SELLING YOUR ART AT CRAFT FAIRS AND CRAFT FESTIVALS

How to sell your art at craft fairs and craft festivals

Craft fairs and craft festivals are one way artists and craftsmen have to sell their crafts, but to rely completely on this method may be costly and time-consuming.

Cost of Selling at Craft Fairs and Craft Festivals

Sales made at Craft Fairs are retail sales - that is, you receive 100 percent of the selling price. But how much of that is actually profit? What must be considered is the cost of the booth, commission and/or registration fees as well as travel costs, overnight lodging, display props, among other things.

Depending on the fair, you might pay a booth fee or a commission. Some fairs have both. Booth fees vary from five to hundreds of dollars, and commissions vary from 5 to 50 percent of all items sold at the fairs and orders taken while at the fair. On top of these fees, some fairs require a jurying or registration fee.

Juried Versus Non-juried Shows

In a juried crafts show, participants are asked to submit examples of their work via slides or photographs. A panel of judges then selects the work of craftsmen that best fits into the format of the fair. This ensures that high-quality items are sold at their fair. Shows that are not juried may include church bazaars and a variety of other community "arts and crafts" celebrations.

Although both have their place, good-quality, high-priced items may be difficult to sell at non-juried shows.

Advantages and Disadvantages of Selling at Craft Fairs and Festivals

One of the best advantages of selling at a Craft Fair is that you receive 100 percent of the selling price even though part may be lost to the commission and/or booth fee. Other advantages are:

Because you are selling directly to the public, you meet the people who are buying your items. You can test market new items. You can test prices. You can gain confidence in selling and meeting the public. You can enjoy the festive atmosphere of the fair. You meet people who can help you with your business. You meet craftsmen who can give you support.

The major disadvantage of selling through Craft Fairs and Festivals is that it takes away from production. While you are selling, nothing is being produced. Other disadvantages are:

Craft Fairs and Festivals can become expensive when all expenses are considered. Fairs can become boring when slow. Information given at Craft Fairs can get repetitive. Traveling, setting up and taking down displays can cause fatigue. Display equipment can become costly. You must overcome the image of the fair as being a flea market where people give little respect to established prices. Since you come in direct contact with the buyer, you may have to cope with negative feedback. And lastly, you must collect and report sales tax at Craft fairs.

What to Look for at Craft Fairs and Festivals

Before entering any Craft Fairs, find out about the fair. Do this by talking to someone who has exhibited there before, by visiting it yourself, or by questioning the organizers. Ask yourself these questions:

1. Does your work complement others in the Arts & Craft Fair? Is it compatible? You would not want to sell items costing $50 while others are selling lesser-priced items.

2. How many artists and craftsmen will exhibit, and how many will be there in your media?

3. How many people are expected to attend? How many attended last year? Are there any other events that conflict?

4. How much publicity does the Craft Fair and Festival get and what kind? Do the organizers pay for any advertisement? Relying on free publicity isn't very effective.

5. Is the Craft Fair juried? If the Craft Fair isn't juried, you may be surrounded by flea market-type crafts.

6. How big are the booth spaces? Can you set up your display in that amount of space, or do you have to obtain new display equipment?

7. What types of people are attracted to the Craft Fair and Festivals? Do they or will they spend money at the fair?

8. What other activities are being held at the same time? Can you compete with a carnival or an antique car show?

9. How much does it cost to enter the Craft Fair? Do you pay a flat fee, or do you pay a commission on the amount you sell?

10. How far do you have to travel? How much will it cost to spend the night?

11. Is the Craft Fair and Festival indoors or outside? If outside, will bad weather ruin your craft items or display?

12. Do you have the time to build up your inventory? If you attend shows too frequently, you may not have time to make more items for upcoming fairs.

13. How many years has the Craft Fair and Festival been held? New Craft Fair need a lot of publicity to attract customers.

14. Do you have the proper licenses to sell at Craft Fairs and Festivals? A sales tax permit is a must for anyone selling to the public. Few local regulations apply to artists and craftsmen selling at fairs.

15. Do you have to man the booth personally, or can you send a representative? Some Art & Craft Fairs require that the maker must be at the fair.

16. If desired, is demonstrating allowed? Usually, it is encouraged. Are electrical needs available for equipment?

17. Are electrical outlets available for extra lighting, etc.? Is there an extra cost?

18. Is there security at the Craft Fair? Can you leave your booth set up overnight?

19. Do you have the necessary supplies - bags, sales slips, money bag, price tags, etc.?

20. Will you need help at the Craft Fair? If you do it by yourself, will fair officials watch your booth on occasion?

If you do not do well at one Craft Fair and your product is good, keep trying until you find the locations and clientele that are best for your product.

Other Considerations

Be sure to take plenty of merchandise. A good rule is to take twice what you expect to sell. Your products should vary in price from a few dollars to more expensive items. Although you may specialize in expensive, one-of-a-kind items, develop a less expensive item(s) that will appeal to more people. They will help sell the more expensive ones.

It's best to have a helper as it may be hectic at times. Also, there will always be someone there when one of you needs to leave for some reason.

Create a professional image by being well groomed and appropriately dressed. Many sellers wear special costumes in keeping with their total display or line of goods. Have business cards and brochures to promote your business.

Even if you hate to sell, remember that is what you're there for. Salesmanship involves looking people squarely in the eye, smiling at them, talking to them. Above all, don't sit around reading a book or looking bored.

Be prepared to handle any and all questions that may arise, from "Do you sell on consignment?" to "Can you make it in blue, instead of red?" and "How soon can you deliver twelve dozen?"

Try to demonstrate your craft. People who demonstrate at a fair usually outsell those who don't. Create an attractive display.

Brace yourself for negative feedback from critical people who do not appreciate fine craftsmanship. It's part of the business, and one of the few disadvantages of direct selling you must learn to accept. Listen carefully to your critics, though, to get new ideas on how to improve your work or make it more salable. If you take a check for merchandise, be sure to ask for identification and note the individual's driver's license on the check. Also get their telephone number and address, if it's not printed on the check. Don't cash checks for anyone, and don't let them write a check for an amount larger than the purchase, requiring you to give change. To protect the checks you do have, endorse them on the spot, "For deposit only."

When customers pay with cash, never put a large bill into your cash box until change has been given. Don't give them an opportunity to say, " But I gave you a twenty, not a ten." Prove the fact by showing them the original bill, still laying on top of your money box.

If you decide to accept credit cards, arrange with a local bank to obtain a merchants number and the necessary equipment. Unless you can get special compensation, each charge you accept will cost you 5 to 10 percent of the total. This charge is tax deductible as it is an expense of operating your business. You must decide whether it is better to "lose" 5 to 10 percent than lose the sale.

Remember to keep accurate records of all other expenses incurred in preparing for and attending the fair, since most are tax deductible. Include your mileage by writing down your odometer reading before you leave and noting it when you return. You should also keep a record of meals and lodging and all other expenses.