Does anyone do trunk shows? If not I urge you to try one... or do a studio show that could be set up much the same way.
I just had my annual 2 day trunk show in my local town (population of the town and outlying district 800), hosted by a lovely lady who has the local giftware store. Nice atmosphere - bright and welcoming. Situated perfectly smack in the centre of the shopping street. This was my 6th year and my 3rd venue. As a rule it's always done well, but I think this was the best year.
I was given a space to set up as you enter the store with a shop window for the 2 days as well. The cost to the store for hosting was nil as she was doing it to also bring people in to her store.
We did a joint advertisement with the owner in the local paper ($50 each), sent out invitations to anyone in the local district that had bought from me in the last couple of years ($36 postage and $10 for the invites) and then did a flyer into locals letterboxes ($76) a few days before.
It was set up as the first day 2-7pm as a 'client preview'. We provided a few bottles of champagne and some sparkling water, cheese and crackers (cost about $60). We tried to make it an "event". And they sure turned out for it and were in the buying mood!
The 2nd day was open for everyone 10am-5pm although lots of clients who couldn't come the first day came on the 2nd day.
I was unsure how I'd go given the ongoing bad-news economy, however we have just had 130mm of rain in the last week and when you're selling to women who are on the land, rain always boosts expectations. (Although there was so much rain some clients couldn't come as their creeks were up blocking the roads!).
I'm pleased to say though I was busy for the whole 2 days - I DID take the camera but I was so busy I never managed to actually get it out of my bag and take a photo...sorry!
I started setting up around 10.30am the first day and had enquiries before I even had my tables put up! It continued to about 6pm. I thought that was probably it and the second day would be quiet - but people were waiting for me at 10am and the last left at 6pm.
The store owner was thrilled with her sales and the number of people through as well.
I had 34 sales comprising 65 items and have three orders yet to be made and costed. Pieces sold ranged in price from $25 to $350. The vast majority were previous customers so I'd already converted them to buyers in prior years so it wasn't hard to sell to them. They were buying both gifts and something for themselves.
I must add that I don't overwhelm the locals - this is my one show of the year. I also have two displays in town (one gallery and one store) and people know where to find me the rest of the year if they want something.
Given Nel's recent thread about the spiralling costs of doing shows - I think a trunk/studio show is a good alternative and if you had a wide client base in different areas, you could travel around doing these types of events on a regular basis.
Comments
Hi Brian a trunk show is usually where an artist/artisan/designer attends a special showing of their wares in a shop - usually one that carries their stock. In my case it was a storeowner hosting my show for no return other than the return of bringing in business for her as well.
Diane - the home show scenario works well but this was specifically in replacement for a studio show (since I'm so far out of town) where I could invite my local clients to see my new stock and hopefully make their purchases.
Making it into an "event" is what helps sell the items - the wine, the food, the nice atmosphere and lots of lovely things to spend their $ on :)
I have done trunk shows at local stores where the store receives a 40 - 50% commission. You just end up raising your prices to cover the comission. It has not been successful for me. I prefer home shows where the hostess invites her friends to shop at her house while having a glass of wine. The hostess provides the venue, the guests, and the food and drink. I give the hostess 20% of the total sales in free jewelry. These have worked out well if the hostess invites people who are willing to come & spend money.
I guess I'm out of the loop. What's a trunk show?
Sheryl, my store owner received no commission. When I broached the subject with her a few months ago (actually asking about a small storefront she owns next door that is half-renovated) I mentioned how it would bring MY clients near HER store, increasing the chance of her sales. She's a savvy business woman and could see the benefit to her business of having the clients IN her store, rather than next door. She offered to do it on a shared direct cost basis (although I organised and paid for the invites, flyer and postage - we shared the cost of the refreshments and newspaper advertisement). As my sales were so successful, I did gift the woman with a piece she had been admiring.
I started doing this a few years ago on the suggestion of a client who had a business in town - and so the first show I did like this in town was in a little office in the main street that she owned that was rented out to occasional visiting professionals - a two room office, we moved all the furniture into the further room and set up in the front room. It was very successful and I offered her items equalling 10% of sales as a thank you.
When she moved out of town a couple of years later, I looked at the town and the only person I could find that had spare space on the main street was the dance studio so I asked if I could host it there - she agreed and as a thank you I provided a piece for their xmas raffle.
I would be willing to do a small commission of 10-15% in return for a venue, given that there were no costs apart from advertising and considering I do all the set up and selling. The local gallery where I have a small year-round display would I'm sure be willing to host it too - but they charge 25% commission which is too high.
All these business owners have been clients or at least admirers of my work - do any of you have clients that have stores/shopfronts that you could pitch the idea to?
Kathleen - I live 25km out of town on a farm - I'm sure I could get some clients to come to a home show, but definitely not all of them which is why hosting it in town works well.
Valarie - you're right, there is no competition with buy/sell. In fact there's almost no competition at all which makes our work even more appealing if they have a little to spend :)
Ruth - so glad to hear about your little show too! These small, "exclusive events" can bring the clients in to spend.
Vinnie and Kathy, thanks and hope you can do a similar event down the track :)
Kathleen - it was an event put on by the Rainier Club, an exclusive, members only event so we couldn't invite any of our normal, local clients. But, it was still very well worth the time and the table/parking fee. We were invited after one of the two ladies who organize the event saw us at one of our summer shows. I have no idea if other shows would be as successful, but I would love to have a handful of these smaller, inexpensive, easy to do events in the holiday season.
I love this idea! I'm not sure how to approach people around here, though. Great sales for you, Annette! I'm so glad for you. We do an annual Home Show that has been very successful for us. Paying a commission would be hard for me to do. What kind of private club hosted your show, Ruth?
I do a trunk show in my local community this time each year. I set up in the lobby of the scrapbook store, which is located in the restored federal building. I don't have to pay a commission, just any cost of advertising that I do.
I find I do better in this venue for this local clientele than when I do the regular craft shows held locally where I am competing with buy/sell commercial vendors.
Today, I've set up a display at a local women's fitness center for their holiday open house. Again, there is no set up fee or commission. I'm only fortunate to do these types of shows around this time of year, but it does give me a chance to clear more items by the end of the holiday season.
Glad this worked for you Annette, congrats on a good show. I would be interested in how people find out about trunk shows. We've never done one and the few artists that I know that do trunk shows indicate that they end up paying 50% of their sales as their fee, because they are already selling wholesale to the store and that's the expectation of the store owner. I'm really not interested in a 50% commission but I would be interested in sharing the costs and participating in the type of show Annette did.
We did have our first private club show last night that was a wonderful event, our sales were very strong for a 3 hour show, in fact probably the highest average per hour sales we've ever had and that only cost us $25 for the table fee and $25 in parking in downtown Seattle. I would love to have a few more events like this, especially in the holiday season.
Wow! Congratulations and thank you for the informative post. I have been pondering this idea for some time. Does the shop owner receive a commission? Or, does she just benefit from the extra traffic to her shop?
Sounds like a great show and something for me to ponder upon for next year, Annette! Congratulations!