01/16/2018
HOW TO SELL AT A VINTAGE FAIR
Choose your fair
It’s a good idea to start small and local. Don’t head to a huge national trade fair with your family heirlooms or you’ll be swallowed whole. Broadly speaking, vintage events tend to fall into one of three categories: handmade, fashion or antiques. Punters expect a handful of trinkets for twenty quid at the former, but will part with more for specialist fashion, and spend big bucks at the antique fairs. Do your online research and take the standing cost (between £25 and £80) into consideration.
Prep properly
The most important thing you’ll need is a wingman. Going it alone is wretched for many reasons, including the related matters of bladders and thieves. Make sure everything is clean-ish but don’t make the mistake of using silver dip on your antiques or you’ll lose the patina and decrease the value (remember age is a commodity here). Price up your items clearly. I make labels out of string and brown paper and always take an inventory book. Other essentials include a cash float for change, plastic bags and newspaper for wrapping breakables, sandwiches and loads of biscuits.
Make it sing
Some people go to extraordinary lengths to entice custom, bringing rugs, shelving, lighting and more to transform a lowly trestle table into a beautiful little pop-up shop. Be creative. Don’t be afraid to wear your stock and, as you sell, keep moving stuff around to keep your pitch looking fresh.
Early bird
Fellow traders will minesweep the best stuff before the general public arrives. This can be the time to shift some serious stock as they have money to spend, but if you’re still setting up you can easily be caught off guard. Don’t be wrong-footed. Ask them to come back in half an hour. If they’re serious, they will. I’ve had people buy items too cheaply at the start of the day, only to display them on their own stand at a higher price. Guaranteed to make your blood boil.
Hold your nerve
When it gets busy, customers will throw money down and try to walk off with what they want. Hold your nerve. Don’t let anything go for less than you think it’s worth, but do be prepared to haggle. It’s a good idea to price things up a bit higher than your ideal sum. Too high and you’ll scare people off; too low and you’ll be mincemeat.
Show proper form
It’s customary to offer discounts to fellow traders. If they ask “what’s the death?” it means your lowest acceptable price. Offer discounts for bulk buyers and be prepared to drop your prices late in the day. Be friendly to fellow traders; leave off the hard sell but always be ready with a yarn.