General Q & A for First Time Vendors
Every maker’s first market is a big milestone. Here you’ll find simple, straight forward, actionable answers to the questions nearly every new vendor asks - from how much inventory to bring to how to set up your booth. Let this guide help you step into your first event feeling ready and excited.
Please Note: This page is meant for any first time vendor, doing any makers market around the country. If you're looking for Q & A directly dealing with IHIM events, please see our IHIM Vendor Q & A page.
Product & Pricing
1. How much inventory should I bring?
Enough to fill your booth plus backstock, which is usually 2–3x what fits on your table. Markets often require more low-priced items than you expect. Another method is to ask yourself, "How much do I want to make at the event?" Make sure you have enough product and variety to make that amount, and then add at least 10% more product in case something sells better than you expected.
2. How should I price my work?
There is a general formula many artists use, but pricing is also influenced by your market and where you live, your skill level, and your brand. A simple starting point is this common pricing formula: (Cost of Materials + Time × Hourly Rate) × 2 or 3 = Retail Price This covers: - Your materials - Your labor - Overhead (tools, booth fees, packaging, etc.) - Profit - Room to offer wholesale pricing in the future Example: Materials = $5 Time = 20 minutes (0.33 hours) at $20/hr = ~$7 ($5 + $7) × 2.5 = $30
3. What sells best at markets?
Small, impulse-buy items under $25 tend to sell fastest. However, large pieces draw people in. They tend to sell less frequently, so bring a few for visual impact and for those customers ready to drop some serious cash, but make sure your booth also has a variety of smaller priced items as well. Sometimes the success of a market is also based off of the connections you've made and the future sales that will come out of it from custom work or when someone can save enough to buy your larger items.
4. Should I offer bundles or market-only items?
Bundles are great for increasing your average sale, but avoid deep discounts. Market-exclusive items can boost excitement without hurting your main pricing. Bundles should be kept to thinks like "Buy 3 for $25" or similar. Remember: Artists and makers are not big box stores and should not try to price themselves like big box stores. It's not sustainable for your businesses survival.
Booth Setup & Display
5. What should my booth layout look like?
This all depends on the size of your booth. It's good to know from the start how you will scale your booth depending on size. Typical sizes include 10x10, 8x5 or 8x6, or a 4ft spot. It varies greatly depending on the type of event you're attending. Plan for the space (standard tables are 6ft or 4ft, though sometimes vendors use 8ft as well). Keep in mind the stability of the tables or shelves you use. Make sure they are "bump proof" and make sure you and your customers have room to get in and out of your booth. Some general rules are: - Keep the entrance open or easily accessible and draw eyes upward using vertical displays. Don't just lay items on a table flat or people will easily miss your products as they walk by. Vertical displays are important for grabbing attention and for utilizing space. - Place bestsellers front and center and keep fragile items securely anchored. Don't invest a fortune into your first display, because chances are after your first couple of markets, you'll have learned what works best for your own company and products.
6. How do I make my booth visually appealing?
Use a consistent color palette, clear signage, and varying heights. Good lighting and clean tablecloths instantly elevate your presentation. Keep in mind the type of customer you wish to attract and focus in on that esthetic.
7. What gear do I need?
The first rule of markets is to always over-prepare... markets are unpredictable. A power brick for cell phone charging, tape, scissors, bags, a tablecloth, and a small toolkit are essential to always have on hand. You'll also (of course) want to make sure you bring a table, chair, and any other display items. Inevitably you'll forget a display item or two, so make sure you practice variety with your setup so you're not caught unprepared. If outside, bring tent weights (at least 30 lbs per leg but 60 lbs per leg is even better). You do not want your tent flying and hitting a customer, or crashing into another vendor booth and hurting their products.
8. How do I display prices clearly?
If possible, use both individual tags and one master price board. Clear pricing increases sales because people shop more comfortably without having to ask. But, even if you have the best, most visible pricing... someone is always going to ask you how much something costs.
9. How early should I arrive?
This varies from event to event (some have timed entry), and this also depends greatly on your display. Practice setting up at least once at home to see how long it takes you. Typically most vendors arrive at least 1.5 to 2 hours early for small indoor events and 2 to 3 hours early for larger events or outdoor ones. It's always better to play it safe and have time to chat with other vendors, than to be rushed and not ready when the event starts.
Payments & Logistics
10. What payment methods should I accept?
Most vendors these days accept card payments via Square or similar POS systems. It's also good to have QR-linked Venmo/PayPal options. Lastly, it's important to keep some change for cash purchases. The easier it is to pay, the better. You don't want someone to walk away because they don't have cash on hand and only have their phone... or ONLY have cash on hand but you don't have change. There is the very rare occasion someone will still ask to pay with check. It's up to you if you want to take that risk or not.
11. How do I handle sales tax?
Charge tax according to local rules (often built into the price at markets). You can find this through a simple google search about taxes in your state/county. Afterward, report and remit through your state portal. It's simple but essential for keeping your business legal and running smoothly.
12. How do I package purchases?
Offering bags or boxes is common for customer purchases. You do not have to buy branded bags - it's an unnecessary expense for small handmade businesses. Instead just look for bags that match your brand colors and pop a business card inside. Or, use craft brown bags and put a sticker on it or stamp it with your logo. Some vendors that aren't so worried about spending their dollars on bags and branding even just use recycled bags from the grocery store.
13. How do I transport everything?
Use plastic bins with tight lids, a folding wagon, or a dolly. Keep fragile goods wrapped in bubble wrap or reusable blankets. Bins help keep out the elements in case of bad weather and also help protect your items if you drop the bin or it falls off of your wagon during transport.
Marketing & Branding
14. Do I need business cards?
Yes. It's the cheapest form of effective advertising. Many shoppers will take a card and buy later online, when they can afford your products or when they have an ocassion to buy your products (birthdays, events, etc). Include social handles, website, and even a photo or illustration of your products if possible.
15. What should be on my signage?
Have a medium to large, readable sign with your brand name plus smaller signs for prices and product descriptions. Brand signs could be banners, neon signs, lettering boards, handmade table cloths, etc. Keep it simple and legible from 10 feet away.
16. How do I talk about my work?
Prepare a micro “story” about your process or inspiration. Keep it warm and natural, and invite questions rather than pushing a sale. Examples of this would be: For handmade jewelry “I design each piece using stones I collect on my travels, so every item has a little story behind it.” For ceramics “I hand-throw all my pieces in small batches and focus on creating functional items that feel good to use every day.” For prints/artwork “My illustrations are inspired by nature and small moments of everyday life, and I turn them into prints right in my home studio.” For candles/soap “I make everything in micro batches using clean, simple ingredients, and each scent is inspired by memories from my hometown.” For textiles “I hand-sew every item using reclaimed fabrics, so no two pieces ever turn out exactly the same.” For resin or mixed media “I love combining color and texture, so every piece becomes its own little experiment in pattern and shine.”
17. How can I encourage repeat customers?
Display a QR code for email signup or socials, and include a card in every bag. Also, a small thank-you sticker or coupon for next time helps retention as well! On top of the QR code - you can also have a sign-up form where people can write down their email address to be added to your newsletter. Customer email sign-up and newsletters are a GREAT way to build a customer base outside of markets and to let customers know which markets you'll be at so they can find you in-person!
Day-of Experience
18. What if no one buys anything?
Bad sales days happen to everyone at least once. Use it as a chance to observe what booths attract crowds and refine your display. Every market is part of a long-term learning curve. It's also a good time to evaluate if that market is for you. Is everyone having a bad sales day? Are there external factors (the weather, a ton of other events going on that day, etc) or is it just a fluke and you'll do better next time? Try not to internalize a bad day. Use it as a learning tool and make friends with the other makers and artists to get something out of the day!
19. How do I engage without being pushy?
Smile, greet customers, and offer a short, friendly “Let me know if you have questions," or "Feel free to pick things up!" Let them browse freely unless they ask for help.
20. What do I do during slow times?
Rearrange your display, restock, take photos/videos for social media, or chat with nearby vendors. Try to never look bored or discouraged if at all possible. We all have the occasional bad day where we can't help our bad moods or facial expressions. However, people notice and tend to stay away if a vendor looks unapproachable.
21. What should I wear and bring for myself?
Wear comfortable shoes and layers. Bring water, snacks, sunscreen, portable chargers, and a chair so you're not standing the whole day. If you're a book-lover, you're going to hate this next suggestion: skip bringing a book. It's better to remain approachable and most people feel bad interrupting someone in the middle of reading.
Event-Specific
22. How much should the booth fee be?
This is different for every vendor but the old-school measurement is 10% (You should make 10x the booth fee). A more current look at pricing shows a fair fee being around 5 to 20% of what you expect to make. This varies greatly on what products you're selling. Someone who only sells stickers and $10 or under items might only be making 3-5x the booth fee, while jewelry, shirts, pottery. etc, is more likely to make 10x or more of the booth fee. Higher-priced events can still be worth it if the foot traffic and buyer demographic match your product. This is truly different for each vendor and you need to decide on your own what's worth your time and effort.
23. How do I know if this is the right market?
Check the vendor list, past photos, and the area where the event is taking place. If similar makers succeed there, yours likely will too. Much of this is trial and error. Try a market and if it's a good fit - keep coming back and look for similar markets. If it's a very bad market for you, try and evaluate why. Was it the neighborhood? The event organizers? The venue?
24. Will there be competition nearby?
Markets typically try to space out similar vendors, but some overlap is normal. If you’re placed near “competitors,” focus on what makes your work different.
25. What if the weather is bad?
Bad weather tends to effect how many customers are coming out for the event. If bad weather is forecasted, try and communicate to your customer base that you're still going to be there and that it's nice and dry/warm, etc inside! For outdoor markets, prepare for wind (30-60lbs of weights per tent leg), rain (sides/tarps), and heat (shade, misting spray). Most vendors still do well if they stay prepared.
Have further questions? Reach out on our contact page and we'll do our best to help you get answers!