Selling return parcels at a market: practical guide

Arranging a pitch and permit with the municipality

A stall on the weekly market is usually arranged with the municipality where the market takes place. There is generally a fixed pitch and, alongside it, a day pitch for traders who report on the market morning. Conditions, fees and waiting times differ per municipality and sometimes per market: do not assume that an arrangement in one town also applies in the next.

You are also trading as a business, so registration with the chamber of commerce and a VAT number are the starting point. Check the practical points with the market supervisor or the municipality before you buy stock, because they determine how much you can actually display. If you are unsure, have your situation assessed by your bookkeeper or adviser; this article describes general principles and is not legal advice.

• Fixed pitch or day pitch: which is available and how long is the waiting list?
• The fee per market day, plus requirements for the stall, lighting, power and arrival times.
• Rules on waste and on leaving unsold goods behind.

Which return lots suit a market stall?

At a market, what counts is the number of items per metre of stall and how quickly you can explain something. Small, handy parcels therefore work better than large boxes: you get more items per kilogram, your stall stays full all day and customers can pick up a parcel themselves. Two product lines fit that pattern well.

Parcel returns Small/Mid from the DHL, Hermes and GLS networks cost €6.00 per kilogram excluding VAT and freight, are A–B grade and contain a mix of electronics, kitchenware, toys and small household items. Amazon Shipping Bags (BP2) cost €5.25 per kilogram excluding VAT and freight, are A grade and consist of original small parcels in paper shipping bags: small electronics accessories, beauty products, small household items and office supplies. Neither line has a fixed minimum order, so you can start with a trial lot. CNJ is an independent wholesaler, not affiliated with Amazon, DHL, Hermes or GLS; those names only describe the origin of the goods.

• Handy format: customers pick up a parcel and choose for themselves, which saves you selling time.
• Many items per kilogram, so a full stall without a van packed with pallets.
• Two conditions side by side: A grade shipping bags and A–B grade parcel returns give you two price points.

How many kilograms should you bring to a market day?

There is no fixed rule of thumb: it depends on the width of your stall, your price point and how busy the market is. Start deliberately low, measure what you sell in a single day and only scale up afterwards. Too much stock on your first market days mainly costs you transport, storage and hours.

Worked example: suppose you buy 100 kg of Amazon Shipping Bags (BP2) at €5.25 per kilogram; your purchase value is then €525 excluding VAT and freight. Spread that stock over four market days and you take roughly 25 kg with you each time. How many parcels that amounts to depends on the average weight per shipment; we deliberately quote no fixed numbers. Weigh a sample from your first lot and calculate with that average. Freight and your pitch fee come on top of the purchase price and belong in your cost price per parcel.

Record three things after every market day; after a month you will have a reliable picture:

• Items sold per price point, so you can see which size moves fastest.
• Remaining stock per size and per category.
• Your costs for the day: pitch, fuel, parking and hours worked.

Stall layout: sealed parcels alongside sorted items

A stall showing only sealed parcels demands a lot of explanation; a stall showing only loose items loses the element of surprise that draws people to your table. The combination works best: sealed parcels as an eye-catcher at the front and, beside them, sorted items as proof that usable goods come out.

Think about the flow of traffic as well: customers walk past your stall, not into it, so everything has to be within arm's reach and understandable at a glance. Keep replenishing all day, because topping up earns more than arranging things neatly.

• Front row: sealed parcels by size, with one clear price card per row.
• Middle zone: trays of sorted items by category, for example cables, kitchen and toys.
• A demonstration spot where you occasionally open a parcel yourself draws a crowd and removes the need to explain.

Price points, cash and card payments

Simplicity wins at a market: a fixed price per parcel size works better than pricing per item or per weight, because the customer does not have to calculate and you do not have to haggle. Two or three price points are enough, for example small, medium and large, possibly with a bundle price for three. Work your price point back to your cost price per kilogram including freight and pitch fee, not to the retail value you see online.

Accept both payment methods. Cash remains common at markets, so bring enough change; at the same time a growing share of customers expects to pay by card. A mobile card terminal with its own data connection is more reliable than one on the market's wifi. Keep your cash and VAT records in order and have your set-up checked by your bookkeeper; the rules for cash sales to consumers apply on the street too.

Weather, protecting stock and rotating slow movers

Paper shipping bags and cardboard boxes are sensitive to moisture. A rain-soaked lot loses not only presentation value but sales value, because a warped box does not sell. Work with tarpaulins, closed crates and a pallet or trolley underneath your stock.

Every lot also contains items that stay put; do not let them occupy the same spot market day after market day. Move slow movers to a lower price point, bundle them with fast-selling items or set them aside for another channel, such as an online marketplace or a pop-up. A simple rule helps: whatever has not sold after three market days goes into the bundle tray.

• An awning or sheet that also stops rain blowing in from the side.
• Closed crates instead of open boxes for the stock behind the stall.
• In storms or persistent rain, bring less and pack up earlier rather than pushing on with wet stock.

Honest signage: what a mystery parcel is and is not

The element of surprise sells, but it is also the biggest source of discussion at the stall. We give no guarantee ourselves on the contents or the resale value of a lot, and passing on that honesty to your own customer serves you best: items may be incomplete, untested or in damaged packaging.

If you sell to consumers, you carry the obligations of a seller yourself, even though you bought the lot as a business by the kilogram. Think of honest product information, warranty and product safety. Exactly what is expected of you depends on what you sell and how; check this with your trade association or a lawyer.

• Put the element of surprise on the sign instead of hiding it: contents unknown, price fixed.
• State whether a parcel can be exchanged or returned and under what conditions.
• Make no promises about brands, retail value or the number of items per parcel.
• Point out untested electronics and items that are not suitable for children.

Frequently asked questions

Do I need a permit to sell return parcels at a market?

As a rule the municipality allocates pitches at a market and local conditions apply to a fixed pitch or a day pitch. You are also trading as a business, so registration with the chamber of commerce and a VAT number belong to that. Always check the exact requirements with the municipality running that market and with your bookkeeper.

What should I charge for a mystery parcel at a market stall?

Use a fixed price per size rather than per item or per weight, because it sells faster. Calculate your price point from your cost price per kilogram including freight and pitch fee, not from an estimated retail value. Two or three price points plus a bundle price are usually enough at a market.

Is it better to sell return parcels sealed or opened?

Both work, and the combination usually works best. Sealed parcels draw a crowd and sell quickly; sorted items beside them show that usable goods come out and build trust. Decide per lot: sell the marketable items individually and offer the rest sealed or bundled.