[Jewelry making - Article 00134] - Re: [Orchid] First wholesale show

[LSHancock]

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>     I'm on the waiting list for the ACC Baltomore wholesale show, and
>     am pretty sure my number will hit.  I havn't sent in the envelope
>     yet. I've kind of got cold feet after doing retail shows forever. 
>     I'm worried that I'll spend my 1500$ and will just get a bunch of
>     galleries wanting to carry my work on consignment at 50% and not
>     hard orders.  

    Wendy,  

    I started making a lower end line in February last year after being
    frustrated with sales of my higher end line.  Prior to that I had
    very little in the $200 to $750 range.  Now I have lots of work in
    the $100 to $500 range.  Granted, I haven't had this work at a
    wholesale show, but the stores that I have had the time to get
    consignment out to have done very well with it.  On the other hand,
    I have a friend who also has work in this range and has been really
    frustrated.  I think more than the price, it's the style,
    desirability and where you have your work as much as anything.  

>     Right now my work is still one-of-a-kind, but I'm working on
>     designs I can do limited editions to.  Can anyone with experience
>     at this or other wholesale shows tell me how the $200-$600 retail
>     price points are doing with galleries? 

    You just can't know if something will be successful until you get
    out there and try.  I don't know how well you'll do, no one else
    will either.  If you can't afford to lose the booth fee and the
    travel expenses, you should wait until you can.  This is where
    consignment does help.  You get some cash flow going and learn what
    does and doesn't work for you.  That's if you have good galleries
    and stores working with you.  

>     All I've been hearing from my consignment galleries lately is that
>     they want work under $150, which I don't do.

    How many galleries are you in?  Can you really make such a blanket
    statement that everyone wants under $150 retail if you only have 2
    galleries?  How about 5 or 6?  If you really do mostly retail shows
    perhaps you need to reevaluate the stores you are in.  Are you there
    because it's convenient or are they really great galleries that
    you've researched and developed? 

>     I'll be waiting for your feedback before I send back my thingy. 

    In my experience, doing wholesale can't be an afterthought.  You
    have to be committed, with a plan and long term goals to really
    attract top galleries.  Doing wholesale shows has to be part of that
    committment and planning.  The competition is fierce out there right
    now.  Plus, it takes the right economic climate.  Having the best
    work in the world won't do any good if the stores are not selling
    and therefore not buying to replace stock.  If stores feel long term
    growth in sales isn't there they aren't going to take risk on new
    artists and new work.  The last couple of years have not been good
    for a lot of stores.  Even if this year is good, I don't see stores
    taking a huge risk on new work unless it's priced right and
    dependable.  If this season goes well then some buying will occur
    (Yea!), but it will take a couple of good selling cycles for the
    wholesale situation to take off again. 

Larry


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