Know Your Show Tips

Doing shows is ultimately a necessity for an artist, designer or small business. How you present yourself and your product to the public is yet another line item in the ‘make or break’ of any business. It’s all in the presentation and how professional, business like, and in some cases your ability to entice the public to not pass you buy, either on the net or at a show.

I’ve done shows for years, in a couple of different industries and several states; but what remains the same is being able to get noticed. Here are a few things I’ve learned through trial & error along the way. I’m by no means a ‘professional’ at this, just passing on what I’ve learned to give everyone a starting point and something to build upon depending on your own style, company or business.

*Be aware of what type of booth you’ve been assigned. Have several different configurations in mind that can fit a variety of booth spaces; 10’x10’, 10’x15’, 10’x18’, or 10’x20’ are all standard booth configurations. Also know how to work with a front only verses a corner booth.
*Try to keep the same booth space from year to year at the same shows. Your customers are often looking for the booth location verses the business or product.
*Try to keep your booth displays and configurations the same from show to show. After the booth location, customers are next looking for the booth type verses the person, business or product.
*Be professional and know not only your products, but also your customers. If you know something special about a particular product (i.e. how it was made, a special part, etc.), tell the customers about it.
*Dress as nicely and appropriately as possible and always welcome your customer by name (if you know it) and with a smile. Ask how they’ve been if you haven’t seen them in a while, introduce them to your new or improved products and find out what they like or dislike. The acts of ‘personal attention’ to your customers are something seldom felt in the world of today’s global technology.
*Don’t be pushy and know when to ‘back off’ of selling to a customer. You’ll know if a customer is willing and ready to make a purchase.
*Above all, have fun with your products and customers. If it isn’t something you enjoy, then it’s probably not the right place for you or you may need to make adjustments somewhere.

These may work for some and not for others, but like I said, it’s a place to start. Build your own style and presentation of your products; make a lasting impression that invites everyone back.

Craft Shows – My 2 Cents

Another post sort of a follow-up to the one from Monday; yesterday was a Spring Craft Show that I have done for the last 3 years. This is normally one of my best Spring shows and I was surprised at the results of the craft show, which has made me step back and re-evaluate doing Spring/Summer craft shows entirely.

It was not for a lack of advertising that the show did, they always do a ton of advertising. But what was experienced was very unusual and I wonder if the state of the economy is really having that much of an effect on the overall spending habits of customers. The show is only one day and usually is wall-to-wall people; not this year. The show opened as usual at 9:00 a.m. and there were no customers until almost 10:30ish and at best it was a trickle all day long. This is a show that is usually a steady stream of customers from the time of opening until close at 3:00 p.m. Again, not this year, and the weather was beautiful, a little on the muggy side, but still, I can not contribute the weather to the poor turn-out.

In visiting with several vendors on/off all day, I came the conclusion that all shows, not just the church shows, but even the big stable weekend market days in and around the area are experience the same ‘no-show and no-buy’ experiences. One comment that was made by a customer is that job situations are just not stable enough for them to buy anything right now; only the stables, but they wanted to get out and support their church’s annual function.

Does this mean the possibility of church craft fairs may be coming to an end? Not many vendors I know are signing up for shows, until almost the last week before the show, for almost the same reasons; they can’t afford to do the shows when there are no buyers. On the other hand, what does it mean to the big weekend market days in the area; an end to a weekend get-a-way to browse and purchase from local area artists? From different forums I’m hearing that some shows are still going strong; people buying and no lack of economy driven slow down; while in other areas, many are struggling and disappearing because they can’t afford to stay in business. I don’t know for sure and since I don’t have a little crystal ball, it’s hard to determine whether or not to continue with the Spring shows or wait to see what Fall shows bring.

What A Difference A Year Makes

It has been a long year filled with tons of learning, development and gaining of experience. This past weekend’s show went very well and I’m very pleased in booth display. In looking at the booth photos, it made me stop and think how far we’ve come in booth display at shows.

I found this early picture (above) from the same show a year ago; notice how cluttered and disorganized the tables look. The booth is in a “U” shape allowing customers to come into the booth; however there is no real flow among the jewelry for customers. This picture almost makes me cry to think it was so unprofessional, cluttered and in such disarray. There is almost no space for customers and us to walk within the booth; thinking back it was like everyone was bumping into each other!

A year later……
The booth is now inverted so that customer’s walk along the outside of the tables. We’ve found that displaying this way the customer’s don’t feel trapped or pushed into any sells and can look at the jewelry in a leisure fashion. There is an even flow of the jewelry from table to table and everything is displayed in a professional and organized manner. This week we received the final piece to our booth display, professional display table clothes in a natural complementing color. We can’t wait to use them this weekend, along with the new neutral colored necklace busts. With the holidays approaching, this weekend we are going to try something a little different and add touches of Fall or Holidays around the tables. The two pictures here show the booth before the jewelry was placed and the finished booth after placing all the jewelry.


I'm sure there are a few things we will continue to 'tweak' as time goes on, but for now, I think we have finally found our 'booth'!!

Thoughts of a Starving Business Artist

I was an Artist vendor at a very well known and established craft show over the weekend. I saw new faces and reconnected with good friends. My overall experience was less than mediocre, unsuccessful and leaves me questioning whether to give it all up or continue for the ‘long haul’ to weather the current economic storm. Many of the returning vendors stated that attendance was down about 20%, with sales down some 20-35% compared to previous years, including last year. As I go from show to show this season, I’m seeing some emerging trends and common threads.

Some of the new vendors that are appearing in shows are not always ‘new hobbyists/crafters looking for a quick buck’, but are well established gallery artists coming back to the craft show and festivals because ‘times are tough and they need to make ends meet’. I myself have turned down many shows recently due to the overwhelming number of jewelry vendors. While I’m all for challenging competition, I’m also a business person and know the buying public will be turned off by craft shows and festivals who dominate their shows with one particular industry vendor. In a lot of cases, this has turned off not only the consumer, but also the loyal returning vendors. Many of whom are replaced by hobbyists/crafters and mass producing overseas industry vendors. Time will only tell if this type of constant vendor turn-over will ruin and tarnish the reputation of good-standing, long running shows or not.

The most common comments at shows have ranged from ‘I’m just looking’; ‘Your work is so original and unique’; ‘I’ll come back, I want to see what everyone has’ to ‘Is this the best price you can give me’. Times are tough for the business person just as much as it is for the customer. But asking a business artist “Is this the best price you can give me?” right after stating, “This is such unique and original work” is telling me, the artist and business person, how worthless and ignorant I am. Maybe next to my business sign and cards I need to post my Bachelor’s degree in Business & resume of 20 years experience, the book I’ve been published in and class certifications. Is this enough ‘Creditability’ to the buying public to be taken seriously as a business person and artist?

Handcrafted original work is not cheap by any standard; there are raw materials, tools, time & labor, insurance, taxes, and many other aspects of overhead, too many to list in one post, which goes into the pricing of each and every piece produced. The buying public fails to consider these factors; and has left me with the impression they are more interested in getting the cheapest price they can get on quality handcrafted jewelry pieces. They want the over-seas cheap labor & materials price; not a high quality uniquely handcrafted American made price. So the question is, has the state of the economy caused this ill-mannered effect or has the true nature of the buying public gone unnoticed and overlooked until ‘times got tough’ for everyone? The economy is definitely pinching everyone, including the small business person and enough that many will not weather the storm of the current economic state of this country.

So, back to my original thoughts….do I passionately continue perfecting my craft; get certifications in silversmith, jewelry, teaching and continue to attend advanced classes, conferences and symposiums to better myself and my craft; building the business and artist OR do I try to have faith in the consumer and continue to build that relationship OR do I just give it all up, cut my losses and get out before it’s too late. Again…time will only tell.

Festival & Craft Show Check List

You made it into the local Craft Show or Festival and now you’re wondering “What do I take?” You’re first show will always be the ‘testing ground’ for the next and where you learn ‘what works and what doesn’t’. No matter how many shows I do, I always learn something new or how to do it differently. I’m always ‘testing the waters’ for new ideas, displays and setups. But first, getting to the show is the most important part of the whole experience. Below I’ve put together a Basic Show List of what I take (and I’m always adding to it).

Show Check List
1.Dolly – I found that this makes moving from car to booth much easier and quicker.
2.Cash Box & Cash; suggest getting to the bank a day or two before the show for your cash. Make sure to have a good mix of bills and plenty of coins.
3.Invoice/Receipt Book (suggest double copy and carbonless)
4.Credit Card machine, slips, clipboard & CC Signage
5.Business Signage (If you have one), Business Cards & card holder
6.Camera – I always try to take several pictures of my booth, from different angles, showing the different displays and then a couple of the over-all booth. This gives me pictures of what it looks like, what worked and what didn’t. I also use them to send in for juried shows.
7.Extra writing tablets (Taking notes, ideas from customers or for taking custom orders)
8.5-6 pens (no matter how many you have, you’ll always come home with less)
9.Show Kit:
oTape
oMarkers
oScissors
oCalculator (try to have 2 on hand if more than one person is working the booth)
oColored dot stickers (for mark-downs or special pricing)
10.Sales Tax sheet & copy of State Sales Tax Certificate
11.Bags (small, medium, large),
12.Tissues (cut several squares so you have plenty on hand to wrap your items)
13.Boxes (Jewelry boxes because that is what I sell)
14.4-6 mini customer browsing baskets (I give these to customers for them to ‘hold’ their selections)
15.1-2 Mirrors (If you are selling jewelry)
16.Tables & Chairs (If you are not renting from the show promoter)
17.Displays
oFloor & table display racks
oWire racks & risers
oJewelry busts & Earring holders
oBaskets, or anything else you use as a prop
18.Table cloths, scarves & drapes
19.Lighting or lamps you use for lighting
20.Several heavy duty 200’ extension cord, tri plugs, & electrical tape
21.Kleenex, alcohol wipes, extra paper towels
22.Jewelry Tool Kit
oPliers: round & flat nose
oCutters & snipers
oCrimp bead pliers
oExtra findings in both gold & silver: ear posts & wires, crimp beads, hoops, jumprings, headpins, & clasps
oBeading wire
oArtistic & Sterling wire
23.Your Product
24. Several hammers, drills, screwdrivers, & pliers
25.Water, snacks and lunch if you’re not going to leave your booth
26. Your cell phone


And always pack your car/truck the night before and go through everything to make sure you have it all. Murphy’s Law applies…no matter how much you anticipate and plan, you’re always going to forget something!

Published in Handbook to Handmade Vol. 7

Handbook to Handmade Vol. 7 is a coffee table book featuring 35 Etsy artists from around the world. Each artist chosen has a different flair for the arts; jewelry, paintings, clothing, yarns, totes and much more.

My 2 page layout includes 3 designs and details about Timeless Designs and a spot on the front cover. Only 12 artists are chosen for the front cover and I was honored to have my Turquoise & Silver Links necklace grace the left bottom corner. The book is produced several times a year with each new edition featuring the best 35 Etsy artists.

Come on by our booth at some of the shows this Fall to see the book and 3 featured jewelry designs!

Customer Service in a Fast Paced World

In just a few short weeks many cities will be inundated with Fall Craft Shows and Fall/Holiday Festivals. Patrons will scurry from place to place, looking for just the right gifts and packages; checking their lists and marking thru names. Halls and shops will be filled with floral designs, jewelry, food vendors, wood workers, potpourri and candles, embroidery and crocheted items ….all these artists and craftsmen have worked hard over the summer building a Fall/Holiday inventory for the buying public. It occurred to me yesterday at the first show of the season, that Custom Service is the ‘Brake or Make’ of a business. So, here are a few tips for great customer service.

·Always have a smile and pleasant attitude, Grumpy never sold anything. Greet customers with a “Hello and Welcome to ‘X’ and a warm smile. Don’t rush or push the customer or make them feel ‘boxed in’, allow them to move among your tables and through your booth. Be enthusiastic and Love what you do, it will show through to your customers!
·Let them know of any discounts or specials you might be offering for that show. Customers like to know where to get the best deals, especially in today’s economy.
·Be knowledgeable about your products. Tell a story of how you came to have a particular item, (especially if it is humorous). I have gemstones, so if a customer is looking at a particular piece I’ll let them know what stone it is, where it’s mined (if I know) or how I got it, and how the piece was designed. The last thing a customer wants to hear is ‘I don’t know, just something I thought was cute and picked up.’
·If I don’t carry a particular item, but I know of a fellow artist that does, I’ll refer the customer to that person. I want my customers to be happy and my fellow artists to be successful too!
·Chat with your customers, get to know them, give them the personal touch....find out what they like, what they don’t like, what they prefer and what they look for in gifts. Know them and the people they buy for. I’ll often ask a repeat customer “how did so-and-so like the gift you bought last time?” This also gives me feedback on how I’m doing as a business, how my jewelry is accepted and what I need to do differently or better.
·Lastly, always, always include your business card. I always add and mention my business card to every customer. I let them know about my websites and not just a ‘buying site’ either. I tell them on my blog there is useful information such as industry news, calendar dates and show discounts, and a spotlight on a new gem or jewelry design.

Find your ‘Nitch’, go with it and enjoy what you do and it will show to everyone!