Hey Smiley, I usually bring about 700 candles with me to a show. I generally have at least 100 scents to choose from and I arrange them in sections. The first section is florals/fresh...the second section is fruity and the third section is baked goods and the fourth section is earthy. When they approach the table I ask them what they like....fruity, earthy, floral etc...and then I go from there. It's fun to hook them by saying "it doesn't cost anything to smell" and then five minutes later they can't decide what five candles to buy because they only have $50 left to spend I put a business card in their bag with their reciept and have them sign my mailing list for "specials" and I do mailers to let them know where my next shows are and what the specials are for the month. When I first started the big shows, I walked into it the first day knowing I was already in the hole by $500. My expectations were to hopefully make up that money at least and to find new customers that would return to buy again at a later date. It seems that when you expect nothing and hope for everything it's a much more peaceful experience. I found that the Sugarloaf festivals were the most intimidating with so many chandlers and an easy $850 for a weekend spot at the show. Sugarloaf is a HUGE SHOW!!! I found it worth it to take the plunge. I can honestly say I have never done a show that I walked away "eating" the fee for the space. Always at least sold that much and then some. Think of it as a marketing expense. You are personally out there selling your awesome product and people get to see you face to face. The larger shows just helped to propel my business into the next level. Good luck!! -Denise