One of the most important (and often expensive) lessons vendors learn is this:
Not every market is right for every vendor.
That doesn’t mean the market is bad.
It doesn’t mean you failed.
It simply means that markets—like vendors—are all different.
Event organizers design markets for specific audiences, and vendors have different goals, time commitments, and reasons for showing up. The key to success isn’t doing every market. It’s choosing the ones that actually work for your business.
Step One: Know What You’re Really Putting In
Before deciding whether a market is “worth it,” you need to understand what you’re investing—beyond just the booth fee.
Your Investment Includes:
- Booth fee
- Gas and travel
- Meals, parking, or lodging
- Packaging and supplies
- Your time (setup, selling, teardown)
All of that together is your investment. When vendors talk about ROI (Return on Investment), they’re simply asking:
“Did I make more money than I spent?”
Example:
If you spent $100 total to attend a market and sold $350, you had a positive ROI.
If you spent $100 and sold $80, that market cost you money.
You don’t need a spreadsheet—just honesty.
Step Two: Know What Your Products Actually Cost You
Another term you may hear is COGS (Cost of Goods Sold). This is just:
“How much it costs me to make or buy the item I’m selling.”
COGS includes:
- Ingredients or materials
- Packaging
- Labels
- Wholesale cost (if you resell)
Example:
If a candle sells for $25 and the wax, jar, wick, and label cost $9, your COGS is $9.
That means:
- $25 sale
- minus $9 product cost
- leaves $16 before booth fees and expenses
If you don’t know this number, it’s impossible to know whether a market was actually profitable.
Step Three: Match the Market to Your Vendor Type
Not all vendors should do the same number—or size—of markets.
Hobby Vendors
- Creating around work, family, or life
- Often in it for fun, learning, or extra income
For hobby vendors, 1–2 markets per month is often ideal.
More than that can turn something you love into stress.
Smaller, community-focused markets are often a better fit because:
- Lower fees
- Easier setup
- More time to talk with customers
- Less pressure to produce large volumes
Side-Hustle Vendors
- Producing consistently
- Tracking expenses and sales
- Testing growth
Many side-hustle vendors do well with 2–4 markets per month, focusing on shows with steady foot traffic and buyers who come prepared to spend.
This is where tracking net profit matters.
Net profit is what’s left after:
- Product costs (COGS)
- Booth fees
- Gas, food, and other expenses
That number tells you whether the market deserves a repeat spot.
Full-Time Vendors
- Markets are a primary income source
- Inventory, staffing, and time are carefully planned
Full-time vendors often choose fewer but stronger markets—mixing:
- Smaller relationship-building shows
- Mid-size community markets
- One or two large expo-style events per season
They also pay close attention to their hourly rate:
Net profit ÷ total hours worked
If the numbers don’t support the time away from production or family, the market gets cut.
Step Four: Choose the Right Size Market
Small, Intimate Markets (10–40 vendors)
Best for:
- New and hobby vendors
- Higher-priced or niche items
- Vendors who rely on storytelling
These shows may not have huge crowds, but customers tend to spend more time—and often return.
Mid-Size Community Markets (40–100 vendors)
Often the sweet spot.
They offer:
- Balanced foot traffic
- A mix of browsers and buyers
- Manageable competition
Many vendors see their most consistent ROI at this size.
Large Expo-Style Shows (100+ vendors)
Best for:
- Experienced vendors
- Strong booth presence
- Enough inventory to last long days
These shows have higher potential—but also higher costs.
They reward preparation, not luck.
Step Five: Ask the Right Questions Before You Apply
Before paying a booth fee, ask yourself:
- Who is the target audience?
- Does my product match how that audience shops?
- How is the event promoted?
- What is included in the booth fee?
- Does this organizer communicate clearly and professionally?
A well-run market protects everyone’s investment.
Final Booth Boss Truth
Markets are partnerships.
Organizers curate experiences.
Vendors choose where they belong.
Understanding terms like ROI and COGS doesn’t make you “too serious.”
It makes you informed—and informed vendors last longer.
The goal isn’t to do more markets.
The goal is to do the right ones.
