I've attended my share of bridal fairs as a bride-to-be, but this time I'm on the vendor end. I really don't know what to expect other than lots of people at my table grabbing for samples. I know there will be a lot of people that will simply walk by, grab my card and brochure, and then be on their way. I'm including my flavors list and my pricing list. Anything else that is a must-have as far as getting it on paper to get in the brides' hands?

And here's another kicker. I have been doing cakes for four years now, but only decided this year to do it full time. So, unfortunately, I only just started photographing my cakes. So I'm not going to have a book for clients to flip through. I don't feel too bad about it though, because the two other bakeries that will be there basically just shove books at clients and say "that's what we do." I told my husband I want to tell clients that I don't have a book because I don't want my clients to feel like those are their only choices. I don't want them to feel limited. I'm in the business of custom designed cakes. I want to sit down with a client and create whatever they have in mind. If they have no idea, then we'll talk about colors, textures, flip through magazines and pull things they like from different cakes.. (This is what I have done with the 3 wedding cakes I have on the books so far, and none of those brides complained about not having a book of my cakes). Does that sound cheesy? Or does it sound like a cop out?

I'm going to have at least 3 display cakes on my table, as well as the decorated cookies, so the clients can see I know what I'm doing.. and then of course samples (at least 2 different flavors) so they can see I can make stuff that tastes good

Any advice, tips, opinions, or anything else any of you have would be greatly appreciated

Sounds like you've got it! Be sure to have a copy of your license with you, because health inspectors are notorious for walking through asking food vendors for their license. After all its a "target rich environment" for them.

And be sure to walk around and visit & meet the other vendors. Meeting brides is 2nd on the list of bridal show benefits. The number one benefit is meeting, getting to know, and connecting with the other wedding vendors.

I dont' keep my samples on the front table (I dont' have a front table ... I turn it sideways so the booth is open and inviting). I keep them behind my "podium" so I can hand the sample and a fork to the bride as they approach the booth (they are in a lidded cup, so I can grab the cup of cake and a fork without losing any eye contact with the bride). So that also eliminates the grab-n-go from passersby

Know that this is not really the time to chat and make consultion appts. You may only have time for about 30 seconds of conversation. Keep it conversational.

Believe it or not, a good question I ask is "Are you shopping for your wedding cake today?" because you'll be surprised at how many will say, "No, we've got that all taken care of." If they're still shopping, I ask "When's your date?" A good conversation thing I do is if someone says "October", I tell them, "Oh then you have to be a quick decision maker, since Oct is the new #1 wedding month!" Most brides don't know this and I emphasize they are competing with all those other brides who are wanting the same venue, florist and cake maker as they do. "So if you want your first choice, you need to book the vendor quickly." (You also look smart and informed when you give them the Oct info! )

Most important, have fun with it! I love doing shows!

Take your own table(s) and comfortable chair(s)
Wear comfortable shoes and take a 2nd pr so you can change part way thru the day. You will be surprised how much this helps
Take some snacks & drink for you. YOu might not get a chance to get away from the both to eat.
If at all possible have someone there with you....helps as they can answer some very basic ?s or converse w/people while you are busy w/someone else. Also to watch over your thing - while you run to the potty.
Don't listen to the coondinator of the fair about the health dept! You never know when they will show. We had to have a special one day license for the show, even if we have our shop license! (At least me county did.)
Take sturdy boxes to set your display cake(s) on so they are not all at the same level (cover w/a very nice tablecloth). When you decorate them.......make one cake two designs - 1 design on one side and a different one on the other side. Put the cake on a lazy susan/turntable.
Make a groom's cake!

This is all very helpful! Debi, I like how you did your table. Very smart.

I will have two other people there with me. One to help answer questions, hand out info, whatever, and then one to do nothing but replenish samples.

Also Debi, thanks for the advice on what to talk to them about. I realize I will only have a few seconds to chat, so that helps give me an idea on what to chat about. Anything else I should say conversation-wise?

just follow their lead in the conversation. Not getting married until the end of 2010? "Oh good! A bride who is starting early in her research! Smart girl!"

Wedding is in 6 weeks and they don't have a cake yet? "My goodness, darlin', you need to hustle and get this taken care of!"

Their date is kinda close but not? "You have plenty of planning time, but it's going to go by faster than you think!"

I love "working a room" anyway, so doing this kind of stuff is what I'd do for fun and entertainment, if I could!

One of the first things I do with my booth is give away the chairs. The last thing you want to do is sit behind your table. You gotta be out in front, working the aisle.

So how do you all feel about what I mentioned about my book? Or, rather, not having a book? Does what I have planned to say sound dumb?

I've never done one before either but I'm going to have a booth in one next month and I won't bring a book either. I'm planning on having about a half a dozen display cakes on a table at the back of the booth that will showcase different techniques, shapes and ideas. I figure that's taking the place of a book or a computer setup with pictures. I figure you can't really depend on a picture of something because we could all scarf pictures off the internet and not tell someone where we got them. I had a bride ask me to see some of my work a few weeks ago because she hadn't had time to look at the gallery on my webpage. I whipped out the camera in my pocketbook and showed her my cakes in amongst my trip to IKEA and my daughter's college graduation. Still doesn't mean that I couldn't fudge that but I figure that the display cakes would be tougher to lay hands on unless you did them yourself. I may even make up some sample flowers and have them displayed so they can see them. I think most people like to see something in person.

I also put some frames with pics of my cakes in them dispersed among my displays. I have a LOT of people looking at my book at every show. I've never seen a visual vendor (photographer, florist, etc) at our local shows without one. I made a book on Snapfish so that I could keep my real portfolio at home. That way I don't have to worry about damage.
Also, if you do cupcakes, have a few display ones scattered about. I did that last week and it made a lot of brides stop and take a second look- not sure why, but they really took time at my booth to notice them!
Make sure your signage is prominent- get a professional banner! They aren't very expensive, but make a huge difference!

Great tips from a lot of members

http://www.cakecentral.com/cake-decorating-ftopict-580310.html

HTH

As a professional wedding consultant AND have also done bridal fairs, my suggestions would be:

1) Have a drawing - either offer a cake for 1/2 off (chef's design choice) or whatever you decide but they have to provide you their info. They drop into a box or fishbowl. The key part of this to work is to follow-up with the leads. Most of the shows provide them with a sheet of personalized labels and the brides just stick it on your drawing card.

2) Offer a Bridal show discount. If they come for a tasting and book within the next 8 weeks (or whatever) then they get a _____% discount. But they have to mention which Bridal show when they book the appointment, this helps you to know if your bridal show dollars are paying off.

3) Have your website looking awesome with great photos of your work. Brides don't care so much to look at your book at the show, they are "power browsing" vendors. BUT, they will take your card and check you out online when they are home. If your site is cheesy or unprofessional, then you will not get a phone call. Brides are snobby that way.

4) Yes, go schmooze the other vendors especially the Wedding Planners/Consultants/Coordinators - offer them a professional discount on their own personal cake for their kids birthday, whatever, and they will send you referrals. The venues that do not have on-site bakery - See if you can get a deal with the venues and offer them an inclusive discount, you will be getting a ton of referrals.

5) Partner with a florist (that may be in the show as well) and have them put fresh flowers on your wedding cake(s). Provide them with a dummy cake for their booth that they can decorate, each booths with a sign with your/their info, double marketing.

All this you may already know, just giving my experience with shows....HTH!