Everything You Wanted to Know About Working Craft and Jewelry Shows

How to Book a Show-------Any kind

In the last 10 years my wife and I have worked shows of all types all over America and I can tell you, they have been the BEST and the WORST times of my life! I will say this: If I knew more about what I was doing at the time, I would probably have an extra $20,000 in my pocket today. People come into this home jewelry business and they are excited about their new found talent of making hand crafted jewelry and with good cause. They enter the business world with the same zest that they did making their first piece of jewelry. It's a great feeling to give birth to a new business and finally begin to see it bloom. Working craft shows and selling your art is probably the most fun you will ever have as a business person!------BUT-----let me caution you, working with a promoter is like walking into a cage with a Bengal tiger. You better know what you're doing because the tiger certainly does! Oh, I'm not really referring to small craft fairs, church, school etc. I am referring to the larger shows that you will be working very soon! The relationship between artist and promoter is a necessary one. You have a job to do as an exhibitor and the promoter has a job to do. It's sort of like those National Geographic Shows on TV when the tiger is chasing the baby water buffalo! Well, in this case YOU'RE the baby water buffalo! When everyone does their job, life is wonderful. But when someone messes up, SOMEBODY GETS EATEN! First of all, I'm assuming that you are a future or current small home jewelry business owner or you would not be reading this now.You may be using my "GOLD WIRE SCULPTING SYSTEM"or you may not. Everyone has to make their own choice as to what works best for them. That being the case, if a problem occurs booking a show and you loose, don't even think about suing. That's all TV stuff. If you get in a legal tussle with a promoter, my money will be on the promoter no matter how noble your cause. Let's face it--Civil Court is very expensive. Lawyers are very expensive. If you follow these easy steps, it could save you thousands. Some seem trivial but when you loose a show or miss a show or whatever, it could mean a revenue loss of thousands of dollars as you develop your art. Even though you are just starting and your shows may be very small. If you follow the principles now, they will work well for you later when they really count First things First.

Commandment #1 Thou shall not work a first time show------NEVER work a first time show, I mean NEVER. I don"t care if your Uncle is giving it. 19 times out of 20 it will be a dismal failure or a very poor showing. No I'm not being negative. These are the facts. Unless you are a philanthropist, you cannot afford to do this show. Ask yourself: Would you go to a casino and bet your months wages on a 20 to one shot? Because that's what you're doing. These new shows take time and money to build up. Hey, if you find out it's good, there is always next year.

Commandment #2 Thou shall not work an outdoor show--------Well, this is my commandment. You might have to evaluate it a little more. Because there are some great shows held outdoors and some very inexpensive ones. But if you are working a great deal of outdoor shows and are rained out once or twice that could mean a loss of revenue for the year for several thousand dollars. I don't know about you but I cannot afford to loose one show because of the elements. Remember, people don't buy expensive jewelry in the mud, grass, rain, cold, heat. This is not counting the wear and tear on yourself AND, yes, there are many shows that are outside, especially art shows. where you could do quite well BUT if you rain out, don't say I didn't warn you. BUT-----you gotta call the shot on this one and it is very connected to the part of the country you live in and what you can afford. Do the best you can do at where ever you are.

Commandment #3 Thou shall not work low end flea markets----------Well, only if you're desperate and I have been many times. If you are selling name pendants or items under $20, you actually might do pretty good. AND if you have the opportunity to work one of those extravaganza markets like they have in Florida and California, well, it brings selling hand crafted jewelry to a new level and your business could take off like a rocket!! But remember price your products with your event. Anything you can make into a necklace (pendant and chain or black cord) sells very well. In other words they want to put it around their necks and wear it RIGHT NOW, such as: sharks teeth, tumbled stones,carved stone animals, handcrafted marbles. Don't laugh people love em! all kinds, glass stone,antique and more. In this market there are five magic numbers $5---$7---$10---$12.95---$19.95 don't ask me why just trust me on this one.PLUS depending on your clientele, you may sell some big pieces-- $100 to $300.

Commandment #4 If a Show has a main arena and they fill that section up with crafters and open a little small room or arena off to the side or in another section of the building, thou shall not work the side room. Sounds pretty finicky and it is. When you get paid, do you want 100% of your check or 60% because 9 out of 10 times you're not going to get the walking traffic that the main arena will and your revenues will be reduced considerably. You may even die a slow death. That means you could do only 20% of what you could have done. Check the shows you intend to do out early if you have the opportunity.

Commandment #5 Thou shall get a signed contract or agreement always to rent booth space if at all possible. Normally when you book a large show everything is written down. But sometimes a small operator may say, "Oh,don't worry about it--we always have room for one more". NOT SO-------At least get a persons name because they may not be there when you arrive to set up. It's your livelihood. It doesn't have to be a lawyers contract but something should be in writing to protect you in case push comes to a shove. If you're going to do this jewelry thing for a living --part time or full time you are going to need to be a professional and that means the business part too. Might as well start off right from the beginning.

Commandment #6 Thou shall always research a show, event or whatever before working it. Sounds easy Right--------Wrong. If another wire worker is in the show and you ask him how the show is 99 times out of 100 they will say it was terrible. Now he or she may be telling the truth but they maybe telling a little white lie. Hey, nobody wants to give up their payday. If they have a great show , one thing is for certain they will never tell you. You may have to ask other crafters and vendors who have worked it to get an idea of what to expect. If you are reasonably certain that the show attracts 3,000 visitors, I would chance that almost anywhere except a street fair or flea market. If the show is a gem show or craft show, fashion show, or something in that category and the numbers are 5,000 and up I think that would be a go.BUT------If the show already has a wire worker I think I would pass, hey, why split the pie. There are just too many shows that you can be numero uno!

Find out the walking patterns, side rooms, what type of people attend. If it's 15,000 farmers, you might be in trouble. Nothing against farmers but usually they or their wives don't buy fancy jewelry to plow the back 40. Wire sculpted jewelry usually appeals to women. OH, yea, men buy it but usually for their wives. Men are not big jewelry buyers. Just because of who they are. No earrings, no bracelets, no pendants usually a wedding ring and maybe one dress ring that they have had 20 years. I make jewelry for women because that's who it appeals to. Find out as much as you can about a show before you book. I'll give you an example. I was under the weather and my little wife decided to do a small show just one state over at the Petal Fairgrounds in Mississippi. So she called the PREACHER who was giving it and asked what was the expected attendance? He replied WE expect 40,000 people. She looked in a local art book and there was the show with last years attendance and it said: 40,000. Well, it looked pretty good so off she goes. Well, to make a long story short there were about 35 vendors. Some had driven from as far away as Oklahoma!!! About 30 people wandered through the show. The booth was $30 and she sold $40.--WHAT A DISASTER!

How do you avoid this situation? Well, sometimes you can't but instead of asking how many people were expected she should have asked how many cars does your parking lot hold? The parking lot held about 100 cars!!! Research, ASK, and do more research until you have a good show schedule you can count on every year. And every year let your slow shows go and replace it with another till ALL your shows are really clicking!

Commandment #7 If the show is inside, thou shall ask if the facility is air-conditioned? Sounds silly----well, it ain't. You would not believe the facilities that put on shows in the middle of the summer and they have a broken air unit. Ever see 1,000 people in a small tin-roofed facility in the middle of July down south! All the ladies could pass for Tammy Fay Baker without a dry eye in the room. Ladies just don't buy jewelry in this kind of heat. And the same goes for heat in the winter.

Commandment #8 Thou shalt always buy electrical service when possible. I don't care if none of the other booth holders have any lights. You be the one with the lights and you will be the one with the money at the end of the show. Why------Several reasons:Silver has a reflective surface that shines when light is applied. Gold the same thing. Gemstones the same thing. Frankly without lights your gems look dead.AND the #1 reason is that people are like insects, only bigger. They always go toward the best lit areas either consciously or unconsciously. Ever see lots of people walking down a dimly lit street? How many people do you see conversing in dark corners? People instinctively go to the brightest booth in the house. Experiment and see what I mean. Use lights, lots of them preferably halogen. Why? Because halogen duplicates sunlight and this will make your jewelry and everything else sparkle! Don't blind the customer but your booth should be well lit. This is an expense you cannot afford to cut out. If your booth is 10x10 usually one 300 watt halogen in each corner would do the job.

Commandment #9 Thou shalt BE POSITIVE!!! If you're working craft shows and jewelry shows for a living you have about 4 days a month to actually do some REAL WORK------and no making jewelry ain't real work----that's fun!!! Give it 100%. Be positive!!! Frankly it's all about being positive and loving what you do! It's contagious. If you have a great show, be grateful BUT never tell other crafters or wire artists how great you do! Unless you want 3 more there next year!-------If it's a bad show, keep busy! Demonstrate your work---give away a few little bead rings--give out a few flyers---show a crafter your new design. Don't read a book------don't read a newspaper ever----don't complain about things in front of your customers or anyone else for that matter---------------I have done hundreds of shows and there are always people that do well and others that do very little. If you look at the craft each has chosen and the manner they work their booth, you can usually tell who is doing good and who is doing bad.------------------------You want to know a BIG secret-------I'm serious---- a secret that will get you the best booths, best booth location and more! It takes a little time but this is it------NEVER-------EVER Complain about a show and I'm going to tell you why:

1st WHO CARES!!----who really cares that YOU had a bad show? No one! When you complain that things are bad, it is contagious because your customers pick it up and it actually reflects back on YOU!. Because you know what your customer tells her friends and neighbors and your future customers?
Mary Sue had a terrible show! Mary Sue didn't make any money! Mary Sue is not doing too good! What there saying is that Mary Sue is a LOSER!

Guess who else hears your whining? The promoter! And even if you don't tell him directly, he will hear about it eventually. AND guess what? A little too much complaining and you could be history or you could get that booth in the back that no one wants at the better events that you have been dying to get into. Then word gets around from promoter to promoter, future customers etc--------And you get a rep as someone that just don't do very well. A professional pain in the A--- maybe you won't make it in this business at all!

I have several shows I have been working for years and I have some of the TOP booth locations and this is very important when there are 300 to 600 booths! I will tell you why--------First, your product and booth must be very good-----second whenever I do a show and even a bad one, everyone is running to the promoter whining and whining. I never heard such a group of whiners in my life. They sound like a bunch of children!! When the promoter comes to me and asks me "How did you do, Preston" you know what I say ? things like this:

Mr. Promoter-------" This has been an incredible show for me!"

Mr. Promoter-------"UNBELIEVABLE!"

Mr. Promoter---------"Looking forward to it next year!

Mr. Promoter---------"You guys did a great job!

NOW-----------Let's look at this scenario. Did I lie? No----my terms could be taken either way-------90%. of the time it usually is not the promoters fault if you have a bad show. BUT after hearing everyone whine about how terrible life is, what does the promoter think about you?

I will tell you what he thinks:

*"Gee, this guys doing OK, when most people do bad!"

*People must love this guy's product-------------Maybe we will showcase his work next time.

*I should put this guy in front because he always does well at our shows.

Guess what the rest of the crafters, exhibitors think?----------You're a winner! You're doing well! You're making money!-------AND that's important for future shows and the credibility of your art.

REMEMBER ONE THING-----When you tell people your troubles------90% of the people don't care and the other 10% are glad you got them!!!!!!

Commandment #10--- Thou shalt always be stocked up when working a gem show or craft show. If you're working a small show and you just have one table of items and the booth fee is under $50, no big deal. Make sure it is neatly stocked and filled not empty. The bigger the shows, the more stock you're going to need and the better it will have to be displayed. That's why it's good to start out small and work your way up. But if you're in this to really make money at it, you need at least 300 items under glass. ------------Don't worry about this because your stock will grow as your art grows. Just be aware that the amount of jewelry and the different styles of jewelry should grow also. AND whatever you do, if you're low on stock, don't cram your booth with flea market items and buy sell jewelry because you will take away from being known as an artist and that's what is going to keep you in business in the long run.WITH ONE GLANCE AT YOUR BOOTH SOMEONE SHOULD BE ABLE TO TELL THAT YOU ARE A JEWELRY CRAFTSMAN THAT MAKES HANDCRAFTED WIRE SCULPTED JEWELRY -------------If you don't have enough stock------then contact another wire worker and see if you can purchase some wholesale items from them. And when you do, make sure you can mark up these items at least 100% absolute minimum. NOTE-----These rules might seem difficult but they become very important as you grow as a business person and as an artist. The most important thing is enjoy yourself! If you're making money at something you absolutely love-----------hey, it don't get much better than this.

Small Craft Shows and School Fairs

Let's look at another show----the tiny small school fair or craft fair with the booth fee usually about $25 to $50. At these shows it's nice to show off a few high end pieces but your bread and butter pieces will be under $30 This is what I would feature at a small school show and this is how I would price my wire jewelry.

6mm birthstone ring $10 to $15

wire bead ring $3-$5

wire filigree ring - no stone $5

name pendant $12.95

very small birthstone pendant $10-$25

Set up a box of loose colored tumbled stones on your table. You can build it yourself and save money. Build it out of light weight wood and varnish it or paint it to match your booth. Make it the width of your table and about 10 inches wide. Fill it with medium to large dyed tumble stones (the colored ones sell best) sell them for $1 each ---You could wrap them with a very quick inexpensive wire setting with jewelers brass or nickel silver for $10 to $20.-----------The universal sculpting setting works very good for these hard to set tumble stones.. Offer a black cord to make a necklace out of it for the inexpensive ones and maybe a chain or collar for an expensive setting. I used this type of set up for many years for my small wire jewelry business and it took very little room on my table and consistently paid for my booth fee. The colored tumbled stones sold best for $1. I paid between $.30 and $.50 for each one. Keep them cheap and you will cover your expenses with this little item. You can also have a pipe frame to hang the stone necklaces on and sell them complete. If you don't want to make these you can buy them pre-made.

Small girls wire bracelets with one small 6mm stone--charge whatever the market is

Wire toe ring $7

*Small craft shows are what I would call your first line of defense for a good wire artist------it's the fastest, cheapest and quickest way to get your home based wire jewelry biz off to a running start. You can usually find small craft shows in almost any community and if you shop them closely you can find some very inexpensive ones and sometime even FREE ones. The great thing about working craft shows is that you make a sale here you will take these customers along with you as you launch your small home based business. In other words by cultivating these customers and creating your mailing list you will sell these customers year after year. If you don't have a computer just write down your mailing list customers according to location. Such as-----city, state etc.Then when you work a show in their area send them a post card with a little info on where and when your going to be at so and so craft show. If there in your dialing area give them a call. You will be surprised at how many of these people will become very faithful customers and really appreciate your call. A great way to get listings of craft shows in your area is to check with your chamber of commerce or state tourism associations for listings of festivals, craft shows and trade shows.

25 Tips for a Winning Booth

1)---If it's your first show or your first time using a certain display set up, go through a dry run. In other words set the entire booth up in your home or yard. That means tables, cases, displays -- everything except the jewelry. Work out all the bugs, and you will have a few ,so when you arrive at the facility you will know exactly what goes where. PLUS you will sleep much better the night before.

2)---You should have a check-off sheet to work any type of a show----big or small------For the first year of doing craft shows we forgot so many things, it cost us lots of dough. And in some instances it can ruin a show. Let me give you an example of some of the things I forgot to bring and the results:

Ring mandrel-----------leave this behind and you are out of the ring business.

Wire cutters--------------very tough to cut wire with your teeth.

JEWELRY-------------------I know you don't believe it--------heck, I don"t even believe it, but, yes, we did. Luckily I was only about 50 miles away and went back for it.

3)---Pack everything at least one day before you leave for the show, that way you can use the check-off sheet right before you leave.--------It's a good habit to get into.

4)-----Don't forget the change for the bank--at least $100 bucks worth.

5-----Make sure you are parked legally and in a very safe place, especially if you intend to bring your jewelry back to the vehicle. Always think about safety. REMEMBER most jewelry is stolen from shows during set up or break down.

6)-----Convention center food is very expensive and very bad---bring a lunch,drinks, water etc.

7)----You should be able to carry everything you use for your booth by yourself or I should say whoever is the weakest person of the team.

8)-----If one object is too heavy to carry, you should break it down into two items. EXAMPLE-----Large wooden cafeteria table. -----use 1 or 2 aluminum folding tables.

9)-----Stay away from large commercial jewelry cases--------They might be fine for diamonds, emeralds, etc but not for one of a kind hand-crafted jewelry. People will go out of their way to look at hand crafted jewelry, but if you're displaying your jewelry in a large generic jewelry case, believe me, your jewelry will get lost in the crowd!

10)----If you're setting up at a union facility, teamsters, etc------usually they have to bring in everything. These guys are not known for their gentle handling of jewelry displays. PLUS find out all the scoop on their fees. EXAMPLE---Once in Chicago we let the union guys bring everything in and they wanted a total weight. We had no idea of the weight and said 500lbs. After the show we had a very big bill based on 500 lbs. of goods. Our goods were only 100 lbs.! It's a good idea to know what everything weighs. If you can possibly bring it all in yourself do it. BUT check with the guy in charge because they can still legally charge you whether they brought it in or not! AND NEVER, NEVER leave your jewelry unattended at this time.

11)-----Many facilities require fire-proof material for drapes and table covers. Are yours fireproof? If not, there is a spray you can buy to retard fire. This is usually required at the very big shows and not your small craft shows.

12)-----Make sure your booth is meticulously clean and neat----mirrors and any glass should be cleaned several times during the show. Keep all boxes and garbage cans underneath the tables out of site.Everything in order and neat and clean. If your displays are poor your revenue will be also.

13)----Make sure your lighting and electrical lines are out of site and well taped down or secured. Any electrical problems should be reported immediately. Always bring extension cords, sometime 2-------three way plugs etc------and don't forget the duct tape. If you have to pay extra for electricity, then pay it and don't try to get away with not paying. If you get caught, you could be barred from future shows.

14) If you're in this for the long run, crafters insurance is a must. It's very reasonable.For the first two years my shows were mostly flea markets and very tiny festivals but after I started working the larger shows I did witness quite a few accidents.EXAMPLE:

A complete lighting system fell down on top of a customer and he had to be rushed to the hospital.

A tent blew away in the wind and crashed into a booth selling pottery and destroyed almost everything in the booth and injuring the owner.

A customer leaned on a glass table top display case and shattered it cutting herself severely.

15)---Practice your craft and increase profits from 20% to 50%----------People are coming here to SEE A SHOW so give them one. BUT don't get so involved on what you're working on not to take a purchasers money on the next sale. This practice largely depends on how busy you are and if you have help in your booth. You have to call the shot here, but I can tell you from experience demonstrating really increases sales.

16) --Always bring some simple tools---crescent wrench, pliers, staplers, screwdrivers, extra light bulbs, etc. Put them in a little toolbox and make them part of your program. You always seem to need them every show.

17)---Create a portable office -- a small briefcase containing forms, contract for the show, directions to the show, pens, scotch tape, rubber bands, invoices or receipt book, price tags, magic marker, small calculator, order forms, sales tax chart, cellular telephone, Always, always bring more invoices and credit card slips than you anticipate using for the show. And don't forget your packing supplies--paper bags, plastic bags, etc. for customers and a clipboard for easy writing on your sales slips.

18) Bring coverings to cover your jewelry display when the show closes. Cover everything--out of sight can mean out of the mind of a shoplifter. It can be any color sheets, extra wide material. Try to keep the covers uniform in color. You might bring a stapler to staple them down.

19)---Bring a cash box with your change and keep it located in the center of the booth--not to the back wall or not underneath the table where someone can reach through and get it. Many a cash box has been stolen by someone reaching through the back of the booth or under a table. When you leave the booth, take all of your cash and charge slips with you.

20) -- Don't forget plastic coverings for your outdoor shows just in case in might happen to rain.

21)--- It's not a bad idea to keep all of your show material in the trunk of a car, in your trailer, or wherever. Keep it all together in once place.

22)-- Transportation can be difficult. Keep it in boxes that can be stacked or coupled after they are emptied. I have seen crafters use stacked large empty plastic containers covered with material to make a small table in their booth. Also, remember that during the show you must store your emptied boxes out of site.

23) --The right hand cart or dolly can be worth its weight in gold. I know we\'92ve tried many. The best thing to remember is to keep it light and expandable. Home Depot handles a great on--it can be used in two positions and breaks down into two parts--it is about $60.00.

24) -- Match the product and your booth setup with your show and customer. EXAMPLE: I've got a Christmas show coming up at a big craft event. I usually do $5,000 at this show for three days. And, yes, I sell a lot of high end jewelry (big pieces) at this show but 60% of my sales come from the following items:

* Birthstone rings from $12 to $20 --- I accent the entire display and make this the focal point of my entire 20 foot display. Why? Because I know without a doubt----rain, shine, good times or bad---this product is going to bring me through this show.

* Small sculpted pendants with as little wire as I can use. EXAMPLE a small black onyx oval 18x25mm---cost about $1.00. I use the Universal Sculpted Setting with 2 wires of 18 gauge gold fill on this cab---about 18 inches total length. Cost about $2.00-$3.00. And I'll sell this piece for about $35.00. This will be my target sale for this type of craft show.

* Inside of each case I will have a small display of these specially priced pendants with a Special Sale price tag with the price written boldly for the customers to see. The signs will read something like this:

*Show Special 50% OFF

*Show Special $35.00

*Show Special Two for One

*Closeout Sale -- This Case Only

25)--- I know this sounds simple, maybe ridiculous, but I can't tell you how many times I have seen people violate the rules, including me sometimes and I have always paid the price for it, always be ready to sell at the time the show opens and don't close up your shop until the show closes. I have made my weekend pay check MANY TIMES 45 minutes before the show closes. People actually wait until the end of the show to make their large purchases in anticipation of a good deal and guess what, I give it to them!

Display Cases

Let's talk about display cases----------There are lots of cases on the market but if you're trying to make your jewelry look better, more expensive, more glamorous, don't use old shabby cases because your show is over before it starts. Remember these cases are YOUR STORE and people don't buy expensive glamorous jewelry at sloppy looking stores. EXAMPLE-------------If you had an appointment with a dentist for major surgery and when you arrived at his office, he had apple crates to sit on, would you go through with the surgery? Nuf said.---------Also, the first thing crafters want to do is get a glass case--- any kind.---There are only a few companies that make these things worth a dime. Get metal cases, not wood.------Yes, I know lots of you have them and some look very nice. AND if you can't afford metal, hey, you do what you gotta do. But if you got the cash get aluminum with gold anodizing. If you're selling antique pieces or estate pieces then wood is fine but otherwise use metal---------The little extra it costs to get the gold anodized cases is well worth it ------it's usually about $10 or $15 per case more but well worth it.-------Remember, unless you're selling sterling, you want to drive home the point---MY JEWELRY IS GOLD------Plus answer this question for me?

The last fine jewelry store you went into---Were the cases made from metal or wood? Why reinvent the wheel!

TWO DIFFERENT SETUPS IN GLASS

#1---table top cases

There are many sizes and shapes of glass setups but after seeing hundreds of setups at shows across the country, I have only used two that seemed to work out. Lets talk about a table top setup. It is easy to set up and easy to transport. Table top cases are just that ----you lay them on the table provided or you bring your own. They come in all kind of sizes and you can order them in just about any size, depth and color. Stick with the basics and what works consistently. If you get one case that is huge like a triple decker, you're wasting your money. Most of the time it's too heavy for a lady to carry or a young helper plus the triple tier never seems to work when trying to display your items. When you go from laying your jewelry in a display fashion to standing it up, the rules all change. Keep it simple you'll be glad you did. Plus these cases require lots of props and display stands and that means lots more to carry. Plus they are so high they will hide you from your customer. Keep it open and keep your cases about waist level. Get a jewelry case that is TABLE TOP about 18x24 or somewhere close to that. Now if you are just starting out and have just a little stock or if you don't really plan to have a tremendous amount of stock, get your handles attached to the long side and if you've got lots of stock and don't know where to put it, get your handles put on the short side. Make sure your cases have the following:

*double latches

*front locks with two sets of keys--(keep one set taped to the inside of the case) All the locks should have the same locking mechanism------all the keys will be the same. Usually depending on the show I will either place my jewelry in the vault or lock my cases and head home for the night. DON'T leave your jewelry in these cases unless you're ABSOLUTELY sure it is safe to do so. AND in all my years on the road I only know of a handful of shows I would do this. (Oh,.the horror stories I could tell you)

*strong plastic or leather handles--these cases take a beating through the years

*coffin hinges------you must be able to leave your glass top up while showing jewelry-----you can't sell jewelry through glass, keep it up only while selling to a customer--one-on-one.

*alight non-pattern material on the bottom of the case----------the latest colors are pink, pale blue, chocolate, cream and white. Black is only recommended when you're selling all silver.

*pads on the bottom of each case-----tape a sheet of cardboard to the bottom and when you stack them, it won't scratch the top of the other case.

There are several thickness of cases. Just remember two things: Make sure you have enough room to standup your largest bracelet without it hitting the glass and don't forget that the thicker your cases are, the more room you're going to need to transport them. Make sure the glass is safety plate because if someone leans on your glass, goes through it, and cuts an artery, it may be your last show. Get a well built case. It only cost a dollar more and the extra protection will let you sleep better at night. These things take a beating by your customers and yourself. When displaying your goods, keep your lids down so you can have an unobstructed view of your customer. When the top of these cases go up your sales, will go down. It creates a barrier between you and your customer and makes it difficult for conversation to flow. I will give you an example of what I mean and how I learned about this.

EXAMPLE-----I was working a wholesale jewelry show and met a family that came from India and had been selling jewelry for centuries, literally. They sold 18 and 22 kt. gold, very high end and I noticed their cases were different from all the other traveling vendors. They were basically table top but a little bigger, gold anodized with no risers and no obstruction between them and their customers. I asked them about the cases and they told me that in 5 years they had spent over $50,000 on jewelry case rentals! So they bought these cases and built them so they collapse and traveled all over the country with them. -------During the conversation the Indian lady saw my cases and the lids up on them and commented "You should not do that. You will loose money!" I told her that I didn't understand. She said "You must not put a barrier up between you and your customer, even if it is glass-------It obstructs energy!!! Well I blew it off as some wacky kind of mysticism but just a few shows later it all came together. My wife and I was working a small craft show in Alexandria, Louisiana, and there were lots of people but not many buyers and during this time my wife noticed everyone passing the booth looking and commenting to each other about how pretty the jewelry was. You know typical woo and ahhha stuff. But what we noticed was that they were passing and commenting to each other and NOT US. Well, we took the Indian lady's advice and put the lids down on the glass cases. You guessed it! Would you believe it-- the passers by then started to come to US rather then to each other. In other words we were now interacting with our potential customers! And, yes, it meant a big difference in show sales, special orders and customer relations. Since that time I always keep the glass tops on my cases down and use them sort of as a counter. I never obstruct the "ENERGY PATH"

Your cases should be kept clean with Windex or some type of glass cleaner. You may have to clean your glass several times a day during a show. Line your cases around the perimeter of your booth. You usually will be working two full sides (a 10 x 10 corner) which is a total of 20 ft. You may need 7, 8, or 9 cases to fill it up. Every inch is valuable real estate. Use it all if you can.

#2 bolt together glass panels

The second system I would like to talk about is the bolt together glass panels. This system is widely used by professional crafters and jewelers. The big benefit here is that it disassembles and folds up into 2 small piles that could go into two suitcases and put it the back seat of your car. With the other system unless you have a VERY BIG car and a VERY BIG trunk it just won't fit. I usually pull a small trailer to hold all the cases but with this bolt up kit, it can all go into the back seat of my Ford Festiva.----------The system is a glass box that comes apart, that means top, two sides and a front. They are no bottoms (that's the table) and no rear, because that remains open so you can go in and out to get your jewelry. The panels can be cut in any size and if I remember right my cases measure 18 inches wide and 20 inches deep. Each glass box bolts on to the next one with angle fittings and shares the same wall. It is an interlocking system that makes a square horseshoe or corner both designed to fit a 10x10 booth. The benefits of this system over the table top cases is that it takes up very little space and is easy to transport but it also takes about 1hr to set up with 2 people working on it.

Since this system uses the top of the tables for the bottom you must bring your own bottom decoration to rest your jewelry on. We use two parts:

#1-----white material bunched up for the bottom of the cases.

#2-----cream linen type material to go over the top and create a padding for your sculpted pieces of jewelry that may not lie flat. REMEMBER jewelry that does not lie flat when displayed will be difficult to sell and remain in your cases much longer than the other pieces. Sculpted pieces of jewelry are famous for not lying flat when displayed so it is a good idea to have a flocked bottom. (bunched up)

This system can be purchased from almost any glass dealership, although they order it because most local glass shops don't cut safety plate glass. When picking out your connectors and fittings, get the gold (brass) ones they look much better than the aluminum. Also build the entire unit before you go to the show and mark everything as to where it goes, sort of like a big jig saw puzzle. PLUS if you order the wrong fittings or a couple lefties when you need righties, you may need to make a quick order to get the right ones. ALSO don't forget to get the edges milled so you won't get cut on the glass-------This is a must! Most glass places will have a huge catalog that you can pick out these systems, including fittings and all. My entire system cost about $450 extra glass, fittings and all.---------I like this system better for two reasons:

1---It looks VERY elegant

2---No need for a trailer

*Check your local country club to see when their yearly craft show or event takes place. The booth fee is very low for these shows and many times there is no charge for the booth. You will reach the cream of the crop by working these shows. It's a great way to meet affluent ladies that love to dress and can afford nice jewelry.

*Wal-Mart and K-Mart have craft shows once or twice a year and the booth fee is next to nothing----$30-----These are great shows and you can set up from 10am to 9pm. I have worked many of these shows and have done $1,000 or more for the weekend. You can also make special arrangements with some store managers to set up in the store or outside almost any time during the year.

*It is a little know fact but many national department store chains will let you set up for the Christmas Holidays or any time for that matter. Usually there is no set up fee (which works out well) and the cost is about 20% of gross. Which works out very well and takes all the risk out of the deal. You must have sufficient stock and a nice display of your goods. One wire worker I know set up for 90 days at a Sears Store up north and made over $40,000 for the Christmas Holidays. I guess he had a Merry Christmas.

*Get a sales rep----Check the internet or go to a nice shop and ask the shopkeeper. They can usually match you together with a rep that would be interested in handling your work.The usual fee for a sales rep is about 15%..Before you give them everything you own you might check them out and ask for referrals. Sometime a rep that sells something other them jewelry works very well or you can choose one that handles several types of jewelry. The most important thing is your gut feeling!-----------do you like this guy? gal?-----can you relate to them?------do they like your jewelry, or just doing you a favor?-----------get together with someone you like and can relate to and it sure wouldn't hurt if they liked your jewelry!