How to compete with Cabella's

[K-Man]

Don't sell yourself short at pricing your work. There will always be a group of people that think any asking price above $10-$15 is outrageous for an item that is truly worth 3 or 4 times that amount. I see it all the time in the holster business. A couple of things that help sell the product is the quality of the work, the customer service supporting that, and your genuine enthusiasm about what you've made. If you lack any of that, it's going to be a hard sell no matter what it is or what the price is.

[bruce johnson]

WOW,

Did some other stuff for a few days, and just came back. ABN, let me give a little background. I started doing my own repairs about 20 plus years ago. Went like that a few years, and then got bucked off, and broke my pelvis. Not sure if I would ride again, I started taking some classes and making some western things and horse tack to keep that connection to the people and lifestyle I hold dear. Did heal up, and selling handstitched basket stamped headstalls, belts, etc. became a little sideline - sold them off my saddlehorn at cuttings and ropings. Started doing more, selling some wholesale and custom orders for bigger things. Paid its way, and let me have some fun money. Got an early Boss stiticher to speed things along. Five years ago my wife unexpectedly died from cancer. I woke up to a 16 year old son, was living in an in-law's house, and a pile of medical debt. When insurance companies and hospitals disagree, the hospital looks to you if you have any kind of stability and a job. Hint - Don't sign a "DO Not Resuscitate" form, and then go into neurologic ICU over a holiday weekend. My other job is salaried, the only opportunity I had was to give up or get tough. I got serious with the leather business, and had to treat it more like a business. There are only so many hours in the day, and I had to make it pay. It worked, and that is behind me. I find I really enjoy the leather work still, and have further expanded as time goes on. Since I have kind of run the gamut, I have no issues with the guy's prices who does leatherwork for fun, for coffee money, or to pay the bills. One guy can't make everything anyway. But there are some things the guy in serious business has to do, and pricing to prosper is one.

Now to answer your question, would I still do leatherwork if I had no customers (and didn't need the money from it)? Yes, on the same level I fish or rope. They are enjoyable hobbies, ropes and fishing poles can sit, I don't have to do it. The leatherwork is for making money and enjoying it at the same time. I have expanded in talent, tools, and equipment. I have the same number and quality of tools and machinery that most any saddlemaker and serious leatherworker has. They have been paid for from the business itself, and profits and perks taken out too. I have plans to further expand what I do, and improve what I am doing now. I still make up stuff to give away as gifts or donate to a cause, or make something affordable for someone who needs a break. Real life though - I still live in one of the most unaffordable housing areas of the US, and am starting over at zero - 20 years later. Leather is cool.

Bruce Johnson

[Art]

Hi Alex,

Would I still do leatherwork if I didn't sell anything? Yes, but on a much smaller scale. I am by no means a huge producer anyway. I have pretty much paid for all my tools and supplies and trips to different shows with the wife through my work. I just wouldn't have the toys (needed and unneeded) that I do without selling my work. However, I would have some of them if there was no income from leather.

I will retire in the next 3 or 4 years, and I can't wait to spend 8 or more hours a day in the shop because I want to, not because I have to. And if I don't want to go into the shop one day, who cares but me? Doing anything as a business requires study and diligence. On the other hand, a hobby is just that, a means to keep mind and hands occupied without the necessity of making a profit. You just take it wherever you want to go with it. If you want to put a roof over your head or to feed the kids, then you have to be a bit more serious about it.

Art

The only reason for my post is that I'm wondering how much of a motivator money is for leatherworkers. I think it's great that we can sell our products, and the business and marketing side of it is probably fascinating.

However, I also think there are folks that just enjoy working with their hands, and worrying about markups, profit and advertising just pollutes the whole creative process. For that reason, I think there will always be craftspeople that undercharge or give away work, and there's probably nothing wrong with that.

-Alex

[abn]

Now to answer your question, would I still do leatherwork if I had no customers (and didn't need the money from it)? Yes, on the same level I fish or rope. They are enjoyable hobbies, ropes and fishing poles can sit, I don't have to do it.

Would I still do leatherwork if I didn't sell anything? Yes, but on a much smaller scale.

Bruce and Art,

Thanks for your replies. That makes perfect sense. Since I don't consider my leatherwork a business, it's interesting to hear the points of view of those who do.

Best, -Alex

p.s. - Sorry to hear that you lost your wife, Bruce.

[Patrice]

For what i have read for now, it seem that people who are not in craft businnes (leather, clothing, stained glass, jewlery, etc..) dont know anything about crafstman. Craftsman who live from their art need too make a profit for living. They must pay taxes, bills, electricity, mortgage, food, clothes, shelter, workshops, tools, etc...

Crafters deserved the rigth to live well and make a profit. With all the junk comming from China, consummers use to think that leather and the process of creation come cheap.

Even if i have a day job (school teacher), i wish that one day i can work half-time in leather and education.

I would also like to know if larpers in US are more willing to spend cash on leather gear than the larpers we have here in Québec?

[Art]

Patrice,

I don't know about Québec, buy around here CAS is the primary LARP for good leather sales. If quality and authentic, name your price within reason. SCA and CW Reenactors don't generally have the deep pockets of the SASS folks and a lot of the reenactors reenact the leathersmith.

Like I have said, if you want to do leatherwork as a business, you will have to treat it as a business. You will have to make what the customer wants and for which they will pay a reasonable price. You may have to specialize in one or two disciplines. In CAS, you will make a lot of sales at a match, and if you give out a lot of cards you will get business from them. Have a lot of product made-up so they can feel and touch and buy. Horse shows and rodeo are the same. Print thousands of business cards and make sure everyone at the shows gets them.

You must know the folks you are going to deal with. Don't do the rodeo circuits if you don't know what is going on or more importantly, what the participants need so you can talk to them intelligently. Know where your potential customers are going to shop so you can have product there in front of them. Many times you will have to invest hard money to produce enough product and pay for travel and table fees to do a major show. Be careful and spend that money wisely, always attend the show the year before to see what the sales are like, spend every minute there watching and take notes.

There are many strategies that can help with sales, if your customer won't buy, then look at your customer or your product. I don't know how many times I have seen businesses who are just selling the wrong thing to the right market or the right thing to the wrong market. Except for the oldest business, every business has to adapt to survive.

Art

For what i have read for now, it seem that people who are not in craft businnes (leather, clothing, stained glass, jewlery, etc..) dont know anything about crafstman. Craftsman who live from their art need too make a profit for living. They must pay taxes, bills, electricity, mortgage, food, clothes, shelter, workshops, tools, etc...

Crafters deserved the rigth to live well and make a profit. With all the junk comming from China, consummers use to think that leather and the process of creation come cheap.

Even if i have a day job (school teacher), i wish that one day i can work half-time in leather and education.

I would also like to know if larpers in US are more willing to spend cash on leather gear than the larpers we have here in Québec?

[abn]

So, I was talking to an acquaintance of mine the other day who sells paintings done on scrap metal for around $1,400 a pop. I asked him about pricing his work, and what he does when he can't sell an item.

To my surprise, he stated that he never lowers a price, and if an item doesn't sell, he actually increases the price. In his experience, this almost always results in a quick sale.

I guess the moral of this story is that many customers correlate price and value, and if you underprice your work, you're also diminishing its perceived value.

[BruceGibson]

Good stuff! And a topic that hits home with most anybody who works with their hands to create. Have y'all got room around here for another "Bruce?"

[abn]

I think we can squeeze one more "Bruce" in, and we'll wave the standard $500 additional-Bruce forum fee.

Welcome aboard! -Alex

[BruceGibson]

Thanks a bunch for the kind welcome! And to save $500 bucks right off the bat...yep, it's been a good day! Now I have to warn you--I can't speak for the other Bruce, but I've heard tell that too many Bruce's all in one place can get a little troublesome.

If you've ever been to a Springsteen concert, you'll know what I mean. :beer: