The Ultimate Guide to Starting a Business Selling at Festivals, Fairs and Flea markets.
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The Ultimate Guide to Starting a Business Selling at Festivals, Fairs and Flea Markets. Juan F Rodriguez
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This book is based on twelve years of actively selling at festivals,fairs and flea markets. In this book you will learn from sourcing your product, licensing, booking shows ect...
Transcript of The Ultimate Guide to Starting a Business Selling at Festivals, Fairs and Flea markets.
The Ultimate Guide to Starting a Business Selling at Festivals,
Fairs and Flea Markets. Juan F Rodriguez
THE FESTIVAL COACH
FESTIVALCOACH.COM
1
The Ultimate Guide to
Starting a Business
Selling at Festivals, Fairs
and Flea Markets.
This Is a Very Detailed Report on How to Start and
Operate a Profitable Business Vending at Festivals,
Fairs and Flea Markets.
THE FESTIVAL COACH
FESTIVALCOACH.COM
2
Table of Contents
Introduction- How I Entered the Festival, Fair and Flea
Market Business
Reasons Why to Start your Own Business
Setting Up Your Business
Legal, Licenses, Permits Insurance and Sales Tax
Your Idea for a Product
Supplies
Booking Shows
Setting Up Your Booth
Your First Show
Interacting with Customers and Reading Their Body
Language
Final Thoughts.
THE FESTIVAL COACH
FESTIVALCOACH.COM
3
Introduction - How I Entered the Festival,
Fair and Flea Market Business
Before you embark in this type of business you will need to
decide what would you want to sell. I will tell you that
woman are the best customers and nine out of ten times
they have kids with them so you will want to have some
kid’s jewelry also, this is just an example. But what you
may have to do is a little bit of homework. Visit a few
Festival, Fairs and Flea Markets and look around and see
what the vendors are selling. You don't want to copy them
this is just to jog your memory into coming up with ideas.
Try to come up with a product that will set you apart from
the other vendors. The less competition the better. Compile
a list of products that you like evaluate them and then
choose the one that makes more sense.
The purpose of this eBook is to provide you with
abundant information on how to become a vendor at
festivals, fairs and flea markets. I will show you how to
maximize your profits through buying wholesale. I will
also provide you with tools that will help you find and book
shows. Plain and simple the information that I will share
with you will show you how make money at Festivals,
Fairs and Flea markets.
In order for me to explain to you how I have
achieved allot of success in this business, I first have to ask
you a couple of questions before I can continue. Please
answer to yourself the questions before you read on
THE FESTIVAL COACH
FESTIVALCOACH.COM
4
because it is very important. 1) Are you willing to travel
and sometimes stay away from your family for days or
even a week at a time? 2) Are you willing to stand on your
feet for up to 12 hours a day? 3) Are you willing to provide
your customers with top notch customer service? If you
answered yes to all three questions, then this type of
business is for you. If you answered no to even one of these
questions, Pease stop reading this eBook and request a
refund. I say this because this business takes allot of time
and dedication. Now the only way I can explain this
business is by giving you a detailed explanation how I
acquired a product and made between 900% to a 1200%
profit on it.
In 2007 I was living in Illinois when I was planning
to move to Michigan. At this point in my life I had taken a
break for six months from the Festival Fair and Flea Market
scene. During this break I was sourcing for the next big
product. I spent countless months with no luck. Then one
day my brother-in-law came home from one of his science
shows. He had his hand in front of me baled up in a fist and
said you are not going to believe what I have to show you. I
was excited because I knew that this was it. He opened up
his fist slowly and showed me a key chain with a scorpion
embedded in acrylic. I knew right away that this was my
next big money maker.
So I went home that evening and spent countless
hours researching this new product searching for the
manufacture. So after spending countless hours surfing the
net finally I found the supplier of this awesome product and
come to find out they had an assortment of this
THE FESTIVAL COACH
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5
product. They had necklaces, bracelets, key chains,
paperweights and desktop decorations with an assortment
of bugs. I got in contact with the supplier and got an
awesome quote.
Now I will share with you the price the wholesaler
was offering me the products for and how much I ended
getting it for directly from the manufacturer. The
wholesaler was selling they key chains, bracelets and
necklaces for $2.75 apiece and the manufacturer which I
ended up buying 3000 pieces from sold them to me for
sixty-seven cents apiece. I prefer to import my products
rather than buy from US wholesalers. Put in the countless
hours if you have to sourcing a products manufacturer it
will pay off in the end. Which will line your pockets with
crisp $100 bills.
So prior moving to Michigan I had three shows
booked. I bought all new displays, table covers and other
items to make my booth look very professional. The day
finally came my first show with this product, the show was
three days long. I priced the products pretty high. The
bracelets I sold for $10, Key chains $11 and the necklaces
for $12. To make a long story short I ended up selling
$2,500 worth of product during that three-day show. Not
bad huh? It took allot of researching the demographics of
the area and the show itself before I decided to participate
in it. It took a lot of motivating the crowd and getting them
excited about my new unique product.
I did not tell you that the show was three and a half
hours away and that also I slept in my van for the two
nights so I can sleep and be aware of my booth at night but
THE FESTIVAL COACH
FESTIVALCOACH.COM
6
that was my choice. You can rent a hotel room but it will
cut into your profits and also you run the risk of your booth
being broken into while you were away. I like to tell the
pros and cons of this business so you can be fully prepared.
So with all that I have written so far I have given
you a lengthy introduction of what the business is all about.
Next, I will go in depth step by step from obtaining your
federal and state tax id, to sourcing a viable Before you
embark in this type of business you will need to decide
what would you want to sell. I will tell you up front that
what sells the most is jeweler. If you decide to sell jeweler,
then you need to decide what type of jeweler you want to
specialize in. I will also tell you that woman are the best
customers and nine out of ten times they have kids with
them so you will want to have some kid’s jewelry also, this
is just an example.
But what you may have to do is a little bit of
homework. Visit a few festivals or fairs and look around
and see what the vendors are selling. You don't want to
copy them this is just to jog your memory into coming up
with ideas. Try to come up with a product that will set you
apart from the other vendors. The less competition the
better. Compile a list of products that you like evaluate
them and then choose the one that makes more sense.
The purpose of this eBook is to provide you with
abundant information on how to become a vendor at
festivals, fairs and flea markets. I will show you how to
maximize your profits through importing directly from the
manufacturer. I will also provide you with tools that will
THE FESTIVAL COACH
FESTIVALCOACH.COM
7
help you find and book shows. Plain and simple the
information that I will share with you will show you how
make money at festivals, fairs and flea markets.
In order for me to explain to you how I have
achieved allot of success in this business, I first have to ask
you a couple of questions before I can continue. Please
answer to yourself the questions before you read on
because it is very important.
1) Are you willing to travel and sometimes stay
away from your family for days or even week at
a time?
2) Are you willing to stand on your feet for up to
12 hours a day?
3) Are you willing to provide your customers with
top notch customer service? If you
answered yes to all three questions, then this
type of business is for you.
If you answered no to even one of these questions,
please don't waste your time reading my blog. I say this
because this business takes allot of time and dedication.
Now the only way I can explain this business is by giving
you a detailed explanation how I acquired a product and
made between 900% to a 1200% profit on it.
I was living in Illinois when I was planning to move
to Michigan. At this point in my life I had taken a break for
six months from the festival and fair scene. During this
break I was sourcing for the next big product. I spent
countless months with no luck. Then one day my brother-
in-law came home from one of his science shows. He had
his hand in front of me baled up in a fist and said you are
THE FESTIVAL COACH
FESTIVALCOACH.COM
8
not going to believe what I have to show you. I was excited
because I knew that this was it. He opened up his fist
slowly and showed me a key chain with a scorpion
embedded in acrylic. I knew right away that this was my
next big money maker.
So I went home that evening and spent countless
hours researching this new product searching for the
manufacturer. I could have easily have gotten the
information from my brother-in-law of who was the
wholesale distributor. But I learned my lesson through trial
and error and what I have to say to you is never buy
wholesale (EVER).
So after spending countless hours surfing the net
finally I found the supplier of this awesome product and
come to find out they had an assortment of this product.
They had necklaces, bracelets, key chains, paperweights
and desktop decorations with an assortment of bugs. I got
in contact with the supplier and got an awesome quote.
Now I will share with you the price the wholesaler
was offering me the products for and how much I ended
getting it for directly from the manufacturer. The
wholesaler was selling they
key chains, bracelets and necklaces for $2.75 apiece and
the manufacturer which I ended up buying 3000 pieces
from sold them to me for sixty-seven cents apiece. This is
why I cannot
stress to you never buy wholesale. Put in the countless
hours if you have to sourcing a products manufacturer it
THE FESTIVAL COACH
FESTIVALCOACH.COM
9
will pay off in the end. Which will line your pockets with
crisp $100 bills.
So prior moving to Michigan I had three shows
booked. I bought all new displays, table covers and other
items to make my booth look very professional. The day
finally came my first show with this product, the show was
three days long. I priced the products pretty high. The
bracelets I sold for $10, Key chains $11 and the necklaces
for $12. To make a long story short I ended up selling
$2,500 worth of product during that three-day show. Not
bad huh? It took allot of researching the demographics of
the area and the show itself before I decided to participate
in it. It took a lot of motivating the crowd and getting them
excited about my new unique product.
I did not tell you that the show was three and a half
hours away and that also I slept in my van for the two
nights so I can sleep and be aware of my booth at night but
that was my choice. You can rent a hotel room but it will
cut into your profits and also you run the risk of your booth
being broken into while you were away. I like to tell the
pros and cons of this business so you can be fully prepared.
So with all that I have written so far I have given
you a lengthy introduction of what the business is all about.
I will go in depth step by step from obtaining your federal
and state tax id, to sourcing a viable product, materials
needed for your display, getting in contact with the show
promoter or promoters and how to talk to them in order to
book the show etc. So if you still want to sell your products
at festivals and fairs and making what an average person
makes in a month in one weekend. Please keep on reading.
THE FESTIVAL COACH
FESTIVALCOACH.COM
10
Reasons Why to Start your Own Business
Think about the last time you attended one of
these venues. Did you see a lot of vendors selling products
and wonder how much they were profiting? I am here to
tell you that they are making money, and some of them
make a very decent living selling at flea markets. They
have figured it out, and so will you once you finish with
this report.
You Can Be Up and Going in No Time
You can potentially start this very weekend. Think
about what you have around your house that you can take
to the flea market and sell at a profit. You can easily go to
any second hand store, thrift store or garage sale with $200
and buy a ton of stuff to resell. As for festivals
and fairs you will need a little bit of planning ahead of
time. I would estimate that it will take you from the time
you get your product until your first show 2 – 4 weeks.
Small Risk Factor
Unlike brick and mortar stores which you will
have to invest at the least 100 thousand dollars, with these
businesses the startup is really low. With the flea markets
you can start for free with the stuff you have laying around
your house or you can invest $200 and buy stuff at thrift
stores or garage sales. With festivals and fairs you will
need a bit more money. I started my first festival and fair
business with less than $5,000 that includes product, tents,
THE FESTIVAL COACH
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11
tables and signage. I will cover this in detail later on in the
report.
Flexibility
In these type of businesses, you are your own
boss. You will have the freedom to work when you want to
work and how many hours you want to work. You do have
to be at the venue from opening to closing most of the time.
Some flea markets allow you to come and go as you please
and some don’t. I know with festivals and fairs you have to
open and close at the time posted in your contract. Some
promoters will not allow you to come back the following
year if you don’t follow the rules in your contract.
Another great thing about this business is that you
can go on vacation whenever you want. You can go on
vacation during the weekday and be back for business that
very next weekend. If you follow this report you will be
able to take vacations wherever you want to go.
High Return on investment
For this explanation I will use my example with
the encased insects. As I mentioned earlier I bought and
imported for 67 cents apiece. They were encased insects in
acrylic, necklaces, bracelets and keychains. Now what I did
is that I priced them differently. The necklaces I priced at
$12, the keychains at $10 and the bracelets at $8. As you
can see the profit margin is at 800% to 1200%. Now in
respect to the flea markets you can possibly have these
types of returns depending on what you sell. From my
experience festivals and fairs bring the biggest ROI.
Travel The Country
In this business you will have the opportunity to
travel this whole entire country. Depending where you live
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12
it is just a matter of hours before you are in a different state.
There are massive amounts of festivals, fairs and flea
markets in this whole entire country and some with
attendance in the 100 thousand a weekend. I really hope
you can see the potential you have in your hands. Just think
about this if you have a family. You can take off for the
summer and travel the country meanwhile selling your
products at these venues in order to fund your vacation.
Please realize that results may vary, but I will give
you the best possible chance of making the same amount of
money that I have by providing you with the valuable
information in this report.
Are You Ready to Start?
In these types of businesses, you need to ask
yourself do I really want to do this? You have to be in good
physical shape because you will be standing most of the
time interacting with customers. Is your family situation
supportive of your decision to embark on this journey?
With flea markets you do not have to travel to far and most
of the time you will be home every night.
With festivals and fairs you might have to travel so you
won’t be able to be home for a few days. You and your
family have to be in good standing with your decision.
Before you embark in this type of business you will
need to decide what would you want to sell. I will tell you
up front that what sells the most is jeweler. If you decide to
sell jeweler, then you need to decide what type of jeweler
you want to specialize in. I will tell you that woman are the
THE FESTIVAL COACH
FESTIVALCOACH.COM
13
best customers and nine out of ten times they have kids
with them so you will want to have some kid’s jewelry
also, this is just an example. But what you may have to do
is a little bit of homework. Visit a few festivals or fairs and
look around and see what the vendors are selling. You don't
want to copy them this is just to jog your memory into
coming up with ideas. Try to come up with a product that
will set you apart from the other vendors. The less
competition the better. Compile a list of products that you
like evaluate them and then choose the one that makes
more sense.
Setting Up Your Business
From the Small Business Administration
One of the first decisions that you will have to make as a
business owner is how the company should be structured.
This decision will have long-term implications, so consult
with an accountant and attorney to help you select the form
of ownership that is right for you. In making a choice, you
will want to take into account the following:
Your vision regarding the size and nature of your
business.
The level of control you wish to have.
The level of “structure” you are willing to deal with.
The business’s vulnerability to lawsuits.
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Tax implications of the different ownership
structures.
Expected profit (or loss) of the business.
Whether or not you need to re-invest earnings into
the business.
Your need for access to cash out of the business for
yourself.
SOLE PROPRIETORSHIPS
The vast majority of small business start out as sole
proprietorships. These firms are owned by one person,
usually the individual who has day-to-day responsibility for
running the business. Sole proprietors own all the assets of
the business and the profits
generated by it. They also assume complete responsibility
for any of its liabilities or debts. In the eyes of the law and
the public, you are one in the same with the business.
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Advantages of a Sole Proprietorship
Easiest and least expensive form of ownership to
organize.
Sole proprietors are in complete control, and within
the parameters of the law, may make decisions as
they see fit.
Sole proprietors receive all income generated by the
business to keep or reinvest.
Profits from the business flow-through directly to the
owner’s personal tax return.
The business is easy to dissolve, if desired.
Disadvantages of a Sole Proprietorship
Sole proprietors have unlimited liability and are legally
responsible for all debts against the business. Their
business and personal assets are at risk.
May be at a disadvantage in raising funds and are
often limited to using funds from personal savings or
consumer loans.
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May have a hard time attracting high-caliber
employees, or those that are motivated by the
opportunity to own a part of the business.
Some employee benefits such as owner’s medical
insurance premiums are not directly deductible from
business income (only partially deductible as an
adjustment to income).
Federal Tax Forms for Sole Proprietorship (only a
partial list and some may not apply)
Form 1040: Individual Income Tax Return
Schedule C: Profit or Loss from Business (or
Schedule C-EZ)
Schedule SE: Self-Employment Tax
Form 1040-ES: Estimated Tax for Individuals
Form 4562: Depreciation and Amortization
Form 8829: Expenses for Business Use of your
Home
Employment Tax Forms
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PARTNERSHIPS
In a Partnership, two or more people share ownership of a
single business. Like proprietorships, the law does not
distinguish between the business and its owners. The
Partners should have a legal agreement that sets forth how
decisions will be made, profits will be shared, disputes will
be resolved, how future partners will be admitted to the
partnership, how partners can be bought out, or what steps
will be taken to the partnership when needed; Yes, it’s hard
to think about a “break-up” when the business is just
getting started, but many partnerships split up at crisis
times and unless there is a defined process, there will be
even greater problems. They also must decide up front how
much time and capital each will contribute, etc.dissolve
Advantages of a Partnership
Partnerships are relatively easy to establish; however,
time should be invested in developing the partnership
agreement.
With more than one owner, the ability to raise funds
may be increased.
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The profits from the business flow directly through to
the partners’ personal tax returns.
Prospective employees may be attracted to the
business if given the incentive to become a partner.
The business usually will benefit from partners who
have complementary skills.
Disadvantages of a Partnership
Partners are jointly and individually liable for the
actions of the other partners.
Profits must be shared with others.
Since decisions are shared, disagreements can occur.
Some employee benefits are not deductible from
business income on tax returns.
The partnership may have a limited life; it may end
upon the withdrawal or death of a partner.
Types of Partnerships that should be considered:
General Partnership
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Partners divide responsibility for management and liability,
as well as the shares of profit or loss according to their
internal agreement. Equal shares are assumed unless there
is a written agreement that states differently.
Limited Partnership and Partnership with Limited
Liability
“Limited” means that most of the partners have limited
liability (to the extent of their investment) as well as limited
input regarding management decisions, which generally
encourages investors for short term projects, or for
investing in capital assets. This form of ownership is not
often used for operating retail or service businesses.
Forming a limited partnership is more complex and formal
than that of a general partnership.
Joint Venture
Acts like a general partnership, but is clearly for a limited
period of time or a single project. If the partners in a joint
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venture repeat the activity, they will be recognized as an
ongoing partnership and will have to file as such, and
distribute accumulated partnership assets upon dissolution
of the entity.
Federal Tax Forms for Partnerships (only a partial list
and some may not apply)
Form 1065: Partnership Return of Income
Form 1065 K-1: Partner’s Share of Income, Credit,
Deductions
Form 4562: Depreciation
Form 1040: Individual Income Tax Return
Schedule E: Supplemental Income and Loss
Schedule SE: Self-Employment Tax
Form 1040-ES: Estimated Tax for Individuals
Employment Tax Forms
CORPORATIONS
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A corporation, chartered by the state in which it is
headquartered, is considered by law to be a unique entity,
separate and apart from those who own it. A corporation
can be taxed; it can be sued; it can enter into contractual
agreements. The owners of a corporation are its
shareholders. The shareholders elect a board of directors to
oversee the major policies and decisions. The corporation
has a life of its own and does not dissolve when ownership
changes.
Advantages of a Corporation
Shareholders have limited liability for the
corporation’s debts or judgments against the
corporations.
Generally, shareholders can only be held accountable
for their investment in stock of the company. (Note
however, that officers can be held personally liable
for their actions, such as the failure to withhold and
pay employment taxes.)
Corporations can raise additional funds through the
sale of stock.
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A corporation may deduct the cost of benefits it
provides to officers and employees.
Can elect S corporation status if certain requirements
are met. This election enables company to be taxed
similar to a partnership.
Disadvantages of a Corporation
Corporations are monitored by federal, state and
some local agencies, and as a result may have more
paperwork to comply with regulations.
Incorporating may result in higher overall taxes.
Dividends paid to shareholders are not deductible
form business income, thus this income can be taxed
twice.
Federal Tax Forms for Regular or “C”
Corporations (only a partial list and some may not
apply)
Form 1120 or 1120-A: Corporation Income Tax
Return
Form 1120-W Estimated Tax for Corporation
Form 8109-B Deposit Coupon
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Form 4625 Depreciation
Employment Tax Forms
Other forms as needed for capital gains, sale of
assets, alternative minimum tax, etc.
Subchapter S Corporations
A tax election only; this election enables the
shareholder to treat the earnings and profits as distributions,
and have them pass thru directly to their personal tax
return. The catch here is that the shareholder, if working for
the company, and if there is a profit, must pay herself
wages, and it must meet standards of “reasonable
compensation”. This can vary by geographical region as
well as occupation, but the basic rule is to pay yourself
what you would have to pay someone to do your job, as
long as there is enough profit. If you do not do this, the IRS
can reclassify all of the earnings and profit as wages, and
you will be liable for all of the payroll taxes on the total
amount.
Federal Tax Forms for Subchapter S Corporations
(only a partial list and some may not apply)
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Form 1120S: Income Tax Return for S Corporation
1120S K-1: Shareholder’s Share of Income, Credit,
Deductions
Form 4625 Depreciation
Employment Tax Forms
Form 1040: Individual Income Tax Return
Schedule E: Supplemental Income and Loss
Schedule SE: Self-Employment Tax
Form 1040-ES: Estimated Tax for Individuals
Other forms as needed for capital gains, sale of
assets, alternative minimum tax, etc.
LIMITED LIABILITY COMPANY (LLC)
The LLC is a relatively new type of hybrid business
structure that is now permissible in most states. It is
designed to provide the limited liability features of a
corporation the tax efficiencies and operational flexibility
of a partnership. Formation is more complex and formal
than that of a general partnership.
The owners are members, and the duration of the
LLC is usually determined when the organization papers
are filed. The time limit can be continued if desired by a
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vote of the members at the time of expiration. LLC’s must
not have more than two of the four characteristics that
define corporations: Limited liability to the extent of assets;
continuity of life; centralization of management; and free
transferability of ownership interests.
and
Federal Tax Forms for LLC
Taxed as partnership in most cases; corporation forms must
be used if there are more than 2 of the 4 corporate
characteristics, as described above.
In summary, deciding the form of ownership that best suits
your business venture should be given careful
consideration. Use your key advisors to assist you in the
process.
If you are not well informed on how to prepare and pay
your taxes, please find a good CPA (Certified Public
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26
Accountant) in your town and they will help you in forming
your business.
Your Idea for a Product
So you think you’ve got a great idea for
something that would sell like wildfire. Maybe you do.
However, just because you think it will sell doesn’t
necessarily mean it will. There are a number of factors to
take into consideration when you decide you want to sell at
flea markets. Do a bit of research before actually starting to
sell your own products, visit several flea markets in your
area that you could eventually sell at. Obviously, gather
the vendor information from the managers of the market.
This will include the costs to rent a space, the
days and hours they are open, any restrictions on what you
can sell, and their policies and rules. You should be aware
of all these before signing up for a particular market. When
visiting the flea markets, take a notepad along so you can
write down any thoughts that you have about that particular
market. Also note what the vendors are selling.
Sometimes flea markets will have a vendor directory, make
sure you pick up one so you know who is there and what
they are selling. Also take note of how busy
the show is in general and how busy (or not busy) certain
vendor booths are. You will need this research when you if
your items are going to sell.
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Carefully evaluate the products being sold. I can’t
stress this enough. You will need two main ingredients for
a successful flea market business: 1) traffic (potential
customers) and 2) products those potential customers want
to buy. You must have traffic, so ask the managers of the
flea market for some attendance figures and compare the
different shows that you research.
So, along with the traffic numbers that the
promoters give you and that you observe, take note of the
buying habits of the attendees. Try to determine the kinds
of products that people are buying and ask yourself if those
are the kind of products that you could sell. If you have
sold your products before, then you should be confident in
selling them at these markets. Talk with a few of the flea
marketers there and ask if they do well at this market. It’s
ok to share with them that you are considering displaying
your products at the show. They might even share some
inside information if you are friendly and pleasant.
If you are just starting out, don’t forget about the
possibility of you attending some local craft fairs. Do the
same research for craft fairs that you would for flea
markets. Craft fairs are a good way to get your feet wet
with the whole show process.
So, first, do your research about the product. Find
out if there’s a niche for it. Even though you might be
absolutely crazy about one of your products, this is about
your future customers. Will they like it as much as you?
It's easy to get attached to your stuff and think
everyone will have the same warm fuzzy feelings about
your products as you do. Think again. The biggest mistake
marketers can make –
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is to sell what they want to sell and not what people want to
buy. As with any new product or service, test marketing is
important to any marketer's success.
How can you test market something if it’s just little
old you? There are many ways. For example, if you create
or sell jewelry, wear a piece when you are going someplace
public. See if you can get some comments on your pieces.
If you do, it’s probably going to be a good seller, if not, just
accept the fact that you might not have such a great idea
after all.
If you are already a vendor who sells at flea
market or craft shows, try putting new product out with
your old product. The way it sells can tell you a few
things. First, if it goes quickly, you can count of one of two
possibilities: either you’ve priced it too low or it’s a hot
item.
Either option isn’t such a bad thing. If you can sell
at the price you’ve set and still make a profit, you will be
making money although you could probably make more if
you upped the asking price just a little. If it’s a hot item,
you know it’s worth your time and effort to marketing
vigorously.
Obviously, when choosing a product to make and
sell, you have to take into consideration what it would cost
to make the item and what you can realistically expect to
sell it
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for. One part of your flea market business should include
finding a wholesale supplier for your products.
Product quality is most important -- don't scrimp
on quality as it is reflected in your sales. Also some of
your sales will eventually be from repeat customers who
are familiar with your products. You do not want to have a
reputation of having poor quality. "Word of mouth can be
your best and WORST advertising.'
What if you find a hot product, but soon find other
vendors have copied your product or idea and are selling it
for less. Vendors copying others has always been a
problem. Unfortunately, not much can be done about what
they do.
However, here's what I would do. . .
I would take this hot product that others have
copied and improve it somehow. Add more value (in the
eyes of the customer) than the original. Kind of like
making a new and improved version. That can be done a
number of different ways, with product design or maybe
even bundling it with something else. this gives you
justification to charge a higher price. You don't want to be
competing against those other 50 vendors, you will end up
beating each other up and no one makes any money.
Anybody can copy someone else, that's easy. What
will separate those who are successful with those who fail
is being a little bit creative and trying to stay just ahead of
the curve so that
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as soon as someone copies what you do, you come out with
the next improvement. Then your competitors are spending
their time and resources on your old products, while you
sell your new stuff. Even small changes can keep you
leading the pack.
I have similar advice if you see someone else
successfully selling a product. Don't just copy them. Take
what they do or sell and improve upon it, differentiating
yourself and your products from what everybody else has.
It doesn't have to be much, just be different and better and
offer more value to your customers than those copycats.
Supplies
Now we will talk about what you will need in order to
display your products at the shows. The spaces are usually 10x10
that is 10 foot of frontage and ten feet deep. Then you have
10x20 that is 20 feet of frontage and 10 feet deep.
1) 10x10 space you will need 1 tent. You can purchase
these at any big box store like Walmart. I suggest that
you get a high quality tent that pops up. Coleman are the
ones that I use.
2) 10x20 space you will need 2 tents.
3) Tables you can get at any big box stores. You will need
6 foot tables. They are usually between $35 to $40 a
piece. Remember to think about how much space you
need. In a 10x10 spot you can only put 1 six-foot table
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and 1 four-foot table. For a 10x20 you can put up to 5
six foot tables, three in the front and two on the side. I
prefer this set up because you get 30 feet to display your
products.
4) Table clothes for your tables. These you can get at any
fabric store. You will want them to cut it 8 feet long so
the table clothes can overhang. I usually go with black.
5) Tent stakes and tie down ropes. You can get these at
home improvement stores. You will need one stake and
1 tie down rope for every corner of your booth. You will
also need a heavy hammer to pound in the tent stakes.
6) Totes, you can purchase them at any big box stores. You
will need one for every product you are going to display.
My booth is 10x20 so I put out 5 tables each with a
different product.
7) (Optional) For every table leg you will need 1 foot pvc
pipes in order to lift your tables 1 foot of the ground.
This will keep the little kids from potentially messing up
your display.
Now these are the some of the basics you will
need. What you will need to display your product is up to
you. This is where you need to get creative. The more
attractive your display looks the more people will buy. Use
props, for instance I use skull candle holders. People are
very attracted by them and the people usually want to buy
them. I tell them no because my mentor gave them to me
before he died. What I am suggesting is that pops are a
good way to attract customers. So know you have
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everything you need to setup your booth product, tents,
tables, displays etc.
Booking Shows
By this point you have everything you need in
order to sell at the venues. Now we will talk about booking
shows. This is the from my experience the best website I
use to find shows www.festivalnet.com. Now what you will
want to do is register but not pay for membership. Once
you are registered you can search for shows by distance
from your house, Juried or non-juried. Juried is only for
people that make their stuff by hand. I usually do not sell at
these shows. I sell at non-juried shows because I import my
stuff. So there is a box where you can select juried or non-
juried shows. There is an option for you to search for shows
by attendance. After you have selected all these options hit
search, you will then be shown a list of shows. When you
find the one you want to attend highlight it, right click on it
and do a google search. You will then be shown the
festivals website. Look for their contact page and write
down their number.
Now it’s time to call to book your show. When you call
ask to speak to the person in charge of vending. When you speak
to this person introduce yourself and your business. Something
like this, hello my name is John Doe and I am with Crawling
Creations, I am calling to see if you have any spaces available
for your show. If they have space, they will ask you what you are
selling. This is where you have to sell your product. You need to
tell them something like this. I have these new and exciting
bracelets that have just been introduced to the US market. They
are the new Infinity bracelets for females from the age of 12 yrs.
up to 100 yrs. old. This is just an example. What I suggest is for
you to write down a pitch so you can pitch it to the person in
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charge of vending. If you convince the person that you have the
best product in the world they will let you in.
After you convince the person they will usually ask you
how much space you will need. You know have the option of
getting a corner booth which will give you 10 feet of extra space
or just an in line. I prefer a corner space depending on the
location. You will want a booth that is near food or
entertainment. These places usually draw a large crowd.
NOTE: Book the shows a month in advance. You sometimes you
can call them the week before the show and get lucky.
Note: Try to book as many shows as you can afford.
Setting Up Booth
By this point you are excited because you have your product
and all your supplies. Now it’s time to set up your booth. Find a
large patch of grass preferably as large as the space you are
going to setup in. I will now go step by step on how to set up
your booth.
1) Set up your ten or tents.
2) Pound your stakes into the ground at every corner of the
booth. Make sure to pound them at an angle towards
your tent.
3) Attach the ropes from your stake to the tent.
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4) Take your tables out and set them up inline at the front
of the tent. Never towards the back.
5) Put your table clothes on the table make sure they are
centered, overlapping the sides and in the front of the
table you want your table cloth to hang three quarters of
the way down.
6) Set up the displays and props and set them up.
7) Finally, display your product.
Now that you have set up your booth take pictures of it from
every angle. Take up close pictures of your product. You might
need these pictures to send in with your application when
applying for a show.
Now I will go through step by step how to tear down your booth
and pack it away in your vehicle. As you tear down your booth
pack your vehicle in this order.
1) Put away your product in their assigned tote or totes.
2) Put your displays in their assigned totes.
3) Put your table clothes in their assigned totes.
4) Put your tables away
5) Take tents stakes out of the ground and pack the stakes
and ropes into their assigned tote.
6) Finally, tear down and pack your tent into your vehicle.
Now that you have packed your stuff into your vehicle in this
order all you have to do is go in reverse in order to set up your
booth.
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Note: This is the same concept when you set up at flea markets
also.
Your First Show
The day has come, your first show. Depending on
the show you might have to set up the day prior or the day
of. If you are setting up the day of arrive 2 to 3 hours early.
Look for the person in charge of the vendor area and get
your assigned space. You have your assigned space it’s
time to set up your booth. Try to park your vehicle close to
your assigned space this is why you want to get there early.
You should have your vehicle packed in the order I
explained to in lesson four.
You are done setting up your booth and it is time to
sell. At this point you might be a little nervous, its ok I do
not blame you I was very nervous my first show. The show
most likely will start off slow don’t be worried it is usually
like that. You will start seeing allot more customers as the
day progresses. In the meantime, work on your display this
will occupy your mind.
Studies in Psychology tell us that the effect you have on
others depends on what you say from the mouth (7%), the
manner in which you say it (38%), and by your body
language (55%). In addition, how you sound also imparts a
message, so 93% of emotion is also conveyed without
saying the actual words. This is also true in selling. In the
real world, we sell tangible items and also ideas. A concise
way on how we can sell effectively is by simply using that
old but very powerful arsenal known as body language.
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When you sell, you can use postures, facial
expressions, gestures, mannerisms, and your physical
appearance to close the sale successfully. Most customers
tend to buy when triggered by their senses. The key here is
to do everything you can to positively affect their senses.
Most people believed the image projected by Saint Mother
Theresa is appositive image. She used her
personality to convey a constant image of holiness and
sincerity. We bought the idea of her image.
On-verbal communication also connotes that a man
of few words is amen of credibility. It's often not what you
say that influences others; it's what you don’t say. The
signals that you impart using body movements suggest
comprehension, disposition, morality, and compassion. In
selling, the instant you meet a target client, he is already
examining you based on your image and perception in a
span of ten seconds or less. This is a crucial moment in
selling, as his first impression of you will definitely make a
permanent mark.
Whether you make or break a sale can literally
depend on the non-verbal signals that you send during this
crucial first contact. It’s a must for readers of this book to
understand the facets of body language especially in
selling. Americans, for example, are somewhat categorized
as one of the best in reading body language, because they
espouse thousands of non-verbal signs. This ability makes
them formidable negotiators.
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In addition, women are generally considered to be
more adept to body language than men because of their
natural built-in instincts. Now you know the secret why
some women are more successful than men in the business
or professional field.
As a rule of thumb, body language is being used
most of the time all over the world. The most common
example is a nodding head (meaning “yes”). But it is not
necessarily the case every time. For example, shaking legs
might connote that a person is nervous, while it may just be
a person’s natural behavior. A person’s eyes could evade
you because he’s hiding something, or it could also mean
that he’s extremely shy. Given these intricacies, what’s
important is to analyze what the message really is. You can
do it by looking at patterns. Look out for groups of signals
that may have the same meaning in relation to the verbal
expressions, and also in cognizance to the circumstances.
Once you have traced the patterns, it is easier to understand
body language. It will therefore help you make a sale.
Written below are some body language techniques to help
make your
sales sizzle:
1) You can immediately analyze a person’s personality by
studying his
style in shaking hands. An assertive person holds your hand
firmly
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when you shake his hand. On the other hand, an individual
with little or no confidence often gives a frail handshake. A
person who wants to win your trust would usually shake
your hand with his other hand covering the shake or
holding your elbow. Adopt a handshake that is firm, yet not
crushing. Convey confidence and professionalism, not
dominance.
2) Posture is another aspect of body language. A slouching
shoulder with
your eyes looking on the ground can indicate lack of
interest. Standing
straight with your weight balanced on each foot gives you a
more
assured and relaxed look. Always maintain a straight body,
whether
you’re standing or sitting.
3) Match the straight open posture with a genuine facial
expression.
Dispose of the sunglasses. The client may think that you
are hiding
something, as he can’t see through your eyes. When he
looks straight
in your eyes, he can tell if you are lying, so be transparent.
Lay down
your cards and throw the shades away. But be sure to avoid
piercing
looks. The client might get intimidated.
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4) When doing sales calls and presentations, be sure to use
sincere and
open movements all the time. Do not cross your arms, as
this can ruin
the trust of your potential customer. The outward and
upward gestures
of your hands are recommendable. If you lean back on a
chair and place your hands at the back of your head, it may
drive your
clients away as this is a sure sign of arrogance and a false
sense of
confidence. Meanwhile, if you place your hands on your
waists, you
are exuding positive confidence.
5) "Don't point.” Pointing at a client is equivalent to death
wish in selling. It
is as if you’re waving your sales opportunity goodbye.
Pointing is an
aggressive act that can be interpreted as hostility, so throw
this gesture
out the window if you really want to sell.
6)In sales, here are signs that you are open for negotiations
and are
willing to compromise. Unbuttoning your jacket means you
are ready to
talk and to listen to a counter offer. Removing your jacket
or rolling
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your sleeves up is a very good sign for the client, as this
means you
are ready to decide or to give in to the final price.
You, as the seller, may also use body language as a tool to
recognize and
counteract any potential objections by the client. The usual
scenarios include the
following:
1) If the client’s arms are crossed, it means he is
disinterested. Use
counter measures like positive movements to cause
them to uncross
their arms, and for you to begin the sales approach.
When his arms
and legs are uncrossed, and his hands are open, this
is the best
scenario, as they are open to your ideas…and a sale
is more likely to
happen.
2) Another good sales scenario is when the client
mimics your gestures
like when you fix your hair and the client follows. It
shows he is very
receptive to your ideas and open to buy your idea or
product. If this is
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the case, throw all your barrage of features and
benefits, and close the
sale! This point is crucial as you can make or break
the sale.
3) If the client covers his mouth, touches his nose,
or the part near the
eye, there’s a probability that you are losing the
sale. Something you
said or did might have discouraged him. But don’t
despair. Do the
selling process again; but this time, do it differently.
Reassure the client
that he is getting a great deal and encourage him to
open up and share
ideas. Open your palms and unconsciously let him
see you
occasionally putting your palm to your chest (this
signifies honesty).
Then try to reach that positive sales atmosphere
again and close the
sale.
4) Always be alert to the signs the client is
exhibiting. If the client shows
interest through his body movements, give the final
sales blow and
close the sale. The client's body language may
change from positive to
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suspecting. In this case, take it easy, gather your
wits, read your
client’s moods, and try to win him back. Always
exhibit openness and
sincerity. When the client crosses his legs and arms,
this is a warning
signal. Use mirroring techniques (discussed in the
previous chapter).
You must make every effort to earn the trust of the
client, so that you
ultimately can close the deal.
5. In worse cases where you are unable to close the
sale, try to be
professional and diplomatic at all times. Thank the
client for listening
and shake his hand with sincerity. Sales cannot be
achieved overnight
and you generally win some and lose some. Closing
the presentation
on a positive note will leave a good impression of
you. Who knows, he
might be your next positive client at some other
time.
Use your body every way you can in the selling
process. Always be
enthusiastic. If you truly believe in the high quality
of your product or service,
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other people will be positively affected by your
enthusiasm. Body movements can
convince prospects to become believers in what you
are offering.
When customers come up to your booth be very
courteous and polite. Strike up a conversation start off by
saying how are you doing today sir or mam for older
people make them feel comfortable. Then tell them tell
them if you see anything you like please do not
hesitate to ask. What I do after that is that I let them browse
my booth, you don’t want to jump the gun and try to push
your product on them. Usually what happens is that they
see something they want and they will ask you how much it
is. For example, this is what I do after they ask me this
question. Sir or mam everything you see in this booth is $5
but if you buy two I
will give you one for free. Who does not like free stuff? In
my experience 80 to 90% of the time they buy the two in
order to get the free piece.
Now that you have made your first sale keep the
momentum going. Start attracting people into your booth by
telling people walking by your booth come and see this or these
new products. For example, hey people come and see these new
and exciting products they are just $5 but if you buy two I will
give you one for free.
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Once you start attracting a large crowd to your booth,
according to business psychology the people walking by want to
see what is all the fuss about. This is where you have to be quick
on your toes because if you have a new and wonderful product
you will be taking money from people all day long. In my case
$10 bills.
It is the end of your show and it is time to pack up. Pack you
stuff in the order I explained to you. Keep your next show in
mind.
Final Thoughts
Be organized. People that start a business
without good organization skills quickly find that they are
struggling. They can also find that they are soon out of
business. If you are organized in running your business,
you make more money. This is a fact. If you are scattered
and constantly running around, you will make less money.
You will probably be asking yourself, why did you start
this business in the first place?
Practice good time management. Poor time
management and the lack of organization is a definite
business killer. Time management is the ability to use your
time and efforts in a focused and productive manner. In a
small business, poor management of time will prevent the
business from reaching its full potential. Many demands
are made on you because you are totally responsible for
operating the business.
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The workday can be long, tiring and frustrating
due to poor planning and people controlling your time and
work. Time is wasted doing things that should be done in a
few moments or not at all. All of us have the same amount
of time; the challenge is using this resource effectively.
What follows are suggestions on using your time more
effectively so you will achieve optimum performance.
• Avoid crises (no firefighting)
• Gain a feeling of accomplishment
• Do the things that benefit you and your business
• Enjoy your life. Do only things that matter.
The best place to start managing time better is
with yourself! Resolve to manage your time and not let
time manage you. When you face the fact that you may be
the cause of some of your time problems, you are ready to
change your habits.
Time management problems often stem from poor
work habits; therefore, you need to analyze how you spend
your time. It's a good idea to keep a log for several days,
listing your activities and how much time you spend on
them. After three or four days, look at these activities and
ask yourself: What major activities or events cause me to
use my time ineffectively? Which tasks can be performed
only by me, and which activities can be delegated, better
controlled or eliminated?
Here is a list of twenty of the worst time wasters:
• Telephone interruptions
• Unplanned meetings
• Unplanned visitors
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• Too much socializing
• Lack of information
• Excessive paperwork
• Communication breakdown
• Lack of policies and procedures
• Lack of competent personnel
• Red tape
• Procrastination
• Failure to delegate
• Unclear objectives
• Failure to set priorities
• Crisis management
• Failure to plan
• Poor scheduling
• Lack of self-discipline
• Attempting to do too much at once
• Lack of relevant skills
Here are some ways to avoid these time wasters: setting
goals, managing priorities, make a to-do list, schedule your
time.
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By setting goals, you determine what you really
want to accomplish. By managing priorities, you decide on
the most important activities that will lead you to your
goals. By making a to-do, you indicate what specific tasks
will accomplish the items you have prioritized. And by
scheduling your time, you make time for completing the
tasks on your to-do list.
Here are 10 good time management habits for you to
implement:
1) Consolidate similar tasks and group similar jobs and do
them concurrently. This eliminates a lot of sporadic
behavior.
2) Break large projects into smaller and manageable tasks.
Eat away at projects a task at a time.
3) Delegate and develop others and realize that delegation
is not a dumping ceremony. Learn how to do things and
then delegate them to trusted helpers. You will find you
have more time for major tasks.
4) Learn to use idle time so when there seems to be down
time, read a book, write a memo or plan what needs to be
done in the business. Get control of the paper flow by
handling each piece of paper only once. Declutter and
throw out junk, and don't pick up a piece of paper unless
you plan to use it.
5) Avoid the cluttered desk syndrome by keeping a clear
desk. This helps you to think clearly, locate papers easier
and keep your mind on the task at hand.
6) Get started immediately on important tasks, no matter
how much you hate doing a task, do it. Remember, you
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must change old habits. Try rewarding yourself at the end
of the day. This will motivate self-discipline.
7) Reduce meeting time by asking yourself if a meeting is
really necessary. Will a phone call or email do just as well?
If a meeting is a must, try a standup one with an agenda;
this will guarantee that the important issue is addressed.
8) Learn to say no. Take on only what’s absolutely
necessary.
9) Your ability to manage time effectively could separate
you from unsuccessful business people. Unless you
manage your time, you will be unable to manage much
else.
Finally, and in conclusion, stay positive and don’t
get discouraged. Keep in mind that no matter what your
question, chances are good that someone else has already
asked it and gotten an answer to it. Anything can be
figured out and for every mistake you make, it’s one less
that you will make in the future.
This is a fun business to be in. Enjoy the process
of learning how to start and run a flea market business.
And just think, a year from now, you will feel like a pro
and look back and chuckle at some of the struggles you had
along the way. Remember that you won’t do everything
right, but what you get wrong will be the best teacher of all.
Smile and enjoy the ride. Your success will be determined
by the actions that you take and the decisions that you
make. I encourage you to take action and be decisive.
I hope that the information that I have provided to you will lead
you on a path of success. The information that I have shared is
based on my years of experience selling at festivals, fairs and
flea markets. If you enjoyed what I have shared with you, please
share or leave a comment.
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I wish you all the best and thank you for taking time to
read this book.
Sincerely,
Juan Rodriguez
The Festival Coach
