1 Planning & preparing for OYOTo start, run and grow your own design or craft business thedesigntrust.co.uk @thedesigntrust

2 Today’s webinar Intro to the webinarIntroductions: The Design Trust & Patricia van den Akker Planning for a selling event: 4 stages Prepare Set up Doing the show After the show Create your own plan – get a little bit less stressed Handy list of what you need to take to OYO Feel free to ask questions at any time with the text box

3 The Design Trust & New DesignersJournalist Peta Levi MBE set up New Designers in 1983, and she set up the charity The Design Trust in 1994 and New Designers in Business/Design Nation. The Design Trust Start Up Day on Thursday 26 June The Design Trust will offer OYO exhibitors: 3 free webinars to get you ready: Tue 6, Mon 19 & Tue 27 May OYO award from TDT & DN for each week: £200 in cash/cheque 1 year free The Design Trust Business Club membership (worth £300) with access to all our webinars, online community, newsletter & much more 1 x Get Clients Now! – a 6week online coaching marketing programme (worth £ 245) 1 year free Design Nation membership (worth £125)

4 What do YOU want to get out of One Year On?To start, run and grow your own design or craft business thedesigntrust.co.uk @thedesigntrust

5 Planning: stage 1 preparingWhat are your goals? What would make OYO a real success? Write down as clearly as possible what you want Set SMART goals Juicy goals: stretch yourself but don’t get stressed out For example: Get featured in Time Out, Crafts, Evening Standard, … Get 20 new retail contacts, and 5 new stockists Sell for £1,000 at the show, and £2,000 in the month after Get 5 follow up meetings with trade clients

6 Planning: stage 1: your plan1 month before show 2 weeks before show 1 week before show During show After show Organising Marketing 50 new contacts 10 new press contacts Making Find a supplier Finance Sell £1K 3 commissions

7 Planning: stage 1 preparingStop making! Start getting ready 3 weeks before the show ... Read the organiser’s info: How much space will you have? What kind of space? What can and can’t you do? E.g. Fixing to walls, security, music, ... What are the key deadlines? Directory, electricity/lighting, costs Health & safety issues

8 Planning: What will you sell?What do you want to be known for? Are you selling products or services, or both? Are you selling yourself or a brand? Skills? How will you make these tangible? Who are your ideal clients? Who is the audience you want to attract to your stand? What have you got in stock? How much time to make new work? Launch new work? Can you create a ‘collection’? How much work should you bring? Who attends this show? price level, type of products Commissions or services? Let people know!

9 Planning: How will you present your work?What’s the first impression you want to create? Your brand values: e.g. Handmade, exclusive, ecological, ... Use colour! Can visitors touch your work? Do you encourage them? vs security Lots of work or more minimal? Where will you sit or stand? How will you show your prices? Where will you keep your ‘admin’ & packing? Space for stock? Storage? Do a dummy run and try it out in your studio!

10 Billy Lloyd at Origin 2012

11 Hokolo at ELDS 2013

12 Holly Berry at Made Brighton 2011

13 Planning: stage 1 preparingWho will help you? Set up, during show, post show Setting up requirements: loading, parking, ... Got the paperwork? Exhibitor badge, helper passes, vehicle pass, additional invites Price lists and terms & conditions: trade and or consumer Promotional material: post cards, business cards, ‘leave behind’, press release CV, artist statement, 100 word intro Portfolio Commissioning sign Packaging: wrapping paper, bubble wrap, calculator, scissors, pen, ... How will you accept payment? Mobile credit card terminal, red dots! Comments/Business card book Order book

14 Planning: stage 1: things to bringSet up: Display material: plinths, showcases (& keys!), cabinets, shelves, vase Chair, stool, storage unit Tools etc: Blue tack, heavy duty double sticky tape, nails & screws, electric screwdriver, electricity sockets, trolley, S-hook, ladder, extension leads, During show: Your paperwork (see previous page) Wrapping material Cash box and cash, receipt book Mirror, stool Calculator, staple and staples, red dots, glass cleaner & cloth (cabinets!) Phone charger Snacks and drinks Extra pair of shoes, extra clothing, fan

15 Planning: stage 1: your plan1 month before show 2 weeks before show 1 week before show During show After show Organising Presentation planned People & transport planned Presentation sorted Insurance sorted Paperwork done Get all tools etc Marketing Database up to date Send invite Send personal invites Update Twitter & FB Tweet! 30 new contacts 5 new press contacts Making Finish making! Finance How take payment? Cash flow forecast Price lists done Keep records Sold £1K 5 commissions

16 Planning: stage 2: Setting upSet up: When? What time? Loading times? Parking times? Allow enough time! Paperwork: exhibitor badge, vehicle pass, contracts Tools etc What will you do with the packing material? Make friends with the organisers & your neighbours

17 Planning: stage 3: Doing the showSleep enough & be on time Approach people, say ‘hello’, tell stories Ask ‘open’ questions! Find out who they are, why are they here, who are they shopping for Be yourself! Make it tactile What will you be doing all the time? Take time to look at the show yourself Take regular breaks What will you be wearing? Wear your own work! Be careful with your tweets ... Most importantly: capture information

18 ‘People only buy from people they know, like & trust’

19 Selling = building a relationshipHow will you build your profile? Your credibility? Trust? It takes time, patience & persistence … The details count! Overall presentation, professional and website, fantastic images, friendly body language, professional attitude The small print: Your line sheet/price list. What are your terms & conditions? Payment up front? Min order? Payment terms? Contact them and follow up, and follow up, and follow up, ... and repeat again ... (over 3 years or so) How can you help them? Be professional at all times (even if they reject you)

20 Stage 4: after the show The selling starts now! Follow up immediatelyAdd names to your database Relax Prioritise your workload Evaluate against your goals, write to do list

21 Planning: stage 1 preparing: planning1 month before show 2 weeks before show 1 week before show During show After show Organising Presentation planned People & transport planned Presentation sorted Insurance sorted Paperwork done Get all tools etc Prioritise workload Get sorted again Say THANK YOU! Marketing Database up to date Send invite Send personal invites Update Twitter & FB Tweet! FOLLOW UP! Add to your database Send newsletter Making Finish making! Fulfill orders Finance How take payment? Cash flow forecast Price lists done Keep records Check financial goals Check cash flow

22 What’s next? Webinar 2: Monday 19 May from 8.30pm – 9.30pm on presenting yourself plus Q&A with Gemma the curator Webinar 3: Tuesday 27 May from 8.30pm – 9.30pm on pricing and last minute marketing actions All webinars will be recorded. You will get an later this week with info to log in to this password protected website & extra info and bonus webinars. Please note this is exclusive to OYO exhibitors only.

23 For more information: www. thedesigntrust. coFor more information: