Trunk Shows percentage

Hello All

I have a question about trunk shows.

I have only done one trunk show, and I am getting ready to do
another one at a friend of a friend’s business. I am wondering what
is a good percentage to give them. This is not a store, so I am
assuming it would work a little bit differently. I have not yet
negotiated this with him, I just did not want to go into it, with
crazy %'s. If any of you have any guidance it would be appreciated.

Thank you,

I do trunk shows and the business (any type of business) is
responsible for the promotion of the show, and handling the sales.
They get 40% and I get 60%. I sell wholesale at 50%.

Beth Wicker
Three Cats and a Dog Design Studio

I am wondering what is a good percentage to give them. 

I do trunk shows all the time. The percentage on the trunk shows I
do varies between 25% to 50%. The average is 25% for me.

If I’m going to give 50% than the store owner has to have some skin
in the game and pay for some advertising or have an extensive
customer list or be in a prime retail location. I would start out
offering 25% and see how that works out.

Rick Copeland
Silversmith and Lapidary Artisan
Rocky Mountain Wonders - Colorado Springs, Colorado

I wonder if someone might give a brief explanation of a "trunk show"
and how it is done?


I wonder if someone might give a brief explanation of a "trunk
show" and how it is done? 

A trunk show is when a show is set up in a store or gallery featuring
the product you produce or represent. Usually you are responsible for
your display and need to be there the duration of the show promoting
your product. The store or gallery owner is responsible for bringing
the customers to you either by advertising, customer list, or store
traffic. In my experience when I make a sale at a trunk show I write
up an invoice, giving one copy to the customer and keeping one copy
for my records. The customer pays the store or gallery and the shop
handles the transaction, taxes, and credit card processing. At the
end of the show the store or gallery settles up with you on the
percentage you agreed to in advance. In my experience that percentage
is between 25% and 50%. Meaning you pay the gallery 25% to 50% of
what you sold.

The advantage to you as the producer of goods sold is that it
doesn’t cost you anything but your time and travel expenses. The
advantage to the store or gallery is that they can have new inventory
for a short period of time that they don’t have to pay for. It’s
similar to a consignment deal except the time is limited and you
usually have to be the salesman. It’s a good way to see how your
product sells or try out a new line without all the upfront costs of
doing shows, going through the jury process, etc. If you’re just
starting out it’s a good way to get your name out there.

Rick Copeland
Silversmith and Lapidary Artisan

I do them for gift shops, museum shops, high end ladies clothing
shops. They advertise ahead of time that I will be there on the
date, and the time frame. They clear out an area of the store for my
things - sometimes a table or two, sometimes a counter top or two -
depends on the store. I bring my jewelry and my display accessories -
ring stands, necklace stands, etc. I get there an hour or two early
and set up. Then I am there with the jewelry as folks come in - oh -
and I bring several mirrors! I greet the customers as they come over
to look, talk about the stones, the pieces, ask if they want to try
it on, etc. When they are ready to purchase they purchase at the
store check out as they would any other store purchase.

The store tracks the purchases. At the end of the show they total the
sales and write me a check for my percentage. I LOVE trunk shows! If
done in the right market, by a store that knows how to promote, it
can be an extremely successful and enjoyable experience. My best
stores really do a great job with publicity, and offer refreshments
during the show. It is not uncommon for me to do sales at a half day
trunk show that are 3 to 5 times greater than at an average weekend
craft/ art show.

Doing it at the right store is vital - if they aren’t the right
market or they don’t publicize properly it will bomb.

Beth Wicker
Three Cats and a Dog Design Studio