The word wholesale conjures up images of buying things on the cheap. Deep discounts. Bargain basement prices. Have you salivated at the thought of getting into the “wholesale only” section of gem, bead and jewelry shows wondering what delectable goodies were going on the block that you didn’t know about? Who are the special buyers entering those restricted regions? Could you become one of them?

The buyers going into wholesale-only sections at shows, or to wholesale-only shows, may be small store owners, beaders, independent jewelry makers. They get into those sections and shows because they re-sell what they buy to someone else, such as a hobbyist or jewelry consumer.

You may be selling your work on a very small scale–to family, friends, neighbors. However, if you’re considering selling at art fairs, trunk or home shows, or online, you’re moving beyond the hobby stage. Start to think of yourself as a retailer, and think about buying your materials and supplies wholesale.

Wholesale buying may be about volume: the greater the number of the pieces you buy–whether it’s sawblades, glass canes, cabs, or heads–the lower the per unit cost. As a result, you may already be buying wholesale, from suppliers such as Rio Grande or Fire Mountain Gem. At some shows—at the conference of the Society of North American Goldsmiths (SNAG), the Bead Renaissance, Embellishment, and many booths at Tucson—wholesale purchasing may be a function of how much you buy. At those venues, even large manufacturers pay a premium when only buying one bead, one strand, one stone, one setting.

There are some shows, though–such as the Buyers Market of American Craft and JCK’s Las Vegas Show, as well as two annual shows sponsored by the American Craft Council–that are wholesale only. They demand more proof that you are running a business than just volume.

For example, to register at the Buyers Market of American Craft or the ACC wholesale-only shows, you have to show two forms of business identification, such as a brochure, printout of your website, published advertisements, Yellow Page listings, a business check in the gallery or store name, pictures of the exterior and/or interior of your store (showing the store name), inventory from artists or suppliers showing that you have purchased inventory in quantities from them, invoices from customers showing they have purchased crafts from you, a copy of your resale tax certificate, and/or a copy of your business license.

In addition, you may have to show identification for any employee buyers you take to the show, such as personalized imprinted business cards, a copy of a cancelled payroll check, copy of a company credit card in the employee’s name, a copy of a W2 form, an invoice or purchase order, or a resale tax certificate with the employee’s name on it, or a business check signed by the employee. So sorry: You cannot give buyer tags to friends or family members who want to get a good deal on gifts or a craft piece for the living room.

Jewelry shows, such as the JCK Las Vegas Show, may be even tougher. You must be listed by the Jewelers Board of Trade (JBT) as a retail jeweler or wholesale buyer of finished jewelry, or a retail member of American Gem Society (AGS), Diamond Council of America (DCA), International Society of Appraisers (ISA), or American Society of Appraisers (ASA). Retailers who are not members of these organizations must provide a copy of their store lease, or a photo taken inside and outside of the store, a copy of their sales tax certificate, and copies of invoices from three different suppliers of finished jewelry purchased within the past year, each invoice showing multiple purchases with a minimum combined total of $5000.

If you plan to wholesale to others, you must supply copies of invoices from five different suppliers of finished jewelry purchased within the past year, each invoice showing multiple purchases with a minimum combined total of $50,000, and a copy of your business license. You must register in advance, as well. No guests are allowed, and no one operating from home is qualified.

Needless to say, you should check with each organization to see exactly what is required before you plan to attend and buy.

Now about those licenses and certificates….