Those two words can create excitement in most booksellers, and fear in others. Book Fairs can be a boon to one’s bottom line, or have the opposite effect. In a perfect world; a book fair would be; profitable, be a social affair of great significance, a place to replenish stock, a place to secure new customers, and be very satisfying. But for some, or all, of the above to happen, one must have a balance. Preparation is the key. Make it look easy. Be ready. Fact: 40%-60% of sales, not only at book fairs, but yearly, are to other dealers. Bring your best and have it clearly priced and create an environment where customers can easily see your stock. Rule of thumb; customers spend an average of 4 minutes in a booth. That was the old days, before the Internet. Cut that in half today. Balance. Make your booth accessible, welcoming even. Pick the equipment that best suits you, and can best display what you offer. Show up early, set up quickly and be ready. And when those doors open to the public, stay positive and focused and practice your craft. When packing up at fair’s end, the amount of preparation will be revealed, and adjustments acknowledged for the next book fair.