How to factor the booth fee into my product pricing?
Booth fees are overhead, and pricing needs a plan so that cost is covered across your sales.
The Narrative
The Empathy
You pay the booth fee upfront and hope sales cover it, but at the end of the day it is hard to tell if your prices actually accounted for that cost. It feels like you are guessing whether the show was profitable.
The Education
Booth fees are fixed overhead, so the most reliable approach is to allocate them across the number of units you expect to sell. Start by estimating a realistic sales target (for example, 60 items). Divide the booth fee by that target to get a per-item overhead amount. A $120 booth fee spread across 60 items adds $2 per item. If you sell higher-priced items, you can also allocate by revenue: decide to cover the fee with the first 10% of sales and build that into margins. Either way, the goal is to make the fee visible in your pricing math.
The Solution
Create a "show overhead" line in your pricing sheet. Estimate units or revenue for each show, add the booth fee allocation to each item, and adjust the price ladder so the fee is covered across your mix. Track actual sales after each market so you can refine the allocation for the next one. When overhead is baked in, you can compare shows clearly and price with confidence.
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