Chapter 1 Basic Pricing 101 

Motivating yourself

What motivates customers

Value of your work

Increasing perceived value

Accenting benefits over features

Packaging and promotional material

Relating price to craft sales 

What makes your work different 

Target the collector customer 

Provide additional customer benefits 

Chapter 2 Using Pricing Strategies 

Where you sell 

Positioning 

Pricing by market 

Seasonal pricing 

Lowballing 

Demand pricing 

Making a price sound right 

Loss-leader pricing 

Competitive pricing 

Rush service pricing

Is the price too high or too low? 

Bargaining 

Chapter 3 The Minimum Price to Ask 

Retail and wholesale prices 

The average market price 

Determining your cost of goods 

Variable or direct costs 

Material costs 

Cost of labor 

Indirect or fixed costs (overhead) 

Hourly cost of doing business 

Profit 

Figuring the minimum price you must get 

Chapter 4 Hidden Costs That Steal Profits 

Income and self-employment taxes 

Shipping costs 

How to account for sales rep commissions 

Cost of sales 

Chapter 5 Pricing One-of-a-Kind Pieces 

Accounting for intrinsic or artistic value 

Pricing by the square foot 

Working with galleries 

How to account for broker’s fees 

How to price commission work 

Unusual circumstances 

Chapter 6 Recordkeeping, A Needed Discipline 

When to start keeping records 

Hiring an accountant 

What kind of records to keep track of 

Depreciation of assets 

Keeping records by hand 

Keeping records by computer 

Chapter 7 Are You Making a Profit? 

How to tell if you are breaking even

Item profitability 

Financial reports 

Cash Flow Projection 

Balance Sheet 

Profit and Loss Statement 

Chapter 8 How To Cut Material Costs 

Working with wholesale suppliers

Sources of wholesale supplies 

Turn your supply needs into a second income 

How much materials to have on hand 

Nature is a generous supplier 

Chapter 9 Getting More Profit From Your Time & Workspace 

How to manage your time & reduce labor costs 

How to organize your workspace & boost productivity 

Chapter 10 Tax Advantages From Your Craft Business 

Avoiding IRS audits 

Dealing with the IRS 

Getting the most out of your home office deductions 

Hire your kids as employees 

You can lease equipment from children over 18 

Save money by leasing from your spouse 

Hire your spouse and get 100% write off of medical expenses 

Getting the most out of automobile deductions

Turning travel and entertainment into business deductions

Appendix A Recordkeeping Forms

Appendix B SBDC Offices