Making The Most Money At Flea Markets

Over the last several years the flea market and swap meets havebecome as American as apple pie. According to a recent issue ofSwap Meet magazine, over 600 such functions are being held on aregular basis. Most of these are weekend affairs, but more andmore are operating every day of the week.
The biggest flea market of them all is the monthly affair heldon the grounds of the Pasadena Rose Bowl. Over 40,000 peopleattend this function, with over 2000 "dealers" selling theirwares. Another giant of the circuit is the one held each weekin San Jose - the famous San Jose Flea Market. It isn't unusualfor 25,000-30,000 people to visit this great function each andevery day, rain or shine. It is so popular and profitable forthe "dealers" that nearly 50% of the spaces are rented on apermanent basis. At timeS there is a one or two year waitinglist to get a permanent space.
Practically any item imaginable can be - and is - sold at theseaffairs. Your author has visited several, and talked tohundreds of dealers. The overall average NET INCOME seems to bearound $125 per day. Some of the so-called "smart" people areearning as much as $500 per day. Most of the people sell twodays per week, while some travel and sell four and five days aweek.
What to Sell
As mentioned before, almost anything can be sold at flea marketsand swap meets; however, some lines seem to outpull most of therest. I know one guy who has set up a regular route andcollects used spark plugs from dozens of service stations andgarages. He takes them home, soaks them in a cleaning solutionand then applies a spark plug sand blasting machine. He thensorts them according to application and packages them accordingto the size of the engine. You will find him every weekend atthe San Jose flea market, offering his products for $1.50 perset. He tells me that he is usually sold out by noon every day- which is all he wants to work anyhow. He averages about 100sets - or $150 per day.
One of the most popular lines to sell is clothing: jeans,blouses, shirts, skirts, etc. - both new and used. Shop theGoodwill and Second Hand stores for your inventory. Also keepan eye on your local newspaper for closeouts.
Other popular items are jewelry, auto parts, tools and usedbooks. As always, flea market shoppers are looking for a superdeal on anything they buy. So be sure to price your merchandisebelow the retail price; the lower the price, the faster you'llsell - dealing in volume will make your NET PROFIT higher! $25,000 per year, working just three or four days per week, isnot unusual in this business.
One guy, an electronics engineer who was without a job, startedselling unusual novelty items at the flea market. Inside ofjust five weeks, once he discovered what was selling at his fleamarket, he was earning $500 per week - more than he earned athis old job.
Perhaps one of the most profitable items to sell at flea marketsis used paperback books. It isn't unusual for a serious dealerto earn over $200 per day selling this line. People will buybooks at all times of the year - nearly everyone readssomething. One such dealer is Willie Nelson, who earns hisfull-time income selling books at the flea market. He spendstwo days each week locating used books, and two days per weekselling them. On average Wilie sells over $300 worth of usedbooks each week, and his cost is less than $50 for themerchandise, along with about $10 per week for the rental space.
The last time I visited a flea market I counted seven differentdealers specializing in used books, and all of them were sellingsomething. The largest dealer, with a giant selection, waspricing his books at 25% of the cover price - and they wereselling like hotcakes. His cost for the books was about 5 centseach. So you can see that his profits were excellent.
To conclude this section, remember, nearly anything will sell atflea markets and swap meets if the discount is large enough, butsome items will sell faster than others. The big sellers areclothing articles, auto parts, tools, jewelry, toys and usedpaperback books. Later in this presentation I'll give you someideas that will be helpful in locating your merchandise at theright price.
How to Sell
If you are selling other than hand-crafted items, most peopleare looking for a real bargain. If an item sells for a dollarin a store, you must be prepared to sell it for less, no matterhow new it looks.
If you have access to a public address system or a call horn,use it! You have the added versatility of telling people whatyou are selling even if they are too far away for you to seewhat you have for sale.
When you set up your table, step in front of it to see if itcatches your eye. Don't forget bold signs, especially for thesmaller items you have for sale. Remember, most of your crowdis just walking by, therefore, you must attract their attentionin some way, make them stop and look. Display racks can be usedfor making your item look more expensive - and thus a betterbargain.
You might be able to make use of a rack on top of your car. Itcan carry things to and from the flea market and hold signs toattract customers while you are there. Also, remember how youpacked the car. If you're outdoors, and it rains, you'll wantto repack your items in a hurry!
Prices have to be clear unless you intend to haggle. If youdecide to haggle, quote a price higher than what you expect tosell for, and come down to the level of the price you havedecided your article is worth. It is generally not a good ideato haggle over very low-priced items unless the customer wishesto purchase an exceptionally large quantity of the item. Ifyou'd rather simply sell your items for a set price, make signsthat are easy to read from far away. Be sure to bring a markerand extra paper in case you decide to raise or lower your pricesat any time during the day.
Things to Bring
Another person. This is very important. You will not want toleave your table unattended while you go to the restroom or tolook at something on someone else's table. You'll also be gladfor the company if things get slow.
Plenty of change. You wouldn't want to lose a sale because youcouldn't change a given dollar bill, would you?
Be sure to bring chairs or something else to sit on. It can bea very long day if you have to stand.
Check to see if tables are provided or if you are expected tosupply your own. Make sure in either case that you have enoughdisplay space so that your items are not hidden.
It is also a good idea to bring a thermos or cooler with drinksand food to last you the day. Much of your flea-market profitcan be spent at the concession stand if you don't!
Check to see how much of an admission fee there is and be sureto bring it. Also ask if there are any items that are forbiddenfor sale.
One last thing: Get there early! At some eight o'clockopenings, for example, the lines start forming at five a.m. Have a good time!

Sources of Supply...
The following sources of supply are good for purchasing themerchandise indicated within each listing. These are the itemsthat have proved profitable over the years by successful fleamarket merchants. Write to them for full pricing details(addresses accurate at time of publication, but cannot beguaranteed).
Lakeside Imports, 6800 N. Campbell Ave., Chicago, IL 60645. Provides a large selection of merchandise available at up to 85%discount. Write for catalog.
Atlantic Imports, 743 Beaubien, Detroit, MI 48225. Fast-sellinglow price items are available at giant discounts. Write forwholesale catalog and prices.
Sheldon Cord Co., 2201 W. Devon Ave., Chicago, IL 60625. Giantselection of nearly anything you wish to sell - featuringclose-out prices on stereos, jewelry, toys, gifts, gadgets, etc.Send $1.00 for giant catalog.
Wallfrin La Cal Industries. 1535 Har Pl., Brooklyn, NY 11224. Offers catalog of auto accessories. 50% discount and more.
North American Auto Supply, Box 897, Aurora, IL 60507. Oilfilters for all makes of car. Write for price lists.
Unique Products, 426 S. Clinto St., Chicago, IL 60607. Airfresheners, deodorizers and novelty items. Catalog available -discounts to 80% or more in volume.
Bar Zim Co., 930 Newark Ave., Jersey City, NJ 07306. Games andtoys. Free details.
Flinson Co., 6014 Kentucky Ave., Raytown, MS 64133. Fast-selling household items ideal for flea markets. Write forcatalog.
Salton Co., 519 E. 72nd St., New York, NY 10021. Or, GallantCo., 527 W. 7th St., Los Angeles, CA 90014. Catalog on giftappliances available.
Scan-Am Co., 23404 Harland, Canoga Park, CA 91304. Largeselection of gift products available, the kind that sell at fleamarkets. Free price list.
Ward International, Box 3268, Granada Hills, CA 91344. Loads ofspecialty merchandise that sells good at flea markets. Freecatalog.
Edwards Products, Box 63, Cherry Hill, NJ 08034. Good products,such as the "Hamburger Maker". Free catalog sheets.
Leather Co., Box 71, Nestor, CA 92053. All types of jackets,purses, wallets, etc. 75% discount and more Write for freecatalog.
American Cartridge Recording, 24 W. Sheffield Ave., Englewood,NJ 07631. Offers stereo tapes - all brands. Free catalog.
Jakla Gems Co., 2849 Southport Ave., Chicago, IL 60657. Catalogof rings and other jewelry - discounts to 90% of retail prices.
Worthington Gem Co., Box 1324 New Brunswick, NJ 08903. Catalogor rings and stuff - discounts to 80%.
Federal Vending Co., Box 1713, Des Moines, IO 50306. Completeline of vending machines. Ideal side-line profits at fleamarkets. Write for details.
Stride Publications, 11 W. 42nd St., New York, NY 10036. Assorted titles of paperback books - Free catalog.
Nostrand Book Co., 276 Brighton Beach Ave., Brooklyn, NY 11235. Used and over-print paperback books.
Select Discount Books, 712 S. Missouri Ave., Clearwater, FL33516. Surplus, overstocks, remainders, etc., paperback andhardcover books. Up to 85% discount.
Miscellaneous Sources of Supply...
Good used merchandise sometimes can be located at the rightprice at garage sales, local Salvation Army Stores, Goodwill,rummage sales, etc. Check the local factories in your area. Seconds are big sellers at flea markets.
Check the classified ad sections of your newspaper for supersales - going-out-of-business offers and that sort of thing. Inthis fast-moving market local close-out sales may be your bestsupply source.
Last, but certainly not least, how about looking around the fleamarket itself? Lots of people clean out their garage and bringtheir "junk" to the flea market to sell. If you catch them atthe right time, make an offer on their stuff. If you are goingto be there each week, you can afford to take the chance,whereas they don't want to have to cart back the stuff thatdoesn't sell.
Remember Willie Nelson, the book dealer I mentioned before? Most of his used books are purchased right at the flea market. What he does is look around at the tail end of the day and makean offer to purchase the whole lot of books that people aretrying to sell. He once took a look at four boxes of used books- about 200 of them - and bought the whole lot. The owner wasasking 25 cents each, and the cover prices ran from 95 cents to$1.95 each. He bought he entire lot for 5 cents each and theowner was thrilled to death. He certainly didn't want to totethe books back home again; to him, some bucks were better thanno bucks at all.
Here's another tip you should remember: a large percentage ofthe sellers at flea markets are there just for the day, whileyou are the Professional Fleamarketeer... so don't get desperateand try to unload at any price. What doesn't sell today mayvery well sell tomorrow, or next week. If you keep yourinventory up, the sales will come, provided you have carried theright line of merchandise.
A Few Thou Shalls and Thou Shall Nots
Everyone enjoys earning a profit, but there is also a great dealof ego boosting by the buyers when they are able to reduce your"asking" price. Remember, everyone at flea markets and swapmeets is looking for a bargain. If you are selling, forexample, brand new electronic watches, with a retail price of$50 and a cost to you of $12 your asking price should be $35 -let them talk you down to $25. This still gives you a tidyprofit, but more important, your customers have saved a big $10,and they're happy.
Once of the most successful Fleamarketeers I know sells nothingbut $1 sellers, and he sells out nearly every day - all he cancarry in his van. He specializes in just one or two items at atime. The last time I passed his space he had set up apeg-board display and was selling disposable lighters and newdouble-edged razor blades, both well-known brands. Because hebuys these two items in such large quantities his cost is justabout 15 percent of retail price. Now you are going to say,"How in the world can you make any money at about 50 centsprofit per sale?" Well, if you sell 500 units per day, that's$250, right? This guy has sold as many as 1000 units in a givenday, and that's $500 profit!
For small items that you might price under $1, use a box, andmake up a sign, "Any Item in this Box 99 cents each". People atflea markets love this type of thing... they will buy items onimpulse if the price is right! Walter Harpin was selling toyitems one year, with an asking price as low as 50 cents up to$1.50 each. This was during the summer months, when there werelots of kids around, most of them with a buck or two in theirpockets. Walter set a great big box in front of his space, tieda few balloons around the edges and priced everything in the boxfor 99 cents each. Within an hour the box was empty. Needlessto say, from that point on Walter had two and sometimes threesuch boxes full of such items. His profits nearly doubled whenhe used this method, and you'll find him at every flea marketmeeting day in San Jose.
If you are selling used merchandise, be sure to polisheverything before you put it up for sale. Clean "junk" willout-sell dirty "junk" every time.
Don't be afraid to be different! Some sellers string up flyingbanners - the type popular with car dealers - or balloons. Anything to attract attention and people to the space. Anotheridea is to find something unusual and big to place upfront. Something that everyone will stop and inspect. Then place aridiculous price on it and make up a story that attaches anemotional value on it. One woman came up with an old woodenhorse from a merry-go-round, and put a price of just $1 on it. It didn't sell, but the people sure gathered around her space -and her sales were fantastic!
Send for a copy of Swap Meet magazine, which providesinteresting reading about the business, and contains a directoryof every flea market in the world. Write to Swap Meet, 793Higuera St., San Luis Obispo, CA 93401.
With the exception of used books, the best-selling merchandiseis NEW stuff - not old, used junk as most people would guess. Purchase in lots at rock-bottom price, keep your selling priceunder $3 and offer discounts of at least 30% of retail. It willmake the difference; you'll carry home money instead ofmerchandise.
When you are stuck with slow-moving merchandise, offer it ingroups - two for the price of one, three for a buck, that sortof thing.

Answers to a Few Key Questions...
Q How much profit should I expect?
Take your cost and add 40%, on the average. Some items, such asused books, will allow for more profit. And then, of course, ifyou buy smart, you will certainly make more.
Q Do I have to collect a sales tax?
Yes, but most flea markets provide you with a form to fill out; you collect the tax and turn it in at the end of the day. Abetter way to handle this, though, is to obtain a permit fromcity hall and collect the tax yourself.
Q What is the average cost of space?
Usually between $3 and $10 per day for an open space. If youare going to be there regularly, it may be a good idea to rent apermanent space, which can run as little as $50 per month. Somemarkets offer covered buildings, which may be locked at the endof the day (meaning you don't have to lug all your stuff home). Spaces in these buildings average about $150 per month.
Q What equipment will I need?
How high is up? Some types of merchandise require displayracks, the peg-board type; others can be stacked in boxes, oron portable shelves. A good folding table is useful fordisplaying your merchandise, and you will need a few paper bagsfor your customers. Other than that, a cash box that locks isall you'll need. However, don't forget about yourself! Bringalong some creature comforts - a chair, radio, refreshments,etc. During the summer months it's also a good idea to bringalong something that provides shade, unless you enjoy havingyour top exposed to the rays.
Q I can't operate as a salesman - what kind of pressure is required?
Flea markets have become a family outing type of thing thesedays, and most people are having a good time simply hunting forsuper bargains. For the most part you should either mark theprice on each item, or make up signs stating your prices. Actually, there is very little selling you have to worry about,and certainly no pressure. Pick your merchandise carefully,price it right... and the rest will take care of itself.
This report cannot possibly give you all the facts, but it willget you started earning some bucks at the flea market. The moreyou get into it, the more you learn. And the more you learn,the more money will come your way. you might give it a try.