5 tips for trade fairs

Gail Kelly lives in the countryside in Northern Ireland. By choosing the right trade fairs for her print-making business, she has ensured ongoing orders with buyers in the UK and Ireland.

Being a craft-maker at a trade fair

"Some buyers may be reluctant to order from a new business. It is important to ensure your credibility."

Gail produces a beautiful range of greetings cards and original prints, as well as a separate printed home textile range.

"Some buyers may be reluctant to order from a new business initially. They may have concerns that someone new in business may not be able to meet the demand. 

"It is therefore important to ensure that you can deliver within a specified time, perhaps two to three weeks ahead. Without this you would not have any credibility with buyers.

"It is sometimes possible for newcomers to share a stand with a group of other artists or makers, providing the ideal opportunity to promote your business. This can save you a fortune and is a great way to test the water.

"Don’t be put off if your sales are not as good for one year. There can be lots of factors affecting this, the most important thing is to remain confident and try again!"

5 tips for trade fairs

Gail has found that choosing the right trade fairs for her business has been key.

“My advice is to visit the trade fair before you consider becoming an exhibitor – you can often pre-register online without charge as a business customer. In this way you can try to work out if the fair is right for you."

1. What is the quality and range of products being exhibited?
   Some trade fairs put a cap on the number of stands for particular products, such as jewellery and they may be looking for something different or unusual
2. Does the fair mostly cater for local businesses?
   Or do they accept products from all over the UK and Ireland? Where are the products made? 
3. Get an understanding of your competition
   Look at their products and pricing
4. Talk to the organisers and get a feel for the fair.
   Is it busy? Is there a friendly and welcoming atmosphere?
5. Look carefully at all the costs
   Including stands, any insurance, lighting and electric sockets.”