FAQs: 7 Tips for Outdoor Craft Fair Survival (Winter edition)

Craft fairs, markets and shopping events are a great way of promoting your brand on a budget, getting feedback from your customers and, of course, selling your product face to face.  But outdoor markets and fairs bring their own challenges - some you might not even think of before the event.  Here's my seven top tips for getting to the end of the day without a drama or frost bite:

Acrylic cardigan, pegged down products and cling-filmed pitch sides are just a few of my Winter market survival tips

♥ Wear wool not cotton, and layer up
This goes for socks, hats, scarves and your cardigan. It's going to be cold, and cotton keeps you cool, so make sure your knitwear is either wool or acrylic. Even if it looks thickly knit, cotton won't keep you warm when the temperatures plummet!

♥ Take your door mat
Yeah, you heard right. A scrap of carpet to stand on will help to keep your feet warmer behind your pitch!

♥ Get a money belt
The outdoor market I sell at is in Leeds City Centre on a busy shopping street where shoppers have access behind the pitches.  Don't leave a cash tin unattended, get yourself a money belt that constantly strapped to you.

♥ Bring a big Thermos flask
I just upgraded from 0.5l to a full litre. I'm a tea fiend anyway but hot drinks will help keep you warm and satisfied.  Buying lots of coffee from the shops adds up.

♥ Get some battery operated lights
It's starts falling dark shortly after 3pm now.  I am the envy of the market traders with my rechargable LED bar lights from Clas Olsen.  You saw them here first...

♥ Build a den with cling film
Don't forget if you have a metal frame pitch to take some cling film to wrap around the sides to create a wind and rain break.

♥ ...then pin or peg stuff down
Even when the wides of your pitch has been wrapped up wind might still take off your lighter things! I use pins to hold things down, and something tie elastic to my table then use clothes pegs to hold them.  To stop your table cloth taking off, get some of these super strong spring clamps.

♥ Bring as much stock as you can manage
Keep surplus stock under your table.  Certainly at the city centre you go through lots, so keep topping up your display as you sell.

So there's 7 tips for winter fair survival - let me know how it goes!


xoxo

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FAQs: 8 Ways to make your craft stall a sales success

Craft fairs, markets and shopping events are a great way of promoting your brand on a budget, getting feedback from your customers and, of course, selling your product face to face.  But sometimes after the event you may feel as though your time as been wasted if you don't have much dollar in your tin. Here are 8 ways to have a successful day of sales:

ReetSweet at the Corn Exchange - photo credit

♥ Cater for a range of budgets
It's good to have a couple of things that are like little treat, impulse buys for people.  Unfortunately 'craft fair' means to a lot of people 'tat' and certainly not 'contemporary' and definitely not 'fashionable', so more often than not people go along for a gander and don't expect to see anything they'll want.  So they might have some change in their pocket - cater for those because there's a lot of them (note: this does not mean sell all your work cheap!).

♥ Engage with everyone who engages with your stall
Some stall holders have a rule that they won't chat to people who don't start to chat with them, in case it makes the customer uncomfortable and a bit 'hard sell-ish'.   Most people who have bothered to attend the event will value handmade and have an interest in the individual behind the work.  All you need to say is 'hello', look them in the eye, and just say that if they need anything they can just ask!

♥ Talk about your work
Once I shared a stall with a girl who lost out on so many sales. It was painful seeing people interested in her work but walk away whilst my imaginary till was consistently ringing.  The trick is, when a customer pauses over an item for a couple of seconds, to tell them about it. A perfect example is my Manga necklaces. As people look at them I tell them that each one is one-of-a-kind. How it's made. I ask who they are thinking of buying it for. I reassure them it will be perfect.

♥ Offer gift boxes or pretty presentation
A lot of purchases made at these events are as gifts and a suitable box or wrapping for the items sweetens the deal as it makes life a lot more convenient for the customer.  In the very least have a nice tag so when the gift is given it looks professional.

♥ Get yer press out!
If you have been featured in any press, show it off! Your customers will feel more confident in you and your work, and feel like they want to show off what they buy! 

♥ Make an eye catching display
There's likely to be a lot of stalls at these events, so you're going to need yours to stand out.  Don't just think about what looks good, but think about what looks different.  I've seen loads of stalls look really great in pastel shades, shabby chic/Cath Kidston style.  But that's just it, there's loads.  Think about your style and how you can make your stall stand out amongst the rest in your theme.

♥ Stand up
It works! If you are sitting down, it does look as though your not particularly busy and customers will lose their confidence in buying from you.  Obviously if it's really quiet, take the weight off your feet!

♥ Smile!
I went to Renegade last year for a looksee.  There was a trader there that I'd been thinking about buying from for sometime. The trader had a helper that day. She was the scariest person (to look at) that I had ever seen. She sat down, bolt upright, didn't smile, and stared at everyone walking by. *Not* inviting!

So there's 8 of my ways to make your stall a sales success.  I'd love to know your tips for a successful day of sales!

Next week: Tips for choosing the right fair...


xoxo

♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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FAQs: Seven essentials first-time craft fair survival

Craft fairs, markets and shopping events are a great way of promoting your brand on a budget, getting feedback from your customers and, of course, selling your product face to face.  But getting ready to do it for the first time can be nerve-wracking, worrying if you've forgotten something. Here are my essentials for a day that runs smoothly.

Knitting and Stitching Show, 2010 (not my first!).

 ♥ An internet presence
If you don't have some sort of internet presence in advance of the fair you'll really regret it. Shoppers are very savvy and although there's a great impulse buying aspect to short events, some people will go away and want to buy later.  There's lots of cheap ways to get a presence online, using a platform like Etsy or Folksy your customers can buy later too without the massive price tag of having a website designed.

♥ Drink!
Water, water, water!! If you're anything like me you'll be chatting away all day, if not to customers then to other traders.  You'll have a mouth as dry as a camel's flip flop in no time.  I also like to take a flask of tea because I love it, and at many events even with a traders discount you can end up paying ££ for just hot drinks!

♥ Snacks
Treats and nibbles are also good, as you won't want to leave your stall to go find food once you're on a roll and you will need to eat to keep your energy up!

♥ A notepad
Make a note of all your sales.  The boring bit: you should do to make sure that you're declaring your takings to the tax man. Less boring bit: It is interesting to see what sells well, at what time of year, at what sorts of events, etc. Fun bit: people love to give you tips! I have found out about the best stockists from customers telling me my work would suit particular shops I would never know about - make sure you make a note!

♥ Plenty of stock
This is the trickiest thing when first starting out.  How much is enough? How much is too much?  You need enough to fill your table - using various props to make it visually interesting.  I've seen people go for a minimalist look when it comes to their work and it really doesn't work.  It's an event for buying and selling, to an exhibition for looking and thinking.  And if you walked into a shop on the high street that was half full you'd wonder what was going on. Don't make that mistake.  How much surplus stock depends on how much you can transport - as long as it's not perishable, anything unsold will go to your next market!

♥ Business cards, fliers or both?
Who attends craft fairs and markets? Shoppers. Stockists. Other arty types looking to network.  I started out with just business cards that had my logo and web address on, and used them for everything.  The size works as they can slip into a wallet and I recommend them over something more A6 size.  But if you want something to give to another maker or a stockist, maybe something with your name, number and email address would be a good idea too.

♥ Change
Make sure you have plenty of change and somewhere safe to keep it.  I find having something to tie round my waist really convenient.

♥ Layers
If you have ever met me at a fair you notice I always have a hoody or cardigan.  You just never know if the venue is going to be freezing or red hot, so best to wear clothes you can peel off or pile on! 

So there's seven of my essentials for market survival.  I'd love to know how your first market went - or if you have any market essentials you can't live without.

Next week: Tips for craft fair success!

xoxo

♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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FAQs: How do you write a good tag line?

 A 'tagline' (or 'slogan' as we called it a few years ago), is a sticky-memorable phrase that your customers will remember about who you are and what you do.  But how do you write a good one?

Write Write Write Print by The Dreamy Giraffe

This week's question has come directly from Leeds-based Chloe.

@KitschenSink hey I have a question for your FAQ! I need a great tagline for my brand, I'm not succinct enough!

— Chloe (@peskychloe) February 8, 2012

Here goes!:

♥ Don't use promotional words
Customers will see through your self-proclamation of being the 'best' at anything, so don't bother with any of that! Leave those words for your customers to use in feedback.

♥ Consider calls to action
Marketeers love a 'call to action', so putting one in a tagline will give it to your customers over and over again...  Think about using doing words... 'Just do it'!

♥ What's your mission?
Chloe sells her own designs and other independent designers' work in her shop.  But what is the mission? To sell limited edition designs from UK based designers? To give first-class customer service? To provide accessories to a very specific sub-culture customer? 

♥ Remember school
Rhymes, alliteration, similies and such work really well, that's why we learnt it (and why you shoulda listened!).  Work your thesaurus app - it will come in handy! 

♥ Go with your gut
I think a lot of these things are accidental. I know mine was! Word play is like anything creative and some people just come up with good ideas, and some people have to work on them for a long time to craft something amazing. Do what works for you... and your customers!

Happy writing!

Got a question? Why not Tweet me and I'll put your tweet directly into the blog post - you might get some new followers!  Alternatively you can email me, if you'd prefer :)

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♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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FAQS: What do you do when your work gets copied?

Finding your designs and ideas appearing on other websites and fanpages uncredited, or worse, passed off as someone else's idea is an infuriating, upsetting and often bewildering experience.  But what do you do when it happens? What can you do? This post gives my guide on what to do when you believe you have been copied.

♥ Take a break
It's tempting to want to go wild online when you've found a copy cat, but it's important to address them in a cool and professional manner.  Shut down the computer, make a tea, sleep on it if you have to. Re-adress when you have had time to cool off.

♥ Don't get into a public fisticuff
You're going to be angry but airing dirty laundry will do nothing for your online persona.  Don't be a keyboard warrior and don't be aggressive.  Humiliating them isn't going to help resolve the situation. Take this up privately, perhaps by email.

♥ Get the opinions of others from your creative area
If the copy isn't a 100% replica it can be a good idea to post the offending item in a forum of trusted contacts.  Their objective thoughts can put your mind at rest that you're not claiming all rights to the style or medium you work with but that they have take your design ideas too.  It's important you ask trusted contacts rather than friends, as friends can often say what you want to hear just to be nice, or may not understand that some techniques aren't 100% original to you.


♥ Making contact:
Write a firm but friendly email that states clearly the following:
♥ How you found out about it (might stop them doing it again if they know it's easy to get caught!)
♥ When you came up with the idea, how long you have been selling it, how many have sold (will reinforce you were there first, and if it's your identifying/classic design they'll know it needs dropping, pronto)
♥ Unique identifiers of your work - this is so important.  By listing every identifying aspect of the piece of work and pointing out that each aspect has been reproduced, it really does explicitly point out that you work has been copied, and not just 'inspired'.
♥ Why you don't want to be copied - I know this is obvious, however, I think it is important to point out to someone that you have developed an original idea so that you can gain top gallery exposure, high end stockists etc, and by others copying your work it waters down its originality. That, and you're working hard for someone else to just... steal!
♥ You won't take this any further if they play ball - wish them well with their creative venture and state that if they remove the offending pieces that you will draw a line under it.

♥ What can I do to stop copying?
Not a great deal.  There is such thing as Design Registration, I have taken it out on some my designs.  But really, it gives a tiny bit of protection if you had the financial means to take someone to court over copying.

♥ Can't I get my designs patented?
No. A patent is a type of registration that covers how things work - mainly science and technology. Like a Dyson!

♥ What now?
If the copier doesn't stop when you ask politely, it might be time to play dirty.  I have never been copied by a high street giant but have read cases of those who have.  Hidden Eloise started an awesome social media campaign against Paperchase which gripped the nation and had the company trending nationally.  Paperchase eventually stopped selling the design.

I hope these tips address concerns in regards to copying. As always, these are my own suggestions from my own experiences - I'd love to hear your thoughts!

Got a question? Why not Tweet me and I'll put your tweet directly into the blog post - you might get some new followers!  Alternatively you can email me, if you'd prefer :)

xoxo

♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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FAQS: Getting your price right, and why you need to!

Getting your prices right is important. Not only could you be ripping yourself off; if you want to develop your business, getting your retail price wrong could be a deal-breaker when it comes to stockist enquiries.  And low-pricing could be why you're getting the evil eye at trading events...  in this blog post I'll give my perspective on:
♥ the difference between wholesale and retail pricing 
♥ ways you can price up your products
♥ how correct pricing will benefit your little enterprise
♥ how ignoring advice might impact it

Tatty Devine Price Ticket Pin

♥ What's a wholesale price and what's a retail price?
The retail price is the price a customer pays - on your website, in a shop, etc.  The wholesale price is what the shopkeeper (or 'buyer' if you're dealing with a big business) buys it for. They will want to sell your work on to their customers at the same price you do on your website/stall, but make a profit for themselves too (fair's fair!).

♥ Start with the wholesale price and end with the retail price:
Don't make the mistake of guessing how much someone would pay for your work and go with it.  Start by formulating a wholesale price you are comfortable with and use that to calculate your retail price.

♥ How to calculate your wholesale price:
The calculation isn't 'one size fits all', but you need to take into account the following:
♥ What would you like your hourly rate to be?
♥ How many of these pieces can you comfortably make in that time?
♥ How much did you spend on supplies for each item?
♥ Did you use any equipment to make it, such as a sewing machine, that might need to be replaced at some point?
♥ Are you going to spend time photographing the piece? Make sure you charge for that!
♥ Is there any special packaging/printing that comes with the piece?
♥ Overheads including things like stall fees, your website hosting fees etc

The price you end up with should be a price you feel comfortable with selling at without any 'But! I won't make any money if I sell at that price!' feelings.

♥How to calculate a retail price
Different shops and galleries mark up at different rates.  If you want to gain some wholesale orders (if you're not sure of the different between wholesale and consignment, please read my previous FAQ), you stockists will love it if they can make a great profit.  Begin by tripling your wholesale price.

Don't stop there.

♥ Increase your "perceived value"
Once you have your retail price, it's time to consider if it reflects you and your brand.  Increasing the price more could increase confidence in your product, boost feelings of exclusivity and its owner will cherish it, and not simply wear it once and toss it aside.  Think about the difference between your feelings on a bracelet you bought from Primark compared to if you bought a bracelet from, say, Thomas Sabo.  If your product is well made, limited edition and pretty unique, don't be afraid of upping the price.

♥ Don't compete with the high street on price
An easy mistake to make is to think that if someone can buy a product off the high street at once price, your alternative should be the same price.  It won't work and we don't have the buying power or sweat shops they use.  Of course, we are in competition with them, so compete on service and quality of product instead.

♥ So what if my prices are low? More people will buy my work!
♥ Loss-leaders can be a fantastic way to do one-off promotions and get your name known, but that's what it must be, a short term promotion with your name pretty much plastered all over it so your customers remember you and come back to something you can actually make a profit from.
♥ Shop and gallery owners may assume a super low wholesale price until they realise you haven't priced properly and you have to start again from scratch, and they will in turn lose confidence in you.
♥ A good fair/market organiser will recognise inappropriate pricing and decline you from events because they know their good, regular traders will get pissed off if you are effectively competing with them on price.
♥ If you slip through the net and are accepted, you won't be making many friends with other traders at the event (it's my major pet peeve!).

♥ Still think your retail price is too much even with the minimum wholesale price?
Then it might be time to rethink your product.  Source your materials from somewhere cheaper, find a quicker way of working or design something new that will make a better return.


Hope this has helped! Remember, if you have a biz-related question that you think I might be able to help with, just ask, and I'll see what I can do...

Anything I missed off? What tips do you have to share for pricing work?


xoxo

♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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FAQs: Top Tips for Stocking Shops

I still remember the awesome feeling I got when I was first approached by a shop owner that wanted to sell my work. Wow! A real shop that wanted my work in it? Things just got SERIOUS!  Now not so much. I love to be asked and it happens a lot, it's still great, but I don't always accept.

Hannah Zakari Edinburgh - super awesome shop to stock

Having your work in a shop is super rewarding. Once I went into Heart Gallery in Hebden Bridge and felt like a celebrity! But putting your work in the wrong hands can leave you out-of-pocket or with your reputation in ruins...

Here's my advice on what to consider when stocking a shop:

♥ Terms: Wholesale Vs Sale-Or-Return (a.k.a "consignment") Vs Rent-A-Shelf

My preference would go in the order above.

Wholesale: Per piece, I get a smaller fee, yet I have a higher minimum order value and get paid upfront. Cash in my pocket, jobs a good 'un.  It also says that the retailer is confident they can sell your work and have a turnover that allows them to buy in bulk. Because they have bought the pieces, it's their job to shift em, and they can put them in the sale and even sell at a much higher price than you would do. They may also choose not to use your packaging and use their own, so you may not get credit for your work, but these are things you can iron out when you schmooze with your stockist person.

Sale Or Return: Per piece you get a better fee (they will take 30-50%), but you only get paid if it sells.  That's cool by me, my work sells, it seems win/win for the stockist and the designer, and it also means that the stockist has to put in some welly if they want to make ends meet. The only problem is keeping track of who has what stock if you have a lot of stockists on this basis! Time to exercise your spreasheet skillz.

Rent a shelf: Just say no! I can see how a rent-a-shelf basis might appeal to a new maker as their first stockist experience.  It might be just the kudos you need to get yourself another stockist on better terms (a bit like your Saturday fast-food job experience helping getting a full-time job, but you wouldn't want to work there longer than three months!).  On these terms the proprietor doesn't really need to put in the legwork to sell stock because they make ends meet with the rent you pay.  Because established makers wouldn't usually entertain these terms it also means the standard of work in the shop might not be up to scratch, and priced badly (which will affect the perception of your own work).

♥ Word of mouth recommendation
If you have a network of maker friends or are a member of a forum, why not ask if anyone else knows of the stockist? Do they pay on time?

♥ Pop in t'shop - be private investigator!
Is it clean and tidy? Does the assistant say hello? Is there a clear price point, theme and standard of work being sold?  Would you be proud to see your work in there?  Are people looking around?  Are they genuine buyers buying things?  It might be worth popping in at different times of day to get a good idea.

♥ Do they have a website?
Is it well designed? Is the photography any good? Again, would you be proud to see your work on there?

♥ The Spiel: Go with your gut
You might get given a sales pitch.  Should you really need it?!

My decisions are based on different values and opinions to what other designer's might be.  For a start, I don't rely on the money from my designs to live, which allows me to be a little... snobby! It's not all about the money! I'm always a great believer in quality, not quantity, and I won't get walked over. If a stockist doesn't pay up, I get out.  If I have had a bad experience with a stockist I might also tip off my networks - share the wealth (absolutely not the correct phrase to use here).

Hope this has helped! Remember, if you have a biz-related question that you think I might be able to help with, just ask, and I'll see what I can do...

Anything I missed off? What tips do you have to share for stocking shops?

xoxo

♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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Winning Top Tips: Literally

Lately I am subject to many questions about how to run a business. Some are quite broad, and some are very, very specific.

How To Fold A Paper Airplane Postcard by Little Alexander on Etsy

If you didn't already know, I work full time and do this as a sideline (I know, I'm a powerhouse). I also do pretty much everything myself, design, make, accounts, copy write, sell and the rest (except graphic design which I leave in the superhands of kidd81.com).  But this does mean that I don't really have time to respond individually to each person. So... from now on, questions will be answered publicly, making an audience generated FAQ if you will. So go ahead, ask, and I will give you my personal circumstances and perspective. Awesome!

Anyway, as I was deciding to do this, Moo (those crazy printing people) ran a little competition - to tweet business tips with the hashtag #MooTip.  What I found more astonishing than winning was that my tweet was re-tweeted six times by mainly people who weren't previously following me, and it was favourited by two twitterers.Kapow!

If you're an artist or maker, don't under price your work. High prices makes for higher perceived value #mootip
— Rowan | KitschenSink (@KitschenSink) January 7, 2012

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♥ Colourful ♥ Kitschy ♥ Funky ♥ Fun...

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