I've reached sort of a dilemma and would be interested in how others view this situation. I have three large, back-to-back shows coming up and, therefore, have more inventory than I would usually have on hand. I can't possibly display all of it at once and I'm trying to determine what I should hold back for show #2, etc.
I suppose there are two ways to look at it. If it isn't out, it's not going to sell. But, does anyone else agree that it's possible to overwhelm the patrons with inventory to the point of them refusing to even look because there is so much there? I don't think I have any two items that are just exactly alike. Therefore, I can't simply "bring another one out" when an item sells. I can't decide whether to dazzle them with inventory or take a more consertive approach and be a little more selective in what I put out. And, I can't bear the thought of having something packed away somewhere when I just know it would sell to the next person who walks by. And, if I'm going to be consertive, how do I choose. Do I put out what I consider to be the "cream of the crop" and run the
risk of the better items being gone before I ever get to show #2 and #3 (I feel sure there will be one or two left)? I realize that, in a way, this may sound like a ridiculous thing to be concerned about. But, I don't believe I've ever had three shows in a row like this that offered as much potential. Two of the shows I've done several times in the past and have always done well at both. The third is St. James and, as you all know, it certainly has the potential. I'd like to hear from anyone who can make any sense out of what I'm talking about and have possibly dealt with this question. I guess the real simple version of the question is whether or not it's possible to put out way too much inventory regardless of what sort of quality it may be. Sort of the law of diminishing returns.
Comments
Making one of a kind pieces myself, I know what you mean about putting everything out or not. I go through the whole routine just about every show. "What if someone would buy this, but can't because it is not out?"
I think everyone here pretty much hit the nail on the head though. I always bring more inventory than will comfortably fit in my display and keep the extras tucked away, but easily accessible. That makes it much easier to fill holes in your display or show customers other work they might be interested in.
Oh yeah, what section are you in at St. James? I'm in Belgravia. First time for me too!
I'm not sure what your medium is, but mine is painting and this is what I do:
1) When I know I have several large shows close together I always try to pay extra to get corner booths, that way I can capitalize on my extra inventory.
2) Put out your best. I always say it doesnt matter WHERE it sells, at long as it SELLS!
3) I try to run the gamut on prices. Make sure you have plenty of lower priced items, several mid-high prices, and I try to put 2 high end pieces out at all times. I also like to make sure that every color is touched on at least once in my booth.
4) I also try to have 2 or 3 paintings of each size as EXTRA inventory, so when one sells, I have at least 2 others that exact size to choose from. I hate having to shift paintings around during a show b/c I don't have another that would fit in that spot.
5) and I keep a small "book" of all my other available paintings. That way people can flip through it and if they see a painting they like, I can pull it out of my stock pile for them to see in person. Its worked a couple times, and other than the time of printing off pictures of all your stock, it doesnt hurt at all!
Thanks to all of you for your input. I appreciate it. Jacquelyn, you raise a point that perhaps someone can help me with. As I said, two of the shows are familar to me and I know what to expect. However, this will be my first trip to St. James and I'm wondering. Is there storage space available behind the booth? I'm in the Belgravia section and about all I've heard is how uneven the ground is and "take plenty of shims". I haven't heard anything about storage and that's going to be a big issue for me. Also, in case I have mis-represented my concern, by no means am I afraid of selling out. Bill, I agree with you 100%. Wouldn't it be nice if we could all sell the last item during the last hour of the last show. That would be the art business in a perfect World! On the other hand, if we could sell every item the first day, we could go on vacation for the rest of the week! I'll be happy to cover my expenses and have a little in my pocket when I go home.
Thanks for that laugh, Bill!
Absolutely, Don -- sell it when you can you never know what will happen at the next show.
I can think of worse things than selling out before you finish your tour.
Put out the best pieces you have. Don't hold back work for a later show - it might be rained out! That doesn't mean that you display it all. Listen to customers comments and pull out other pieces to show them if the one on display isn't quite right.
I agree with Amy. I experimented just recently with this and my sales were much higher when I cut back my inventory shown. My pieces are all one of a kind as well--so I know what you are talking about. However, I just put out a good selection of pieces and my sales were much higher than before! I am definetly going to keep this technique. Good luck!
I have written two blog posts that touch on this subject. You can find them at http://heartfirestudios.blogspot.com/ ... look for the ones titled "Panic" and "Don't Panic". Quick answer is you will sell more if your inventory level is not overwhelming