Working around the vendor fee

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(FORTUNE Small Business) -- Dear FSB: I'm a traveling and online vendor selling costume apparel and nightclub toys. I have a well-branded name (I believe) and am pouring money into building inventory. However, because I am pouring money into inventory, I can't afford to buy a vendor canopy booth setup, nor can I afford the hugely expensive event fees for vendors. How can I find events and charities that take a percentage of the sales at events? Is there a low cost way to put together a vendor booth?

- Sierra Night Tide, Los Angeles

Dear Sierra: "Events that charge only a percentage are pretty rare to find," says Kurt Irmiter, co-owner of Festival Net Online.

If they're out there, Irmiter would know. His Asheville, N.C., company maintains an interactive database of more than 20,000 events across the country. The site is "geared for professionals in the festival business," he says. "We don't include events that aren't relevant to people working in the market. We're not interested in a Christmas tree lighting ceremony in Boise, Idaho. It's not going to help them. We weed out all the junk."

You might not find a percentage-only festival, but you'll find that fees range from "really cheap, like 50 bucks," says Irmiter, to hundreds of dollars plus a percentage of your sales. As you're starting out, he recommends sticking close to home. Use the website to do a radius search for zip codes within 100 miles from where you live to minimize travel expenses, Irmiter recommends. And choose low-fee events for your first ventures: "That way, you're not putting a whole lot on the line and risking money you don't have."

Talk to other vendors. "Really scrutinize the event in terms of getting references from other exhibitors that have done the event before," says Irmiter. "Unfortunately, there are promoters out there that only care about getting your booth fee, and some pretty mediocre events."

For a $50 annual membership fee you can access user ratings on Festival Net Online. The site maintains a free archive of newsletters covering different aspects of the festival business. There's a helpful story about choosing the right show here.

A more affordable alternative to buying your own booth is to find indoor shows. "Then you only need a couple of tables and a tablecloth," Irmiter says. You can also rent tents and booths from party rental companies.