Knife shows are for:
1) Selling Knives
2) Meeting clients and potential clients
3) Taking orders
4) Restocking materials.
Since this is in the business section I'll assume that the makers interacting here are business oriented.
As such shows have expenses. Table, lodging, transportation, food, etc.
Your first goal should be to cover your expenses. Gross sales are not what you "made" at the show. Net is what you received after you paid your show expenses, materials and time.
Failure to cover your expenses...means the show was either a failure or a vacation. Your choice.
Everyone has show failures. It may be you only need to sell 5 knives to cover your shows expenses. However, if you need to sell 7-9....and you only bring 5....you have set yourself up for failure before you leave the house.
I am speaking now from a purely business perspective....the bottom line.
I realize the shows provide a lot fun and socializing. It can be difficult sometimes to remember you are....at work!
I was talking with Les George about the expenses associated with the New York Shows. $700 for a table, $300 a night (3 nights), plane ticket, food, cabs, etc. Roughly about $2,000 to do the show, give or take $200.
I used to see makers who would come to the show with $3,500 worth of knives on their tables. Sometimes they sold out...sometimes they didn't. But they would always talk about what a "Great" show they had.
My thought was, you lost money coming here...how was it a great show?
Two years later...they weren't at that "Great" show anymore.
Yes, there can be other "intangibles" meeting a collector who orders 5 knives, etc. However, that cannot be planned for or counted on.
Understanding what your expenses will be can give you a starting point 6 months out as to what you will need to bring to the show....and sell...to make the show profitable.
I realize that I do not have an artistic/creative bone in my body...so I tend to look at shows as a money making opportunity.
Remember the only reason anyone starts a business is to make a profit. They can tell you there are other reasons...even those who have a "non-profit" (remember this is a tax status....not a business entity) corporation.
However, the truth is "negative cash flow" leads to bankruptcy.
