Re: first wholesale show

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Posted by John on September 27, 2000 at 16:25:19:

In Reply to: first wholesale show posted by Luann Udell on September 27, 2000 at 14:40:37:

For your second color sell sheet, go ahead and cull some of the harder-to-produce items for the sake of aesthetics, but cram everything into the price list, which is busy enough anyway.

Before I start answering your specific ones, I have a question: where do you make your money? If it's mostly in your one-off high end pieces, then you want to take plenty of them to the show to demo the range of this work. If you make your $$$ in PC bracelets, then too many of the high end items might detract from the overall *look and feel* of the display, so that your bread and butter pieces get lost. Of course *samples* of one-offs are always acceptable -- and also allow you the theater of having the customer participate in the *design* of his/her very own piece. Just make certain you charge enough for following their shockingly good taste. Example: the one you have hanging on the booth wall might be a mere $400; but after spending half an hour abtracting from that design to match the fabic in Ms. Goodtaste's sofa (you were aware, were you not, that it's going into her home?), you ought to be quoting at least $500!

As far as pricing one-offs is concerned: by definition the price is the price, i.e., there is no wholesale vs. retail. The buyer will never see another one like it, so there is nothing to compare the price to. Wholesale presupposes some kind of discount for quantity, which in this case there isn't much of. The most I might go would be ten per cent off for two, thirty per cent for three etc. But keep the price as the price -- not as a reference to retail.

Why go to all that trouble producing a nice brochure for items you will never make again? Just as effective would be postcards from Modern Postcard. Using postcards also has the added benefit of underscoring the uniqueness of your one-offs.

With regard to biz cards, see my question above. If jewelry is your bread and butter, then print new cards and toss the old ones with the wall hangings -- or print them with both. Don't worry about your *cheerful but clumsy* customers losing all your valuable literature -- take a stapler with you to the show. And don't scrimp on the staples -- four or five will ensure that the package gets back home intact.

You aren't missing a thing. Decent color representations of your work, an up-to-date price list, an artist's statement and a little babble about how you do business (terms, returns policy, etc.) will put you head and shoulders above the crowd of exhibitors.

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