| Introduction | 9 |
| Chapter 1 | Finding Buyers | 12 |
| Door-to-door sales | 13 |
| Home parties (boutiques) | 14 |
| Craft cooperatives (co-ops) | 16 |
| Gathering ideas of what to make | 17 |
| Identifying customers | 20 |
| Sales channels | 23 |
| Basic human motivations | 24 |
| Geographic location | 26 |
| Demographics | 26 |
| Season | 27 |
| Wholesale or retail? | 27 |
| Overlapping effects | 28 |
| Chapter 2 | How to Price Your Work | 30 |
| Average market price | 31 |
| Floor price | 32 |
| Indirect costs | 32 |
| Labor costs | 34 |
| Cost of materials | 34 |
| Production cost | 34 |
| Cost of sales | 35 |
| Setting the retail price | 35 |
| Setting wholesale prices | 36 |
| Item profitability | 36 |
| One-of-a-kind pieces | 38 |
| Chapter 3 | Succeeding at Art & Craft Shows | 39 |
| How to find shows | 40 |
| Kinds of shows | 41 |
| What to look for before applying | 46 |
| How to apply | 47 |
| How to better your chances of getting in | 48 |
| Last minute cancellations | 49 |
| Planning your show schedule | 49 |
| Booth location | 52 |
| Displaying your products | 53 |
| Booth cover | 56 |
| Accepting credit cards | 57 |
| Accepting checks | 60 |
| State sales tax | 61 |
| How to keep track of shows | 61 |
| More tips for having a better show | 61 |
| Awards | 63 |
| Chapter 4 | Selling to Stores & Galleries | 67 |
| Finding stores | 69 |
| Listings of buyers | 70 |
| Doing wholesale business | 72 |
| Craft malls | 74 |
| Extending credit | 74 |
| Consignment | 76 |
| Selling on approval | 80 |
| Sales representatives | 80 |
| Chapter 5 | Selling at Wholesale Trade Shows | 83 |
| Entry requirements | 84 |
| Which trade shows are right for your craft? | 85 |
| Advance planning | 88 |
| Booth displays at trade shows | 90 |
| Taking orders at a trade show | 91 |
| Chapter 6 | Selling to Corporations and Interior Designers | 93 |
| Grants and funding | 94 |
| Promotion for the artist | 95 |
| Sources of corporate buyers | 101 |
| How to get commissions | 102 |
| Sizing up the job | 103 |
| Pricing the art piece | 104 |
| Work/study opportunities | 105 |
| Selling to the interior design market | 105 |
| Local designers | 106 |
| Getting known in the interiors field | 107 |
| Interior design organizations | 107 |
| Interior design trade shows | 108 |
| Contracts | 108 |
| Chapter 7 | Building a Mail Order Crafts Business | 110 |
| Direct mail | 111 |
| Direct mail costs | 114 |
| Catalog sales | 115 |
| Classified ads | 116 |
| Display ads | 117 |
| Words that sell | 118 |
| Free publicity | 119 |
| Best times for mail offer response | 119 |
| A note about mail order | 120 |
| Chapter 8 | Additional Markets for Arts and Crafts | 121 |
| Religious market | 121 |
| Selling crafts overseas | 122 |
| Selling crafts on university campuses | 124 |
| Craft products sold as premiums | 124 |
| Additional retail outlets | 124 |
| Chapter 9 | Basic Business Practices | 126 |
| Permits and licenses | 126 |
| State sales tax | 127 |
| Federal identification number | 127 |
| Legal forms of business | 127 |
| Raising money | 129 |
| Borrowing from friends or relatives | 130 |
| Personal credit cards | 130 |
| Bank loans | 131 |
| SBA loans | 132 |
| Microenterprise programs | 132 |
| Credit unions | 133 |
| Additional funding sources | 133 |
| Bartering for services | 134 |
| Keeping records | 134 |
| Creating a logbook | 141 |
| Insurance | 141 |
| Employees | 143 |
| Licensing your design | 144 |
| Sources of legal advice | 145 |
| Stay up-to-date | 146 |
| Chapter 10 | Writing a Business Plan | 147 |
| Elements of a business plan | 149 |
| Division of labor hours | 152 |
| Marketing plan | 153 |
| Chapter 11 | Using Promotional Material | 158 |
| Postcards | 159 |
| Business cards | 159 |
| Care labels | 161 |
| Hang tags | 161 |
| Brochures | 162 |
| Photos of your work | 164 |
| Chapter 12 | What to Do if Your Work isn't Selling | 165 |
| Market receptivity | 165 |
| Change your display | 167 |
| How color affects sales | 168 |
| Changing the materials to improve saks | 170 |
| Designing to sell | 170 |
| Increasing the perceived value | 171 |
| Is the price too high, or too low? | 171 |
| Improving your sales tactics | 172 |
| Ask for the sale | 173 |
| Stay focused on your intention | 174 |
| Stress the benefits of your product | 174 |
| Product knowledge | 175 |
| Make it easy for customers to buy | 175 |
| Selling from a full display | 175 |
| Promote yourself | 176 |
| Don't apologize | 176 |
| Looking energetic | 177 |
| Chapter 13 | Spin-Off Opportunities | 178 |
| Teaching workshops | 178 |
| Becoming a crafts supplier | 179 |
| Opening a retail craft store or gallery | 180 |
| Starting a crafts cooperative | 183 |
| Producing craft shows | 183 |
| Writing | 184 |
| Becoming a sales rep | 185 |
| Chapter 14 | More Success Tips | 186 |
| Appendix A | Organizations | 191 |
| Appendix B | Buyer's Directories | 193 |
| Appendix C | Craft Fair Guides | 195 |
| Appendix D | Wholesale Trade Show Organizers | 196 |
| Appendix E | Booth Cover & Display Suppliers | 198 |
| Appendix F | Magazines & Newsletters | 199 |
| Glossary | 203 |
| Index | 208 |
| Recommended Reading | 216 |
