Participating in the ISGB Booth at the Buyers Market of American Craft

(BMAC) Show

Katy AbbottISGB, VPDirector of Education

Outline

Background about BMACISGB Booth DetailsHow to Apply Wholesale Tips

Background on BMAC

The Buyers Market of American Craft is a wholesale trade show that provides artists the opportunity to build business relationships with craft buyers from all across the country. Approximately 2,000 artists exhibit to more than 7,000 buyers from 3,000 companies from across the United States and Canada. The show, held twice a year at the Pennsylvania Convention Center in Philadelphia, sees more than $42 million in sales each year. The show is among the Top 200 Trade Shows in the U.S. according to Trade Show Week magazine.

http://www.americancraft.com/BMAC/

Visiting Artist Program

The Visiting Artist Program at the Philadelphia Buyers Market of American Craft provides artists the opportunity to explore the wholesale marketplace.

Sponsored by the Arts Business Institute the programming includes educational seminars designed specifically for artists, guided marketplace tours, individual mentoring sessions, and the opportunity to ask questions and network with ABI and Buyers Market staff, seasoned exhibitors and other Visiting Artists.

http://www.americancraft.com/BMAC/artist/visitingartist.html

ISGB Booth Details

Participation in the ISGB BMAC booth allows you to test the waters of the wholesale market at a minimal costISGB provides space in a carefully designed 10x 20 foot booth for up to 12 individual artists’ jewelry designsThree ISGB ‘volunteers’ staff the booth during the show and take orders for participating artists

ISGB Booth

ISGB Booth Details

Participating artists send ‘samples’ of their work for display on a 17 x 34 inch foam board Buyers place orders from these samplesBuyers provide a date they want items sentNo money changes hands at the BMAC showSamples are returned to the artist along with order forms

Sample Boards

ISGB Booth Details

Participating artists set their production scheduleParticipating artists set up their own terms of payment from buyersParticipating artists send business cards, catalogs, and labels which are provided to interested buyers in exchange for their gallery information

ISGB Booth Details

Example of ‘terms’– Minimum $100 order for first time customers, no minimum

for re-orders– All customers must pay in full at the time of purchase,

except for credit verified trade accounts. If purchaser is such a trade account, payment in full is due within 30 days of the receipt for merchandise. I accept company check, Visa, MasterCard, and Discover.

– Standard shipping by USPS priority mail, insured with a return receipt. Shipping charges are typically between 8-10% of total order.

ISGB Booth Details

Participating artists are selected from a jury of three individuals who work in the tradeSelected artists must join or renew their ISGB membership at the Professional Level ($100)Artists may participate for 3 consecutive years, after which, preference will be given to artists who have not participated in the show

ISGB Booth Details

Because the BMAC show highlights hand-made craft from North America, only US and Canadian ISGB members are eligible to apply.ISGB will create and print a color postcard with booth number for participating artists to send to potential buyers

Apply to be a booth worker

Up to two booth workers are selected to work the ISGB booth in addition to the Director of Education or ISGB StaffIf selected as a booth worker– Jury fee is refunded– Booth fee is $450 regardless of year– Travel, hotel, and food expenses are partially

reimbursed

How to Apply

Applications can be found on the ISGB website www.isgb.orgJury fee is $25.00 Submit 5 images of your work that are representative of the original items you intend to use as wholesale samples at BMAC on a CD

How to Apply

Booth Fees– $450.00 for first year artists– $500.00 for second year artists– $550.00 for third year artists

How to Apply

Images do not need to be exact items you intend to sell, rather accurately reflect the type, quality, and price ranges of work for sale.– A minimum of 3 images should be of individual

pieces, 2 may be of a grouping– Images must be of items that incorporate hand

made glass beads

How to Apply

Example images– Single images of earring, necklace, & grouping

Jewelry by Katy Abbott Photos by Dina A. Rossi

Important Dates 2009-2010

September 30, 2009 Applications DueNovember 1, 2009 Artists’ NotificationDecember 1, 2009 Artists’ Contract returned with booth feeJanuary 15, 2010 Samples and sales materials due

Wholesale Tips

Create items with price points in mind. You will set your wholesale price and the gallery will double and sometimes triple your price to set the retail price (known as keystone pricing).Most experts suggest multiplying your wholesale price by 2.5% to get the average retail price. Do you think your item will sell for that price?

Additional References

Bruce Baker– http://www.bbakerinc.com/

Over the past 16 years, Bruce has taught more than 500 workshops throughout the United States and Canada on the subjects of Booth Construction, Marketing, Sales, Slide Presentations, Customer Service, Visual Merchandising, Trends that affect the Craft/Gift Business and Jewelry Display.

Additional References

The Crafts Report magazine– http://www.craftsreport.com/

Pricing & Terms– http://artsandcrafts.about.com/od/articlesinformati

on/a/08232004a.htm