[Jewelry making - Article 01078] - Re: [Orchid] Hagglers at your jewelry booth

[R . E . Rourke]

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>     Don't you think my work is worth it (explaining the time and
>     materials)

    Personally, I would walk away if any seller was confrontational to
    the level of asking me to asses their work and perhaps not liking
    what I have to say. I always think it better to take the focus of of
    the acusative tone, and state, that "the prices shown reflect the
    current market and labor trends"- no personalization in that
    statement and hard to argue, and saves time in all that explaining-
    which I usually don't enter into unless someone is truly interested
    in materials beyond the karat gold, or colour of the gold alloy or
    stone options where there are any. 

    I too saw the morning show and it was more directed to retailers, not
    industry specific events. Haggling happens at events-It depends on
    the pricing tiers you have factored into the costs of your booth and
    related expenses as well as the materials and fabrication and the
    margin you add in just for hagglers, if you can mark your items up
    even 10%, you are then in a position to offer everyone a discount-
    and since discount is all they care about hearing when asked for one
    you are prepared in advance..it is the nature of the beast to think
    about that before hand, and the extra 10% you make having
    anticipated that situation may or may not arise at least covers your
    airfare if nothing more depending on the volume you sell at a given
    show/venue. Additionally, with volume buyers be prepared to offer
    them a discount structure based on volume that still keeps your costs
    below 24%, covers your event participation and staffing, and is based
    on the daily market on the night before the sale, or after finishing
    your last piece for the show-whichever is greater. In that light, a
    good price display set is worth the investment if you do lots of
    major shows, or your work is in the upper third of independent
    jewelry sales. From pre-made blow molded sets to tags you make
    yourself out of materials like jett-sett, polyclays, or wood the
    ability to change prices while making them crystalline in the buyers
    eye is part of making the sale. I can't tell you how many times I
    have seen others complaining that their work is not selling at a show
    while refusing to clearly label or make visible at-a-glance, their
    prices, and for volume buyers not having a pre-printed sheet with
    policies and terms. Making them up on the fly leaves far too many
    details uncovered, or at best, unclear. 

    I personally have presentation folders printed and ready for each
    segment of the potential buyers I expect to encounter at a given
    venue- from individuals looking for custom design work ( I also keep
    an appointment book and cards ready and have additional help lined up
    at a venue for the block of time I will be entertaining appointments
    on the half hours, for no more than three hours per day at a venue,
    and one and a half hours per evening for cocktail time appointments
    with potential volume buyers if they represent a major sale or
    ongoing business, the cost of which is factored into my expenses and
    itemized annualy when I do major shows, merchandise market
    appearances or gallery openings) to N. american and global retailers
    to businesses I am consulting with in mergers and acquisitions- each
    segment of the buying public has differing needs and accordingly I
    have diferent policies and terms to clarify my needs and bottom line
    on fabricated products, personalised services and consulting, to
    contract based fulfillment for retail and supply chain management
    from outsourced vendors and supliers for client 's organizations no
    matter how small or large they are. Anticipating all situations that
    may arise is I think the key to a successful show on any scale and
    having ready promotional materials often helps seal the deal
    so-to-speak for buyers that spend one day seeking, and the next
    actually making purchases or negotiating contracts, etc. In that way,
    having everything laid out before hand I think makes any buyer feel
    that all are treated equally and fairly when dealing with me. I am
    not a "coddler" though and don't have time at a venue to enter into
    drawn out discussions for a single 300. 00 -500. 00 sale (my lowest
    retail price point). Regarding discounts for cash: try to find a no
    fee credit processor in your area ( they exist!) and perhaps rethink
    your pricing to account for those fees if you can't implement a no
    fee scheme at remote (away from your studio or storefront) locations.

rer
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