MESSAGE BOARD

2002 ORGANISERS CONFERENCE

You may have spent months designing and putting together some of the most exquisite handmade creations you have ever made and are now becoming more and more enthusiastic about getting them into the marketplace and into the hands of happy, paying customers. Or you may have already been tried a few markets with less than expected success.

While there are a number of factors that will ultimately help you achieve your goals one of the most important ingredients for success will be finding the right outlet for your handcrafted goods. Sometimes this can come about by chance but generally finding the right market with the right atmosphere to enhance your work and attract the best customers will be the result of careful thought and a little prior investigation.

Handcrafted goods may need a specialised craft market to do well but not always. What is more important is that it is a market that attracts customers who appreciate the effort it takes to create something exciting and durable by hand: customers who will be more willing to pay the prices that are necessary to make your handcraft business a viable concern.

Then, your particular type of craft and the products you produce will need to "fit in" to any market you might be considering. Careful market research may also be necessary to consider whether your craft is 'fashionable' enough and whether it will be able to stand up to any competition (both in quality and price). Some craft markets actually restrict the number of stalls with one particular type of craft and this can be a good thing for all concerned.

Successful promotion of you as an artist or craftsperson and your craft can also help to boost customer interest and sales. It doesn't pay to be shy about your work so don't overlook any chances to put your business in the spotlight, especially if you have won any prizes for your work or something about your work is unique or has a local theme. Your local paper may be more than interested in any stories you can muster about it if the timing and approach is right.

Finally you need to remember that a quality handcrafted item that can stand the test of me (something not easily found in other places these days) will always be appreciated by customers who know they are getting value for their money.

Although this is a start, successfully selling your craft today can involve a lot more than this. Make Money Selling Craft, by Jenny Springett has just been released by Pride Publishing at Balmain. For further information on this uniquely Australian book, packed with everything you need to know about selling your craft, contact Pride Publishing on (02) 9555 9322 or email: info@pridepublishing.com.au

Here are some interent websites that are good sources of instant free information on food safety.

www.foodstandards.gov.au
The website of Food Standards Australia and New Zealand contains copy of the Food Standards Code. This is a national code and is applicable to all states and territories. This site also contains information and links on food recalls, nutritional calculators, consumer information and media releases.

www.foodsafety.voc.gov.au
The Victorian Department of Human Services website includes food safety pamphlets, guidelines for investigation of gastrointestinal illness, guidlines for donating food to charities, guidelines for the health of food handlers, food safety program templates and microbilogical research on products such as kebabs, custard and cream products.

www.about-salmonella.com
This website has very good information about one of the most common food poisoning bacteria including how can salmonella be prevented.

www.dfst.csiro.au/fshlist.htm
Has food safety bulletins for the food service industry. Includes case studes, surveys and advice.

www.safefood.nsw.gov.au
Has newsletter and general food safety information for NSW

www.safefood.net.au
This is an educational site which includes fact sheets and food safety tips.

www.dhs.sa.gov.au
The South Australian Department of Humeran Services website contains information on food labelling, food poisioning, food safety training and food safety information kits.

www.ntis.gov.au
This site provides a list of Registered Training Orgainsiations who are able to provide a nationally recognised training in food safety and other hospitality subjects.

If you cannot get onto the internet your local Environment Health Officer is probably your best sources of information.

When Lilydale market was established on the site of the old Turner Tool Factory on Hutchinson Street in 1978, it quickly won an outstanding reputation for its fresh foods and general produce. Families travelled from around the Dandenong Ranges and Yarra Valley to snap up the bargains, test their bartering skills and enjoy the friendly ambiance of the market place. Little has changed today.

Recently re-opened after a total upgrade of the premises, Lilydale Market manager Meyer Azoulay said the improvements were vital to the market's future.

"Clearly there is still a place for this type of trading. Loyal customers have returned and whole new sections of the community are discovering the market for the first time," Meyer said.

"And, as before, our focus is on families. That is, providing everyday goods at a price that will stretch the dollar further.

"There's often free family entertainment for shoppers to enjoy and local entertainers are invited to contact us with a view to using the venue as a way to gain experience."

Featuring (29) shops indoors including fresh fruit and vegies, flowers and plants, breads, ceramics, pictures, children and adult clothing, haberdashery, shoes, Australiana, nuts and dry fruits, confectionary, groceries, toys, watches, carpets and socks of all sizes, Lilydale Market is well stocked to cater to family needs.

As a bonus, a Sunday outdoors market has now been established where stallholders can set up their own trestles or sell from the boot of their car. Everything from trash and treasure to home-made goods, pottery, woodwork and bric-a-brac can be sold.

"With spring in the air, now is the perfect time to clean out the garage and house, set up a stall at the Sunday market and make some cash for yourself. Think of the money you could raise for your favourite club or charity too," Meyer said.

(Interestingly, the Lilydale Museum currently has works displayed.)

Lilydale Market is located in Hutchinson Street, Lilydale (Near Swinburne University).

Indoor Business hours are: Thursday 8:30am - 5:30pm, Friday 8:30am - 7:30pm, Saturday 8:30am - 5:00pm and Sunday 9:00am - 3:00pm.

The Sunday outdoor Market operates from 8:00am - 3:00pm.

For more information or to make Sunday Outdoor Market bookings please phone: 0417 325 579

An annual school fete or market day is a major fundraising activity for any school or community group. Many months of planning are required to make the event a success. One of the keys though is a well organised, enthusiastic and motivated committee. Easier said than done I know, I suggest you try and make the whole experience fun and you’ll make many new friendships along the way. Develop a ‘Friends of the Fair’ - where people can register their willingness to help and what they are prepared to do (either on the day or in peparation). e.g hand out flyers, supply some product or service from their business or direct cars & parking for a few hours.

Another excellent idea is to break the whole job up into lots of little ones by appointing convenors who then gather in thier own helpers. You would need a convenor for areas such as *Equipment hire *Electrical requirements *Purchasing officer *Publicity officer *Stall allocation * Signs *Performing arts *Gate control *Security *Competitions *Sponsorship *First Aid *Treasurer *Secretary. Organising these convenors takes the pressure of key fete committee members.

For further great ideas on school fetes as fundraisers visit this very informative website: www.fetesandfestivals.com.au

Firstly Good Luck to our athletes and support personnel in Athens at the moment, congratulations for getting there and if you come home with a medal well.... WOW what a bonus and reward. If you’re one of the lucky ones going to Athens it may be worth your while to visit a couple of the local markets - a place that always shows the heart and soul of a city, where you really meet the characters.

Full of character and real life, the busy flea markets of Greece are an integral part of local life. The markets are the place to find bargains or just browse around stalls and enjoy the exciting atmosphere and bantering. One of the most famous is the Athens Flea Market which spreads over half a dozen or so blocks around Monastiraki Square from 6am till 2pm every Sunday. Also on a Sunday is the Pireas Flea Market held from 6am - 2pm, this market has fewer tourists and more goods. The market is concentrated on Alipedou and Skilitsi, parallel to the railroad tracks and 500 metres from the sea. It is a venue for serious antique trading as well as everyday items. If you have the time you must also visit one of the largest markets in the whole of Europe. The Central Market (Kendriki Agora), held in an enormous market hall close to Omonia Square. Open Monday to Friday 6am - 4pm and on Saturdays 6am - 3pm, the actual fish market section is quite spectacular with stall after stall selling seafood, from the smallest whitebait to the largest grouper.

In addition many Athenian neighbourhoods have a street market on a set day of the week. The whole street is blocked off and it usually runs from 7am till 2pm, these markets are inexpensive and enjoyable selling household items and dry goods as well as fresh fruit and vegetables, dried herbs and nuts.

Finally if you are after Greek plants or herbs there is a Sunday morning gathering of stalls on Vikela in Patission. Enjoy your time in Greece, pick up a bargain and cheer on our Olympians.

Anyone who can supply us a photo of themselves in Greece with a copy of Markets & Fairs will receive a FREE 2 years subscription.

 

Trade Mark Investigation Services (TMIS) reported that Police and Customs Officers have been involved in a number of actions over the past months. These operations have resulted in substantial seizures of goods and criminal charges. Recent results are:
TMIS & CIS investigators assisted Dapto Police on 7 December 2003 to inspect 3 stalls at Dapto Market. This led to 3 stallholders being charged for the possession sale of counterfeit goods. Yang COLES was fined $1,600, Terry HUMENIUK $3,600 and Mr Juiguo GUO was fined $200 and ordered to pay $64 court costs, in February 2004.
sAt Gunnedah Field Days in August 2003, Ms Katherine FRASER of Manly, NSW was intercepted with $17,000 worth of counterfeit sunglasses. She appeared in the Downing Centre on 30 April 2004 and was fined $1,000 and placed on a 12 month good behaviour bond. The stock was forfeited.

Mr Taylor of TMIS said they have a number of cases part heard and pending in various states. There are a number of substantial matters being dealt with in the civil jurisdiction as well. He added that the Australian Customs Service has been very successful in detecting incoming shipments of counterfeit goods. Recently there have been large seizures of counterfeit sunglasses and telephone accessories.

The public were cautioned that many counterfeit sunglasses are dangerous to health with poor UV ratings and cheap plastic lenses that can cause distorted vision. Most counterfeit cellular phone batteries did not have a safety fuse. Customer injury could result in liability to the stallholder.

Mr TAYLOR said TMIS were preparing to prosecute a number of stallholders who have been warned but simply refuse to stop selling illegal goods. He said that recidivist offenders would also be reported to government agencies for breaches of various state and federal laws.
See advertisement on page 26.

It is an unfortunate fact that not everyone with a credit card, or credit card number, is the card's rightful owner. Credit card fraud is a reality and another reality is that it is increasing in the retail market environment.

There are a number of steps you can take to help minimise the risk you and your business face when accepting credit card transactions. If using an electronic terminal to process your transactions, always confirm that the card number printed on the receipt matches the card number on the card. If using a manual imprinter to process your transactions we suggest you request additional identification when processing a credit card transaction.

In all situations we suggest that, where possible, you contact the relevant authorisation centre for a transaction authorisation. A transaction authorisation confirms that the card number provided is a valid card number, that funds are available at the time of the request and that there are no current stops placed on the card.

Other steps you can take to help protect your business include:

* Always swipe the card through your terminal or imprinter - avoid hand keying the
card number where possible as this changes your liability should the transaction be fraudulent.

* Examine the hologram on the card, does it appear three-dimensional?

* Check the validity dates of the card and ensure they are current

* Check the signature provided by the customer matches the signature on the card.

* Be alert for suspicious or unusual behavior.

* Advertise the fact that you take steps to help prevent credit card fraud in your premises.

The National Australia Bank has a merchant fraud prevention team to help reduce fraud for its customers. If you are an existing National Merchant and would like to receive further information on how to detect and prevent credit card fraud please email the National at Merchant_Fraud@national.com.au or alternatively visit: www.national/com.au/Business_Solutions

Should you be interested in becoming a National merchant or would like to discuss a payment solution for your business, please contact the National on 13 10 12, week days between 8am to 8pm (EST).

ARTISTIC inspiration can come from the unlikeliest sources. Frank Marsche found it in the common discards from a bygone era - the old forks, spoons, knives, teapots and sugar bowls that before 1945 were made from silver or electro-plated nickel silver.

Frank, of Keysborough, recycles these items now unwanted for their original purpose into glorious, pure-toned wind chimes and sells them every Sunday from his upstairs stall at The Arts Centre Sunday Market. Frank is one of some 150 artisans who sell their unique wares at the market - an ideal place to find that perfect Christmas gift. Although Frank - "call me Mr Chimes," he says - calls his chime making a hobby, it has become a passion in his life. Forced by illness into early retirement from his job as a neonatal equipment engineer, Frank searched for something to keep him interested, occupied and alert.

"My sister-in-law was in Queensland and she bought back some chimes as a present," Frank says. "It was nothing like the ones which I make now - it was all spoons - but it gave me the idea." A trip around local op shops revealed that the materials he needed were plentiful and cheap, so a new hobby was conceived. Try pounding a silver spoon flat with a hammer or curling the prong of a fork; it will split or break if it is not done just right. After countless hours of experimentation and practise (and destroyed cutlery!), Frank makes it look easy as he applies a few swift blows to flatten a silver spoon.

He builds his week around preparing chimes for sale at The Arts Centre Sunday Market, where he has been a stallholder for eight years. "On Monday I go out looking for new pieces," Frank says. "On Tuesday I clean all the top pieces, polish them, drill them, wire them. I put wire inside so you can actually hang the chimes up.

"On Wednesday I start on the forks and spoons and by Wednesday afternoon I can start polishing them. I make the chimes on Thursday, Friday and Saturday. I take about 25 chimes to the market on Sunday. So it's seven days a week. It keeps me out of my wife's hair and she's quite happy to bring a cup of coffee to me down in the shed!" Frank draws his inspiration from the materials themselves. "I look at a nice pot and then I've got to think, 'Can I balance it? How many pieces of cutlery can I hang from it?" he says.

He gets particularly excited when he finds ornate silver teapots, coffee pots and sugar bowls (from which the chimes hang), and especially silver music boxes that still play their music or rotate. Chimes made from music boxes sell almost as soon as they get put up on his stall. Frank prices his wind chimes modestly, from $20-$25 each.

Despite having made thousands of wind chimes over the past 12 years, Frank has found no shortage of the pre-1945 materials he needs (modern stainless steel cutlery and pots do not chime). Auctions, deceased estates, op shops, his contacts in the Lions Club and second hand dealers keep him well supplied.

BOX MEET THE MAKERS
Meet 'Mr Chimes', Frank Marsche, and hundreds of other talented craftspeople and artists at The Arts Centre Sunday Market and browse and buy from their unique range of wares.

When: Every Sunday from 10:00am to 5:00pm.

Where: The Arts Centre forecourt, along St Kilda Road, and in the undercroft of the Concert Hall, beside the Yarra.

What you will find: A huge range of hand-made goods sold by the craftspeople who made them - ceramics, textiles, woodwork, jewellery, paintings, photographs, and more. Plus the opportunity to ask "How did you make it?"

What else to see: The Archibald Prize winner and other entrants at the George Adams Gallery. Until 8 February 2004. Entry is free. Further information: www.theartscentre.net.au/visitus or (03) 9281 8000

Has it happened to you? - Have you clearly and categorically said, "OK I will book the Ferris Wheel and Small Jumping Castle for an 8am start on Saturday morning." Only to watch mini bikes and swinging chairs roll in at 10am?

It's been a long morning getting traders in place and a glance at the gates gives no indication of the thousands of people I am perfectly sure will wander in at any minute. "Where you want it lady"? I close my eyes and take a deep breathe counting 10, 9, 8, 7, 6….. I slowly open one eye to look at the speaker still not quite sure if;
a) its a dream b) I am going to vent my frustration & scream & rage at the voice or c) collapse in a crying heap. As my one, half opened eye, connects fully with the speaker/driver of the vehicle and amusement company representative, it opens to its widest dragging the other eye along. I vaguely acknowledge I am entering the first stages of shock and wonder if St Johns ambulance is set up yet.

"Where you want the rides lady?" louder, slightly irritated, definitely insistent.

"uummm That's not a Ferris Wheel" I mumble "What? - Speak up"

I cleared my throat - "That's not a Ferris Wheel" This time was stronger more authoritive I think, quite pleased with myself. - Although judging by the narrowing of his eyes perhaps a little to authoritive - I glance around for support and take a step back wards.

"Hey lady I just do what I'm told - now - where - do - you - want - IT”?

Waving an arm vaguely in the general direction I say "over there" and slowly start to wander back to the arms of my welcoming marketeers - I'm safe there - I know them - Their presence is familiar and the essence of my Festival, my reason for being.

"Hey lady!" - I stop, sigh and turn slowly - "Erica - my name is Erica" I offer a slight smile

"OK Erica - I'm Biff - this is Bluey and the guy in the truck behind us is Killa". I nod inanely - "naturally"

"Where do we get power?"

Instinctively I glance at the power box on the opposite side of the grounds where the food vendors are.

Even as I make the statement I know the response - "I was told your were bringing your own generator"

"Hey lady, I just do what I'm told and I wasn't told to bring one"

OK - What to do - mini Bikes wont ft in the 3mtr X 10mtr space allowed for the Ferris Wheel and Swinging Chairs wont go where the castle was supposed to, then there's the power issue - The dust, noise and fumes of mini bikes wont go terribly well with food. The food vendors now happily set up, ready for those thousands of people just about to walk in, will let me know in no uncertain terms what to do anatomically with the mini bikes I was contemplating putting in their patch.

Do having mini bikes and swinging chairs have any impact on my Contingency Management Plan? In theory do those devices pose a greater risk than the Ferris Wheel and Jumping Castle initially planned on? Are the rides advertised? Were they at the function before? Are people expecting them so sending them away will be detrimental?

· Do any organisers out there have any creative solutions they can offer? Please write in and let us know.
· Do any organisers have any similar horror stories!? Pease share.

The example shown above, while exaggerated and not the norm, is quite possible even with the service standard we expect in this day and age.

Amusements are a tricky business - It is traditionally a family owned and run industry - the primary operators or " Showman" around today can often be 3rd or even 4th generation -Then you have "The back yard boys" a euphemism used to describe those new to the industry - often ex employees of showmen who think operating amusements is "easy money" Legitimate operators (and don't smile, not only do we exist we outnumber the few shoddy operators out there!) will tell you otherwise, it can be good money but never easy money, it is exactly like any other business it can be worthwhile, rewarding, dream making and satisfying. It can also be dream shattering, dissatisfying, costly and draining - it is all in the business planning, operating strategies, risk assessment and contingency management. Don't forget Amusement Ride Operators only have the opportunity to earn money 2 days out of every 7 - provided it doesn't rain or isn't too hot. There are not 50 other functions happening simultaneously around the place!

So how, as an organiser, can you do your best to avoid the "That's not a *#@%~* Ferris Wheel" scenario?
Two words - PLAN and CHECKLISTS. Personally, I live by checklists.

You go into detailed planning, marketing, staging and booking your event. Every aspect really needs to compliment the other so the entertainment at your event needs just as much consideration.

When I asked Nic Hook, of PJ Promotions in Newcastle, where amusements fit into their events Nic said "Amusements are not the primary focus of our functions however, they do need to reflect the demographic wanting that style of entertainment and that is the children - they need to present professionally both in how the equipment looks and how the clientele are dealt with"

When asked what is the most important factor when dealing with a company that provides amusements and entertainment? Nic says it is "Professionalism and reliability, you need to be able to rely on your provider to do their bit"
So that poses the question what is "their bit?"
Well, what do you want it to be? You are the organiser! You are the one to decide what is "their bit" .

OK, Lets look at the first step - MAKING A PLAN

What do you want? If you don't have a complete idea - no outcome will suit.
a) Look at the most likely age group. Primary School Fete? easy - 0 to10yrs; High Schools? 10-18yrs; Teddy Bears Picnic? again, easy - 0 to12yrs; Market Days - Trash n Treasure? Family day probably 0 to 15yrs; Art and Craft? harder to pick, 0-15yrs ? Computer Fair? 8-15yrs; Record Fair - umm what are records? Music Concerts? 15+
You get the idea, it's not an exact science.

b) Establish the Payment / Cost Structure.
Do you need to generate income from the amusements or want them there purely as an added extra for your clientele? Are you charging to get in? Is it a draw card for your event to hire the amusements and have them run free? What is the most affordable option available to you?

c) Type and Style of Rides
Now look at the likely expected attendance - be conservative and don't forget numbers will revolve around the function. Is it new, established well marketed etc? Keep it realistic. Based on the age demographic and expected attendance what amusements
do you think are most likely to suit?

d) Now Let’s Look at the Logistics
How much room do you have?
Is the ground surface suitable?
Is power available or will it need to be provided?
What is the access like? Both to set up the devices then for the clientele to utilise.

e) Contingency Management
Plan some scenario's around worst case weather
outcomes, power outages etc.

Okay now you have a realistic plan of what you want lets generate a checklist to achieve that outcome or a suitable alternative.

# Add all of the planning outcomes above to the list.

# Check council requirements and add those to your
checklist. All local governments have guidelines
for the operation of Amusements.

# Check legislation governing the operation of amusements.
# What Training do the operators have?

# Ensure you see a valid copy of a Certificate
of Currency for Insurance.

# Call more than one Amusement Company REMEMBER
the person on the other end of the phone is a sales
man or woman.

# Ask for photo or websites to view the devices under discussion.

# Find out other functions the Amusement Company has worked with - check with other organisers for satisfaction levels. Don't forget though, everything is subjective - sift through the information offered for its validity - don't rely on the word of just one organiser either way, always ask them for referrals to good operators.

# Find out if those devices will be at a function prior to
your event so that you can see them in action.

* Get an agreement in writing which includes:
* Name and Type of amusement device
* Capacity and age range
* Operating date and hours
* Dispute resolution processes

# Ensure you are aware of whether or not the device is required to be registered by WorkCover to operate. I know it may appear daunting, and it probably is but Organisers have a huge job to do these days as Robert Gunn of imc Productions will attest - " We need to be acutely aware of many factors when putting a function together, for instance environmental practices. Is the packaging used by marketeers recycled and biodegradable - are the generators used by the amusements noiseless, with low emission or will the function be flooded with diesel fumes and a dull roar most of the day?

As with PJ Promotions we asked Robert "What is the most important factor when dealing with a company that provides amusements and entertainment?" His reply was similar to Nic's "Communication and collaboration - the imagery of the event is important so I need to rely on the Amusement Provider to excel in what they do. I want to be able to let them create the best possible outcome for the event, the patrons and for themselves. Particularly when the event is themed, the initial planning and coordinating is integral to the outcome and each part contributes to the whole, so you need your provider there with you on the journey specialising in the creation of a unique experience that is when you have a successful event"

Let’s ensure the memories that belong to our children of the "Fun Faire" are enjoyable and generate fond nostalgia into adulthood.

Many market stall holders produce food that now must be labeled correctly, examples of these foods would include Jams, chutneys, sauces, herbed oils, biscuits and cakes and packaged "Ready to eat foods".

Food Labelling. New requirements include the following: -

# Perscribed name or a description of the food sufficient to indicate the true nature of the food.

# Lot identification (batch number in the event of necessity for recall)

# Name and business address of manufacturer

# Mandatory warning and advisory statements and declarations

# Ingredients listing

# Date marking

# Directions for use and storage

# Nutrition information panel

# Percentage labelling

# Country of origin

Other additional general information requirements may also apply. Exemptions exist for food not in a package, packaged in the presence of the purchaser, whole or cut fruit and vegetables, food sold at a fundraising event etc. please see www.foodstandards.gov.au or call FSANZ 1300 652 166 for further information on labeling

The following information has been provided by Food Standards Australia New Zealand

What is date marking?
Date marking provides valuable information to consumers on the quality of the product they are purchasing. It offers a practical guide to consumers on the estimated length of time during which a product will retain certain characteristics relating to quality. For some food, the date mark will also indicate the period of time it will remain safe to eat.

What's changed?
The new Standard requires food to be date marked with the prescribed statement "Best Before" unless the food needs to be eaten within a certain period for health or safety reasons. In this circumstance, the prescribed statement, "Use-by" date must be applied. Previously, "Use-by" and "Best Before" date marking could be used interchangeably on food labels. It is the manufacturers' responsibility to determine which date marking term should be used on their foods.

What's stayed the same?
· In Australia, food with a shelf life of less than two years is still required to be date marked.
· Bread may still be date marked with a "Baked On" or "Baked For" date instead of a " Best Before" date. However, as is currently the case, the baking date is not compulsory.
· Abbreviations for the date marking terms "Best Before" and "Use By" are not permitted.
For example, "BB" is not permitted as an abbreviation of "Best-before".
· Storage conditions must still be declared on the label, if the date mark is dependent on these storage conditions being maintained. For example, "Best Before Oct 23, 2003. Keep refrigerated'.
· Food date marked with a "Best Before" date can still be sold after this date has past, provided the food is not damaged, deteriorated or perished.

What is the difference between "Use By" and "Best Before"?
Foods that are date marked with a "Use By" date are prohibited from being sold after this date. This is because the food may pose a health or safety risk if consumed after this date. Foods that are marked "Best Before" can be sold after the date has past, provided the food is not damaged, deteriorated or perished.

What happens to the date mark if I freeze or thaw food?
If you freeze or thaw a food, the date mark and storage instructions will no longer be applicable to the food.

If you need to find out the new labeling requirements in your state contact your state Health Department or if you need to know how to handle food safely contact CFT (1300 665 633) who conduct level 1 accredited food safety training courses throughout NSW, QLD and Victoria. This Nationally Accredited, four hour training is concise, cost effective and meets the requirements for people handling food under the new regulations. Call CFT, a registered Training Organisation specialising in Food Safety on 1300 665 633 for more info on training dates and course outlines.

With more than 19,000 cases of food poisoning reported everyday in Australia alone, it’s costing Australians in excess of 5.4 billion dollars per year. Yes, that's correct, and these are only the reported cases…we have all at some stage felt unwell after a meal and not bothered reporting it to Health Authorities

No-one serves contaminated food on purpose, but causing even an accidental case of food poisoning can mean liability from several angles. Australia now ranks second only to the USA, as the most litigious country. The first thing people think of when they get sick is "Who can I sue?" we suggest you make sure its not you! If such an incident does occur, the insurance company would require proof that the food had been handled correctly, business owners and individual workers would be subject to fines (up to $500k for businesses and $100k for individuals) and other disciplinary action by local and state regulatory bodies, and would probably be the target of an plethora of extremely unpleasant publicity.

To combat these alarming statistics, FSANZ (Food Safety Australia & New Zealand) have come up with National Food Safety Standards, The standards are in conjunction with State Food regulations.
The 3 standards now fully enforceable throughout Australia are:

3.1.1 Interpretation and Application- sets out how the food safety standards should be read and used.

3.2.2 Food Safety Practices and General Requirements -
-Carry out specific practices in relation to food handling, cleaning, sanitising and personal hygiene to ensure food is safe and suitable.
-Notify the relevant authority of their existence and the nature of the food business:
-Provide for food recalls and
-Ensure their staff & supervisors have the skills & knowledge in food safety relevant to work activities.

3.2.3 Food Premises and equipment must be adequate for safe food preparation: - Sets out how food premises and the equipment used should be designed /constructed. Further information available from Local Government Authority (LGA) or FSANZ. At this stage standard 3.2.1 Food Safety Programs is not required in all states, please check with your local Health Department.

For those with Market stalls, it seems that each LGA will have slightly different requirements regarding how stalls are to be set up and operated. CFT suggest that if you have a stall, check with the Market organisers, to find out what local requirements are and as long as you have notified your existence to the relevant authorities in your state and are aware and follow the FSANZ food safety standards, it should be quite simple to comply.

If you need to find out the new requirements in your state and how to handle food safely the easiest option would be to contact CFT (1300 665 633) who conduct level 1 accredited food safety training courses throughout NSW, QLD and Victoria, or we can arrange on-site training for groups, for those unable to attend a class Level 1 food Safety is also available via correspondence, this Nationally Accredited, four hour concise, cost effective training program meets the requirements for people handling food under the new regulations. Call CFT, a registered Training Organisation specialising in Food Safety on: 1300 665 633 for more info on training dates and course outlines.

More information regarding Food Safety will appear in the next edition of Markets and Fairs.

Article by Janene White CFT NSW: (02) 9499 3737

Recently it has been reported that several markets have had surprise visits from police governing second hand dealers licences. Apparently no fines were given but several warnings to traders were issued. Seeing as many traders may be operating out of ‘ignorance’ or not knowing the rules I felt it was timely to offer an article on the subject. So if you are at all in doubt as to whether you should carry a second hand dealers licence or not please read on.

DO YOU NEED A LICENCE?
If you are carrying on the business of a Second-hand dealer, buying or selling second-hand goods that are prescribed under the Act (see the list “What are the Prescribed Goods”) you must be licenced under the Act. If you conduct your business from more than one location, you only need one licence

Definiton:A Second-hand Dealer is in the business of buying or selling “prescribed goods” that have been used, or are represented by the vendor to be goods that were purchased by a third party but are unused (for example, an unwanted gift).

Partnerships: If you operate as a partnership, each partner must be individually licenced for the purpose of the business. Each partner must lodge an application for a licence but only one application fee is payable for the partnership, regardless of the number of partners.

What about market stalls: In your application you must nominate all places of business, including market stalls. The name of the market and the street or nearest street should be provided, also your stall number, if there is one. You must also provide an address where, during normal business hours, your records can be inspected by an authorised officer.

Are there any exceptions? You do not need to be licenced under the Pawnbroker and Second-hand Dealers Act 1996 to take goods as trade-ins or to sell any goods that you have taken as trade-ins. Nor does the Act apply to the dealing in second-hand goods as part of a fund-raising appeal authorised under the Charitable Fundraising Act 1991 or to the business of an auctioneer

What are the prescribed goods? A licence is required if you deal in any of the following:

Items of jewellery (including watches) that include gemstones and/or precious metals

• Sporting and recreational goods
• Musical instruments (other than pianos)
• Photographic equipment
• Portable engine-powered, motorised or air powered tools and equipment
• Microwave cookers and other electric or electronic goods (other than refrigerators,
• Washing machines or other “whitegoods”)
• Computer hardware and software
• Compact (laser-read) discs
• Watercraft and parts of watercraft
• Tool kits
• Car accessories
• Mobile phones

Exceptions: The following are not prescribed second-hand goods for purposes
of the Act and a licence is therefore not required when buying or selling them:

• Motorised wheelchairs, wheeled lounges, spinal carriages and other goods designed to
  carry people with a disability.
• Industrial machinery, or framing machinery, that cannot be driven or is not portable.
  

APPLYING FOR A LICENCE: An application for a licence may be made by an individual or a corporation (company). There is no provision in the legislation for a licence to be issued to a partnership. In the case of a partnership each partner has to apply for a separate licence by lodging an application. Only one application fee is payable for the partnership, regardless of the number of partners.

The applications asks for details about the person applying for the licence or, in the case of a company application, both the company and all the directors of the corporation. It also asks for other details, such as your trading name and how the business will be conducted (e.g. a shopfront, a market stall or both); the location of your business, any storage locations and places at which records are kept.

When you lodge your application, you are required to pay an application fee. If the application is refused or withdrawn the fee is not refundable.

Can I carry on a business while my licence application is being assessed? No, but you can trade in goods which are not included amongst those prescribed for the purpose of the Act

You must supply proof of identity with your application: Proof of identity may be an original or photocopy of any of the following documents:

• A current drivers licence
• A birth certificate
• A current passport
• An entitlement card issued by a Commonwealth Government Department or Authority
• The most recent income tax return lodged by and the most recent income tax assessment
  issued in relation to the individual
• A marriage certificate
• A certificate evidencing the individual’s educational, professional or trade qualifications
• Evidence of electoral enrollment, issued under the provisions of any Commonwealth
  State or Territory Act
• A certificate of naturalisation or citizenship
• A certificate of identification or discharge papers issued by any branch of the armed
• Services of the Commonwealth

What notification must be made in regard to business and storage premises? You must show details of all premises that are used for both he conduct of the business and for the storage goods and/or records.

Licence conditions: A licence may be issued with or without conditions or restrictions. If your licence is issued with any conditions or restrictions you must ensure at all times these conditions are met.

Right of Appeal: You have a right to appeal against a decision to refuse to grant a licence.
You will be notified in writing of the result of the review, together with reasons for the decision within 14 days.

Information on the operations of the Tribunal, including fees should be directed to the Registrar of the Tribunal on (02) 9223 4677
The above information has been provided by the Dept of Fair Trade.

There’s a primary reason why people run a stall at the markets. It’s not to check out the latest fashions, meet friends or to have an outing although these are side benefits. Yes you have guessed it........to earn money.

The question them remains, How to make as much profit from your site as possible.
The key to making this happen lies with the concept - to move from passivity or ‘minding the stall’ to action and interaction with customers. That initially involves cerebral input as to why and what you should do so your actions result in extra profit.

It starts with understanding the popularity of markets and fairs
Australia as part of the Pacific Rim straddles both east and west and increasingly is imbibing aspects of Asian culture. Travelling Australians have been introduced to the bazaars or our near northern neighbours which are more interactive and pulsating. They are looking for the same experience at home. When ever they hear words such as bazaar, markets and fairs, they have new expectations. You have probably noticed this amongst your customers. Here is what they want:

Fun time besides actually buying goods
Variety of speciality merchandise that’s not in the shops
Reasonable prices

All that is OK but how can I use this to advantage?
Now you know why people come, you can supply the needs and increase your sales, If they want a fun time, it means that you will need to interact more with the customer.

It means you have to go beyond the concept of simply ‘buying and selling’
The traditional approach - the customer says I want one of those size 12 jumpers in blue’. the request is met, money exchanged and the customer leaves. There was an opportunity to sell a matching scarf or a piece of jewellery. it was not transacted because the customer didn’t think of it nor did the seller suggest the idea.

Market and Fair approach - chitchat (interaction) means that you enquire what they will be doing with the purchase, then suggest add ons or extra sales. The customer will respond to your (gentle) interest in a positive way even if a sale does not eventuate with this customer this time. In fact it could be overheard by someone browsing your stall who takes up the suggestion.

Here is an example of add-ons from another stall that sells gift lines.
Take notice of the person - A friendly comment “Looks like you’ve been enjoying yourself with all your parcels”, ‘I like what your wearing /jewellery / hairstyle”
Add on to meet the customers (yet unperceived) need - We have some nice calico holdalls for only $10.00 Would you like one so you don’t drop your parcels? (pull out several and show) or “See these lovely earings/dress/belt/bag etc that would match your dress”

Strengthening the need - “You can use it all the time to save the environment from plastic pollution” or “Would you like to see in he mirror how well this matches”

You need to draw attention to yourself - Remember markets and fairs are regarded as a fun destination rather than a mere shopping trip. Who said you couldn;t dress like a clown one week or wear face paint another time? If you are selling hats, every hour put on a different hat. If there is media coverage you can be sure you’re the one who attracts attention. If you have a food stall, make up some taste tests and hand out with details of cost and where to purchase.

This doesn’t mean you have to be noisy to cause a stir. What it dies mean is that you will quietly draw more customers to view your wares.Besides this way you will have much more personal enjoyment rather than sitting and waiting for someone to notice your stall.

The owner of a copyright in a work has the exclusive right to reproduce the work and publish the work Copyright gives the owner the right to take legal action against another person doing these things without permission.

Who owns copyright?
Copyright is automatic. The author of the work is the owner of the copyright. The exception to this is in a commissioned situation or when the work is created by an employee as part of the duties.

What is protected?
* Craft works * Books * Films * Dramatic works * Musical works * Artisitc works * Films * Sound recordings * Broadcasts * Published editions of works * Research

Assignment of a copyright:
A transfer of ownership can be affected whereby the owner of a copyright grants rights to another party. An assignment is the sale or transfer of the copyright. It can be a full assignment or partial. It must be in writing.

Contact: Australian Copyright Council. Phone: (02) 9318 1788

Once upon a time in the rosy past, P&Cs organised school fairs to buy extra equipment not covered by the Government funding allotment. The aim was to raise as much as you could, whatever the figure, quite an uncomplicated approach.
Today, unfortunately, school fairs are far more serious in their intent, almost a business enterprise rather than a recreational event that produces some income. The bottom line is that most P&Cs need to (as opposed to like to) raise many thousands of dollars for the school.
So where does a fledging committee start especially when it is new territory for them? The basic marketing premise which any business must understand works as follows:

I have something I want to sell to you
You need to entice me to buy it from you
We both must be happy with the transaction.

Lets take it in stages. First of all:
I HAVE SOMETHING I WANT TO SELL YOU.
Consider the 'to you' part. Identify your potential customers and try to fulfil thier wishes. People respond to the pre-recorded 'I want, I desire' message encoded in the subconscious (couteous of hours of televions watching). Plan your fair to flow with their lifestyle dreams.

How would you describe your probable fair visitors? Wealthy, average working class, struggling families, nappy valley, retirees? Ask yourself what stalls attract that particular class of person? (last year's popular and least popular stalls will provide clues).
Then there's kids, teenagers and adults. They are part of the 'to you' equation. Provide each with activities to experience and items to buy.

I MUST ENTICE YOU TO BUY IT FROM ME
Not down the road, but from me. Remeber, shoppers today want to 'buy an experience' rather than just acquiring goods. Give it to them. Make it fun make it different.
One problem with fairs and stallholders is that the merchandise must look like it was selected with care. The truth is all donations have been gratefully received. How do you turn ugly ducklings onto swans? Here are some ideas.

What you call your stall is important - Its all in the presentation. For example, the Retro look is in. Marry retro to modern and it can be profitable. Squash all the dated stuff together and call it 'white elephnat stand' and you'll have stock left for next year. Present your display as 'Retro Decorator Centre' and you could have a lot mroe purchasers. If you are not sure how to do this, look through current magazines for layout ideas.

Make the stalls look designer. OK each stand may have been allocated a trestle, tent or awning with grass or concrete underfoot, but it doesn't have to stay that way.
Neither does it have to cost the earth.

Select a theme. It could look like Bedouin, Gypsy, American, Australian, Pioneer with a little imagination. Don't know how? Ask the drama classes to help design them (and if possibl put the set together. It will give them a real-life work experience.)

Take into account the time of year. We all change in outlook within the seasonal cycles. Smell that hot soup in winter and yes I'll line up to buy a bowl but forget it in summer. If it is windy and you're stall isn't sheltered, browsers will soon move on to a more attractive stall.
Draw attention to your stall. Flags, balloons, colourful streamers will add dimension and demarkation. If you are selling cakes and cups of tea, make a giant cup and saucer and attach it to the end of a pole so everyone heads your way.
Give your stall variety. Static 2D layouts won't encourage interest. Use different levels to stimulate the eye to explore the shape and outline of the merchandise thus arousing curiosity. Brightly coloured fabric placed overe elevated stands will disguise their make-do nature as well as enhancing the display.

Look Alive. If there are a hundred other distractions why should someone even bother to look your way! You have to deserve customers. Smile, be friendly, dance, move your body around. (yes, you probably have aching feet but it doesn't have to show) Avoid sitting downand reading a book as youare just doing 'your time' on duty. Lack of action signals to the shopper that your goods are unattractive and not worth investigating. This may not be true, but it wil be the common perception.

Be Trendy. Personnally you may dislike a certain colour or style but if it is fashionable it will increase your chance of sales. For example black and navy are my least favourite colours, I could be tempted to avaid working with them only to have customers say "Ill have a black one", no they don’t want the red or green version I have made, so it is black or no sale.
Keep re-arranging your stock as it is selling. This creates interest. Perhaps it may now vatch someone's eye. Rather than laying your products out like little toy soldiers, try grouping it.

BOTH MUST BE HAPPY WITH THE TRANSACTION
Why is it that a bracelet that costs $15 at a bargain store may sell for $25 at a boutique location? Clientelle is your answer and what they desire is 'the shopping experience'. For example at pick and pay stores you simply select what you want without anyone to advise and fuss over you and your social standing. However upmarket customers are happy to pay for service and attention.

People who shop at fairs, why select that style of purchasing
They are looking for a bargain. Bargain hunters expect your prices to be cheaper so make sure they are. Your overheads are a lot less and they know it.

They love the carnival armosphere. Fairs are meant to be fun so it is up to you to help make this happen. Rather than dressingin your standard style try the novel approach. Selling hats? Then wear one and change your selection every hour.

They are interactive and like haggling. To them its a game, so play along unless it turns ridiculous but avoid a sour face, just say 'here the bargaining ends' when you have had enough.

SOME TIPS ON WHAT MAKES A SUCCESSFUL FAIR

The Visitors - cater for various age groups and tastes. Remeber the bookaphobe. Those who like old things. The bargain hunter, The bored, the perpetually hungry.

The Goods - Wash, clean and present well. Discard damaged goods or it will make everything old & tired. Arrange attractively. Plenty of cane baskets? The use them to make purpose designed gift baskets, for example the bathroom baskets, leisure hampers, etc.

The Effort - Put the most selling and performing muscle into peak periods. Be helpful and friendly. Tidy as you go so packing won't be such an effort.

Except from Jewellers’ Circular Keystone, USA, April 1998

Anyone who drives with valuable jewellery in the car should remember these safety tips. Keep your car in excellent mechanical condition.

• Carry a phone with you at all times. Have a list of phone numbers and addresses of area police departments in a handy place.
• 
  When you leave a jewellery store, ask a store employee to watch as you drive away. If someone follows, the employee would call you on your mobile phone. Call the police immediately.
• 
  Consider any car trouble a sign that you’ve been targeted.
• 
  Know where you are: street name or highway and direction in which you’re travelling. If you are being followed and call the police from your car, you will need to provide your location.
  
• When you call police, state your situation plainly: “I’m carrying valuable merchandise and I believe that I’m about to be the victim of an armed robbery”.
  
• Keep your car clean. Keep it free of identifying marks such as ............ or stickers. You will be harder to follow if your car is inconspicuous and difficult to identify.
  
• Use full service petrol stations or credit card payment at the pump. If you must pay inside, take your merchandise with you.
  
• Keep valuable in the boot, keep inventory records separate from the jewellery and use a boot alarm.

As many charity clubs and schools already know holding a market or fete day is a great fundraiser if done correctly. Many ‘one off’ events have turned into an annual or even monthly event. Organising an event is a big job. Preparation is the key but once you have it all set in place it’s not too hard to keep th ball rolling each year. Give yourself 8 months - 1 year to plan your event.

FORM A COMMITTEE of enthusiastic and interested parties as the saying goes - “more hands make for lighter work”. Ideally you will need at least one person for each of the following: sEquipment hire sElectrical requirements sPurchasing Officer sPublicity officer sSigns sPerforming arts sGate control / parking sSecurity sCompetitions sSponsorship sFirst Aid. If people can’t help on the committee ask for as many volunteers on the day as possible. The dads may be happy to have a working bee and prepare the school grounds, maybe fire up the BBQ on the day and man it.

STALLHOLDERS By bringing in outside stallholders you will add variety, interest, attract a much larger crowd and your event can be advertised as a ‘Market Day’. Be fair about your rent prices, most stallholders work on a minimum profit margin. (approximately $20 is good to start as your event. Once you have been running a while and more customers come a higher rent can be justified. You can find stallholders by advertising your event in ‘Markets & Fairs’ - you will need 2 issues (4 months) Phone: (02) 9311 3800

THE DATE Have a couple of ‘possibilities’ then research the area so you do not clash with anything such as another fete nearby, sporting finals or other such events that will affect attendance at your event. Consider holding a Mothers Day or Father Day Fete a week before the special day. Unfortunately no one can predict the weather so always have Plan B (it isn’t good to say if raining held next weekend as confusion arises on the day even if there only but a few clouds).

THEMES Consider selecting a ‘theme’ for your day such as ‘multicultural’, ‘international’, ‘rock ‘n roll’, ‘sports’, etc Themes tend to inspire people to get creative.

SPONSORSHIP I hear more and more about how hard it is these days to get sponsorship dollars. Start early and go for more smaller amounts than larger sponsorship. Offer publicity in return for sponsorship, have a large visible list of all your sponsors displayed somewhere on the day and on any newsletters sent out. Canvass all the local businesses for vouchers for free meals, haircuts, manicures, car oil change/ products/ services/ petrol, These vouchers can be used in many, many ways to raise money for your cause. A novel idea is to have heaps of helium balloons, each with a sponsors voucher inside and a price on the front. The voucher may be worth, for example, $40 and the balloon could be for sale for say $10. The price of the ballons could be anything from $1 to $30. With the prize inside is guaranteed to be worth much more. One good fundraising idea I saw recently was where the school had a ‘Bottle Drive’ where anything from coke to wine was donated by parents The bottles were displayed standing on a table with a playing card under 52 of them. The player then took a card from a corresponding packet and won whatever was standing on the matching card - everyone won a prize. Ticket prices were $1 or 3 for $5. Fundraising in simplicity.

PUBLICITY - local newspapers, community boards and newsletters of schools in the area will often give free publicity for the event. In the week before the event hand out flyers every place you can - doctors surgery, shop windows, etc Promote businesses that have helped you with sponsorship. If it is a school event, each class can be given a different stall or section of the market to promote and make posters. Send home cake boxes for parents to fill and return the day before the event with a cake inside. Check with councils before placing posters in public areas, it may be prohibited in some places. Remember to take down posters after the event. Most radio stations run a community hot line and will promote your event on air - even better for promotion is if you have thought of something ‘unique’ for your event. Maybe you have a famous local identity who will donate some time.

The importance of a MAP - everyone knows where everything is. Draw up a map of the grounds, plan out where each stall should be positioned show public amenities block. When planning the map give careful consideration to the mix, keep food together. Don’t spread your stalls out over the whole grounds to try and make it look bigger generally people will not walk over the oval to see a couple of stalls, leave the oval just for your amusement rides. Make your fair look compact and full but not to point of being ‘crowded in’. consider the traders who will need power (most hired amusements provide their own). On the day of the fete hand out a programme of events with a map printed on the back. Use spray paint to mark out stall spaces (traders can be very territorial at times). Select a central area for your stage entertainment and allow plenty of room for the audience. This is usually where they like to sit look at their purchases and soak up the atmosphere. Give instructions for wet weather alternative plans on the map.

ENTERTAINMENT RIDES & EQUIPMENT Source outside equipment as early as possible. Look at the ages of your target market. Choose a mix of rides that is appropriate to the ages of those you expect to attend. Appoint one or two MCs for the day. Many schools already have an outdoor sound system, utilize it. Give the MC a list of stalls attending and sponsors who have donated so that they can promote them during the day. Source some of your entertainment from the school itself. If each class is putting on an act you can be assured of good family attendance. Look also to your local community displays by fire or police and ambulance which are always popular as are sporting displays, karate and dance school performances.

SECURITY When well organised school fete days can raise a lot of money and it is not wise to advertise this fact throughout the day. Have a secure area, such as the office or staff room, to collect and count money. Collect larger notes from your fundraising stalls often. If its a large event you may want to take most of the cash off the premises or put in the school safe, just after lunchtime, then its not so much for the person at the end of the day to handle. Aim to have as many stallholders paid up beforehand as possible. Have your committee and volunteer helpers on the day wear identifying t-shirts (or large name tags), a presence of ‘authority’ will help deter would be thieves. Have a ‘first aid’ room prepared. Good luck it isn’t really as hard as it seems!

The big A is about to decide your selling destiny. It will determine the fate of your stall within the very near future. Attitude will be the key on how well you cope with the changes in the tax system, the GST and the public's reaction to the changes. Aussies have a unique way of dealing with undesirable situations. "she'll be right mate". Well it won't and that's the cold hard fact. That attitude could guarantee problems that could grow into destructive monsters. For example, you really do need to check your stock and determine how much sales tax has been paid on it. For example, if this has been 22.5% then your costings should alter by that, less 10% GST. Now it's going to ruin a Saturday afternoon or two going through your paperwork but it has to be done. Thinking about the sales tax refund you may get could sustain your mental powers during the tedious checking process. Glossing over it could get you into trouble. Some nice little customer at your stall one day may notice no price reduction on your goods and put you in to the ACCC. (Shopkeepers are finding some customers already becoming unpleasant about it.) You may have a job explaining to authorities why you didn't do your homework and 'just guessed it' whilst they conclude you 'have financially benefited' from GST. They won't be very pleased with you and you may feel some pain around the hip pocket as a result. People who run stalls have a good deal of 'get up and go'. They are ideas people who are keen to make some extra bucks. If this is you, handling the paperwork becomes a headache so you don't bother about it too much. Unfortunately, in this 21st Century initiative must now be welded to paper pushing skills if you are to succeed in any area of life. Your attitude will determine how well you survive. For example, my husband is a typical creative person with an entrepreneurial spirit. As a rule, this personality type has little interest in 'those pieces of paper'. To capitalize on his talent and still fight the paper war, we have worked out a system. He has learnt simple basics such as filling out an invoice, where to put the words "GST inclusive" and work out the amount. He is responsible for the money he handles, receipts and such like and then to bundle them up on a regular basis and hand to the 'bean counter' for processing. That is the extent of his role. This way, his creativity is maintained but the bills are paid and obligations met. This will eat into your profits but it will be your only form of survival. Whilst this may be enough to make you feel faint, the introduction of GST, at least during its early stages is anticipated to result in a 5% slow down in retail sales. This means the bargain hunters will be out in force - after a time lapse. How long this will be is anyone's guess depending on the amount of personal debt people are holding and increasing interest rates. Australians are not renown for their saving habits so expect a significant downturn as folk get used to having less spare cash. It may come as a shock especially if you have experienced booming sales up till the end of the financial year. Attitude will be the key to maintaining your business. Keep it positive... smile...look alive...and keen (whether you feel like it or not). At least it will be a good exercise in building moral fortitude. Avid stall shoppers like the atmosphere as well as the good buys. You need to provide both to make sales and yes, it is hard work! There are some benefits to the coming financial climate. It will introduce a level of realism into our lives and reveal the true values of life. Materialism and greed have provided little personal happiness. Merchandising must become more efficient in an effort to cope with the fallout of a global economy. Besides, as the public travels more extensively they expect more from the home 'bazaar' scene. Think outside the box. You will need to widen your perspective of market and fair selling to include others at the same location. How can you contribute to its overall success? How can you play your part to create that enjoyable atmosphere? For example, I recently visited a local market at a holiday location. Fun and excitement certainly - decided to stay away that day! Positive friendly attitudes could have made a marked difference to takings. It would appear that there is an increasing gap between the haves and the have-nots with the middle class almost disappearing. In business the 'bigs' are becoming stronger, the medium sized ones will either grow up or size down. Then there's the little guys, like you who could, like the Bible story of David, have a wonderful advantage against Goliath. It will take a positive attitude, being prepared to work smart and facing some of these issues front on. It's worth the effort. Carol Staines, Pinedale Press.

We have said before on these pages that the best way to decide on your first product is to make it something you have a genuine interest in - perhaps it is your hobby or just something that you have always kept up to date on and read about. One unique stall was one with real hairpieces and wigs, she also did children’s haircuts, I have never seen it repeated and she was doing a wonderful business from her stall while promotion boutique during the week - she really enjoyed hairdressing took it over to her weekend market stall. Okay what if you are not a service and are looking for a product to buy wholesale. SHOP AROUND starting of course in the ‘Wholesale Directory’ of this magazine. Also try the yellow pages. In both cases ask if there are any catalogues or price lists available, do they have a website? Some companies will sell you a sample range of their products at a reduced rate, it is normally pre-packed with one each of the most popular things. We usually go to premises in factory type areas as they are always more competitive. Look for end of line and small job lots to begin with. DON’T OVERBUY, test how it sells, if it sells like hot cakes then rush back and buy a larger quantity, if it did not’t meet your expectations then you have’t invested too much money. Remember the stock you have left over and broken items along the way is where your money is. You very rarely get credit on your first purchases, if you stay with a company good relations build up. Many places will require that you prove that you are a business. The registration certificate with your business name is sufficient, and you must get one - they are relatively cheap, last for approximately 3 years and are available from the Dept of Fair Trade in your state. If you are looking for smaller quantities some traders are also wholesalers of their own stock (particularly if you go to another market), ask the trader direct. Another source of stock are auctions, pawn brokers auctions, customs clearance. Attend trade fairs to get an idea of the newest trends & prices - it may not be the cheapest place to purchase but you can pick up some very worthwhile contacts.

Quite often you may like a particular market for reasons such as ambiance and atmosphere, fellow traders and you can see potential, but for some reason the customers are not flowing in the door. Hopefully you will have an organizer who you can work with, as it is in both your interests to create improvement. Don’t give up and don’t sit back and totally blame the organizer. Talk to fellow traders and get positive ideas for improvement and present them to the organizer. Different traders will have different resources at their fingertips - someone will be able to design a flyer - someone else may provide paper at wholesale cost - a trader who lives in the area may help with letter box drops announcing the next market date and specials offered at the different stalls - the organizer. should be responsible for the printing. Put up large signs around the area a couple of days before the market, don’t leave them up all the time - people stop looking. Invite community groups to demonstrate at your market free and bring their friends. Let the local radio station know and they might back you with some free community announcements. Local school newsletters go to many of the homes in the area. Let the school have a table at your market and announce it in the newsletters. Stallholders can offer individual incentives such as discounts for return customers and good service. Make your market ‘feel good’ when you walk in with music, colour & atmosphere. School bands and local amateur groups will love the practice & the audience. Don’t forget the children and include traders who have things for them such as face painting. Provide a rest area so that your customers linger longer. Have competitions that make people hang around longer, perhaps waiting for their winning ticket to be called. Some markets are better suited to be monthly rather than weekly. Join up with other attractions and have bus trips to your area. Always try something new.

NSW Regional Fine Food Market Gourmet Grower's Market at Mt Penang Gosford When is the market held? Our monthly grower's market is held at the beautiful Mt Penang site, and commenced on Sunday 20th May 2001. The market is held on the third Sunday of every month from 9am - 2pm. The initial market was heavily promoted, including television, along with the official opening ceremony. The end result was an exceptional turnout of about 6,000 people on the day. The market now attracts approx 12000 patrons. Where is the site? The Mt Penang site at Kariong is just off the F3 highway near Gosford, and easily accessible from the Central Coast, Newcastle and northern Sydney. The 156-hectare site is accessed by taking the Gosford turnoff, turning left and then left again at the traffic lights to enter the site. Originally the site was the Juvinile Jlistice centre for wayward boys. The site has been turned over to the State Government to re-establish it as the largest festival and events site in NSW. Apart from our markets, there are big things in store for the Mt Penang site at Kariong. It is already home to large annual events such as the Flora Festival and the car show, and work has commenced on a 12 hectare sculptured garden. Add to this the proposed IT area, retail shops, cafes, conference facilities & regular sporting events it is easy to see why we think the site is so ideal. What are our credentials? Many of you are aware NSW Regional Fine Food Market kicked off the wildly successful monthly grower's market at Honeysuckle in Newcastle in March 2000. This market attracted approximately 130 stalls and 10,000 patrons per market! We believe that the Mt Penang site has even more potential. To date at 19/1 0/01 we have over 100 quality stalls and patronage is estimated at approximately 14,000 hungry shoppers. What is our Market Philosophy? NSW Regional Fine Food Market aspires to create a traditional market. Quality in produce & Craft. Guaranteed freshness, and the knowledge that the product has arrived that day, from the paddock to the plate. How to store, use and cook products. How it was made by the hands of passion. The ability to support local growers, and know that they are receiving a fair price for their product rather than a supermarket swallowing all their profit. The ability to support local craftspeople and introduce them to a hungry crowd that not only respects food as a sustenance but quality Art & Craft. And last but not least, it is a fun and interesting way to shop that the whole family will love. We encourage stallholders to contribute to our monthly market magazine with stories about themselves, and their product. The newsletter is available free to patrons and stallholders on the day of the market. In keeping with our philosophy we only allow the grower or artisan of quality products to attend. No imports or retailers please. The following criteria are applied to potential stallholders:- sThe stallholder must be the grower or producer The stallholder should be local and at the very minimum their business must be based in NSW sThe produce or product must be of a high level of quality and first time stallholders should provide photographs. sStallholders are obliged to carry their own insurance for their stall and product sWe encourage local producers to band together for a stall if that is more feasible for them Stall sites will be allocated by us and we attempt to provide continuity of site so that stalls are not moved around between markets Phone: (02) 4930 5156

It happens often through lack of homework or narrowed perceptions. The best news is that you don’t have to make mistakes like these examples:
CASE HISTORY No 1: What happened.... An artist developed a range of greeting cards but omitted those boring details involved in market research. After laboriously executing six pieces of art of personal preference, discovered that the technique used was not suitable for reproduction, overpriced and with very little profit. What should have happened...... The artist would have been advised to execute one drawing and approach a printer for advice on how to render and prepare the artwork to achieve desired effect. Request a price for the finished cards and envelopes including any government taxes. At this point, modifications could have been undertaken to improve profitability or the project dropped.
CASE STUDY No 2: What happened....... A small town charity needed extra funds and decided to buy bulk household detergent and resell this in smaller lots. No-one bothered to test run for fragrance, strength, suds level or label attractiveness. The sales were very disappointing. What should have happened...... Several people of various ages and personalities should have sampled the product and commented on the above features prior to purchase. Fragrance and strength could have been modified by the particular manufacturer prior to bulk purchases. This undoubtedly, would have attracted repeat orders.
CASE HISTORY No 3: What happened...... A nonprofit organization wished to print and sell a history of their organization 400 pages of detailed mesmerizing information later, it was discovered that the horrendous cost of printing, together with the small print run made the retail price unaffordable. What should have happened...... An affordable end price and costing should have formed the basis as to which highlights of history that should have been included to reduce the size of the book and make for interesting reading.
CASE HISTORY No 4: What happened...... A wildlife refuge needed to augment their income. They decided to sell the shirts screen printed with exquisite technically correct Australian fauna. Nobody bought, although several markets were tried. What should have happened....... The concept was good, the price right but the marketplace had little interest in technically correct drawings of animals and birds. However, they would have bought if the screen prints on the shirts were cuter, brighter coloured and texture used making them a more ‘fun’ item. A ‘save our wildlife’ slogan could have been incorporated into the design.

Thanks to some truly lateral thinking and the best of the Highlands hospitality, the Sutton Forest Village Market has risen to new heights of success under the