Do you ever think about moving out from behind the computer keyboard and trying your hand at retail sales? Before you sign a long term lease or start hiring employees, why not get your feet wet by setting up a stall at the next local bookfair?

Whether you choose an antique, paper, or book show, weekend events like these provide a valuable opportunity to meet customers and network with other professional booksellers while earning a handsome profit. But you need to know a few things.

First, define your sales region, how far are you willing to travel? If this means crossing state lines, you'll need to register with that state for a resale number. That's a requirement for most shows. And that means you'll be required to file quarterly reports, even if you don't earn a dime. Some states like Maine make that onerous task easier by providing an online filing system that's fast.

Once you've mapped out your territory and gotten the paperwork out of the way, it's time to sign a contract or get on a show's waiting list. Don't be discouraged if that happens, there are often cancellations at the last minute you might fill. Aim high, target shows that advertise effectively, provide support for dealers, and lure in a steady flow of customers. Depending on the size and location, expect to spend anywhere from $150 per booth to $1,000.

After you've paid your booth fee and signed the contract, the hard work begins. Aside from packing and hauling books to the show hours before the fair opens, you have to decorate your space in a way that attracts customers. Most show promoters have specific guidelines they expect you to follow. Jerry Oliver of Oliver & Gannon Associates in Albany states, "We do not allow cardboard box displays and we avoid new or extremely low end merchandise."

Depending on the site, some shows will provide tables covered with fireproof floor length cloths that allow the transport cartons to be neatly tucked away. Don't be caught short, however. Not all facilities will provide this so it'll be up to you to bring some solid color sheets or lengths of cotton fabric. If you opt to buy your own flame-retardant coverings, EZ Products is a good place to start.

A successful dealer is often a well-prepared retailer, so remember to bring pencils with erasers, a pen, calculator, tape, magic marker and index cards (for making impromptu category signs), bookends, business cards, paper or plastic bags, flash light or battery powered lighting for the occasional show spot without good overhead illumination, and, most importantly, a sales receipt pad. Don't forget cash for making change or tipping the porters you may use for unloading or loading your car.

The final step is deciding what to do about taking checks or credit cards. Most transactions are done by check, so dealers make sure the customer provides a driver's license for identification. Since most booth setups don't come with telephone connections, credit card sales have to be done with a certain amount of trust. Dealers who see a value in providing such services prefer to swipe the card and have the customer sign the receipt before packaging up the book, but, if you're leery about letting the merchandise go without approval, plan ahead for a way to mail the book once the transaction clears.

Participating in book shows means heavy lifting, hauling merchandise, decorating a small space, and dealing with the demands of customers. But most booksellers claim it's all worth the trouble. Where else can you spend the day learning from seasoned booksellers while reaping additional income?

Editor's Note: In the next issue, Edith will discuss how to find bookfairs and will discuss hints on displaying books.