I wish getting ready for a fair just involved putting on a cute sundress and taking some cash out for ice cream, but I’m not talking about simply going to a fair. I’m talking about being a vendor at a fair and that involves a lot more. First of all, I tip my hat to those who show at fairs regularly…like almost every weekend of the year. I don’t know how you do it. I do one fair a year and it just about kills me! Well, not literally, but it takes over my house, my poor husband has to fend for himself for dinner most nights, and it means I am paint splattered more than usual (and that’s a lot already!) I know a number of my readers are also antique dealers and are currently vendors at fairs or want to be, so I thought I would share some things I do…
Stock Up
It goes without saying that you need to have a lot of inventory for a fair. The more you bring, the greater your earning potential. You can’t hope to make (gross) $5000 if you only bring $3000 worth of merchandise. You also can’t plan to sell every single thing you bring, so you need to bring a lot more than your goal.
Mix it Up
I know some of you specialize in furniture only or small things only, but it’s nice if you can bring a variety of pieces at a variety of price points. I try to have a few big, impressive large ticket items, mixed with some moderately priced pieces and a few things that are $10 or less. Sometimes people love your style, but they don’t have a lot of money to spend. Make sure they don’t leave your booth empty handed! That’s why I make the glitter letters and pinwheels and bring lavender buds.
Presentation Matters
Think about your pieces and how they are going to be arranged in the space. Create vignettes and “moments” throughout your booth to give your customers a chance to see how pieces can be paired. Sometimes people will buy an entire arrangement, because they love the entire look. It’s also easier to envision how something will look in a home if it’s not piled upside down under a stack of linens, right?
Remember, You’re There to SELL!
It drives me nuts when I see a cool piece in a booth and I get all excited about it and then I see that it’s not for sale. You’re there to sell things, so make an effort to limit the “display only” pieces. Now, I admit that I’m bringing four things to the fair that aren’t for sale. A bamboo mat (to cover the gravel), a dress form (to display a t-shirt), a shoe cart (to hold the t-shirts), and a farm table to use as a check out counter. Everything else is for sale! Actually, I might sell the bamboo mat now that I think about it…
Be Prepared
Packing for a fair is almost as bad as traveling with an infant. You have to bring sunscreen, rain boots, rain coats, plastic tarps, bungee cords, a hammer, screw drivers, tents, bags, a cash box, scissors, change, business cards, SOLD tags, extra tags, and the list goes on. There’s a lot to bring, so pack well in advance and keep a running list of things you don’t want to forget. Also, go into the event with a system in place for how you’re going to handle sales. Last year things were totally crazy at my booth and my mom and I sold the same piece at the same time. I felt terrible, because one of those ladies went home without something she really wanted to buy. This year, we’re having a “checkout counter” and a system.
Bring Help
Being a vendor at a fair is a lot of work and it’s easier and more fun when you have someone there to help. If anything, you have someone who can get you a snack or watch the booth while you shop or go to the bathroom. It’s also nice to have someone to share in your misery when it rains all day.
Protect Your Stuff
When I set up for my very first fair, I set up a flimsy canopy over my stuff as black storm clouds rolled in. I sat on the porch of the Lucketts store and watched it rain buckets on all of the stuff I bought, priced, packed, and painted. It was terrible. Now, I pack all of my stuff in a tight cube, wrap and bungee it with tarps and then put it under a lowered canopy. I was laughed at by a few vendors last year who said it looked like I was ready for a hurricane, but that’s okay. I slept well that night.
Make an Impression
Lastly, this is totally an optional thing, but I love having something available in my booth that’s a special touch. Last year I had cupcakes with my logo stamped on the top. This year I am bringing something else. Hmmmmm…. I wonder what it will be….
I’m sure I’m forgetting a lot of great tips, but that’s what comes to mind right now. Do any antique/craft fair veterans have anything to add?
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Hi, Marian! I’ve been reading your blog for awhile now. I don’t think I’ve ever commented, though. I just had to this time, because I’m getting ready for a show, too. It’s only the 2nd one I’ve ever done. It is alot of work, but, very satisfying! I love doing it! Great advise for everyone that wants to try it! Laura
Oh, how I wish I could attend the fair where you are going to be! I have done 1 show with some paintings and my son had some of his artwork there. It was at a small town art festival and we sold 1 item so not worth the stress that time, but I am planning to do it again at some point, when I am really ready for it. That time, I had entered a painting competition so they gave us a free booth space and we were not really prepared. Anyway, I had to laugh about your “hurricane preparations”. This small town where I go to every year to paint in Utah has an arts festival the third weekend in August and it invariably rains or at least gusts every time. I have seen it rain buckets. A couple of years ago, it was beautiful and then within 1/2 hour, the clouds came in and hailstones the size of marbles hit the festival and then turned to rain and then stopped and the sun came back out – totally weird weather. Fortunately nothing got damaged. It is always an adventure. Thanks for the great tips – I will remember these when I attempt it again
OMG! I know that show! Raspberry days?! I did that one for a few years, two years ago I stopped after the sirens went off and my tent was destroyed due to some one else having not secured theirs. That was the craziest weather I had ever seen there! I was also super pregnant at the time and ended the show in complete tears. It rained almost every year we attended, and someone always lost their stock due to not being prepared! The worst is when some one loses their stuff due to other vendors not being prepared. (Like us!)
Oh Christine, that sounds awful! I am so sorry you had such a horrible experience. Actually it was not Raspberry Days. Where is that? I am talking about the little art and music festival they have in Helper, Utah in August. When I actually had a booth a couple of years ago, we had a big gust of wind come up while we were packing up and fortunately we had not removed our sand bags yet, but people all around us had things literally picked up and blown away and one person had her tent destroyed. It was very sad. The first time I had seen somebody have that much damage. It just goes to show you never can tell what the weather is going to do.
Marian,
Just today I sent in applications to participate in a local fair! Thanks for all the tips and pictures!
Doreen
I do a lot of fairs and festivals, but as a service (body art). Still I would mention a few things we’ve learned over the years that have helped us:
1. Get your application in early. Many fairs are either jury selected or first come, either way get in first for a better chance!
2. Bring a way to secure your tent to the ground! If on grass: stakes and rope. Cement: sand bags and rope.
3. Some festivals require white top only canopies, check ahead of time to avoid a fine.
4. ASK ABOUT SHOWS! Ask veteran vendors where good shows are and which are worth going to. Nothing is worse than paying $500 for a spot and barely breaking even due to poor crowd sizes!
5. Be nice to other vendors, even if they are your competition, news of bad blood can get back to festival organizers and jeopardize your chance of coming back again.
6. PRACTICE YOUR SET UP AHEAD OF TIME! A lot of shows have a set time for unloading and set up. If you haven’t figured out where your stuff will go ahead of time, you risk having customers walk by disorganized boxes and not see everything you have to offer.
Thanks for the post! I think a lot of people want to get into the festival circuit and don’t realize how much work is involved!
I know what you mean about having too many “Not For Sale” pieces. It can be discouraging. Sometimes, rather than marking an item “NFS”, I will just put a big price on it… and if it DOES happen to sell, it is not such a disappointment. I recently had a dress form that I really didn’t want to sell, because I liked using it to display things. I was shocked when someone bought it, but with the amount they paid I was able to go out and find another one and still make a good profit.
I’m just so happy that everything is going so well for you. I’m certain you deserve every single bit of it. I’m inspired almost daily by your posts and I can’t wait to buy your new line of paint. I too, love to paint furniture and I’d love for it to look just like yours. Many continued blessings to you and your efforts.
Coffee and a smile! I’ve had the fun of being a vendor at our last 3 local flea markets, I completely agree with all of your points, but would add these two. Although I’ve gotten better at prepping each time, there is always a push at the end to improve a vignette, finish one more piece, or tweak the layout in your booth just a little more! So a little (or a lot!) of coffee helps, plus a smile to re-focus that this is what I chose to do for fun. It seems the smile comes on it’s own once the show opens & I get to chat with customers and other vendors about paint, junk, their families, and sweet finds! Now I wish we had one this month! Best of luck!
I used to vend at Quilt Market and Quilt Festival and it was certainly slot of work. In addition to your sales, decide in advance if you have other goals for the event like being seen by magazine editors (your networking in advance with other vendors/show promoters will tell you if this is a show that draws them) or to find pickers for your upcoming projects or the like. It’s also a good time to test a small sampling of your ‘next’ idea (or in your case, Marian, your next five ideas!)
I also have to tell you that I almost gasped when I saw the pic with that suitcase on the blue cabinet. It’s the match to the one my mom took on their honeymoon. When they moved to the retirement village a few years back, I was hoping to get it but it had been leaning against the basement wall which unbeknownst to us must have been damp — the suitcase was saturated with mildew and had to be pitched. ;-(
We do at two shows/fairs a month, and sometimes three. Getting enough rest before is important to me. Also, it is not the time to be worried about your current diet… As far as projects, there seems to always be another show. Pleasing displays that show your products will sell the item every time. I like to have a bowl of hard candy for our browsers.
Perfect advice Marian! I’m glad to hear that my husband isn’t the only one having to fend for himself for dinner right now
Just woke up super early to get to work on stuff for luckett’s… Working in 90 degree heat this time of year is new to me and I think I sweated buckets in the garage yesterday!
Are all the vendor spaces gravel or is it grass too? I think I’ll bring a mat too if it’s gravel.
Kristen
Sage advice!!! I use a layout board. This is where I set pieces up on a board so I can get a feel for how it will look. Extra tags, pens and notebook!! And a stylin’ money pouch. Ha!!
Hugs
SueAnn
Oh how I wish I lived closer!!! I would love to come and spend the day with you selling your stuff! I am a salesperson at heart and your things just bring that out in me. haha
I hope you sale everything in your booth!
I am so ready for this year of fairs and flea markets to get underway.
Let the summer begin!
What fun Marian!!
Girl I have no idea how people do shows often because they are tons of work!!
Your booth looks awesome!
I wanted to tell you of this bakery in Kentucky,it’s called Root a bakers.It’s in Morehead.My son went to college there.Antway this is the best bakery ever. My sister had a home decor store and for our open house we would order these wonderful sugar cookies.They come with different color frosting. Just a thought for your treats at the fair. And they are the best sugar cookies I’ve ever had.
I agree . . . Root a Bakers has the best sugar cookies – ever!
Oh girl, I am getting ready for a show this weekend myself and it just might kill me. I only do 6-8 a year…I have NO IDEA how some do it every weekend. Holy stress, Batman!
Interesting points you make…every one of then right on. You have to be prepared for so much! I sell furniture only at the show I go to. It is a large flea market around the Chicago area…I have been in business 12 years, 6 of them selling May-Oct at this show. It was an interesting thing when I discovered if I mixed smalls with my furniture, neither one sold amazingly well. Now that I bring furniture only it is a sell-out almost every single time, and I bring 2 huge box trucks stuffed full! Shopping is so psychological, I swear. I am now know simply as the ‘painted furniture girl’ so they know right where to head if they are looking for something special. I’ll take that title! But I secretly want to set up a booth next door to mine with smalls. They are sooo much less work! Lol!
Wishing you much success at your show. They are predicting rain for ours. ;o(
Mary
Where is this market? I would love to go! I am about 90 minutes from Chicago. Love love love furniture my husband says too much lol!
Great tips! My sister and I are doing our first large indie craft fair in Boston and our first show is coming up soon. I’m nervous I wont have enough stuff so I’m working day and night to get things done.
I wish I lived closer and could visit your booth! What great tips I never realized how much work goes into a show like that
I know you will be a success, and I wish I could be there, but will live through your thoughts and photographs. I didn’t see any anchors for your tents..but maybe you have them. Here on the gulf coast, there is always a wind, some really strong. Anchors can be made easily…take a couple of feet of 4 inch pvc pipe(one for each tent pole) put an end cap on one end for the bottom…a really big eye hook for the top…..then fill it with concrete, when it’s a little firm, put the eye hook on and let it dry. Then hook a nylon strap over the top, and attach to the anchor you have made. Saves the tent! Easy to store and transport.
We do lots of shows, and they can be so fun to see all your customers/friends and to make new ones. You are so sweet to take treats for them, but that’s the kind of girl you are!
Great tent advice. But I could use a little help to visualize this. I follow up until “then hook a nylon strap over hte top and attach to the anchor you have made. What do you attach the nylon straps to? Do you connect two pvc pipes to each other with one strap to make a weight.
Has anybody tried filling up coffee cans with concrete and then sticking the bottom portion of the pole/leg into the wet concrete and let it drywkith the legs in the can . . . . .
I loved reading about your preparations. My husband keeps suggesting we try out this model of business, but I keep reminding him we’d need lots of inventory. You can’t just bring one desk and a set of chairs!
I go, as a watcher/buyer not vendor, to a monthly furniture fair/market in the downtown area of Kansas City. It is a lot of fun. But my friend and I have gotten so discouraged because there are weekends when everything we love is labeled “Not For Sale.” There is one bookcase that catches my eye every.single.time and I have to re-live my disappointment at it being NFS. Bummer.
I wish I could come check out your stuff. It all looks so beautiful. You really have a great eye for arranging things, too.
I heard this tip from a fellow dealer at an antiques show in PA – if you sell big or heavy items, then your customers will most likely have to circle back at the end of the show to pick up their purchases. When they initially buy the item from you, hand them a small card with your booth/space # (or a nearby landmark) and your cell phone number. That way, they will know where to pick up the item, and if they forget to get it (which I have done before), then they will have your phone number to make arrangements. This is particularly helpful for big shows, where it is easy for customers to get lost!
You are so right about the smalls! I find is this economy that people are more willing to put their money out for lots of little things than a few big things. My one hint is to get a Square to use off of your smart phone or tablet. I have made more than double because I could run credit cards.
I thought you did an awesome job with your display last year. I met you briefly and was so star-struck…I fumbled over my words and forgot to get a picture with you. Hope to snag a photo op with you if you aren’t busy…which I know you will totally be because you are awesome and will have awesome stuff to sell. Best of luck with the final preparations and will see you there!
Erika
Such great advice! I may do fairs in the future. I wish you were closer, I’d come check your booth. Good luck!
I’ve been a regular reader of your blog for some time now and you never cease to amaze me! You truly are a talented lady! Thank you so much for sharing your tips – they come at a great time for me as I’m getting out of my comfort zone and doing my very first craft shows this year.
We used to do Covered Bridge. A lot of people bring their dogs and my husband (a dog lover) gave out free dog biscuits and water. Our booth became quite the draw. It was also a lot of fun.
I’m a regular reader of your blog, I used to do shows when I was a soapmaker and I loved it when the weather was beautiful and the crowd was in a mood to buy. Those 90 degree days or all day rain can sure dampen the fun!
I live about 3 hours away from Luckets and have discovered it through your blog. I have a small space in a shop and sell lots of painted furniture. I’d love to do an outdoor show sometime but I agree, it is a lot of work!
I hope you sell lots and have beautiful weather. I’m thinking I may have to come down and say “hello” that weekend….hoping I can get my ducks in a row
Hopefully that weekend will be free from basketball tournaments (or a perhaps we’ll have a tourney in Leesburg! – perfection!) I’m hoping to get out there and see the show. Maybe someday I’ll be able to participate in the show there but until then I’ll just enjoy seeing what others do
Thanks! Pauline in Rockville, MD
I had to laugh when I read this. I truly don’t know how people do this multiple times a year. I hand make every piece I sell (photo frames mainly). I’m doing my first fair in a few days, and it has consumed my house, my life, and my family’s life. Hubby has had to take over making dinner for the family. Dishes have piled up in the sink. Laundry has piled up everywhere. Thanks for the tips!
Great tips!! I just did the Fancy Flea this week end in Lakeland Florida. One thing I wanted to add, that I hope helps. If you need to have a Canopy(some require it), go for the White! It really brightens your booth so much better than the Tan or darker color Canopy’s. It was a Sunny day for us, but the space next to us had a Tan Canopy and it made a huge difference in the lighting between their Space and ours. We had White.
Have a Successful Fair!!
Huggs, Nancy
Best of luck with your show! I’ve done many art shows and know how much work they are. Like the previous commenter, be sure to accept credit cards (I also use Square). So convenient and easy to set up and it will really increase your sales.
Can’t wait to hear about your successes!!
It’s going to be great!!! SO wish I could be there!
shaunna
I so wish I lived in your area- well, I’d rather you lived in my area since most of my family is here.
Anyway, question- what forms of payment do you accept? Have you ever been ripped off with a bad check? If you accept credit cards- is that a complicated process to set up?
I accept checks and cash. I haven’t ever had a bad check and hoepfully I won’t! I used to accept credit cards, but it was so expensive! I’m waiting for PayPal’s new merchant system that allows you to scan credit cards with your smart phone and use your PayPal account. It only charges per use instead of a yearly fee.
Actually, since I sell out of Lucketts, I can send people to pay with credit cards inside. That’s what I did last year.
Realize the whole picture of what is like to be the vendor of any events. We should appreciate all the vendors for working hard, shopping, taking lots of time preparing for the event and keeping positive attitude in spite of unpredictable weather, unhappy campers, so forth. I love cupcakes but the change is always good. Surprise us! Looking forward to Lucketts Spring Market. Take care.
Great post, Marian! I’ve never done a show, but have certainly considered it.
All the best,
Barbara
Wonderful tips! I just set up for the first time at Marburger Farms in Round Top – lots of hard work and loads of fun! My tip is to price EVERYTHING! It is my pet peeve to go into a booth and have to ask what the prices are! Does anyone else see this? I know that you have great tags and you price everything and I wish everyone else would just take the time to do that, too. I have walked away many times when I just didn’t want to have to ask.
I wish you lots of luck and lots of fun – rain or shine
Jamie
Oh, I hate that, too! One year (quite a while ago), the vendors next to me didn’t price anything and I had people asking ME all day how much something was. I felt so bad for the people who just wanted to shop.
MMS, Have a great time! One of these days I’m going to check out Lucketts. I’m so excited for you and all your great and exciting experiences. Hugs, Anne
Where is the fair that you will be at soon? I live in Virginia also and would love to see your stuff and experience this up coming fair that you are preparing for….Thanks.
MMS- I live in Hanover and started to follow you last year right before Luckett’s spring sale 2011. I was so impressed I drove to Luckett’s to check it all out. WOW! What an experience. I now follow my passion of collecting “junk” and have had 4 very successful weekends at flea market shows this spring.
I didn’t step outside my comfort zone last year and introduce myself. I was afraid to come across as some stalker groupie.
However, now I know being a vendor myself how awesome it is when someone gives me positive feedback. I think you are amazing and will say hello this year .. Thank you for taking the time to post all the great tips.
-Lorraine
You have coverred a lot of the points and all good info,some other comments covvered many
other great points. I think one of the things you bring to your family,blog and Luckett sales. Is simply
Enthusiasm is Contagious….
If I mispelled oops.
My Blog is now finally getting some sales from people around the country….thank you for your inspiration.
I used to do Style shows all over Central Texas and one of the first things I always told the models.
Smile,something that can not be bought and sold,but will make all the difference with your customer.
Thanks so much for sharing your expertise. I’m reading all your comments, now, too because there’s a ton of wisdom there from your readers also! I pinned and featured your informative post today. Thank you again for the inspiration.
I love going to booths that look and ARE well put together. The photos of your booth last year looked so inviting, made me wish I could have seen it (& you) in person! I know you will have NO problem bringing them in again this year.
I also like to bring snacks & drinks to have handy without having to leave the booth. Bring sunglasses or a brimmed hat/visor if it’s very sunny – too much squinting can give you a headache, and also remember to bring pain reliever – regardless. Maybe even a small first aid kit. Accidents can happen when loading & unloading your merchandise. We always seem to need a small tool kit when things seem to need tightened or rehammered back into place from the trip to the festival & we’re constantly being asked if we have a hammer or screwdriver by other vendors. I keep a checklist handy on my computer for all the things that I always need to pack for shows.
I am going to be there for the first time ever! How have I not been there and it’s so close. I hope to get to see your items! You do fantastic work. Megan
I love reading all of these tips!!!! I’ve done shows off and on over the years, and one thing is for sure, nothing is for sure!
Weather, traffic, sales, etc.
*I would say bring ADVIL or some other pain reliever. I stress out so much over all the prep work that I usually need it through the show to stave off a headache.
*Snacks- I usually have a set up party with friends who are willing to help out and bring lots of goodies to make it fun and last through the process.
*I also love having a steady stream of friends throughout the day- I’ve joked about paying people to be fillers! ha ha! there are always lulls throughout the day, and if you have to man your booth, I always think it’s easier for people to approach if they aren’t the lone sole. It’s amazing how when others see people interested in something inside that they will venture in as well. (This also plays to staging too though- something in your space to lure you in!)
*A sense of humor is always good. Just have fun!
Great post, Marian!
I am going back and read all the comments as it seems your readers have lots to say as well!!!
I have to say I LOVED the last tip, to bring something special!!!
I am going to do that! And also bring y son with me to be my cashier!
I am scheduled to be in a school spring fair end of may and a vintage fair end of June.
Thanks for all the good advice.
I LOVE how you set everything up!!! I have a plant sale every year (just had it) and I tried to do more “pretty” displays, like you do, but with plants. I think it makes it look more fun and breaks up the look, almost into rooms or areas. I just love how you display! Such great tips. Thanks for all the time you take to share and organize thoughts so simply for us!!
COVERING GLOSS PAINT
I have an unusual desk from my mother that was painted glossy green/turquoise. I’d like to know if glossy paint needs sanding first? Will chalk paint work on it?
Thanks. And you have a great thing going here!! I like the idea of having no fear with decorating, though I must admit I wait for my imagination to trigger from pages of online pros.
Can your antiquing wax be used over chalk paint?
I live in Virginia about 90 minutes and plan on visiting ! Just have to decide if I’m a hard core or leisure shopper! Thanks for the info.