The number one piece of advice I can give vendors is to step outside of your bubble and think about what you would want if you were the one shopping. The customer experience is just as important as the goods you are selling. Large vintage markets can be overwhelming for casual shoppers, so it’s our job to make the process as seamless and enjoyable as possible.
I am the founder of Time Travelers Vintage Expo and we’ve hosted hundreds of vendors at dozens of events across the US over the last four years. The following are my “stream of consciousness” tips to vendors looking to increase their sales at vintage markets.
SETUP:
Make sure your booth is accessible for differently abled people. The ADA minimum for aisles is 3 feet, but the wider the better.
Maximize your allotted space to accommodate as many shoppers as possible. If only two people can shop comfortably in your booth at a time, that’s a problem.
Set up a designated checkout area.
A nice sturdy rug will make your space stand out and feels great on the feet compared to the usual concrete. Just make sure it’s not a trip hazard!
Wax your racks so that hangers glide smoothly. Just tear off a sheet of wax paper and rub it along the rail of your clothing racks.
Make sure you’ve invested in sturdy racks. You don’t want racks rolling around without wheel locks or falling over on people.
A table cloth that matches the vibe of your booth goes a long way. Tables without some kind of linen don’t feel thoughtfully arranged and give off parking lot flea market vibes.
Create levels on your table set ups. Use table top shelving, covered crates, or hat boxes to create height and add visual excitement. Having all your items laid out flat on the table top looks, well, flat.
Leave some space between pieces to breathe so they aren’t jam-packed, making the rack un-shoppable. I usually leave a foot of empty space on each rack when all the items are pushed together so that when shoppers go through, they can actually see the majority of the garment. This also keeps items from becoming wrinkled or damaged. This makes for a much more enjoyable and easy shopping experience.
Matching hangers are a must. Mismatched hangers give off garage sale vibes.
A mannequin or body form is a great addition to any booth. Dress them in your showstopper pieces to entice passers-by.
CURATION:
Vendors that have a clear style tend to be more successful. People love collections of things. There is something psychologically pleasing about seeing a whole rack of vintage pearl snaps, or a whole rack of strappy Y2K dresses, or a jewelry case full of sterling silver. Thoughtful curation does not go unnoticed and will attract shoppers even if they may not be your typical target demographic.
Have a wide range of price points so that everyone who enters your booth can leave with something.
For the love of all things vintage, please have all of your items tagged and priced. No one wants to ask how much something is.
SIZING:
Waist measurements on bottoms are an absolute must. Speaking from experience, it becomes cumbersome to search through racks of bottoms that have no waist measurements.
Other items can be trickier to size, but a bust/chest measurement on the tag of shirts and dresses can go a long way.
It’s always a great idea to have a measuring tape nearby. Wearing one around your neck lets people know you can offer measurements without them having to ask.
CUSTOMER SERVICE:
It should be clear that you are the owner of the booth. Wear your event credentials when applicable!
Use context clues. Some customers love to yap and want to know all about your wares, but some just want to shop in peace. Make everyone feel welcome, but gauge body language and keep chit-chat to a minimum unless the customer is eager to engage.
Offer bags! The tried and true method is to order wholesale paper bags and a custom stamp with your business name. You can also order custom printed bags! At the very least, offer recycled gift bags, clean grocery sacks, etc. Don’t ever send a customer away without at least offering a bag. This helps other vendors know what items have been purchased and frees up the hands of the shopper to find more treasures.
When a customer has collected a few items, offer to hold them at the checkout to free up their hands or start them a dressing room.
Vendors who sit with their head down looking at their phone do not fare as well as those who are smiling and engaged. I’ve seen some vendors bring small projects to work on so they can keep their hands busy but still appear engaged: stamping bags, mending buttons, sprucing the racks, etc.
A fitting room inside your booth is a game changer. A full-length mirror is the bare minimum.
PRICING:
Times are hard. We walk a fine line of assigning appropriate value to vintage while being realistic about the current economy. Your pricing should make sense for you and who your target customers are.
These are the types of items that should be priced higher:
High-quality construction & tailoring
Vintage designer
Fabrics like silk, linen, and 100% cotton
Antique pieces
Rare items
Examples of items that should be priced to move:
Very specific styles that need a very specific buyer
Less comfortable fabrics: i.e., stiff polyester, itchy wool, acrylic blends
Dime a dozen “filler” that can be found in any thrift store across the country. I.e., White Stag, George, etc.
PROMOTION:
The vendors that we’ve seen truly knock it out of the park when it comes to sales are the ones who promote their own goods. They create content for social media leading up to the show to entice local attendees to stop at their booth first. A great example is Loveland Vintage, who creates simple preview videos of her drops coming to specific events. Even with a somewhat modest following on TikTok, she has had multiple posts go viral, which led to her having a LONG line out of her booth at multiple events.
Social media can feel like a whole other job in itself, but if we view it as an exciting tool to further our businesses, rather than just another pesky task on the to-do list, it can be game-changing.
Even if you don’t sell online, it’s a good idea to have business cards with your information to give out. We have had many attendees reach out to try and find certain vendors even YEARS after a show because they’re finally ready to purchase or they remembered something a vendor specialized in. Give them a chance to become a repeat buyer or a future buyer!
FINAL THOUGHTS:
Don’t be afraid to experiment with different setups to find what works best for you. Learn from those in your community and pay attention to what shoppers seem to resonate with. If you’re feeling stuck, you’re not alone! It may be time to shake things up! Just don’t fall into the trap of keeping things the same and expecting different results.
I hope these insights have resonated with you and that you can apply some of them to boost sales at your next market. Good luck and thank you for doing your part to give vintage a second life!