[Jewelry making - Article 00952] - Re: [Orchid] Negotiating with retailers

[Noel Yovovich]

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>     This left me with the idea that gallery owners were always going to
>     expect new artists to sell for "dirt." 

    Hi, J.S.-- A sweeping statement like this, fotunately, is seldom the
    case. Some gallery owners are jerks, and some are very nice. They
    are, however, forced to be realistic and clear-eyed if the are to
    stay in business. 

    If a gallery has been there a while, and especially if they have
    artists who stay with them, then the owner can be presumed to know
    the local market. The ones I have dealt with seem to take my prices
    into account in deciding whether to accept my work. I have been told
    things like, "I love this, but people won't pay that for it here".
    But the galleries where I have consigned (a good number, over the
    years) never argue with me about the price-- I've always had the
    impression that that's part of the deal with consignment. They don't
    (necessarily) get to pick and choose the work, or set the price.
    That's what wholesale is for. If I ask what they think about a piece
    or a price, I expect and usually get a frank opinion. It's
    understood--it's just business, not a personal thing. 

    It sounds as though you may not have a clear sense that you can't
    generally set the same price to a gallery as to the public, in terms
    of what you receive. They must double what you get. I look at it as,
    50% of the price is for making it, 50% is for selling it. If I sell
    it, I get both. If someone else sells it, they get that 50%. A good
    deal, from my point of view, as I don't particularly like the
    selling part. I do a handful of retail shows a year, for income but
    even more to see how people respond to my work (very valuable
    feedback) and to raise my profile. 

    Gallery owners can be a great source of information about pricing
    and what will sell. I have *occasionally* had owners tell me to
    charge more. But of course, they do have a different agenda than you
    do, never doubt it! 

    The woman who doesn't have time to read your contract, etc-- I think
    you were exactly right. Legally binding, fair, *written* agreements
    are essential, as is insurance for your work while they have it. But
    they're not all like her. And there are thousands of galleries out
    there-- just keep trying. Good luck, HTH,         

--Noel



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