I did a Trunk Show with my jewelry at Porter’s Gift Shop in Florence, SC on Thursday. Porter’s is “the” high-end gift shop in Florence, with a long-time clientele from the upper echelon’s of Florence society. They promoted the Trunk Show on their web site, in their newsletter, and with print ads. I promoted it with my e-mail list.
When I send out e-mails to my list about upcoming shows I am doing I always include a few shots of my newest work. I think this whets the appetite, and encourages customers to come and see what is new. I make sure to size them for e-mail, so they don’t bog down anyone’s download, since some folks are still on dial up.
Successful trunk shows involve being prepared, on time, and supportive of the store hosting you. I always bring new work aimed at that store’s market, made for that show. I bring some simple display accessories – necklace stands, bracelet and ring stands – and am flexible in where/how the store lets me set up. They are usually very excited to have the artist there with the work, as are the customers.
I clear with the store in advance for me to arrive an hour before we are scheduled to start, so I have time to get set up and have my containers stored before customers arrive. I always bring some extra work, just in case it is needed. I don’t bring work that is not a good fit for that particular store.
I dress up a bit, and stay near my work ready to introduce myself to customers, and to offer information on the jewelry. I bring business cards, but leave it up to the store owner whether they want them put out or not – some do, some don’t. I make sure to give the store credit for referrals – they need their slice of the money pie if they sent me the customer. That ensures a positive ongoing relationship with the store! It amazes me the stories I hear store and gallery owners tell, about artist not giving the store/gallery their share when they were the ones who sent the customer to the artist. Way to cut your nose off to spite your face!
When I do trunk show I get 60% of the retail cost, and the store gets 40%. I figure they have done the pr, and usually refreshments, but I’m there selling all day, so that is worth my extra 10% over wholesale.
I always make sure to point out that the store does regularly carry my work, and that customers can have the store contact me if they want custom work done. Porter’s carries china, crystal, and silver for brides, so there was a lot of interest in the jewelry I make for bridesmaids and mothers-of-the-bride. I’m hopeful that a good bit of custom work will come from that, and of course Porter’s will get their share of the sales since they initiated the contact.
We discussed doing another trunk show leading up to Christmas, and I am excited about that opportunity!
If you want to do trunk shows, make sure you have a decent selection, check out the stores you are interested in to make sure your work would be a good fit without repeating work they already have, and then call and ask for an appointment to show them your work. Take a representative sampling of your work when you go, and your calendar in case they want to set a date right then. Be sure to be clear on percentages, on what time you should arrive, and how long the show will run, and get an idea of the space they plan to allot to you. The precise location in the store may change, but usually the general amount of space won’t. Remember – if you make money for the store, you are making money for yourself – and they are likely to ask you back!
Latest posts by bethwicker (see all)
- Hydraulic Press Tips - January 30, 2014
- January Metals Weekend Workshop - December 26, 2012
- Teaching Space - March 4, 2012
{ 1 comment… read it below or add one }
Great info – and very well written! Thanks for sharing – you have given me quite a few ideas and taken some of the “fear factor” out of trying something new. Thank you! Susan (Sam) Kaffine
You must log in to post a comment.