Just wanted to say I had a very interesting experience in Scottsdale, AZ just a week ago. As I am about to set this up, I want to quick mention that this post is geared for those who sell both at art fairs as well as art galleries - say in the same time too. But this may be entertaining to all those who don't fit into that category... Now onto the set up...
It was my first time in AZ, mind you, with my husband. I went because I wanted to experience the Grand Canyon, see Scottsdale (my mom's favorite place to visit), spend time with an old high school friend, check out the AZ Ren-fest (I have friends who work there and have a podcast hobby where I go to ren-faires and report on the experience I have there for other Rennies), and of course see what the art is like in and around Phoenix. Mind you I am an East Coast gal from Baltimore. I must reiterate - it is a pleasure trip, not having a show to do and kick back a few days while I was in the area. An actual vacation which also happened to be affordable as I stayed with friends (my friend from high school and his wife) who insisted on driving us everywhere (God bless old friends!!!).
One of the many memorable places I got to visit while in AZ was Old towne Scottsdale. Now I missed the Art in the Park Festival (not sure if that is what it was called), but City Fest. was going to happen the next day - if that means anything to anyone. I have to say I felt like a fish out of water - granted most of the people there were 25+ my age. I walked around some streets of Old Town with a real hunger to check out the galleries (the food was great too). I wanted to know what was being displayed. Was it all Southwest themed with Native American work or broader, tapping into some unique modern/contemporary art forms? The first gallery I entered was where I got my shock. The gallery owner was a major A__hole. The gallery, nice with plenty of Native American pottery and paintings. However, I was followed the whole time by the gallery owner who BOASTED how he was the owner of the gallery for 25 years and NEVER forgets a face as he runs it by himself and never has taken a day off. My friend from high school, who happens to be wheel chair bound - since childhood - in a motorized scooter, did not have a problem maneuvering around the busy displayed gallery, but the gallery owner was quite the vulture talking to us the whole time, trying to get my friend to use a different exit and tried to move things around him (like paintings that were on the ground leaning up against a display) when it wasn't necessary. I didn't know if I should stay in the gallery to piss the guy off or get out of there as quick as possible as I couldn't take the mightier than thou attitude. My friend shrugs it off as - "that's gallery people for you", I said I have never been in a gallery where it is their point to watch every customer like a hawk, making them think they will damage property at every turn and not for any good reasons such as being anxious to help you at a moments notice with questions. Where was the customer service there? And for those who have never been this this huge gallery area, there must be 50 galleries - at least - vying for customers. A lot of heavy competition in a not-so-bustling economy. Which makes me think long and hard, why be a jerk and make customers feel like strangers and extremely uncomfortable? I was glad first impressions didn't ruin the whole gallery walk as another one two doors down happened to be spacious and well organized specializing in Native American work. The breath of fresh air is that this gallery owner was eager to please having public handicap accessible restrooms, friendly in that the owner mentioned a piece or two but backed off AND had a guest artist that day in the gallery demonstrating! Night and day difference! Others offered refreshments like lemon water, friendly chit chat, and pieces of history about the area or the gallery OR the artists.
First question.... As artists, when entering a gallery just to look or purchase something, have you had similar weird vibes and said something? I was tempted being an artist, but really felt it wasn't my place as some I just don't think you can get through to them.
Second question... For those who sell both at art fairs and galleries - If you happen to do an art fair in or near the same town as a gallery that houses your work, do you make it a point to visit that gallery (as a secret shopper or not) and even promote it when at the show? Or not?
Third and final question... Also for those who sell both at art fairs and galleries. Do you have struggles with gallery owners with their "attitude" in how they do business say over the phone coming across as nice and peachy, yet in person or with customers they are quite different? When it comes to pricing your work do you have issues with gallery owners especially if you are selling at an art fair in town?
Sorry for all the questions, but I haven't really seen this discussed much on here - granted it is artfairinsiders.com . - Michelle, www.bythebaybotanicals.com
Comments
I have to agree Jackie... I sell wholesale and at art fairs and would never undercut my stores. My retail price at the shows is the same you would see at a gallery/boutique.
I do some shows in the areas I also have stores. But I also let them know that I will be at an Art Fair in the area so they are not caught off guard (some I won't do to keep the relationship with the store). When doing a show in the area of a store my goal is not only to sell, but to use it as marketing for the store. I promote the store as much as my work at the show. I may only be in the area once a year, but by increasing awareness of the store that carries my work it drives additional sales to them all year. Done right it can be a win-win situation for the artist and the gallery/store. But I can tell you if I did a show and was selling at wholesale I would certainly loose accounts quickly - and rightfully so!! And why would I want to? As artists we have expenses too and need to make a profit!!
Hi Michelle,
I sell at both galleries and shows. My prices are the same at both, I would never undersell my galleries. When I do a show I am assuming the role of a gallery, incurring the expenses of the show (retail space) and that of a salesperson (my self and my husband) as well as loosing time out of the studio which is costly; therefore I'm entitled to the same retail price. Most business professionals I've taken workshops from, listened to or read suggest you have a retail and wholesale price. The wholesale price should include a profit margin so you can sell to galleries at this price. Your retail should be double which is what your galleries will do as well. Just a guideline.
I sell both at shows and to galleries. Often I pick up a wholesale accounts at a show. When I do, they see my prices in my booth and see that their wholesale price is 50% of my retail. I've structured my business and prices so I can do this. The galleries/shops that have bought from me at a show don't have a problem with me being there. I always promote the local shop when I'm at a show. Hopefully if they can't purchase from me at that time they will go back and buy later from the shop, which in turn means the shop will buy more from me.
I also have a rep now. Last year I set up very late on Friday for a show and realized I was directly in front of a gallery that my rep had gotten for me. I was in a panic all night, I had never met the owner, or had even talked to her and wasn't sure how she'd react to me being right in front of her store. Well it turns out she was great and very happy to meet me. She liked the fact that my prices weren't to much lower than her retail prices. I offered to raise my prices for the show to match hers, but she said that wasn't necessary. She also bought $800 worth of product which I let her take first thing in the am before the show opened (first pick). Being alone in my booth all day, she sent one of her employees out to booth sit will I used her restroom. We even talked about next year she would make sure to order before the show so I could have enough product for her. She also liked saving on shipping costs.
I only have one store where I don't do a show in the town and that's because the gallery orders more than two/three times what I had made at the show the one time I did it. It's worth it to me not to set up, stand for 2 days and drive to do that show.
Hope that helps.
Hi Michelle, I had an interesting experience in a gallery this past summer. My husband and I were in a town in southern Michigan doing a show and had some time to wander around after setting up the night before the show. We happened into a gallery and the owner/artist absolutely ignored us. To the point of being rude. We must have looked like folks that couldn't afford his $10,000 paintings or something. I'm a very friendly, warm person and can usually strike up a conversation with just about anyone and I was so surprised that this guy wanted nothing to do with us. It was quite awkward and we were so uncomfortable that we left before seeing all of his work. His work was quite good, beautiful in fact but I was turned off by his manner. To answer your other questions, I show in 2 1/2 galleries which are all in northern Michigan, which is where most of my shows are. Within a 50 mile (more or less) radius anyway. I always make it a point to visit the galleries. I think it's important that they know that I'm interested in their galleries and keeping track of my work. I'm a painter and only have a few paintings in 2 of them. I don't know how that compares to a jeweler or potter, etc. I couldn't go in as a secret shopper because they recognize me, but before I commit to putting my paintings in their gallery I meet them a couple of times and decide how I'd feel about this person (s) representing my work. I always promote their galleries while I'm doing a show, because the galleries are willing to send customers my way if the person likes my work but doesn't see what they want in their gallery. I don't know if all galleries are like this however. Also, before I would commit to a gallery, they would have to understand that I will be doing shows in the area and my work is priced how I choose to price it and that it will probably be less than what it would sell for in the gallery. I read somewhere here on AFI where we should price our work the same for a gallery as for a show but I don't agree with that strategy. Galleries are adding 40% and up to the work and that's fine; everyone needs to make a living. I think buyers understand that, and many come to shows to be able to buy original work but not have to pay gallery prices. I get invited to show in a few galleries each show season. Gallery owners have told me that I have a really good price point, which I interpret as I'm selling my work for less than what I could, but, I'm happy with how it sells and have raised my prices as my work has evolved.
I mentioned that I show in 2 1/2 galleries. The 1/2 gallery isn't really a gallery but rather a very eclectic home/garden/gourmet shop. Oddly enough, I have sold more paintings out of that shop than the other 2 galleries. I don't know what that says as there are other factors. It's my home town, my sister owns the shop and she advertises the heck out of me, and she doesn't take quite as big a cut as the galleries. Also, I have more paintings (10) in her shop because she nags me, but that is a different story. :)