How to Price and Display at a Craft Fair

Price each item from your real costs (materials, time, booth fee and a little profit), then round to clean numbers and test them on the day. Display in layers, with a clear sign, height on the table and a few “easy yes” items near the front, so passers-by can read your stall in a few seconds.

This guide is general business information, not tax or legal advice. Sales tax and permit rules differ by state and city, so check with your state revenue office and the event organizer. No guide can promise how much a stall will sell.

Start with your real costs

Many new sellers price by guessing what feels fair, or by copying a neighbor. That often leaves them working for little. Start with a simple cost sheet for each item.

Cost	Example (hand-poured candle)
Materials (wax, wick, jar, scent, label)	$4.20
Packaging (box, tissue, bag)	$0.60
Your time (30 minutes at $15 per hour)	$7.50
Share of fair fee and travel (see below)	$0.90
Total cost	$13.20

Then add profit. A common starting point for handmade goods is to multiply your total cost by two, which here gives about $26. Test it against the market.

Work out your share of the fair costs

Fair costs hit your whole table, not one item. Add up:

• Booth fee
• Tent, table, tablecloth or other gear (spread over many events)
• Travel and parking
• Card reader fees (often 2.6 to 3 percent plus a small fee)
• Signs, bags and bags of change
• Food and drink for the day

Divide by the number of items you expect to sell. If the fee is $90 and you hope to sell 100 items, that adds $0.90 per item. If you sell fewer, the cost per item rises. That is why a small, first fair is a learning event, not a profit event.

Check against the market

Your cost sheet gives a floor. The market gives a range. Walk the fair, or look at similar sellers online and in local shops, and note:

• What similar items sell for
• What looks premium, and why (packaging, materials, story)
• Where buyers seem comfortable

If your price is much higher, ask whether your product, packaging or story supports it. If it is much lower, you may be undervaluing your work. A price that is too low can also signal low quality.

Pick clean price points

Customers decide quickly. Make buying easy.

• Round numbers such as $8, $12, $20 speed up cash and card sales.
• Keep to a few price points. Three to five tiers keep your table simple.
• Offer a “good, better, best” range. For example, $6 small, $14 medium, $28 gift set.
• Bundle. “Any 3 for $30” helps raise the average sale.
• Use a tiered “easy yes.” A $5 to $8 item at the front lets browsers become buyers.

Avoid haggling by pricing clearly and holding to your numbers with a friendly smile. If you plan to offer discounts, decide the rule in advance, such as 10 percent off the second item.

Label everything

Customers rarely ask for the price. If they cannot see it, many walk on.

• Put a visible price on or next to every item.
• Use one clear sign style, large enough to read from 3 feet.
• Group items by price, with a sign such as “All soaps $8.”
• Add a short line about the item: scent, size, materials.
• Include care instructions or ingredient notes where needed.

Plan your display in layers

A good table has height, a focus and room to browse.

The basics

• Cover the table. A simple cloth that reaches the floor hides boxes underneath.
• Create height. Use crates, shelves, stands or boxes so items are at different levels. Flat tables look flat.
• Put your best sellers at eye level.
• Make a focal point. One standout piece or a bright sign draws the eye.
• Keep the front open. Leave a bit of space where people can step in.
• Show a clear banner or sign with your name or logo.

The traffic flow

People look from about 10 feet away, then step closer. Think about three distances.

Distance	What they see	What to show
Far (10 feet)	Colors and overall feel	A banner and a strong color block
Medium (5 feet)	Products and prices	Grouped items with clear signs
Close (arm’s length)	Details	Samples to touch, labels, a business card

Pack the day-of kit

• Table, cloth, tent and weights
• Display stands, crates, baskets
• Price signs and a small sign with your payment methods
• Inventory sheet and pen
• Card reader, charged phone and a backup battery
• Cash box with change: small bills and coins
• Bags, tissue, packaging
• Business cards or a mailing list sign-up
• Tape, scissors, zip ties, clips
• Water, snacks, sunscreen, a chair
• A mirror or small light if relevant

Take payments the easy way

Accept card and cash. Many buyers do not carry cash.

1. Set up your card reader and test it at home.
2. Bring $50 to $100 in small bills and coins for change.
3. Know how you will handle sales tax. Check your state’s rules and whether you need a seller’s permit.
4. Keep receipts or a record for each sale.
5. Keep cash out of sight, and move extra cash off the table during the day.

If you do not yet have a business set-up, our guide on setting up as a sole proprietor explains the basics.

Talk to people without pushing

Your sign and display do the first job. Your voice does the second.

• Smile and say hello when someone slows down.
• Offer a short line: “Everything is handmade locally. Let me know if you have questions.”
• Let people browse. Do not hover.
• When asked, share your story in one or two sentences.
• Offer a sample or demonstration if you can.
• Thank everyone, even those who do not buy.

Track what you learn

After the fair, spend 20 minutes on notes while it is fresh.

1. What sold? What did not?
2. Which price points moved fastest?
3. What did people ask for that you did not have?
4. What was your total income and total cost?
5. What would you change in the display?
6. What was the hourly return after fees?

Use this to adjust prices up or down for your next event.

Common mistakes

Mistake	Fix
No prices visible	Label every item
Table too crowded or too bare	Aim for full but not stuffed
Pricing only on materials	Add time and fair costs
Underpricing to get sales	Test higher prices, and watch the response
No way to pay by card	Bring a reader
Skipping a mailing list	Add a sign-up sheet or QR code

When to get help

If you are unsure about sales tax, licenses, insurance or product safety rules (for example, for food, candles, cosmetics or children’s items), check with your state or city office and the event organizer, and consider a short session with an accountant. The Small Business Administration and local Small Business Development Centers offer free or low-cost advice in the US.

A gentle next step

If you would like worksheets for the pricing steps, Price It Right Workbook walks through costs, time and margins. For a full plan for the day itself, Market Stall Starter: Your First Craft Fair or Farmers Market covers booking, packing and setup.

Before your next fair, fill in the cost sheet for your five best items, then write the price on a card for each one.