Looks like I’m going to my first show in November

Tanguay Custom Knives

Tanguay Custom Knives

Joined
Jun 15, 2003
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Gentleman,
I’ve decided I’d like to attend my first knife show. I’ve been a lifetime collector, and 24 year maker, (though not seriously until the last 5 yrs.) but I’ve never made it to a true knife show as either a buyer or a seller. Gun shows that had a few knives for sale are the closest I’ve been to one. I really don't know what to expect.

There will be a few challenges. You see, nowadays, I've become a bit of a hermit. I consider myself friendly and a decent conversationalist, but I wouldn’t say I’m an extrovert or gregarious. To be completely honest, lately, my tolerance for B.S. and impolite behavior, is getting pretty low. I've read about some horrendous behavior exhibited by knife show patrons in some threads recently, and I'm a little concerned.

Up until now, all my sales have been on the internet, or face to face locally with people I already know. Outside of these dealings, I have ZERO experience in sales. Though it’ll be somewhat out of character for me, I’d really like to get out there, take the next step, increase my customer base, and meet some like-minded folks who enjoy knives as much as I do.

My good friend and neighbor, fellow knifemaker and show veteran, Lamont Coombs, Jr. has told me a lot of what to expect (the good stuff and the challenges). I’m one who likes to be prepared, so I’d also like some tips from some of you makers and collectors who have also been to shows recently. If you care to share some of your experiences, advice, tips, pitfalls to avoid, etc, I sure would appreciate it.

Here are some particulars: It’s a one day show in Marlboro, Ma. this November 18th. We’ll be staying in the hotel where the show is being held. I plan on taking about 12-24 knives to sell, a stack of business cards, two photo albums of my work, order forms, cash for change, etc. My wife will be with me all day helping out at the table. She’s the attractive, outgoing, people-person in our family. Thank God she's coming!

Fire away…

Thank you for your time.
Scott
 
I can't offer any advice as I've never been to one myself. But, I wish you luck man. I'm quite sure you will do well:thumbup:

Have fun
Nick:)
 
Hey Scott,

That's great that your going to a Knife show. It will give so many more people a chance to see what great work you do.

Like you, I've only gone to gun shows that have a few knife makers at them.
I hope to finally go to the one day knife show they have in Timonium Maryland every December. It would be great to see all of the knives there.

As to your questions. Speaking as a customer/collector only as I'm not a knife maker.
Here's the things that turn me off at a knifemaker's table:


  • surly or a bored attitude. If he doesn't want to be there, why should I.

    giving me the "evil eye" when I pick up one of his knives to look at and feel. I have no problem if he has a sign thats says "please ask before you touch". I understand that. Knives are sharp and he doesn't know if YOU know that. It's when they act like your trying to steal it that gets me.

    telling me how much better there knife is than maker XXX. Don't cut down another maker to try and make your's seem better.

    dont' act like the questions I ask are stupid. I'm not superman with xray vision. I don't know what type of steel the knife is made from without asking. Either have a card by each knife with the specs or put up with you having to answer the same question for the hundreth time that day.

I know these are just my opinion's. And a seller/dealer will have a whole different perspective on it.

I go to a gun show about 3 or 4 times a year in Richmond. There's a local knifemaker there that is great. He's the friendliest guy you'd ever want to meet. Always happy, always smiling. and excited about his knives. The first time I went up to his table I just looked. He says "pick um up, you can't hurt em". I must of spent 30 minutes there just talking to him and asking questions about his knives. He gave me a short synopsis on how he got into knifemaking, what his are made of and how they are made.
He never made me feel rushed or that he was putout. Consequently, I bought a knife. and the next show I picked up another one. So did my son-in-law.

It's not that I think his knive's are the best ones made or even the best value for the money. They are a good value. They're not art knives just good quality "user" and I've enjoyed them.
NO, I bought the knives because of him and his attitued. Yes, I liked the look and feel of them but it was his attitude and the way he treated his customers that I appreciated. In my book thats important.

I think your being to hard on yourself Scott. You've made custom knives for me, modied existing ones and I've bought ones from you. You are always very straight forward and professional. I can't imagine you being anything but the same, once you get there.

As I said this is just my 2 cents from a customer.:D.

Good luck and let us know how you do.

Sincerely,

Mark T.
 
Mark,
Great advice! Thank you for taking the time to type all that up. I really do appreciate it. Its certainly worth reading again and again.

I hadn't thought about the info cards describing each knife, but I just put it on my "to do" list. In addition, I think I'll make up a sign that says "Handle the knives all you want, but please handle with care".

Lamont said to bring some band-aids too, and leave them on the table. I think I will. :)

Mark, I've enjoyed doing business with you too, BTW! Talk soon.
Scott

Hey Nick,
Thanks for the vote of confidence!
 
Don't clutter your table so that it looks "busy". Every handle color of each model doesn't have to be out. You can always tell them you have other colors tucked beneath the table and dig them out.

Have a little hand lettered sign or something, so people can read who you are. A "marquee", so to speak. You don't want them searching for your name on a card.

Put a little bowl of hard candy out, like individually wrapped Life Savers. It makes people stop and look because they feel obligated if they're going to snitch candy. :D

Give people a moment to look and absorb what they see. Ditch the sign about picking knives up. Instead, speak to them and say, "Hi! Feel free to give anything a closer look." That is your conversation starter.

Always engage people conversationally. "Having a good time?" "What type of knife do you like best?" (market research) yadda yadda. Don't make it feel like you are there to sell knives; instead, make it seem like you're there to have a good time, chat, and if folks are interested, sell 'em a knife. People are buying the maker as much as the knife. They want to know you. You'd be surprised how often that will sell a knife they hadn't intended to buy.

Make sure a few sheaths are out so people can see that, too. Even if it's crappy. Having to embarassedly pull a crappy sheath out from under the table makes it seem like you've been hiding a defect.

Most everyone at a knife show has appealing knives set out to buy. There are only two things that can set you apart:
1)the particular knife itself and the workmanship
2) your behavior.

Never show you are pissed at someone or offended at a show, no matter what. It will follow you like a hellhound.

Have plenty of cards, and maybe even a brochure or even single sheet with a pic of your favorite design and contact info/website. When they go through the stuff they got at the show, they'll get a second chance to remember you.

Above all, have fun. This is about meeting people, not about how many knives you sell right there. You never know how many of those peeps will put you on their list, and will get back to you later.

Have fun. Shows are a blast.
 
A couple other things I did:

I always gave a zip case with the knife. Nice selling point and keeps rusty knives from coming back for refinishing from being kept in the sheath. I like those new ones with the outside band for holding the sheath.

My show prices were always higher than I wanted to get. I'd always knock $25-50 off the knife "if they wanted it today." Even if they were willing to pay full price, I still knocked the money off. Good vibes.

One thing I noticed: by the time someone picked up a knife the third time, they wanted it. The line about $50 off worked almost every time.
 
Mike (Fitzo), my friend-----------information that you just posted is about the best I have ever read about knife show conduct. Truer words were never written! my best, Sandy
 
Well, thank you very much for the kind words, Mr. Sandy! I appreciate that, my friend.
 
You will have a great time there. And you will get to see more knives then you have ever saw before. Have fun on the run. That will also be a great time to get some new things for the shop. --------:thumbup:
 
Very good advice Mike, why didn't you post that 2 weeks ago. :D

Definitely don't over load your table, stand and meet people eye to eye. Like Mike said, you sell yourself, you'll sell a knife. Don't go with the high expectations of selling a bunch of knives, its great if you do but very disappointing if you don't. There's alot of great makers out there and they all have great knives. I think Knife shows are hard places to sell knives because of all the competition ganged up in one room. Stay positive if you sell a knife or not.
Last week at the Chicago show, the gentleman behind me was a beautiful folder maker, he had maybe 10 folders showing, table was very nicely displayed. When he would sell a folder, he would reach in his bag and pull out another to replace, all were very different, but he still only displayed 9 or 10 at any one time. By shows end I asked how he did, he had sold 15 folders in the 2 day show and he still had 10 showing..

Have fun and observe, you can learn a lot if you pay attention.

Bill
 
I've printed out each response. Now I have some pretty good notes to read over a few times before the show. Thank you all for taking the time to help out a fellow maker. I truly appreciate all of your advice.
Scott
 
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