.WHERE TO SELL JEWELRY FROM "ORDINARY" TREASURES

CRAFT FAIRS. Craft fair profits are tied into the costs of entry fees, booth space rental, and transportation to the fair. Some fairs require the artist to be present to sell their work. Depending on regulations, this can pose problems for the jewelry maker who has hired a sales representative. Sales generally depend on the ability of the individual seller and the quality of the neighborhood crafts to help draw customers. Sometimes a percentage of sales goes for a worthy fundraiser. Also, many artists really enjoy displaying their wares in a festival atmosphere where they get a chance to meet and learn from each other. FESTIVALS. "Game pieces make people smile," says Bev, "and are made to be touched." Unique designs, together with the touchables and playful qualities of the jewelry, are the strongest selling points at festivals and craft fairs. Although she now shies away from what she terms "the stress and the rat race," a small show may only charge a $50 entry fee and net profit of $200 out of $400 gross sales is possible. "People like a chance to meet the artist," says Bev, which can help sales. For the person trying to get established, she notes that this venue - the chance to talk to other artists, trade, and barter back and forth - can be more lucrative than dollars and cents. FASHION SHOWS. Bev is occasionally invited to display her jewelry as part of vintage fashion shows where a friend is already selling and the artists dress up in appropriate period costumes. Or she might do a weekend show where she is given space to set up in a clothing boutique where a sale has been advertised. The store often sends out postcards notifying customers of the sale and perhaps a flyer noting an artist appearance. Bev says that she enjoys these, but points out that the store claims 30 percent of her sales. Also, selling all weekend can be very demanding. PERSONAL REFERRALS. Since Bev has been in business ten years and knows her market, she understands how her pieces sell best, and certainly what is cost-effective for her business. Personal referrals now account for 30 to 50 percent of Sport in Life sales, and 30 percent in repeat business. Someone starting out may need to try all avenues to see what kind of customers are attracted to a particular jewelry style.. Besides word-of-mouth referrals by friends, and boosting sales by wearing the jewelry, a jewelry representative can bring up the bottom line of profit. Bev estimates that referrals from a rep who worked for her several years ago added another 10 percent to sales. "If you can find one who likes you and you like them - they can be a buffer zone between you and the public," says Bev. "That individual becomes the Mary Kay of jewelry."JJJJJJJJJJJJJJJJJJJJJJ Because Bev now handles the business herself, she advises taking it "one step at a time." She would like to teach people to gain self-esteem from their work and says she feels it is important for people not to underprice or undersell themselves. "Otherwise," she says, "they could just go get a job!" Because people are always buying. Bev remarks that the business is becoming more competitive. But she sees this as a good sign, one that breeds well-made designs, those made using good, non-toxic glues which are made to last. But don't be afraid to develop a niche, since every bracelet and necklace will be different by virtue of the material. "This is fun," enthuse Bev. "Buttons are really unusual and unique, and it feels good to make these things."JJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJ For example, just four stacked buttons can make an interesting earring Bev explains. "I was the kind of person who threw out earrings if they were broken and didn't know how to fix things." She remarks that making jewelry is wonderfully therapeutic and can be a way to teach children creativity by stringing elastic through buttons as a birthday party game.JJJJJJJJJJJJJJJJJJJJJJ In addition to belts, her new product includes a few glitzy patent leather handbags also festooned with buttons. A bag might retail for $50 to $125, according to the buying market. A developing product line is as individual as the person, and the artistic preferences will certainly add distinction. Bev states that she would like to inspire other people to start feeling creative. But working with buttons is not limited to women. Bev says she knows of one man who "makes fantastic bolo ties out of old buttons and belt buckles." "Whatever the material, her best advice is, "Only do it if it's fun: Sport in Life!" JJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJJ