Shows: Sensory Overload

Rick Marchand

Rick Marchand

Donkey on the Edge
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This thread was meant to follow up K. Cashen's Blade Show Blues. He addresses the stress of preparing for the show, while this one deals with the show, itself.

2 PARTS

Directed toward the makers... but feel free to reply from both sides of the table, guys

First
How many others get burnt out at knife shows? I'm fairly new to doing shows as an exhibitor. I don't have a table for Blade 2010... and frankly, I'm glad. When standing at my table, I found that I got burnt out the first day. This was not the case when I was a spectator. I figured it was just newbie jitters but last night I was talking to Wally Hayes and he mentioned the same thing. He said that he and Don Fogg can often get burnt within hours! How do you cope with it... Any tips on "recharging your batteries"? I get worried that folks will think I'm being an a$$hole, when infact, I simply overloaded.

Second
Can you give any advice to the spectators/attendees? "How to approach an obviously burnt out exhibitor." I mean some folks travel LONG distances to meet the makers. Getting blown off can be a real bummer.





Rick
 
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I've done shows for the past four or five years now (not my own stuff, yet) and I understand what you're talking about. Standing behind the table is draining, but its important to not let the customers see that. As a customer, if I approach a table and get blown off, then my money doesn't change hands.

Some of my favorite knives were handed to me by the people who made them, followed by a handshake. It's my impression of the maker that helps make the knife so special.
 
I have no experience with knife shows, but I used to do jewelry shows and fairs when I was pounding silver for a living. They always killed me. However, I found some tricks that made it a lot less painful.

1) Show up rested. It's hard to resist a 40-hour burn the last couple of days before a show. Resist it. No matter what I do, I'm never as ready as I want to be. Getting a good night's sleep for at least 2 days before the show makes an incredible amount of difference in my mood while it's on.

2) Take care of your feet & legs. Standing behind a showcase is not the same as standing in front of a grinder. It's a lot harder! Bring a good rubber mat and a tall stool with a back.

3) Bring something to fiddle with. Books are no good for me; I get interested and miss customers. Something to sand on or whittle or polish fills the slack time and seems to draw interest. That part seems to work better if it's an in-hand activity - no vises or bench rests or whatever.

4) Don't sweat the bottom line. This may not affect everyone, but for me it was a huge stressor. If I spend the show adding up sales and subtracting expenses, it scares the hell out of me, wears me out, and runs off my business. This may be why #3 is so important. :)

5) Try to remember this is fun.


Doc
 
By 4:00 Saturday I have the 1,000 yard stare and have a hard time answering questions. Something I have done is take on a dealership for a knife sharpening tool and post a sign "knives sharpened free" at my table. Like any free item customers come to the table with a little hesitation and I take it as a challenge to win them over. Usually with a joke like "you have to listen to me try to sell you one of these sharpeners, and you thought it was going to be free". I meet some great people this way and I have a good number of sales because someone waiting for their knife picked up a knife one of mine that they just couldn't put down again. I have also whittled little figures and given them away to kids; that was fun too. BUT: Sunday night I am whipped.
 
Man am I ever glad to hear someone else say this. I've only done two shows so far as an exhibitor, and theywore me out. Add to that the socializing in the evenings, and its a rough weekend. I can't imagine having to travel after the show on Sunday.
 
After getting 1 day to get over the total of 30hrs flying/traveling and then the 3 days behind a table at Blade, i know i wont be spending as much time in the bar this time!!!!
 
I've never been to a blade show, but I've been to plenty of county and state fairs as a livestock exhibitor. Over 20 years of that have taught me a few tricks.

The secret is to work in shifts. Have a partner there to watch the table while you take a nap. Trust me, sleep is healthy. Bring a chair too. Something comfy that you can sleep in. If your partner gets a question he can't answer, he can still wake you up for it. NO STOOLS. Comfy shoes, with good insoles. Drink water instead of cafine during the day. And keep active. Polishing your knives as the day goes by is good for that.

Also, as a salesman for the last 5 years, having some sort of gimmick to atract customers is good. Knife cutting demos are always good. Get them to pull out their "sharp" knife and compare to yours is good. TV with cutting or smiting demo DVD works too. If you sell choppers, bring along some 2X4s and let the chips fly. ANYTHING that shows your pieces in action is always good. When I sold for CUTCO (Leave your snikers at the door please.) we always said, "if you cut, they will come." and it was always true. Doesn't matter if its 1 inch rope or salami.
 
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Worn out.............HECK YEAH they can wear you out. I work my table for the most part alone. That means watching fluid intake. I get 2 pee breaks on teh long Saturday and last year not 1 pee break the last day of the show.

Its all good. I am just glad to be there.
 
Kevin makes a good point in the Blade Show thread, when he said he stopped taking the show so seriously. I work hard for 4 to 6 weeks before the show, but don't bust my ass anymore. I get in mid day Thursday, set up, dinner with friends, get a good night sleep. I will stand and greet people all day Friday, more chair time Sat. I will leave my table to take a leak, or look for handle material, without a thought or worry. I enjoy shows and do not let them stress me out. Have fun! :)

P.S. I don't think you can chop up 2x4s behind your talbe at most knife shows ;)
 
Yes, I saw Kevin's post in his Blade Show Blues thread (bottom of the first page). That is good advice. I made this thread as a sister thread to his. He speaks of the hurdles prior to the show.... I thought I would address the show, itself.

Thanks for the replies so far, guys.
Rick
 
It is at its worst when the show is slow, when you can talk to people the time goes easier. By talk I mean genuine pleasant conversation, not sales pitches, I have sat next to people who had a canned sales pitch and everybody else around, as well as they, got real burned out hearing the same cheesy lines. Don’t get me wrong you can make money being a cheesy used car salesman but the show will not be a genuine social interaction on any level.

This is where I struggle when I start to get that vacant stare going. A show visitor is approaching my table and I try to put myself in his shoes and think how I would be best engaged by the man behind the table. I personally despise a pushy salesman, and the quickest way to get me to just turn and leave a table or a store is to be too friendly and helpful, if you know what I mean. To have a salesman hovering over me like a buzzard waiting over a feeble animal irritates the heck out of me, so I do everything I can to let the guy approaching my table know that I am there just to chat about anything he likes, even if it has nothing to do with the knives on the table. Reading a book is not good, to me it shows a total lack of interest in who’s on the other side of the table, and it requires the patrons to interrupt you in order to talk, not good.

It has been mentioned a couple of times already, but keep your feet happy, for some reason they are a major factor in your overall mental condition. Some shows become torturous when your feet are too sore to stand on and your @$$ gets too sore to sit. One of my favorite tricks is to get out from behind the table and go in front of it with the people, you can make a human road block slowing things down right in front of your own table:D. It must be mentioned however, how rude this is to do in front of somebody else’s table, a B.S. session with your buddies right in front of another guys table blocking it from the public is not cool!

While we are at it there are a couple of things all show goers, both in front and behind the tables should be more aware of. If you didn’t pay for that table you have no business setting things on it! I have had other makers and brown baggers use an open space on my table to set their stuff while wheeling and dealing in the middle of the isle, rude, rude, RUDE!! Now if you are a customer with one of my knives in one hand and 10 Ben Franklins the other, heck toss roadkill on my table if you like, but short of that my table is mine and I paid good money for it. I have also had the guy next to me with 20 feet of junk crammed onto a 6 foot table decide he could just use a chunk of my table without asking. Come on, you have to spend the whole show next to somebody do you really want to start things off by forcing him to have to put you in your place? Also nobody, even a good customer, has any business setting a cup of any liquid on your table, the total lack of regard this shows should be evident.

And knife buyers should realize that in order for a knife to be sold money needs to change hands, telling a maker that you will take a knife and then walking away to leave him hang while others show interest is definitely NOT COOL. Either give him some money or your solemn word that the knife is sold (but the money is best). You have no idea how much you have hurt that maker when you fail to come back and pay him at the end of the day, he basically could have left that knife at home.

I know those last paragraphs was a bit off topic but more makers need to discuss these things if we are to make things better, and nothing burns you out at a show quicker than being p#$$ed off.
 
Those are some great tips, Kevin.

I worked in a retail knife shop for 10 years and I am in industrial sales currently. I like to think I am pretty used to dealing with people for 8-10 hours at a time. I fould that the most important thing is realizing that the customer does not care if you are tired, hungry or bored. I am there for the customer and I owe him/her my full attention.

Another tip for knifemakers; DO NOT IGNORE WOMEN! BE THEY WIVES, GIRLFRIEND OR ALONE! I won't sat who, but the last show I attended, I was checking out another makers CC knives and told my girfriend that I was interested and might buy one. She tried to stop by the knifemakers table to purchace one for me, but he would not make eye contact and was not willing to explain anything about the knives. This was 5 min after he was very friendly to me. Not only is this awful business pratice, but it made me think much less of a maker I previously respected.

-Nick
 
Do not rule out kids either. I have had kids who will bring their parents back to the table and in at least two instances they have spent $500.00. I have also seen kids that I took time with, show up a few years later with their own money and will relate a story about how they appreciated the time that I spent with them telling them how I made something. Remember, there are kids that turn eighteen years old every day and now they are young adults with jobs and money.
I also show up the day before to get rested up for the show. I used to drive 6 hours to Blade and rush in just before the door opens. Can't do that anymore. I also bring a drummer's stool that is hydraulic and the height can be adjusted. They have thick padding easy of the rear end.
If you run this as a business and I know as a full time maker it is not always possible, but I try to pay for all of my show expenses before I walk in the door. Having the added pressure of a truck load of bills sitting home waiting to get paid is an added stress to a maker. The stress of hoping to sell knives just to pay for food and lodging and be tremendous. This can affect your whole attitude towards the show should attendance and sales be down. This year I have all of my supplies used to make knives for the show paid for so there is no pressure when I get home. I will also carry enough cash to pay for lodging, gas and food and a few bucks in the till to make change. I usually have $200.00 in five and ten dollar bills. I have lost sales because I did not have change. They people will walk off and say they will be back later, but they will often see something else and buy it because the maker can make change. I usually perk up when I make that first decent sale. For some reason it gives me the boost that I need. Anyway, I know it is a job for most makers, but when the show winds down in the afternoon and I get to spend time with my old friends and make new friends, it's all good.

Bobby
 
Kevin R. Cashen said:
.... I know those last paragraphs was a bit off topic but more makers need to discuss these things if we are to make things better, and nothing burns you out at a show quicker than being p#$$ed off.
Click to expand...

Sounds on topic to me. Thanks.

So you're saying I shouldn't slam a bucket of broken blades on your table before I say "Hi"?

"Hi Kevin, it's Rick from the forums... SLAM!!! ..... so what the hell happened with these, anyway?"
 
I've meet and liked many nice folks at the shows and looked forward to the next show to see them again . But all & all , I did not like doing shows , 8hrs a day for 3 days standing around .

But Kevins post here about folks sharing your table reminded me of an event at 1 show . How about your whole table disappearing . I showed up at a show 1-1/2 hour before the doors opened and went to my spot only to find there was no table . It turned out some guy at the end of the isle decided he needed it to use to unload his stuff . When I approached him about it , he just shrugged me off and told me not to worry about it . It got a little verbal and then I went and got the show cops to get my table back . He was pissed off at me . The funny thing , he bought 2 knives off of my table .
 
I think sanding or grinding at your table should not be done. I happen to have very weak lungs and sinuses. During no minute of my day am I without my respirator. If you are making dust near me, I'm going to ask you to stop. Its hazardous to everyone, even if they don't get immediately sick like I will. Hopefully I don't see that.
 
Fiddleback said:
... Its hazardous to everyone, even if they don't get immediately sick like I will. Hopefully I don't see that.
Click to expand...


I would avoid all the grinding and sharpening seminars then, bud... or bring your mask. That would be like trying to avoid stink at a cheese convention.

Looking forward to seeing you again.

Rick
 
I've never been to BLADE but I have been to the OKCA show here in Oregon. This last OKCA show I went with the intention of buying handle material since that's really all I needed, and to see some knives and makers that I had been following. I purchased the wood I was looking for from a BF member and had an incredibly pleasant conversation with them and because of that I would never hesitate to buy from them or refer people to them. There was some exotic materials I was looking for and knew where to get them but at the 2 different tables I was completely blown off at one because he was too busy on his cell phone and chatting with another table owner and at the other the guy was reading a book and was so into it he didn't realize that me and multiple other people were trying to get his attention but he didn't even raise an eyebrow to us.

I understand I am not in any position to drop hundreds of dollars on a custom knife but when you're at a show to sell something and promote your name and reputation the worst thing you can do (in my opinion) is talk on the phone and read a book. If you're going to do that then stay the heck home and don't waste your time and money just so you can make damn sure that I (and others) will never EVER do business with you regardless of what you're peddling.

On another note, last November's OKCA mini-show was poorly attended due to weather. Half the tables were empty and there were hardly any non dealers there. This was my first knife show I had ever attended and had my (then) 3 year old son with me. When we went to the big OKCA show in April he remembered the makers who talked with him at the mini-show and showed him their knives. He is 4 now and has started saving his money so he can buy a knife from 2 makers in particular who took 5 minutes and talked with him and showed them what they love doing.

Oh, one other thing, if somebody comes by your table and you happily greet them and then ask, "are you looking for a custom knife today?" and they say, "no, I'm just admiring and looking around right now" please don't respond with, "in that case would you please not touch my knives because then I have to get them ready for somebody who might actually buy something." I had 2 people tell me that at the OKCA show and I will never consider buying something from them in the future. Maybe it's just me but it sure rubbed me the wrong way... Maybe I was just being too sensitive that day :D

*I just read my entry and I sound like the grumpy jerk nobody wants at their table! I swear I'm a pleasant guy ;)
 
After my first show I said no more!
But then I got a call from Wayne Goddard who invited me to attend the OKCA show. I told him a little about why I hated knife shows and he let me vent. Without sounding condescending he gave some good advice and encouragement. Since then I have attended 4 more shows, all were enjoyable.

Here is what works for me.

I now show up a day early so I can set up well rested for the first day of the show.

I try to be one of the first to get my table set up. Early on the first day a lot of dealers and other table holders go around to snatch up the best deals or most unusual stuff.

I do not close down my table until after everyone else. I have sold a lot to stragglers at the last minute.

If you need food, coffee or the restroom, don't wait. Just go. I usually ask a neighboring table holder to keep an eye on things till I get back and offer to return the favor.

You are going to hear the same dumb questions and comments over and over. It is hard not to make a smart assed answer. I force myself to explain things like I would to one of my grandchildren.

Some people come by who just want to talk. That's ok because it makes your table look like that is where the action is. Just don't hesitate to excuse yourself from the talkers and greet the other people at the table.

This is just my 2 cents but it works for me.

I almost forgot to add that I buy a new pair of DR Scholls walking shoes for each show. Comfortable feet do a lot for your attitude.
 
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