When sales fall short...

The event I attended this past weekend was an amazing show for foot traffic, target customer base, and overall experience level.  I felt visability and market reach was perfect!  However, I didn't reach my sale goals!  My inventory offered three available;  I took seven total (the additional four were prior sells and/or custom made orders).  With so many questions that swirl in my head, I narrowed it down to two I felt most applicable:  Questions this weeks' blog: 
1) Reality of making pads;  2) cashflow pressure?

1)  What is considered Reality?  Making what I call "spec-pads" for an event is a flock-shoot every time!  We step out and make what we feel is a quality, useable, desireable product.  The "Encouraging Truth" is a) investing time in educating the public in these pads; b) story telling about craftsmenship, personal history and connection with our pads; c) direct connection with horse and riders!  In my case this weekend, I nailed it on the "Reality" perspective!  [All three of those points are "wins" in my book!  After three days of visting with a pluthora of people, I've lost my voice this a.m.>>>well worth it!]
2)  Is there cashlfow pressure?  Typically all PWSP makers use quality wool/products, invest our time, and I consider us all as "skilled laborers."  When sales goals fall short:  a) Inventory sits around longer than planned; b) material costs typically aren't recovered timely; c) and as a result of "b" working capitol for the next wave of supplies isn't at hand.   What is your best approach to cashflow pressure?   [Mine:  sit it out and the sale(s) will come eventurally.  Not smart, but pressure builds diamonds!  It's all I got!]

As always, your thoughts shared are appreciated!  Spring is here and brandings have begun!  Let's get our pads to those who need them most!  
​~Diane