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Basic Guide to
Selling Arts and Crafts by James Dillehay
Table of Contents
Introduction
Chapter 1 Finding Buyers
Door-to-door sales
crafts parties (boutiques)
Craft cooperatives (co-ops)
Gathering ideas of what to make
Identifying customers
Sales channels
Basic human motivations
Geographic location
Demographics
Season
Wholesale or retail?
Overlapping effects
Chapter 2 How to Price Your Work
Average market price
Floor price
Indirect costs
Labor costs
Cost of materials
Production cost
Cost of sales
Setting the retail price
Setting wholesale prices
Item profitability
One-of-a-kind pieces
Chapter 3 Succeeding at Art &
Craft Shows
How to find shows
Kinds of shows
What to look for before
applying
How to apply
How to better your chances of
getting in
Last minute cancellations
Planning your show schedule
Booth location
Displaying your products
Booth cover
Accepting credit cards
Accepting checks
State sales tax
How to keep track of shows
More tips for having a better
show
Awards
Chapter 4 Selling to Stores &
Galleries
Finding stores
Listings of buyers
Doing wholesale business
Craft malls
Extending credit
Consignment
Selling on approval
Sales representatives
Chapter 5 Selling at Wholesale
Trade Shows
Entry requirements
Which trade shows are right for
your craft?
Advance planning
Booth displays at trade shows
Taking orders at a trade show
Chapter 6 Selling to Corporations
and Interior Designers
Grants and funding
Promotion for the artist
Sources of corporate buyers
How to get commissions
Sizing up the job
Pricing the art piece
Work/study opportunities
Selling to the interior design
market
Local designers
Getting known in the interiors
field
Interior design organizations
Interior design trade shows
Contracts
Chapter 7 Building a Mail Order
Crafts Business
Direct mail
Direct mail costs
Catalog sales
Classified ads
Display ads
Words that sell
Free publicity
Best times for mail offer
response
A note about mail order
Chapter 8 Additional Markets for
Arts and Crafts
Religious market
Selling crafts overseas
Selling crafts on university
campuses
Craft products sold as premiums
Additional retail outlets
Chapter 9 Basic Business
Practices
Permits and licenses
State sales tax
Federal identification number
Legal forms of business
Raising money
Borrowing from friends or
relatives
Personal credit cards
Bank loans
SBA loans
Microenterprise programs
Credit unions
Additional funding sources
Bartering for services
Keeping records
Creating a logbook
Insurance
Employees
Licensing your designs
Sources of legal advice
Stay up-to-date
Chapter 10 Writing a Business
Plan
Elements of a business plan
Division of labor hours
Marketing plan
Chapter 11 Using Promotional
Material
Postcards
Business cards
Care labels
Hang tags
Brochures
Photos of your work
Chapter 12 What to Do if Your
Work isn’t Selling
Market receptivity
Change your display
How color affects sales
Changing the materials to
improve sales
Designing to sell
Increasing the perceived value
Is the price too high, or too
low?
Improving your sales tactics
Ask for the sale
Stay focused on your intention
Stress the benefits of your
product
Product knowledge
Make it easy for customers to
buy
Selling from a full display
Promote yourself
Don’t apologize
Looking energetic
Chapter 13 Spin-Off Opportunities
Teaching workshops
Becoming a crafts supplier
Opening a retail craft store or
gallery
Starting a crafts cooperative
Producing craft shows
Writing
Becoming a sales rep
Appendix A Organizations
Appendix B Buyer’s
Directories
Appendix D Wholesale Trade Show
Organizers
Appendix C Craft Fair Guides
Appendix E Booth Cover &
Display Suppliers
Appendix F Magazines &
Newsletters
Index
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