If you’ve been selling in an antique mall or vintage co-op for a while, you already know that success goes far beyond having a pretty booth. The real magic often happens behind the scenes—specifically, in your relationship with your store owners and front desk team.
Let me share a quick story that illustrates just how important that relationship can be.
How a Conversation Changed My Booth Business
A friend recently reached out to me. She’s been doing incredibly well in her booth—she’s making three to four times her rent every month—and was starting to think about expanding. But she wasn’t sure if she was ready for a bigger space.
I told her my own story.
When I first started, I had a small end cap booth. About a year into my booth journey, the end cap across from mine opened up, and I decided to grab it. For a few months, I managed both spaces—two booths side by side, twice the decorating, twice the hauling, twice the fun (and chaos).
Then one day, the store owner approached me with an opportunity. They suggested that I merge both booths into one larger 12×10 space. It was a great location, and the timing was right. I said yes, and that’s the booth I’m still in today. Looking back, it was one of the best moves I made in my business.
But here’s the key: that opportunity didn’t just fall into my lap. It happened because I had built a good relationship with my store owners. They knew I took my booth seriously. They saw that I was dependable, consistent, and eager to grow. And because I had communicated my goals, they knew exactly what kind of opportunity I was looking for.
The Power of an Open Conversation
So when my friend mentioned wanting to expand, I told her to do the same thing—have an open conversation with her store owners.
She reached out and shared that she was ready to take the next step. And wouldn’t you know it? They told her that a larger booth in a great location was about to open at the end of the month—and they thought she’d be perfect for it.
That’s the power of communication.
Store owners and managers see everything that happens inside their shops. They know which booths are selling well, who’s keeping their spaces fresh, and who’s showing up consistently. And when they see a motivated booth owner who’s thriving, they want to help that person grow.
7 Ways to Build a Strong Relationship with Store Owners and Staff
If you want to strengthen your relationships (and maybe open a few doors along the way), here are some simple but powerful ways to do it:
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Communicate openly.
Don’t be afraid to share your goals or challenges. Store owners appreciate it when booth owners take initiative and are honest about what they’re aiming for. -
Be reliable.
Keep your booth tidy and restocked. Follow store guidelines. These simple actions build a reputation of trust. -
Show appreciation.
A quick “thank you” or a kind note goes a long way. Store owners and staff work hard to keep things running smoothly—let them know you notice. -
Stay professional.
Even when you’re frustrated or confused about a policy, approach the conversation in a calm and respectful manner. It makes a huge difference. -
Keep them informed.
If you’re planning a big booth overhaul or will be out of town, give the store a heads-up. They’ll appreciate the communication. -
Build rapport with the front desk team.
These are the people handling your sales and answering customer questions all day. Be friendly, patient, and grateful—they’re part of your success, too. -
Offer to help.
Volunteer to assist during big sales or events. It shows you’re invested in the store’s success, not just your own booth.
Don’t Underestimate Relationships
At the end of the day, having a great relationship with your store owners and staff isn’t just good manners—it’s smart business. The stronger your connection, the more likely you are to hear about prime booth openings, special events, or new opportunities before anyone else.
Your booth might draw customers in, but your relationships are what keep your business growing.
More Tips for Nurturing Your Partnership
Treat the Staff Like They’re Your Best Sales Team
Never forget that the store employees are the ones selling your items, answering customer questions about them, and even straightening your displays when you’re not around.
- Educate and Equip Them: Do you have a particularly valuable or unusual piece? Write a small note for the front desk with its story, a quick selling point, or a key fact (“This piece is from a local estate,” or “The glass is hand-blown from the 1940s”). This gives them a ready-made, powerful talking point that makes the sale easier.
- A Little Kindness Goes a Long Way: Consider bringing in a box of donuts or a bag of good coffee beans for the staff lounge from time to time. It doesn’t have to be a grand gesture; it just shows you see and appreciate their hard work. Happy staff means they’ll be more enthusiastic about selling your items.
Be Hyper-Aware of the Store’s Vibe and Rules
Every antique mall or co-op has a distinct feel, and your booth needs to be a seamless, positive part of that environment.
- Don’t Overstay Your Welcome (or Your Stuff’s): If the mall’s agreement says you must remove unsold items after 90 days, do it. Don’t let your booth become the graveyard of unsold goods. Store owners want to see fresh, revolving inventory. They don’t want to nag you about dusty items that have been there since the last presidential election.
- The Shared Space is Shared: If you’re bringing in a big haul, ask the owner or manager where the best place is to park your cart before you block the main aisle. Be quick and tidy about restocking. Respect the receiving area as a working space, not your personal staging ground. This shows you respect their workflow and the other dealers.
Communicate Like a Pro, Not Just a Friend
While a warm, friendly relationship is great, the core of your interaction is business.
- Keep Your Pricing Clear and Consistent: Use the store’s preferred tag system and make sure your tags are legible and securely attached. Nothing frustrates staff or owners more than having to track down a dealer mid-sale because a tag fell off or the price is smudged.
- Know Their Peak Times: Don’t schedule your huge, aisle-blocking booth revamp for Saturday afternoon when the store is full of customers. Ask the manager, “What’s the best day or time for me to haul in some large furniture without getting in your customers’ way?” This respects their primary goal: making sales.
The Ultimate Secret: Be a Solution, Not a Problem
Ultimately, the best dealers are the ones who make the owner’s life easier.
When an owner is considering who to give that prized 20×15 booth by the window to, they’re not just thinking about sales figures. They’re asking themselves:
- Will this person pay on time?
- Will they keep the booth clean and safe?
- Will they cause drama with other dealers?
- Can I trust them to follow the rules without constant reminders?
When you consistently demonstrate that the answer to all of those is yes, you become a dealer they want to promote, keep happy, and reward with the best opportunities.
Your business is part of their business. By treating the relationship as a true partnership, you’ll find those doors to success swing open much faster.