The Basic Guide to Selling Arts and Crafts

Table of Contents

Introduction

Chapter 1 Finding Buyers

Door-to-door sales

Home parties (boutiques)

Craft cooperatives (co-ops)

Gathering ideas of what to make

Identifying customers

Sales channels

Basic human motivations

Geographic location

Demographics

Season

Wholesale or retail?

Overlapping effects

Chapter 2 How to Price Your Work

Average market price

Floor price

Indirect costs

Labor costs

Cost of materials

Production cost

Cost of sales

Setting the retail price

Setting wholesale prices

Item profitability

One-of-a-kind pieces

Chapter 3 Succeeding at Art & Craft Shows

How to find shows

Kinds of shows

What to look for before applying

How to apply

How to better your chances of getting in

Last minute cancellations

Planning your show schedule

Booth location

Displaying your products

Booth cover

Accepting credit cards

Accepting checks

State sales tax

How to keep track of shows

More tips for having a better show

Awards

Chapter 4 Selling to Stores & Galleries

Finding stores

Listings of buyers

Doing wholesale business

Craft malls

Extending credit

Consignment

Selling on approval

Sales representatives

Chapter 5 Selling at Wholesale Trade Shows

Entry requirements

Which trade shows are right for your craft?

Advance planning

Booth displays at trade shows

Taking orders at a trade show

Chapter 6 Selling to Corporations and Interior Designers

Grants and funding

Promotion for the artist

Sources of corporate buyers

How to get commissions

Sizing up the job

Pricing the art piece

Work/study opportunities

Selling to the interior design market

Local designers

Getting known in the interiors field

Interior design organizations

Interior design trade shows

Contracts

Chapter 7 Building a Mail Order Crafts Business

Direct mail

Direct mail costs

Catalog sales

Classified ads

Display ads

Words that sell

Free publicity

Best times for mail offer response

A note about mail order

Chapter 8 Additional Markets for Arts and Crafts

Religious market

Selling crafts overseas

Selling crafts on university campuses

Craft products sold as premiums

Additional retail outlets

Chapter 9 Basic Business Practices

Permits and licenses

State sales tax

Federal identification number

Legal forms of business

Raising money

Borrowing from friends or relatives

Personal credit cards

Bank loans

SBA loans

Microenterprise programs

Credit unions

Additional funding sources

Bartering for services

Keeping records

Creating a logbook

Insurance

Employees

Licensing your designs

Sources of legal advice

Stay up-to-date

Chapter 10 Writing a Business Plan

Elements of a business plan

Division of labor hours

Marketing plan

Chapter 11 Using Promotional Material

Postcards

Business cards

Care labels

Hang tags

Brochures

Photos of your work

Chapter 12 What to Do if Your Work isn’t Selling

Market receptivity

Change your display

How color affects sales

Changing the materials to improve sales

Designing to sell

Increasing the perceived value

Is the price too high, or too low?

Improving your sales tactics

Ask for the sale

Stay focused on your intention

Stress the benefits of your product

Product knowledge

Make it easy for customers to buy

Selling from a full display

Promote yourself

Don’t apologize

Looking energetic

Chapter 13 Spin-Off Opportunities

Teaching workshops

Becoming a crafts supplier

Opening a retail craft store or gallery

Starting a crafts cooperative

Producing craft shows

Writing

Becoming a sales rep

Appendix A  Organizations

Appendix B  Buyer’s Directories

Appendix D Wholesale Trade Show Organizers

Appendix C Craft Fair Guides

Appendix E Booth Cover & Display Suppliers

Appendix F Magazines & Newsletters

Index