Turn Your Crafts Into Cash Teen artisans find creative ways to sell their wares.

(YoungBiz.com) - When he was 13, Kenny Kirkpatrick madean impulse purchase that lead to a thriving business for the now20-year-old. "I saw an ad in a woodworking catalog for kits tomake pens," he explains. "I just tried it for fun andthen got really involved."

Kirkpatrick, who is from Wood River, Nebraska, was already wellon his way to a career when he ordered the kit, having takenwoodworking as part of a local 4-H program. Within two years of thefateful purchase, he had earned $1,000 in profits from pen salesand expanded his line to include wooden tree ornaments, key chains,magnifying glasses and letter openers.

The holiday season is an especially good time for those whohave, or want to start, their own craft business. Shoppers arealways looking for handmade wares to make their gift-giving alittle more personal. Just ask Kelly Roach, the 13-year-old ownerof Beadie Buddies in Cedar Rapids, Iowa. Roach started the businesswhen she was 9, crafting small animals made of colorful beads thather customers use as decorations.

It started as a onetime money-making venture. "I wanted tomake some money to buy my mom a birthday present," sheexplains. But after about a year in business, Kelly expanded herline to tackle the holiday market by selling Christmasornaments.

For the same reason, Kirkpatrick hit upon the idea ofpersonalizing his pens. Customers can request birthstone pen tipsor metal pocket clips that have a variety of sports, medical ormusical symbols. He can also engrave the pens.

After Kirkpatrick and Roach hit upon successful ideas, they hadto find some crafty ways to market their products. Roach initiallyfound that word-of-mouth helped a lot; classmates, relatives fromother states, as well as her friends from around the world were allenlisted to help spread the news. The orders came pouring in, somuch so that Roach recruited friends to help her make BeadieBuddies for a share of the profits.

Not satisfied with word-of-mouth sales, Roach pounded thepavement and struck a deal with Sylvan Learning Center. "Theyhave a store where you can buy things with tokens," she saysof the agreement. "I sell Beadie Buddies for 25 tokens and Iget to keep the tokens and buy other things."

She also sells her creations to her local F&M Bank, whichthey use as prizes for the members of Moolah Moolah, their savingsclub for kids.

Kirkpatrick tried a couple different marketing strategies beforehe hit on one that worked for him. "At first I tried to sellmy pens at craft shows," he says, "but that was the wrongmarket. I had to get into it deeper to find the realmarket."

After some searching, Kirkpatrick discovered Grow Nebraska, anorganization that helps promote small business in the state. Whileparticipating in one of their trade shows, Kirkpatrick was able tonetwork with wholesalers from Hallmark stores, as well as from giftstores specializing in Nebraska products. "They were more mymarket," he says.

At the same time, a sales representative contacted Kirkpatrickabout selling his products for him. She wanted 20 percentcommission on each sale, which he thought was a good deal since shecould travel farther and make more sales calls than he could.Having someone else do the selling also gave Kirkpatrick more timeto concentrate on manufacturing and filling orders.

Other Ways toSell
If you, like Kirkpatrick and Roach, have a flair for creating, butaren't quite sure how to market your product, here are someideas.

1. Independent sales representatives. While largercompanies employ their own sales reps, smaller manufacturers, likeKirkpatrick, usually can't afford the salaries and commissionsthese reps typically command. Independent sales reps, however, areself-employed, work for several small manufacturers and work on acommission-only basis. If you think an independent sales rep isright for you, you can often find them at trade shows catering towholesalers as well as retailers. Or contact the United Associationof Manufacturers' Representatives at (949) 240-4966 or theBureau of Wholesale Sales Representatives at (800) 877-1808.

2. Consignment agreements. This is similar to the methodRoach used to sell her products. Gift stores, boutiques and othersmall shops often like to carry products made by localcraftspeople, so pack up some samples and offer to split theprofits with them on a commission basis.

3. Craft shows. Watch your local paper for notices or askyour local Chamber of Commerce about upcoming shows. Pay carefulattention to how much booth rental fees are and stick to the onesthat are $25 or less. Ask a friend, parent or sibling to help outin case you get really busy.

4. Flea markets. Similar to craft shows, flea marketshave an advantage because they are typically open year-round,tables or booths are pretty inexpensive, and it's the easiestway for a young craftsperson to have a permanent location. You mayhave to sign a contract, and, if so, you may need your parents toco-sign.

5. Individual sales. Door-to-door selling may not soundvery exciting, but it can be a good way to garner good word ofmouth about your product. Before you embark, consider thesetips:

• Create some nifty business cards and leave them everywhere youvisit.
• Use a briefcase or portfolio to carry one sample of each ofyour products, and take orders for delivery at a later time. Thiswill not only keep you from having to lug around tons of stuff, butyou won't have to carry lots of cash either.
• For safety reasons, stick to offices and neighborhoods you arefamiliar with, and have a parent or friend go with you.
• Make a note of holiday and gift-buying seasons and startselling early. For the Christmas season, starting right afterHalloween would not be too soon.
• Dress appropriately and wear comfortable shoes!