How to Get into the BEST Handmade Markets & Shows with Mona of River Timber Designs

The Create & Thrive Podcast

Have you ever dreamed of selling your handmade creations at the top craft markets/shows/fairs in your country?

Today, I’m chatting with Mona from River Timber Designs, who has built her business up by doing just that!

After starting on the local artisan market circuit, she has focussed on getting her work into the big (and profitable!) markets around Australia – and today she talks about why it’s a great fit for her business, and how you, too, can get your work into these markets!

See her work here: River Timber Designs

Take my Markets 101 workshop inside the Thriver Circle.

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Highlights of this Episode…

• Mona makes homewares and jewellery from the burls of trees and uses the live edges and resin to make colourful reflections of nature.
• After working in corporate, Mona developed RSI in both arms, and while on sick leave she decided to start her own business. Mona and her partner had a fallen tree in their backyard which they had milled, and this ignited her interest in creating things from timber.A
• After learning of resin work from a friend and doing some research, Mona’s first pieces were timber and resin pendants as this allowed her to learn what worked and what didn’t, but on a small scale.
• Still having the workplace injury, starting out with jewellery was a more sensible option as a piece could be completed in a relatively short time.
• Mona now makes lamps and is the only artist in Australia making this type of piece. At big markets, these lamps are what catches the eye of shoppers and encourages them to look at Mona’s stall.
• What works best for Mona as a full time maker is attending the large design shows / markets that run for 2-3 days, and she travels all across Australia to attend.
• Markets comprise 80-85% of Mona’s income, with the remainder coming from her website, and a small amount of social media interaction.
• Jess queried the transporting of Mona’s products for the design shows given the weight of some of them. Mona explained that she drives with her products to the various cities, except for Melbourne when she flies and does not take her heavier pieces to show.

‘…When I do shows, I’m very intentional…I’m pricing myself. It’s my time, cost of the product, the materials. And where I find my customers is at these trade shows, at these markets, where people understand it’s handmade. {Mona}

• Jess discussed the making one-of-a-kind products. This doesn’t work for those selling online as it is too time consuming to take product photos, edit them, write listing descriptions, etc. Mona’s products are all one-of-a-kind and therefore she focuses on market selling where her products will be recognised for their quality and uniqueness.
• Mona stated that many makers start out selling at markets, rather than spending time creating listings on a website.
• Mona also enjoys the social aspects of the markets as she is an extrovert and gets energy and confidence from being around people and getting their feedback.

‘Understanding yourself is a really important part of being a successful business owner, understanding what sort of structure of business will suit you and help you maintain that long term.’ {Jess}

• Mona often is asked to attend other types of shows and expos, but knows that these will not make her happy and fit with her business goals, so she has learned to say no.
• Jess agreed with this, stating that it can be fun to try new things when you first start out in business as this can help you determine what works for you, but makers should choose an area to focus on that helps them achieve their goals.

• Advice from Mona for makers wishing to start out in markets:

• • Take good product photos so that you can present your work clearly and accurately to those taking the bookings for the market
  • Develop a good ‘elevator pitch’ so that you can quickly explain what your business is to those who don’t know. What do you make, what makes you different, how is it a sustainable business?
  • Start small, and chat to other market stall holders about their experienceBe intentional about which markets you attend so that your products are not priced out.

• Tips for attending markets:

• • Spend a bit of time making sure your display works, and look at how other stallholders have arranged their products
  • Be aware of customer flow, and how your stall will be viewed from a range of angles. Place your ‘hero pieces’ in full view of the customer access to your stall
  • Don’t be using your phone while customers are walking past, and acknowledge people with a smile, or say hello.

• Jess and Mona discussed how to manage multiple customers at the stall. It’s important to acknowledge each person who is at the stall, even if you are currently serving another customer. This makes them feel engaged and will encourage them to stay and look at more products. Mona also suggested to never take payment until you have finished wrapping their product – This gives them time to keep looking at your products and potentially purchase an additional item.
• Mona spoke about how she manages difficult customers. Negative customers usually only equate to about 0.1% of customers so if you don’t engage, then you are missing out on the other 99.9% of customers. Also, most criticisms come from a lack of understanding of the process of making the product, so should not be taken personally.
• Mona’s RSI and time management was discussed.
• When you work with an injury, allow yourself to not think you are lazy. Accept that this is your reality and put things into perspective.
• Understand how you work. For example, Mona has to work on several items at the same time as she cannot focus on one project. This also helps with her injury as she is not doing the same process for a long period.
• Advice from Mona: If you want to sell products, try different ways of selling. Try wholesale, Etsy, website, markets, and word of mouth. Tell people what you make and sell, and they will tell other people.
• You can find Mona at upcoming events such as Finders Keepers in Melbourne, and Makers and Shakers in Sydney, and online at rivertimberdesigns.com.au and Instagram.