Preparing for a Craft Fair

“What should I take to the craft fair?” 

This is a frequently asked question.  The question gets a variety of answers from the materials to make the stand out of, the variety of supplies, to taking a variety of things to the show with different price points.

I’m sorry to say that the last piece of advice leads to set ups that look more like a jumble sale rather than a display of finely crafted works.  These stalls have a lot of closely arranged pieces to fill the space.  They have a lot of price points.  They have a wide choice of colours in each range.  What is the potential buyer to make of so much choice?

It is important to have an identity on display.  Are you a maker of votives, table ware, suncatchers, garden objects, panels, recycled and repurposed glass, etc.?  If they all are displayed, it is difficult for the viewer to determine what it is that you do.

This identity can be a unified colour range throughout the items you are selling.  It could be a range of bowls, platters and other table wear with a consistency of colour or design.  It could be your concentration on making objects from recycled glass. Essentially, you are telling the viewer what you are about.  It could be from “I make jewellery” to “I make glass objects in a range of blue green” (not that I think the latter is a real identity, but it is a possibility).  This “identity” can change from venue to venue, of course.

The usual way shops and stores distinguish their important items, is to give them display space.  This is vital for craft shows too. Space around items allows each item to have its own significance.  It is possible to give this space by concentrating on just a few lines of work.  You can always have spare stock under the table or out back to fill the gaps caused by purchases.

You may decide to go for the jumble sale approach. One of the reasons might be the people coming will be looking for lower priced objects. (Should you be selling your pieces at bargain prices?). You may be unsure of the nature of the visitors to the show and want to appeal to a wide range of people. You still need to give each piece its space.  You may have a range in multiple sizes and colour ways.  Display only one product in the full range of sizes and only a single item in each of the colour ways.  Your “under the counter” stock will fill in the sizes for the colour range.  In this kind of way, you can make space for each item even when you bring a multiplicity of objects.

So many times, I see little evidence of descriptions relating to the object or range of products.  You need to illustrate the thought you have put into the creations by the descriptions you give to the pieces.  Simply putting the pieces out in a nice arrangement is not enough.  You need to tell people what it is, the concept that led to its development, possible uses, how it might fit into a life style and its benefits – unique art piece, display of the owner’s ability to choose beautiful objects, etc.  And of course, you need to give the price.  You might also want to make it possible for a buyer to have it shipped, so you need information about delivery costs as well.  In giving this kind of description, you are showing you have put thought into the piece and into the buyer’s needs too.

It is very unusual to see anything about the maker.  Unless people are looking for bargain basement items, they want to know about the maker.  They are buying your story almost as much as the object. You have a story relating to your life and your approach to making.  Tell it. Display it prominently.

Where else can your products be found?  People want to be assured that they are buying things in demand. Telling where else your creations are sold helps assure them that their choice is validated by other people’s interest (even though they are buying a unique piece).  Put this information in a few sentences and put it up somewhere on your stand.

Telling people about where you can be found in the real world, on social media, your blog, and any online marketplaces is important.  Often people can turn into repeat buyers through maintaining contact. At the least it can promote continuing relationships, which may turn into commissions.

Research the market. You need to look at the profile of people that will be attending the event.  If it is a gardening event, you might take garden-based objects, or set your pieces in a garden-like atmosphere. If it is a school event, think about the background of the parents.  If it is a stand-alone event, then you need to think about the population of the area, or the people that the event will draw.  The organisers in all these cases should be able to give you information on the people who are likely to come. 

Take things that will appeal to the people who will be browsing and arrange them appropriately to the event as well as getting the display right.  This might involve different table coverings, or backgrounds to reflect the ethos of the event to which the craft fair is attached.  You need to make a connection with the potential buyers.  Show that you are tuned into their lifestyle.

Preparing for a craft selling event is much more than what structure to hang or display your work on.  It is about reflecting the environment of the event. Will the people be browsers that need to be converted to buyers, or are they going to be coming to buy? Those two groups have different display requirements. What your identity will be in relation to these buyers will determine the range of material you bring to the show. 

Summary

A craft fair is very similar to a shop display or your offering on an online craft marketplace. 

• Your display needs to immediately say what you do. This is assisted by the walls, coverings, etc. of the stand, but is most importantly shown by the selection of objects to show.  This is what tells people what you do.  It is your identity for the time being. 
•  
• You need to lovingly describe each object on display. This gives the buyer a feeling for the concept behind the item, an idea of the benefits and value of it to their life.
•  
• You need to tell your story. They are buying an idea of the maker as well as the object.  It is a good idea to tell people where else your work can be found too – even if it is at other craft fairs just now – but especially if you are on any online marketplaces such as Etsy.  Engaging them with your social media is also a good idea to help maintain the currency of your story.
•  
• You need to find out about who will be attending the event.  The social and economic characteristics, the age profile, the status of the event and many other things will be important to what you bring and how you dress it.

Finally, all these elements of an approach to selling your work apply to anything you are thinking of selling on an online craft marketplace.  Getting it right at craft fairs prepares you for successful online selling too.

Approaching a Gallery

Images of WorkMake sure that you have good quality images taken of your work (35mm transparencies, digital images for CDs or email), after all, you will be competing with practitioners that have been in business for years and are firmly established as leading national and international designers. Sending poor images/presentations reflects very badly on your approach and your work.

Invest in a professional portfolio filled to the brim with beautifully laid out colour photography on a black background. Don’t walk into the gallery with a handful of snapshots.

Sending Biography and VisualsSend general descriptive information about yourself and your work to the gallery first. Then follow this up with a telephone call. Find out the contact name you need for the relevant department within the gallery. If you send something with no contact name your presentation can sit in a pending tray for months! Contact as many galleries as you can handle, rather than waiting for a reply from the first one on your list.

Research and Make Appointments
Don’t just turn up at a gallery with your work. Galleries plan their exhibition schedule at least two years in advance. They are busy most days with artists and dealing with clients so it is always best to make an appointment first.

Pop in regularly to your local galleries, or research on the internet, to get an idea of the kind of designers they display, and the style and quality of work on show.

Keep in TouchContemporary galleries are always looking for new original designers for their exhibition programme, so update the gallery regularly by sending emails, transparencies and CD (with images).

It is especially important that the gallery can see how serious you are about your work, how it develops in style and that you are still exhibiting and producing work 2-5 years later. Make sure your work is unique and difficult to duplicate. Keep your own designs and patterns dated and own the copyright to them.

Don’t give up. There's someone out there who will like your work. When you find gallery owners who are crazy about your work, stick with them.

When you have an offer of a show
Watch the papers for announcements of other openings at the gallery to see how well each opening is advertised. Ask around the arts community to see how well known the gallery and its owner are.

Check on the gallery/artist percentage agreement when calling each gallery. Your price to the public must be calculated based on this. Charge what the work is worth!

Check around with other artists represented by the gallery, asking them about promptness of payment by the gallery.

Be businesslike in all dealings.Prepare a contract, if the gallery does not have one, to cover mutual expectations. It should include who does what, e.g., mounting of the work, invitations to the opening, opening night, payment terms, artist’s residual and resale rights, etc.

Don’t be a pain to the gallery owner. Don’t pester. If you have to be anxious about the show, do it privately.

Enjoy the opening night!

The Negotiating Framework for an Exhibition, 3

Proposals and Agreement

Make a proposal
Once you've had a chance to assess each other's position, you're ready for proposals and suggestions to be made. Mindful of how you have prioritised your list of 'achievements' you can start to 'trade', all the time looking for opportunities to offer things that are 'cheap' for one party but that are of real value to the other.
For example, a local authority or academic gallery that has an in-house photographer could offer the artist high-quality visual documentation of their exhibition that would otherwise cost the artist large amounts. An artist may offer to recommend the gallery as a good venue to peer artists in other areas or countries, to support the gallery's 'talent spotting' aspirations.

Trading and bargaining
After this period of exploration and testing, the trading and bargaining begins in earnest. Don't assume however, that this all has to happen at once, as you may do the testing and proposal-making some weeks or days before you sit down to bargain and finalise the arrangement. In general terms, ask for more than you expect to get and don't concede too much at the beginning because you've reduced your subsequent bargaining 'chips'.

In face-to-face discussions, be aware that body language speaks volumes - leaning back and folding your arms sends a signal that you're 'closed to discussion', whilst keeping eye contact and maintaining a normal sitting position says the reverse. It is an important to listen actively, to concentrate on what the other party is saying rather than waiting for them to finish so you can jump in and make your own points. Don't always feel obliged to bring in 'new' material when you speak, you can instead summarise what has been discussed as a way of 'buying time' to decide your next move. Silence is OK too, providing time to gather thoughts for another intervention.

Nowadays, negotiation is often done via email or telephone. It's better to avoid making curt or aggressive comments that can tend to turn a collaborative negotiation into a confrontational one. Don't reply to emails or unexpected telephone calls 'off the cuff'. Always refer to the paperwork or notes from previous communications.

An agreement cannot be reached until the parties get to a position they can both 'live with'. As a matter of course, this is generally somewhere between their respective starting points. Neither party should afterwards feel they were 'backed into a corner' or browbeaten into finalising the negotiation. If someone is pressing you to agree now it's usually because they will get more out of the arrangement than you will. So best not to.

When you've reached an agreement, write up your notes as a letter noting all the areas of agreement and send to the other party, asking them to confirm by signing, dating and returning to you a second copy that you have provided. Either artist or exhibition organiser can write up the agreement.

Susan Jones (used with permission)

The Negotiating Framework for an Exhibition, 2

Beginnings

The opening
The first phase of a collaborative negotiation on an exhibition involves gathering as much information as possible, preferably well in advance of any meeting.

• Artists - research the gallery, how it programmes, what its current interests are, which other galleries 'look to' that one because they are good at picking interesting artists, etc.
• Gallery - research the artist, the context for their work, their peer network, their other projects, etc.

What do you want to achieve?
Before you start a negotiation, set out for yourself on paper what you want to achieve from the exhibition opportunity in terms of:

• Things you must achieve
• Things you intend to achieve
• Things you'd like to achieve

Discuss and explore
The first meeting provides an opportunity for artists and exhibition organiser to explore each other's needs, start to create a relationship and as part of this, for each to make tentative offers. Avoid stating your own preferences and ideas and instead use 'open questions' that create a space in which ideas can be explored, for example:

• What do you think about...?
• Is there something you'd like to suggest?
• From your experience, what do you find works well...?
• What other options could we look at?

Susan Jones (used with permission)

The Negotiating Framework for an Exhibition, 1

Introduction
In the world outside the arts, when someone offers something - a house for sale, a job, work from a trades person, a proposal of marriage even. This is generally the opening gambit in a negotiation process by which what has been offered will be discussed and in the process, either adjusted to create something of mutual benefit, or declined. But in the visual arts there is a tendency for the offer of an exhibition by a gallery to an artist to be taken at face value and either accepted or rejected. This doesn’t need to be so.

The intention here is to set out a mechanism for a collaborative negotiation. Through this the artist and gallery can share their respective aspirations and intentions for a proposed exhibition, and negotiate in order to arrive at a 'win-win' situation. One in which both feel comfortable about what has been agreed because they will both benefit. Importantly, they have also created a working relationship that can be built on in the future.
A collaborative negotiation is preferable to a competitive one where the parties are essentially out to get the best for themselves regardless of the wider implications. An unhappy relationship between artist and gallery tends to ricochet around the art world and does neither any good in the longer term.

Anyone inexperienced in negotiation techniques should get some professional guidance in advance. Artists could do this by contacting a training or professional development organisation. An arts organiser might ask for coaching from a line manager or senior colleague.

Susan Jones (used with permission)

Selecting Craft Shows

Not all craft shows are equal. Some are stupendously good, while others are poor. You won't have any advance guarantees which it will be. Some shows that appear to be terrific turn out to be a waste of time. Other shows that seem ordinary are some of the best ever. Although you will always have a few of these surprises, there a few guidelines that will help you guess what a show will be like.

Seasonal
Christmas shows are best, and the closer they are to Christmas, the more you will sell. It's not that summer shows are bad - some are great. It's just that outdoors can be dangerous at any time of year – rain, wind or worse.

Admission
Shows that charge admission will usually have more sales than those that let people in free.

Rent
At higher rent shows you will usually sell more expensive work than at lower rent shows. It doesn't matter how much the space rent is, just how much you sell from that space.

Juried Shows
Because "juried" shows are selected, they usually have high-grade work. Customers come to these expecting to find high quality, expensive work. These shows also attract a higher ratio of customers to browsers.
Community and charity shows, on the other hand, usually get customers looking for very cheap goods.

Festivals
Shows that are attached to some kind of festival (like music, harvest, etc.) are usually poor - especially if the craft is only a secondary part of the show. But, then again, these are the shows that are most likely to surprise you.


The full article by Dennis Brady.

Images for Juries

Images of work

Uniform neutral backgrounds and accurate colour make the artwork jump off the screen and easy to evaluate. Images must be sharp with good contrast. Matching backgrounds for a uniform presentation are recommended. Some advocate black borders around the image (which includes the background); in any case there should be a dark border to fill the projected space. White backgrounds that don’t fill the frame are extremely white and make it difficult to define the work easily. Review any automated scanning to ensure the image is up to standard.

Distracting elements should be kept to a minimum. A few are variable background colours and textures; variable border colours, or none; low contrast; too much white in the images and background; and fuzzy images

Booth images

The booth seems to be artists’ weak spot. The booth images should be as set up for a show. They should be actual rather than digitally created. Some sense of scale needs to be included.

Learning
Because jury images are the artists’ most important asset, attending an open jury viewing is important. It allows you to see a variety of presentations and learn the best and make notes of what to avoid. So if the opportunity presents itself, attend an open jury viewing.

Based on information from Larry Berman

The Exhibition Agreement

In the world of visual arts, it may sometimes be thought that formal agreements are unnecessary because they might restrain the creative processes or indicate a lack of trust.

But conversations in which important things are decided are open to interpretation or misunderstanding unless they are formally recorded. Although in theory a verbal agreement may be legally enforceable, in practice it cannot be relied on because of problems of evidence. The advantages of having a signed written contract will usually easily outweigh the risks of not having one. A contract can be drawn up by either an artist or an exhibition organiser.

The following checklist takes the form of a number of headings that both artist and exhibition organiser need to consider and negotiate around whilst they plan the exhibition. In this way, the checklist can act as a comparison to any document provided by the gallery itself, and to identify the areas where specific negotiation needs to take place.

The checklist
1. Who are the parties to the exhibition agreement?
2. What is the purpose of this agreement - to hold an exhibition showing of particular works, so list them in an appendix.
3. What is the nature, scope and intention of the exhibition?
4. Where will the exhibition be shown?
5. When will the exhibition be open to the public?
6. When will the preview take place?
7. Will the exhibition tour?
8. Who will deliver the works to the venue and return them afterwards to the artist?
9. Who is installing and de-installing the exhibition?
10. Who is taking care of loss, damage and insurance?
11. How will works for exhibition be selected?
12. Publicity and promotion
13. What fees and expenses are due to be paid?
14. Will work be for sale?
15. Copyright and reproduction rights
16. Moral rights
17. Who owns the work?
18. Who is sponsoring the exhibition?
19. Governing law - what jurisdiction
20. Force Majeure
21. Can you change the agreement?
22. Whole agreement?
23. Appendices - The List of works and Tour schedule form an integral part of the agreement.
24. How can the agreement be terminated?
25. When should it be signed?

The full version of this checklist is at Artists' Newsletter

Consignment Agreements

Consignment (Sale or Return) agreements are to protect both Artist and Gallery, and ensure each understands the other’s expectations. The agreement should relate to each item and include at least the following information:

• Artist’s name and address
• Gallery’s name and address
• Name and signature of the owner/manager of the gallery
• Title, medium, dimensions of the work(s), edition number
• Retail price
• Artist’s price
• The commission taken from the retail price

Additional information that is advisable to include:

• Each work is to be offered at the stated retail price. Any discounts shall be from the retail price, not the artist price.
• Each work sold should have a bill of sale copied to the Artist.
• The Gallery shall send to the Artist the stated retail price of each work less the stated commission, within a reasonable time after sale, and not less than 1 month after the sale. In the case of exhibitions the payment should be made not less than 1 month after the close of the exhibition.
• If a work is lost, damaged or destroyed during the period of the agreement, the Gallery must notify the Artist immediately and pay him/her the stated retail price, less the stated commission.
• Insurance of the work –a statement of when the Gallery’s insurance takes effect. The Gallery normally provides insurance upon receipt of the work(s) and signs a document to indicate safe receipt of the item.
• The Artist shall retain all rights in and title to the works until sale, at which point the title shall pass directly to the purchaser whose name and address the Gallery shall give to the Artist on written request.

Other posts on consignment:

Consignment

Consignment Agreements

Consignment Rates

Consignment Venues

Booths at Fairs - Survival Kit

Think about what you want to have with you and plan ahead. Things you may need to bring with you include:

Materials

Display material/photographs for walls

Publicity material

Hand outs for the public - artist's statement, contact details

Press pack - press release, images of art work, artist's statement

Previous publicity and brag book, showing commissions - display it on a stand.

Postcards

Business cards

Price lists

Order book

Book for recording contacts

Tools

Cleaning materials, i.e., for cabinets etc

Box with thumb tacks, pins, pegs, screws, for hanging material on the walls

Extension cords, power strips, light bulbs, fuses

Box with tools – screw drivers, pliers, knives, etc.

Masking tape, scotch tape

Pens, markers, product labels, price tags

Calculator, sales receipt book, copy of your sales tax license

Credit card equipment

A storage facility for all the money and cheques you will take in! Also to keep the change box in - stocked with plenty of change, of course.

Packaging material - Bubble wrap, boxes, bags, etc
Seat with back rest

Small step stool

Wheeled trolley for moving stock and booth

Most important - your own lunch and cold drinks and water bottle

Additional things for outdoor booths

Canvas repair tape/ Gaffer tape

Weights for holding the booth down

Buckets and mops for bailing out

A pair of rubber boots

Guy ropes and pegs for windy conditions

Booths at Fairs

Think of your booth at a show as a mini art gallery. It should show off your artwork in the best possible light. The "job" of a booth at any type of show is to set up an environment to do the following:

• Attract a stroller's attention so that they stop in front of your booth and look.
• Provide an appropriate environment which best shows off your artwork.
• Entices the potential buyer inside to get a better look.
• Subconsciously directs the viewer to see all of the artwork (i.e. the booth has a footpath flow)

Booths do this in a variety of ways.

The booth provides a physical barrier so that your booth is separated from your neighbour's booth. You don't want your potential client to see your neighbour's craft/artwork while they are in your booth. Make sure your booth has full-sized screens on all 3 sides to block the view to your neighbour s booth.

It provides a consistent "art gallery" environment when your potential client steps inside.
Neutral walls, which do not distract from your artwork are best. In fact, the walls should help display the artwork. The booth should make the environment friendly to the viewer.

Have a floor covering. This is particularly important on an inside show on concrete floors
The covering should be neutral in colour so as to not compete with the stained glass.

Feature the artwork in the front. Make it easy for the client to walk up to your artwork. Nothing on the floor should impede this. Keep all non-art stuff like sales & packing stuff in the back of the booth.

Have as much lighting in your booth as possible. Glass is all about light. The more the better. Bring plenty of power strips, extension cords and extra light bulbs of the appropriate wattage.

Plan out the flow of the viewer. Think like a potential buyer and place your artwork appropriately. Have your big eye-catching show pieces where they are plainly visible from someone walking down the hall. Then put the smaller, less-expensive stuff in the back. People will be drawn into the booth by the big, expensive show pieces. Then, once they are inside, the artwork should go from most outrageous to more affordable, forming a path around the booth.

The Bill or Contract of Sale

Although it is usually a good idea, the bill or contract of sale is under-used in transactions between artists and purchasers. It indicates the terms of the sale, whether conditional or unconditional, and protects the artist’s interests, especially where artists’ resale rights are in force.

The bill of sale must include:

• The date of sale
• The place of sale
• The title of the work
• The description of the work: medium, dimensions, size of edition, and other relevant information
• The name and address of the purchaser
• The artist’s name and address
• The purchase price
• The term of payment

The above sets out the date, the place, the purchase price and the terms of payment of this contract of sale of the mentioned art works. However, in order to protect the future existence and use of the work, the parties may further mutually agree:

• Originality: The artist vows that the work is his/her original and that s/he shall not produce a replica of it.
• Edition: If the work is one of an edition, the artist vouches that the size of edition shall not be increased after the date of the contract.
• Reproduction: The copyright in the work is retained by the artist, but the buyer may be entitled to permit the reproduction of the work in books, art magazines and exhibition catalogues.
• Care of the work: The buyer vows not intentionally to alter, damage or destroy the work during the time of ownership.
• Restoration: If the work is damaged, the buyer shall notify the artist and give the artist a reasonable opportunity to conduct, or supervise, the restoration of the work.
• Artist's exhibition: The buyer and artist may agree to the owner lending the work (e.g., once in every twelve months for a maximum period of six weeks) for the purpose of inclusion in a public exhibition of the artist's works. The artist must give the owner reasonable written notice of his intention. The artist must provide documentary evidence of insurance coverage and prepaid carriage to and from the exhibition. The artist must ensure that the exhibiting institution identifies the work as belonging to the buyer.
• Placement of work: If the buyer places the work with any person or institution for exhibition, re-sale, or any other purpose, the buyer shall immediately write to the artist stating where the work is placed. This is especially important in jurisdictions where artists’ resale rights exist.
• Addresses: Artist and buyer shall notify each other in writing immediately of any change of address.

Applying to Juried shows

Juries are looking for a unique, well crafted, and impressive body of work in the category to which you are applying.Therefore, show them a coherent body of work - that is, the illustrations should all reflect a consistent style and aesthetic. Cohesive groups of work communicate to the jurors the strength of the artist's craftsmanship, design, self-direction and intent.

The juries also want to see representative work. Go for your strongest work and present the strongest visual presentation you can. Again, it should be a cohesive body of work photographed in roughly the same manner. Strong work and cohesive body of work are equally important.

The artist can have as much impact on the jury by editing certain pieces out of a group of works as s/he can by choosing what to include. So, avoid submitting a number of pieces that are in diverse styles. And make sure you have excellent photography.

Advice for Surviving a Selling Event, 3

Publicity and literature

• Research press contacts for magazines, papers etc. Target smaller newspapers as they like writing about local people.
• Make sure you have sufficient supplies of publicity handouts, trade information, press pack and artist's statement. Make handouts easy to understand, easy to carry and easy to store. Magazine editors cruise around so have a press pack available. Find a good photographer to work with for good publicity shots.
• Make sure your website is up-to-date, as people who go away with information will then look at the site.
• Don't have any financial barrier between you and the public - have a range of prices. Your price lists should include information about postage and packing. Give the landed price - the price a piece costs, then add postage and packaging. Find out about and include notes on the costs for national and international delivery.

Objectives for the event

Aim high, they have a lot more money than we have.

Takings should be 10 times the cost of your stand. Almost half the takings may be commissions.

Exhibition offers

Never commit to exhibitions with galleries until you can check them and find out as much as you can about the gallery. Never be intimidated into feeling inferior by a gallery. Is exhibiting with that show worthwhile? Sometimes it is very good for the career.



Expect the best and be prepared for the worst.

More information is available from the Business Fact Sheet for Scottish Crafts at craftscotland

Advice for Surviving a Selling Event,.2

Customers

Don't judge people by their appearances.

Keep smiling and never lose your cool even with difficult customers. Listen to them. They may actually have a point. They know what they like and don't like and they're not afraid to tell you.

Never undertake something that you don't really, really want to do. Steer them round to what you make. Be firm if a customer is making unreasonable demands. Is the job actually worthwhile?

Commissions

Once they decide they want something give the customer your time. Find out what they like about it, what they don't like, what space it's going in, is it on the wall? The time spent will pay dividends as the most important thing is your time and they'll remember it afterwards.

Write everything down in one place - name, address and add something which you can easily remember them by. Agree a price and usually include delivery and insurance as extras.

Never give discounts.

Timescale - you'll have lots of work after the event - so start commissions several weeks or months afterwards. Be good and let them know if there's a delay or a problem.

For a commission people do expect to pay a deposit. Ask for a round figure. Give them a receipt.

More information is available from the Business Fact Sheet for Scottish Crafts at craftscotland

Advice for Surviving a Selling Event, 1

You have to be really comfortable.

• Bring a high level stool so you can perch and still have eye contact with the customer
• Wear comfortable clothes and shoes.
• Wear something bright to help them remember you. It helps if they can point you out in a crowd.

Food, drink and consequences

Eat well, have a good breakfast and have loads of water to stop dehydrating

Bring your lunch

Make friends with the people beside you. This is very important, especially when you've drunk a lot of water!

Plan ahead

Plan the stand display in advance, where everything is going, display cases and what is going in them. Make a plan of the space. Then try it out to make sure it works.

Consider who is beside and opposite you - you need to be aware of what is around you to plan your space best, so it might be worth getting in touch with them before you arrive.

The stand should be clean and tidy. Having no clutter means the customer can see what they are looking at. Have a storage unit for paperwork, pens, water, packaging etc. Have a space where you can write orders and pack purchases.

More information is available from the Business Fact Sheet for Scottish Crafts at craftscotland