What I Learned from Tabling at 20+ Events as a Startup Founder
When I first launched Lope Bars (the first savory energy bar designed to prevent nausea) I didn’t think much about the sales strategy. A friend told me he made $500 at farmers markets selling sweatshirts, so I figured I might as well give it a shot. At the very least, I could meet someone important.
Spoiler alert: It wasn’t that easy.
This summer, I tabled at over 20 pop-up events and farmers markets across Florida with a tiny budget and a whole lot of trial and error. I forgot chairs, borrowed tables, bought a tent off Facebook Marketplace …..and didn’t really make any profit.
But I did learn what it actually takes to represent your brand in person and connect with customers face to face.
Here are my biggest takeaways:
1. People Buy From People… But Only If You Catch Their Attention
Booth setup matters….A LOT. The difference between being overlooked and drawing a crowd often came down to presentation: signage, samples, and energy.
A couple selling candles next to me ( https://lunabloomcandles.com/) said their sales increased tremendously when they improved their booth display. I only had three flavors, and even after adding stickers and a sample box, my table still lacked that wow factor to really pull people in.
2. Niche Products Require Education
Explaining why a savory energy bar exists takes a second. I had to constantly refine my pitch. Eventually, I landed on a one-liner that clicked:
“We’re the first savory energy bar, made for people who get nauseous from sweet snacks.”
That landed, but only after people tried the bar did they really get it.
3. Sales Don’t Always Match Effort
Some of the best-looking events had the worst turnout. I once prepped over 100 samples… and made just 4 sales.
Sometimes we broke even. Sometimes we didn’t. It was hard, but it taught me to detach results from self-worth and focus on learning.
4. Looking Professional Can Backfire at Farmers Markets
People often assumed we were a big corporate brand. Whether it was our banner, packaging, or setup, they thought I was an intern working for a company… and turned away, preferring handmade, local products
If you’re going to do a farmers market, it may work better if your brand looks more homemade or early-stage.
So… Was It Worth It?
Honestly, not really.
Here’s why:
Supplies are expensive. A compliant tent alone was $60 on Facebook Marketplace (normally $375 and mine had holes). Then you need pole weights, chairs, a table, and your full display setup.
Setup and breakdown take time, and often you’re sitting there for hours.
Entry fees for markets range from $120–$500 or require large amounts of free samples.
The audience is usually looking for produce and homemade goods, not innovative startup products.
While it wasn’t profitable, it gave me something more valuable, real feedback, firsthand insights, and grit. If you’re a startup founder thinking about pop-up events or farmers markets, I hope this helps you avoid some of the lessons I had to learn the hard way.
Ybor farmers market (a great low cost farmers market): https://ybormarket.com/
