Many quilters have a book in them and don’t know where to start. Some quilters will take the traditional route with an established publisher. Others will find their needs better met with a self-published product. In the current issue of The Professional Quilter, Gloria Hansen takes a look at an option know as Print on Demand. Here’s an excerpt from that article.

A few months ago while cleaning out an area of my basement, I came across some boxes filled with copies of a pattern I self-published into a booklet nearly two decades ago. To get high-quality color images printed on letter-sized glossy paper, I needed to have a minimum of 5,000 printed. All of these years later, more than half of them remain in the boxes. This illustrates some downsides of self-publishing – paying for an initial print run that may not sell and storing the printed material. Today a new technology greatly reduces the often high upfront fees, eliminates storage needs, and allows you to print as few or as many books as needed. It’s called Print on Demand (POD).

A range of POD companies offer “assisted self-publishing” services, including editorial guidance and design work, as part of their pricing plan. XLibris, CreateSpace, iUniverse and LuLu are examples. While these companies may offer features important to your needs, such as a wide distribution, they also require upfront fees that range anywhere from hundreds to thousands of dollars, depending on your goals.

Another option that results in a professional end product yet doesn’t require a high upfront fee is Blurb. Blurb, was initially set up to serve the self-publishing needs of both photographers and authors. And while companies that offer digital image printing services also offer photo POD books (such as Shutterfly, Apple through iPhoto, and SnapFish), Blurb compares very favorably in the price department and also offers you the option of adding your book to Blurb’s public bookstore. Taking a look at the bookstore, the high quality is obvious. If you choose this option, you can then set a price and keep any income over the printing cost.

When questioning professional quiltmakers about their experiences with POD, Blurb was the consistent winner. You can read more of Gloria’s article about the pluses and minuses of POD and Blurb in particular, along with the experiences of several quilters who’ve used Blurb in the Spring issue of The Professional Quilter. If your membership is not current or you need to convert your subscription, click here.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership and join here.

During a recent trip to Cape May Point, NJ, I went to a local crafts cooperative with some wonderful work. I remember my days as the quilt/fiber artist at a fine crafts cooperative outside Philadelphia. It’s a great place to sell your work, meet your customer and gather marketing information.

Whether you sell your work in a cooperative or in a booth at a show like Quilt Market, here are some tips to help you increase sales:

1. Set an intention or goal for the show. Is it to make a certain amount of sales, to get your patterns picked up by a distributor, to test a new product? When you are clear on your intent, you’ll be more focused, and your results will show that.

2. Establish eye contact with show visitors, smile and engage them in a conversation. Ask questions that will lead to an answer that is not yes or no. Share something of yourself and your product. Your customer is buying you as much as she is buying your product. And, I’m sure you’ve been to a show where the craftsperson sits on a chair in the corner of an empty booth. Of course it’s empty; no one feels welcome to enter! Get up and greet your customer.

3. Qualify your buyer, i.e., separate the browsers from the buyers. Quilt Market is filled with what I call “the entourage,” quilters who want to see what Market is all about. And, I love quilters who want to become involved in our industry; they keep our industry vital. However, while they may have some influence or be the buyer of the future, they are not the decision-maker today. I’m not saying to ignore them or be rude. You can engage them in a conversation, only find out who makes the buying decision and try to get to that person.

4. Have plenty of handouts and brochures. Not everyone is ready to make a decision when they first meet you. Some like to take materials back to the hotel room and compare before buying. Be sure to bring an original of your handouts in the event you need to get copies during the show.

5. Have a way for people to contact you later. At the cooperative I visited in New Jersey, all the artists had business cards; none had a web site noted on the card. Many times, I’d like to peruse the artist’s web site and see what other work she might have. Not all your buyers will purchase while they are in your booth or even at the show. Make it easy for them to see your product line.

6. Keep up your energy. If you are doing multi-day shows, it’s easy to get run-down. Have healthy snacks and water in the booth. Try to stick to your regular sleeping routine, something I find hard to do at shows. If your energy is zapped, it will show in your results.

Hope these tips add to the success of your next show. And, feel free to share your tips with our readers.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership and join here.

Do you work on your business or in your business? I learned much about this concept from the E-Myth people, particularly Michael Gerber’s book The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It. The premise is that we can’t grow our business if we spend all our time doing the work in the business; i.e., being the technicians or doers. We have to learn and utilize management and entrepreneurial skills to build the business. Your goal should be to have your business work for you, not you working for it.

So, is all your time spent “doing” the business?

Here are four ways to strive toward working on your business:

1. Develop a clear vision about the path your company will take. This clarity is critical for you and for any people that you hire, whether full-time or on a project basis.

2. Take time to work on your business. I’ve heard from numerous quilters in business – longarm quilters to commission art quilters – that you need to spend two-to three hours marketing your business for every hour you spend fabricating your art. The best approach here is to set aside the time that works for you to do this. It could be three hours every morning or it could be every Monday and Tuesday. And sometimes you need to try working on your business in a different surrounding. I have a friend who goes to the local café each week to work on her business. The goal is set a time consistently to do his.

3. Look for ways to create systems in your business. This could be anything from a system to contact potential buyers to a system to process orders. Systems make a difference in how much time you don’t spend as a technician or doer.

4. Work on yourself. In addition to spending time working on your business, you need to work on yourself. The late Jim Rohn said, “Work harder on yourself than you do on your job. The major value in life is not what you get. The major value in life is what you become.” And, who you become as a person spills over into your business.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership and join here.

Attending the Friendship Star Quilters show over the weekend reminded me of the variety of reasons quilters have for entering shows. For many,  it’s a chance to share what they’ve accomplished with others.  It’s a chance to support your guild’s efforts, and for many guilds this is what pays for lectures and workshops.  For teachers, it’s a wonderful opportunity to share what their students have accomplished. If you are a professional, it’s a chance to get your work seen by a larger and potential buying audience or to increase your exposure in the quilt or art world at large. For some entering a local show is a stepping stone to a larger show.

Do you remember the first time you entered a quilt in a quilt show? I do.

I was a member of the Charlotte Quilters Guild in 1977, and several of us decided to enter our work in the annual NQA show, which was held at Georgetown Visitation Prep in Washington, D.C. Of course, it wasn’t enough to just enter, we had to go to the show. It was very exciting stepping into this larger venue. I remember that my grandmother met me at the show. I was thrilled she could see my work, and she was quite impressed with all the variety of quilts. (Of course, she did cast her viewer’s choice for one of my quilts!)

Of all the reasons to enter a show, though, I think the best is the opportunity to grow as a quilter and an artist. Why do you enter shows and how does this stretch you?

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership here.

Earlier this year, I attended a lecture and the quilt artist, in the course of showing her work, displayed the greeting card that inspired one particular piece. She had photocopied the card, enlarged it and then made a pattern for her work. I could see no discernible difference between the card and her work. Someone from the audience inquired as to whether or not that was a copyright violation. Rightly, the artist said that yes it was. She went on to explain that she had done this when she didn’t understand copyright. Today her work is inspired by her surroundings and she does her own original work, either from her own drawings or photographs. I’m glad someone asked her about copyright, but she missed a great opportunity to teach her audience the basics by bringing it up in the first place.

I want to share another situation. Years ago at a guild meeting, one member made a presentation on copyright and how it applied to quilters. It was thoughtful, and she covered the basics and more. She summed the presentation up by passing out copies of an article she had photocopied about copyright. Do you think she missed the point?

I always say that the basics of copyright are simple: if you don’t own the copyright, you don’t have the right to copy. Many people think copyright is about the loss of income to the artist. It’s really about who decides what happens to your work. You, as the copyright owner, are the only one who can decide if and how it can be copied, adapted and distributed. Of course, copyright is more involved than that, and I think when faced with any question about copyright, your first step is to ask who owns the copyright.

What if you don’t know who owns the copyright? If the copyright was registered before 1978, the Copyright Office staff can search its records for you for a minimum fee of $330. If you are in Washington, DC, you can do this search at the Copyright Office without a charge. If the copyright was registered from 1978 to present, you can search online at the Copyright Office Web site for the records.

How do you tell if a work is still subject to copyright? For the most part, if the work was created after Jan. 1, 1978, the copyright is in effect for the life of the creator plus 70 years. If the work was created prior to Jan. 1, 1978, copyright protection varies and the specifics are rather complex. You can read the details in various circulars from the Copyright Office Web site.  Here are just a few points. If the copyright was in effect before Jan. 1, 1964, it needed to be renewed during its 28th year of the first term of its copyright and then it maintained protection for a full 95-year term. If a work was not published or registered before Jan. 1, 1978, it entered the public domain on Jan. 1, 2003 (unless publication took place by Dec. 31, 2002). And, virtually all of the work published before 1923 is in the public domain. Here’s a link to a chart on the Cornell University Web site showing copyright terms and public domain.

To learn more about copyright, here’s a link to the US Copyright Office web site . If you have specific questions about copyright, be sure to consult an attorney for clarification. Also, IAPQ members have access to an intellectual property attorney for copyright concerns.
The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership here.

It is definitely spring in my yard, and it is so welcome after what I would call an excess of snow. Here’s the magnolia tree that is right outside my office window.

Last weekend was busy quiltwise for me. On Friday I stopped in at the new AQS show in Lancaster, PA. It is the new convention center, a nice facility filled with three floors of quilts and vendors, as well as a satellite location about a mile away. Shuttle buses ran between the buildings and parking areas. Practically the first vendor I ran into was IAPQ member Lisa Reber of Dippy Dyes. Lisa does wonderful hand-dyed fabrics and was thrilled that three of the quilts in the show featured her fabrics. They also worked wonderfully in Woodland Lei from Pacific Rim Quilt Company, which is shown in the back on the left. And, she was wearing her IAPQ pin!

For the first year of the show I heard lots of positive comments, and the quilts were wonderful. I know first hand that the bus situation needs some work – we waited too long for it to arrive – and I heard that Bonnie Browning was riding the buses to get ahead of any complaints. Way to go!

Following the stop at AQS I headed off to Bird-in-Hand where I was the guest speaker for the weekend at the Quilt Professionals Network. I had a wonderful time with this very talented group of quilt professionals. Saturday I taught my three-hour Quilting Passion to Profit class in the morning and then in the afternoon I shared my Open House: Quilt Studio Tour slide lecture. Don’t you just love to see how other quilters work? On Sunday I presented my Time Management (Mastery) for Quilters program. Along with educational opportunities, the weekend included plenty of networking time, and it was a joy to reconnect with quilters I’ve known over the years and also meet new professionals. Thanks QPN for inviting me!

And, during my three-hour class, we discussed selling benefits vs. features. One of my examples included buying if you think something will increase in value, and I shared the story of a gnome I have, only I couldn’t remember the artist. It’s Tom Clark and I purchased this because he created this gnome in honor of my cousin Gene McEver. He’s actually a first cousin, twice removed, and was an All-American football player at the University of Tennessee, in addition to being a coach at Davidson College, the home of Tom Clark. This collectible gnome is named McEver and is now retired. Here’s my gnome:

On my way back home, I fit in a stop at the Lancaster Arts Hotel to see an exhibit of Sue Reno’s quilts. Those of you have been to my booth at the old Quilters Heritage Celebration will remember that I always featured one of Sue’s quilts in my booth. This exhibit showcased quilts Sue made to celebrate the old Watt & Shand department store in Lancaster. This Beaux Arts building was transformed into the convention center. I’m a fan of Sue’s quilts and it was a real treat to see this collection. I did have a hard time picking a favorite! If you get a chance, make time to visit the exhibit.

Scott Murkin says that a good contract lets you focus on the job at hand, and that’s true whether you are judging or teaching. Here’s an excerpt from Scott’s On Judging column in the Winter issue of The Professional Quilter.

The quilting world is by and large a friendly place, where most of us know each other, at least by reputation. Traditionally, much business was conducted with a simple handshake agreement, and that still sometimes works to this day, even if the handshake is done over the Internet (an e-shake?).

As the quilting world has grown exponentially the last few years, a contract or letter of agreement laying out the terms that were discussed in that handshake agreement becomes more and more important to protect both parties. A contract can range from a formal document to a simple letter of agreement that lays out the terms that were discussed. At the very least, the contract should be reviewed, signed and dated by both parties. It is a good idea to have a boilerplate template ready on your computer to fill in the blanks and send out. [See Scott’s sample judging contract in PQ and feel free to adapt to your specific needs.]

The basic components of the contract are: the details of what, where and when; the responsibilities of the hiring organization; the responsibilities of the judge; contact information for all parties; and terms of cancellation. The contract begins with the defining of the parties and the basics of what is being agreed to between them. This should include the date, time and location of the judging, the judging system being used (for example elimination vs. point system), any other judges with whom you will be working, the approximate number of entries to be judged and any expectations for feedback or evaluation to the entrants. It also covers handling of fees and expenses. Once the terms are acceptable to all, identical copies of the contract should be signed and dated and kept on file by both parties. With the peace of mind provided by a written agreement, you will be better able to focus on the task at hand – judging the quilts.

You can read all of Scott’s column including his discussion of judging fees in the Winter issue of The Professional Quilter. This is a benefit of membership in the International Association of Professional Quilter. Read about all our benefits here and join today.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership here.

Yes, it’s tax time again. As a self-employed business owner, it’s important for me to have a handle on my business and know what is deductible and what isn’t. Invariably at any quilt show when I talk about taxes, someone will tell me they have an accountant. “Terrific,” I say. “But what does she know about your business in particular?” You go to an accountant because she knows taxes. She can be very knowledgeable about small businesses, but she cannot know the nuances of every type of small business. She works with what you give her. That’s why it’s important for you to do your own research, understand tax strategies and keep track of deductions to which you are entitled. Here are some tips for maximizing those deductions.

1. Keep better track of your mileage. I’ve read that when you estimate, you actually underestimate. I use the Quilt Engagement Calendar in conjunction with the trip meter in my car. I set the meter to zero at the start of my trip and then enter the mileage in the calendar at the end, along with a notation as to the purpose of the trip. The IRS doesn’t care how you track your mileage, just that you have written logs. You can also track your public transportation costs in the same log.

2. Group your errands. The IRS allows business owners to deduct business mileage. For 2009, the rate was 55 cents per mile. (For 2010, the rate is 50 cents.) If you have personal errands, do them at the same time as your business errands.

3. Use the per diem rates for meals. The IRS has established per diem, or by the day, allowances for meals that self-employed individuals can use. At your option you can use either the per diem or actual costs, depending on which gives you the greater deduction. I find that in most cases, the per diem is better. Remember, that you can only deduct 50% of the per diem or actual meal costs. For per diem rates, refer to IRS Publication 1542, Per Diem Rates.

4. If you operate as a sole proprietorship, consider hiring your children aged 18 and under. You can get a deduction for their wages (up to $5,700 in 2009), and in most cases your children do not have to pay taxes on the wages. Details: IRS Publication 15, “Circular E, Employer’s Tax Guide.

5. Don’t forget about  professional publications and dues. All the quilt and many other magazines that you buy are deducible if you use them in your business. Your IAPQ dues are also deductible.

6. And, if your books weren’t up-to-date or you are a shoebox records filer, vow to be better in 2010.

For more information, you can refer to IRS Publication 334, Tax Guide for Small Business. Also recommended is 422 Tax Deductions for Businesses and Self-Employed Individuals by Bernard Kamaroff, CPA, which you can find on the PQ Marketplace page of our web site. You can find your discount code on your IAPQ Members Page.

The International Association of Professional Quilters offers resources and networking opportunities for you to create a success from your quilting business. Learn about all the benefits of IAPQ membership here.

Crush It: Why Now is the Time to Cash in on Your Passion
Gary Vaynerchuk
HarperStudio; $19.95

Gary Vaynerchuk wrote this book for anyone who has a hobby and wants to make a living at it. (Sounds like a lot of quilters and fiber artists I know!) Using the power of the Internet, Gary turned his passion for wine into his personal brand. Here are just four of the many lessons from the book: 1. Identify and live your passion. (OK, quilters and fiber artists have this one down.) 2. Create a system for using all the social media outlets, such as Facebook and Twitter. 3. Be transparent and live your passion. 4. Be willing to adapt and change. This is an easy read and you’ll come away with several ideas that you can put to use to grow your business today.

If you’d like to add this to your library or purchase it as a gift, here’s a link.