17 - Pricing of Products

Pricing is a difficult subject to address. Pricing should fit your camp goals and budget. Sometimes you have to charge for crafts. If so, how much? Cost? Cost +20%? Cost x2? Consider the following.

1. Camps are not free. They cost to operate and maintain, so Trading Post pricing should reflect an adequate profit margin for your camp. Sometimes major operating revenue comes from the Trading Post. The secret here is to know what your costs are - and SET REASONABLE PRICES. If prices are set too low, there is no room to profitably promote items or absorb shrinkage or mistakes. Trading Post SALES or CONTEST PROMOTIONS are excellent ways to increase sales. ALWAYS POST PRICES (menu board idea) by the items.
2. Program costs are usually associated directly with the Camp fee. If you resell program items, price them to reflect true value of the product. For example: Beads cost 1 cent in bulk and sell for 3 cents (market value). A camper's necklace of 12 beads & thong (25 cents) is worth 61 cents, not 37 cents. SELL PRODUCT VALUE.
3. USE QUANTITY PRICING to promote volume where possible. Example 1: Boondoggle or Craft Strip Plastic Lace costs 3 cents per yard, sell for 10 cents per yard or 3 yards for 25 cents. Example 2: beads cost 2 cents, sell for 5 cents each or 25 for $1.00. Example 3: Bear Claws cost 19 cents each and sell for 45 cents each or 3 for $1.25.
4. VERY IMPORTANT! Display craft products prominently and visibly. Candy will sell where you put it - even under the counter - but crafts need to be seen to be sold. Use MENU BOARD and SHOW PRICES. Give the camper choices. He has money to spend, and items need to be displayed so he/she knows what is available.
5. Sometimes pricing leather by the square inch or piece is helpful, particularly if your camp makes Mountain Man items. Examples: suede 2-3 cents, tooling leather 5-7 cents.
6. SELF SERVICE TRADING POSTS have proven to greatly (33% to 200%) increase craft sales with a minimum of labor involved. Use caution and common sense to lessen shoplifting opportunities of campers and staff. Here are some ideas to help: Shoplifting and other theft do not appear very often when using ENTRANCE and EXIT ONLY doors. The cash register or checkout is by the exit doorway. Display merchandise in such a way that you avoid hidden or low visibility areas. Have trading post staff monitor shoppers. Staff can play a vital role in the successful operation of your trading post. Keep high value items behind glass counter or in an area needing service assistance: Always be alert and helpful to campers.
7. CAMPERS' INTRODUCTION TO THE TRADING POST is another successful way to promote craft sales. Many camps, before teaching the craft area, take campers to the trading post for an orientation and tour. Historically, the trading post was the center of the village. The more campers know and see of the trading post, the greater chance of more craft sales. Start a fad with your leather and crafts products. Use craft items as Staff Recognition or Camper Awards. Trading post staff should wear leather and craft items as a walking/talking advertisement for your camp craft - and it is cool, too!