitha, maybe you just found the wrong place to market. About 35
years ago, my wife and I went to our first show together, (I had
been a jeweler off and on for years before, and done many successful
shows) but this was the first one with my new significant other. It
was a disaster also. It was a local show in a farm community, but
advertised over 100,000 in attendance. I had some production silver
rings that were only 5.00, along with some inexpensive beaded
products, with my mid priced (100.00 to 300.00) one of a kind things.
I had wrongly assumed that with so many people there I would move at
least my bread and butter items. We stood on hot blacktop with the
temp around 102 degrees F, for 3 days and sold about 10.00 worth of
product. We did some research during the next few weeks and found
more appropriate shows. For the next 10 years we did shows never
averaging less than 1,000.00 a day gross. My wife cried all the way
home after that first horrible show thinking we could never make a
living at jewelry. There is a place for your product, most probably,
research is always a key, just as in learning a new technique. Hope
this will soothe the sore, and move you in the right direction.
Thomas III
Richard to bad we don’t live in the same country. We most likely
would be good friends. At the festival I do all summer, I have lots
of Special needs people with their care givers along with them. I go
back to when I first graduated from college, and as a second job, I
taught the local group of what then was called the trainable adult
mentally retarded (don’t get your panties in a twist, that was over
40 years ago and I know it is not politically correct) I learned from
them as much as I taught them. The best lesson was when we were on a
trip to Disneyland. It was spring break, and the park was packed with
lots of high school and college age kids. The antics the normal kids
pulled and the chaos was even too much to bear for my kids. One
finally turned to me and said, “And they call us retarded!” I’ve
never forgotten that.
When I see a special needs person come to my stage, I go out of my
way to adapt to them. If it is a blind person, I have them come up on
stage, and I hold their hand while they hit a strip of copper with a
hammer. They get to feel the change from an annealed strip to one
that has been work hardened. For others I might give them pliers and
let them twist a strip.
I give that strip to them and they are as happy as if I gave them a
finished piece of jewelry or ornament. For others in the crowd that
forms, they are entertained, and I find it is easy then to sell. I
turn what others would call a disadvantage of working and playing to
special needs into an advantage.
But I have had my share of from hell patrons. Two different
incidences stand out. The mother that brought her son who was about 9
up to the stage and demanded a free sample. She went on about how in
Las Vegas, they stores all gave out free samples to kids. I had to
tell her I was not a store, and when I lived in Las Vegas, only the
chocolate factory gave out free samples. I doubted her child could
eat a copper ornament. The kid hung around the stage all night and
demanded repeatedly a free sample.
The second was the doting father that brought his approx. 5 year old
daughter over to watch me. The child then went to the display case
and wanted her daddy to buy her a necklace. He wanted me to bring the
one that she liked out of the case. Of course it was the most
expensive I carried at $650. He gave me a $20 bill and then walked
off with it. I shouted that was not the price, and he never turned
around just raised his hand to wave me off. I had to call security to
go after him and retrieve the necklace. I carry small necklaces as
well that I make with the thought that little kids will talk their
parents into a purchase. I had the price range covered. But that man
never even asked the price.
After those incidences, the festival keeps one of their staff close
to help watch for problems.
One thing I’ve learned that I can pass on, is know the crowd that
will be at the event you will be selling at. We get a mix of locals
and then those from the large metro areas such as Los Angeles, Las
Vegas and Phoenix.
Lastly from the rest of the world. I found that locals don’t buy. The
locals are small town Mormons who are taught to do everything
themselves, and tell me often their grandmothers did what I do. I
just answer back they look very young. They always look at me funny,
so I go on to tell them how the art form died out during
Shakespeare’s time, and I recreated it after Alan Revere pissed me
off.
I Hunt It, Buy It, Haul It, Wash It, Scrub It, Repair It, Fix It, SolderIt, Patch It, Wire Wrap it, File It, Polish It, Label It, Catalog It, Frame It, Display It, Brag About It, Pay Insurance on It, Sometimes Break It...
Don’t forget package and ship it! Thomas III
Wow.
My heart-felt thanks for all your inputs, advice, concern.
motivation.
Thank you John, Michele, Chris, Linda, Larry, Barbara, Kay, Elaine,
Hans, Janet, Scott, Tamara, Yves, Richard, Stephen, Karen, Alberic,
J. Collier and Thomas.
I was deeply touched by the response and it was so cheering.
Such a great group. I did not feel the distance amongst all of us.
Thank you Hanuman for starting such a great initiative.
Lessons learned from this exhibition:
- As many suggested this was the wrong exhibition for my jewellery.
But saw my neighbour selling beads like anything. Both the stall
owners to my right and left sold lots.
They were seasoned
exhibitors. It was a very good learning experience.
Especially one stall owner was physically challenged (she was
paralysed from the hips). But the sales, she was making confidently
and she was giving me instructions on when is the right time to sell,
where to sell and what to sell. What a lesson it was. She was selling
only beaded jewellery and all were strung. And some she sold
imitation(I use the word imitation because here we use that word for
jewellery that is an alternative to gold, in color) As I mentioned
earlier in my blog, people dont respect(Most of them) if you dont
wear gold, atleast something in that color:)
She told me that she will not take any stock from april to july and
just do clearance with what she has. I was puzzled, asked her why?
She told that in April the children will have exams, so no mothers
shop, In May they all go out on vacation, in June they are all busy
with new classes, so expenses for the children will drain them. She
then said only in July they will start having money.
What a research she had done. I was like Oh!!!
So much of confidence she had that she even predicted who will buy
what.
And it happened. How nice to be so confident. I did not like some
crystal bead color combinations, so I told her that if she changes to
a particular color it will look beautiful. She said no, this
combination is selling hot.
No arguments:)
Another unfortunate incident happened in our city on May 1. There
was a bomb blast and one was killed. And since the people were
advised not to go out, many stayed indoors.
Anyway we finished our four days exhibition today, and we managed to
sell our bags successfully and with extra orders too. So that was ok.
We also had some inquiries for terracota jewellery training.
This is a safe turf:)
Thanks once again.
Kavitha Balakrishnan
Hi Kavitha and all
As I mentioned earlier in my blog, people dont respect(Most of them) if you dont >wear gold, atleast something in that color:)
I often get people who look at my sterling and say I only wear gold.
Of course it is 9 kt. The stuff that is only 37.5% gold.
Damn expensive copper alloy if you ask me. As I do the stall with my
wife she shows them the gold (18 kt) and gems I have made for her.
Some how they went from the stall to her. Tell them I can make any of
my designs in 18 kt yellow. Guess what? They usually shut up and go
away.
It is not that they only wear gold it is they don’t have any money
and just big note themselves.
Had my JCR cleaner with me today. As a lady walked off after looking
at my jewellery, I offered to clean her rings for her.
Cleaned up some serious 18 kt and diamonds.
She then bought a $20 pair of sterling easy set studs with Swarovski
signity cut 7 mm CZs. And so did her friend.
Why? Because they look good and not a worry if they lose one. The
lady said to me she worries about losing one of her sapphire and
diamond earrings she was wearing.
She said “Were not here for a long life but a good life!”
Now think about this those of you who have shops.
A plastic doll La La Loopsie for example costs $35 approx. Do you
have a display of low priced earrings next to the till? Pearl/semi
precious beads on sterling, sleepers, CZ studs. All less than a
plastic doll.
Make good profit if sell for $20. Got a top of the range shop? Make
impulse buy items for $50.
Think! For less than the price of a plastic mass produced doll the
customer can by something beautiful for $20 that will last longer
than a plastic doll. Can do lots of present buying and save a
fortune. And which little girl or young lady does not like jewellery?
NONE!!!
My grand daughter turned 3 this week. I gave her a lab grown ruby in
sterling pendant on a sterling chain. Wife gave her some really cute
frog studs. Others gave her jewellery as well. Loves the lot and all
cost less than a plastic doll. OK I put in the labour for the
pendant, but grand dad’s labour is free.
She told that in April the children will have exams, so no mothers shop, In May they all go out on vacation, in June they are all busy with new classes, so expenses for the children will drain them. She then said only in July they will start having money.
In Australia February it is death for sales. Kids going back to
school. Credit card bills from Christmas come in etc.
This you learn from experience.
Had a good one today. Medieval revivalists came through the markets.
Got an order for a lab grown ruby in a reticulated sterling band.
From a guy who makes his own chainmaille. Of course told him to join
Orchid. He is really excited about this. He has to make up a story
for the piece to tell the group, so far stolen from a Saracen he
killed. Reticulated, forged in the fires from hell etc.
Paid for ring in full delivery in 2 weeks. Note I let him take his
own ring size and then “adjusted” it to get the correct fit. Newbies
let the customer play with the ring sizes and then check it,
customers never get it right, but love to play with the sizing rings,
emotional involvement.
Looked at this guy’s chainmaille thought gee 5,000 jump rings, not
for me too ADHD for that. Then had a great chat about Mongols and
compound bows etc and how you Knights were done in big time. Made him
like the as yet un-made ring even more.
They are people experience lets you connect with them. Some times
you sell a lot some times “Bugger all” as we say in Australia “Such is
life.” As Ned Kelly a bushranger said before he was hanged.
Don’t give up. Live and learn. You will sell even if what sells is
not what you want to make. Always make to the market you are selling
too.
If they like gold use gold leaf to burnish on the terra cotta. Gold
leaf is 22 kt use a paint brush to lay it down on the piece.
Google ormolou check the spelling. French technique.
There is a newbie who makes wood jewellery. Looked at him ready to
slash his wrists. Said to him have you seen marquetry pieces, why
not put the marquetry on the wood? Eureka moment.
My late father used the marquetry pieces to in lay in furniture and
wow do they look good. So another newbie saved from the brink of
commercial disaster. This stuff will look amazing. Some times newbies
just don’t join the dots. Can’t wait to see what this guy does.
It will be new and amazing. This is what we are about, helping
people with a kernel of an idea take it to the next level.
All the best and keep going you do not have to be a starving artist
you can make a profit. Some times you just have to grin and bear it.
I have to do another production run of mobius rings so damn sick of
making these, but love the money. I use 4 mm by 2 mm oval wire for
mine. Cost $5 sell for $25 take 15 minutes. Turn up the heavy metal
and get into it.
Richard
I actually ask this people if they had to bargain this week their check with their boss to get payed, or if he just pays what he owes, they usually get it ! My brother lives in New York and he's a very spendy guy. In his
world, if you don’t try to get a deal, you’re an a*****e. So when he
asks if this is someone’s best price, it’s more of a schtick than
anything else. And he does buy a lot of stuff. So I’ve always taken
the attitude that whoever it was could be like my brother. No need
to feel unappreciated. and then I just say it’s worth it and hold my
ground. maybe offer some sort of deal if there’s room. or not.
Depending. Just better to stand in the attitude that it’s not any
kind of dis. Better for me, for sure, and for not generating any
kind of negativity in one’s selling zone.
I athere is no end to people when they begin to think they should
bargain on everything. I advertised something on an internet site
because I like to have cast off stuff that is still usable go to a
new home. It was a $60 item that I let go for $10. She agreed the
price was fair. It was advertised along with my address and therefore
she knew the location. Then she asked me to deliver it to her for
free because she was on the other end of the island ($40 gas bill for
that drive). I said no. Then she asked me to deliver it to her
boyfriend for free ($20 gas bill for that one). I still said no. Then
she told me that I didn’t know anything about how to do business on
this island. I told her that since the island appeared to be going
into the red ink every year and more and more people are moving
away, I agreed with her. I don’tknow how to do business when it is
apparent that my business will go into red ink. Even charities can’t
operate that way.
There are some people who not only want everything for free, they
want you to pay for their costs too. It didn’t happen to be jewelry,
but the experience still applies.
Barbara, learning every day
Kavitha - I can’t remember – do you live in India where gold is
highly valued and respected?
Barbara on a sunny day on the island - is snow far behind againe?
Hi, Denise–
I'm not cut out to sell at shows, either. When I do though, I try and find shows that attract people who collect art. Usually, the ones which would be more lucrative for the artist also have the highest booth fees. Stay away from markets at churches or any markets with "flea" or "vintage" in the title. People who go to those usually aren't looking to spend a lot of money, they are looking for a deal.
Based on a couple of years’ experience selling at shows in and
around Denver, CO, I basically agree with you. but it is also easy to
make superficial judgments of events that can lead you to miss good
opportunities. For example:
-
I showed at a “Holiday Art Market” at the local Waldorf school. I
might have passed it up thinking “Ah, it’s just a school.” But I had
several friends who knew the school or the event and encouraged me
to try it. I went in with 24 pieces and sold 6 for about $220, which
was about 3 times what it cost to participate. Of course, Waldorf
school parents tend to have money and appreciate quality handmade
items, probably more so than most other kinds of schools. -
I worked the Vail Farmer’s Market 3 times under the auspices of
the Colorado Metalsmithing Association, and had great day, one lousy
day, and one okay day. I was told that it was usually a good place to
sell.
I would guess that farmer’s markets are not great in general, but if
they are in upscale tourist areas like the Colorado mountain
resorts, they might be worthwhile.
- There is a local event called the Denver Handmade Homemade Market,
where I showed 5 or 6 times. I didn’t expect much at first, because
I knew my jewelry was much more expensive than most of the items sold
there. And it was true that many people couldn’t afford my prices,
but on the other hand, the people who attend that market care a lot
about supporting local businesses, so on balance it turned out well.
I also connected with a lady who didn’t buy anything at the time but
later commissioned a custom piece, and was the best client ever!
On the other hand:
- I joined an artists’ coop based in the middle of the primary art
district in Denver, and showed there on 1st and 3rd Fridays for
almost two years. Several hundred people would come through every 1st
Friday.
I got lots of admiration, but very few sales considering the
traffic.
I think I cleared over $100 maybe 3 times, and there were many
nights when I sold nothing. I stuck with it as long as I did because
it was a great community of artists and the events were fun, but
financially it was worthless.
- A while back I met a guy who sells jewelry at gun shows. My first
reaction was “Huhe!” But he explained to me that men who go to the
gun shows often bring their wives and girlfriends. Said wives and
girlfriends typically aren’t all that into guns, so they are happy
to hang out at the jewelry booth and spend money. Apparently this guy
does very well. I wouldn’t go to gun shows because I’m not
comfortable with that culture, but it suggests there may be other
profitable niches for those who think outside the box.
So, the lesson I get from all of that is: don’t be too quick either
to jump into events or write them off, based solely on outward
appearances. Try to find out what they’re really like.
Matt Gushee
I athere is no end to people when they begin to think they should bargain on everything. I advertised something on an internet site because I like to have cast off stuff that is still usable go to a new home. It was a $60 item that I let go for $10. She agreed the price was fair. It was advertised along with my address and therefore she knew the location. Then she asked me to deliver it to her for free because she was on the other end of the island ($40 gas bill for that drive).
Wow, Barbara - stand your ground. I wouldn’t pay for driving to her
place either. If she wants something from you, she can come to you!
What nerve.
Kay
But he explained to me that men who go to the gun shows often bring their wives and girlfriends. Said wives and girlfriends typically aren't all that into guns, so they are happy to hang out at the jewelry booth and spend money.
The outdoor/camping/hunting supply store Cabela’s has a fudge shop
inside of it for the same reason.
Elaine
Hi Barbara. Yes I live I south India. Gold is valued more here. But
with the cost of gold people are switching to alternatives. Jewellery
that looks like gold but actually they are made of brass or others.
Not sure.
And they sell hot. I will post some pictures of those in the blog.
When I go to a jewellery shop there is no thrill in seeing gold
jewellery because the fakes of those had come into the market long
back. :). Twenty years before wearing an imitation waz below one’s
standard. People who came from very poor financial background wore
those. There is still some stigma attached to it. But now with the
gold prices and the variety of new designs plus affordability, not to
forget the fear of safety people have switched to imitation
jewellery. many started thinking instead of buying gold jewellery and
keeping in bank lockers better to buy gold bars and imitation
jewellery. Most of the women here buy gold for investment too.
Horrible for you but don’t give up.
I’m in the UK, which you maybe are not so I can only speak from my
experience here.
I’ve been on the craft show circuit here for around 20 years and
it’s a crazy, volatile niche! The line I’ve taken is to go for the
best quality shows I can get in to that aren’t too ‘arty’ but have a
good client base with an organiser who understands that it’s their
job to get the right people in - people who understand that you pay
for creativity and don’t go in for this pushy, rude bargaining you
describe.
But for this you have to be creatively different, reasonably priced,
offer good customer care, do social media and newsletters / blogs,
and smile and engage with people at shows. Oh and make the work and
possibly cook for a family too!!
But I do it because I love it and I suppose that carries me through.
Good luck!
I’m loving this thread, selling at art festivals is the hardest part
of what I do. I notice a few things have not been mentioned, my
apologies if they have and I’ve missed them.
Drink water. Yes, it’s a pain to have to ask a neighbor to watch
your booth if you’re alone and go find the restroom, but even mild
dehydration makes the second (or third!) day much more difficult
than it has to be. Hydrate, drink EmerGen-C for electrolyte
replacement, eat an actual dinner so you’re able to be more patient,
energized and not dragging a** and snappy.
Feet hurt? Smear thin layer of Tiger Balm all over feet before bed -
by next morning your feet will have forgotten they stood all day
yesterday.
If you get too hot, try those goofy chill neck wraps, or some
BioFreeze (at your chiropractor’s office) on the back of your neck -
don’t know how, but it cools you down.
Keep a little notebook on the desk and take notes with it. Slow
show? Ask your browsers which is the big show in the area - write it
down, research it later. Use this notebook for the contact info and
special orders you get, unless you keep a separate order book. I use
it for ‘portable memory’, as anything I tell myself at a show will
be forgotten until the NEXT show, when I will think, “Oh, that’s
right, I meant to DO that/MAKE that/CALL them.”
Make time to look around town for a consignment or wholesale gallery
- go before the show, use your products to take orders (so you can
still sell it yourself at the show) - if the show is slow for you,
deliver the items before you leave town - another person selling
your items helps make up for slow sales. If you do well, you might
offer the gallery owner more of the pieces or style that really did
well. Either way, you have maximized your time and travel.
And last, when that customer (I get one at every show) says or
mutters THE thing that makes you grind your teeth, “Oh, what’s the
big deal about handmade anyway, I don’t get it.” “Your stuff is
cheaper than QVC - oh, that’s the length” “You want HOW much for
this? WOW!” “This stuff is really imported, not handmade - I can
tell.” etc - don’t let it get to you. Your prices, your quality, and
your jewelry are the best you have to offer, and you have every
right to be proud of them.Comments reflect on the the person making
them, NOT in any way on you - just smile and think to yourself,
“That’s right, it wouldn’t look good in your single-wide (trailer)
anyway.” My apologies to any out there in trailers, the last is not
meant as an indictment of trailer living, just of the rude and
clueless people making comments who are NOT my target audience, no
matter what their living situation. It makes me snicker instead of
fume, that’s all. You may substitute “Yugo”, “Gremlin”, “K-Marche or
K-Mart"for"single-wide” if you like, or if snarky isn’t your thing,
you could just smile and know that the same prices that people
exclaim over for being high, will be commented upon about being LOW
at your next show. It’s all subjective, so let it go.
Blessings,
Sam Kaffine
Sterling Bliss, llc
Thank you Sam.
I liked “Comments reflect on the the person making them, NOT in any
way on you”
Thank you.
Hi Gang,
I want to hop in and do a ‘what he said’ about one of Sam’s
Drink water. Yes, it's a pain to have to ask a neighbor to watch.
YES!!! You’re not doing yourself any favors if you drop dead the
second day. I know I get dry as a bone if I’m talking all day.
Besides, the guy in the next booth will have to use the head
eventually too. Then it’ll be your turn to watch.
Keep a little notebook on the desk and take notes with it. Slow show? Ask your browsers which is the big show in the area - write it down, research it later. Use this notebook for the contact info and special orders you get, unless you keep a separate order book. I use it for 'portable memory', as anything I tell myself at a show will be forgotten until the NEXT show, when I will think, "Oh, that's right, I meant to DO that/MAKE that/CALL them."
I’d forgotten about this: one of the things in my booth box is a
little notebook, just exactly for this sort of thing.
Write down
(A) All the stuff you forgot to bring, so you can put it in the
booth box for next time.
(Make a checklist for stuff in the booth box. Trust me on this.)
(B) interesting ideas, yours or anybody else’s.
(C) contact info, and requests.
I always make it a point to go through the notebook after the show,
and deal with all of the notes while it’s still fresh.
Absolutely a good idea to have a notebook. It’s so basic I’d
forgotten I do it. It’s just sort of ‘there’. Like my left arm.
Regards,
Brian
I, too, love this thread - great insights coming from all directions
which even the most experienced show-goer can learn from.
I’m interested to know how others keep track of inventory/sales at
shows.
Do you write down in a note book each piece as it sells? Do you have
a list of inventory and then check what isn’t there after the show?
How DO you do it?
Janet
Because I live in rural Alaska, I never get hit by large crowds. I
once had two bible bookmarks stolen from a shop, figured the kids
were in for a surprise. Then had 4 items stolen from a co-op I
worked with. When I had my own shop, I had a necklace stolen. Not
bad for 10 years. What do I do, I take what I need to take, keep a
sales log and let it go. If someone steals from me, they must have
needed it more than I did. my method leaves a lot of error room, but
I do not focus on the worst, and keep a close eye on people. Have
even been able to catch someone pocketing something at a booth
beside me. My eyes are constantly moving. I watch customers so that
I know something about them before they arrive at my booth. Are they
buying from others, are they wearing new shoes (definite tourist
sign). Are they wearing jewelry, are they actively buying or just
browsing. I love people, when time allows I spend just as much time
talking to the non-buyer (many times they come up with jewelry
repair, or I sell them beading supplies).
From Alaska where the sun is shining earlier and earlier every day,
the swans and cranes are back, saw a black bear.
As far as tracking inventory goes, back in the days when… I had
price stickers on my pieces that had an inventory number and a
printed list that corresponded. If (note I said if) something sold,
the sticker was removed and placed next to the corresponding listing.
Kept things neat and was very easy to check at the end to see if
anything was missing.
Barbara on a day that is darkening by the minute
I have a booth during the summer on every Tuesday at a local art
flea market. I have a sales receipt pad with tearable sheets, the
customer gets a copyand I keep one. Even if the customer doesn’t
want a receipt, I still write it up. I try and get them to give me
an email or physical address so I can develop a mailing list. If the
piece is sold with the creditcard through the square, I make sure
the item is on the receipt there aswell.
At the end of the day, I reconcile the pad entries with the software
I have at home and remove the sold pieces from the inventory and I
balance the cash box.
Every 3 or 4 shows I cross check the entire physical inventory
against what the software thinks is real to see if anything has
"walked away". (Hasn’t happened yet.)
Dave