This isn't really art-fair related, but I know some of you sell in galleries too, so I'm hoping someone will have some insights on this problem. Here's what's happening:

I had gotten away from galleries for a while, but obviously shows alone aren't going to cut it now. Some new galleries approached me in the last year and I have signed up with three. It started with a local one, taking a 45% commission, and given how easy and relatively inexpensive that is, it is totally worth it. The second gallery, a new startup in an established location, was willing to negotiate the normal 50% commission, is relatively close, not demanding after the initial drop off of work, and has made some sales fairly quickly. 

The third gallery and its people are very nice, but it is beginning to remind me why I started moving away from galleries. They are farther away and established enough to demand the usual 50% commission. After making one under-$1000 sale, they are pushing for new artwork, and they want something big. Big enough to require that I order a $150 shipping crate then pay another probably $30-$40 to ship them the piece (and then hope they send my box back). At $1450 retail, if they sell this piece, I will probably have made under $300 on it after all the expenses. Gaaahhh. 

So here's what I am thinking... what if I set up a budget for each gallery and let them know about it. I put in say $500 or $1000 to start. I wouldn't count the expenses for the actual first round of artwork I deliver (framing, materials, etc.) but I would take my travel or shipping out of the budget. Any further work they require would all come out of the budget---costs and shipping---until the money is gone. After that point, I can't send them any new work until I have money from sales or they have at least returned other artwork (for partial credit). Of course there would have to be some provision for profit built in, such as, half the money I receive goes back in the budget. Obviously I haven't worked out the numbers or anything; this was just a thought I had in the shower this morning while trying to think of a way to keep from losing money on galleries while maintaining a pleasant and straightforward business relationship. 

So what I'm wondering is, does any of you have a similar system? Or any thoughts on the idea? Any help would be greatly appreciated. 

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  • No solution here,I'm haveing simular problems, I'll have to keep keep an eye on this thread.

    My biggest problem so far is maintaining contact, I hate to call every month or so and ask what's going on and what's sold, etc..., but your right, show's are not cutting it anymore, at least not ALL of it!

  • My jewelry is in two local galleries and luckily I can go in at anytime and switch things around, merchandise the way I want to and always keep it fresh looking.  I am pulling out of one of them next week as the sales just aren't there but the other one is doing great and my jewelry is selling fast.......I've had to restock twice in the last two weeks thanks to an incredible gallery owner who truly knows how to sell and believes in his local artists.

     

    Whatever you decide, I wish you luck.  I'm amazed at the consignment pricing being so high!

     

     

  • After being bit a couple times on commission I only wholesale to galleries. I find that sales are better because they've now investeed in my work and are't as likely to give the pieces a dark corner and really promote the work. I have an arrangement that they can switch pieces of equal value in 3-6 month intervals so they can have fresh work and it seems to work well. As for your added expenses for shipping that should be charged to the gallery they can add it to their cost.
    • Thank you for your reply, sorry I haven't gotten back sooner. I wish I could wholesale to galleries; I agree they would be more invested. Unfortunately that seems to be a rare thing in the 2D original world. I know many galleries purchase outright jewelry, crafts and even prints, but it seems the vast majority draw the line at drawings and paintings, as it were. 

      I finally did talk to the gallery in question, to explain what it had cost me to purchase a shipping crate and have it shipped to me, then shipped to them. I suggested adding the cost onto the retail price (as had been suggested to me in another forum) so that I could be reimbursed. They just said, don't buy the crate, don't pay for shipping, just send it with friends that are driving to the area. Since I can't un-buy the crate, and don't know anyone driving there, this wasn't especially helpful. Bottom line, they just won't be getting the art for a while. And I have a shiny new shipping crate in storage. Whee.

      • I do not paint, but It is your business.  Do what you want.  Someone should not dictate what you have to do.  I would write them off.   If they contact you again just include the cost of the shipping crate into the price.  they do not like it   tough.   maybe you can sell the crate on craig's list.
        • I totally agree.

           

          I totally agree and I run a gallery. The only numbers the gallery needs to see is your retail price. How you get to that price is a formula devised by you since it is your business. Just make sure you are not over-priced to where it won't sell - or underpriced to where it won't sell. (Yes, that happens too.). The gallery only needs to know the magic retail number that you both come up with together - otherwise do not show your hand. Don't give them more information than they need.

           

          As far as wholesale buying - we do it sometimes, but not very often because that ties up funds that should be used elsewhere. Advertising, printing, fixtures, insurance, rent, employees, utilities, etc. Don't be surprised if most won't wholesale. This is a tough time for artists and galleries, only work with galleries that can sell - but in the event that sales are slow, only work with galleries that are professional and treat you with dignity. If a little voice says to stay away, then stay away.

           

          Don't forget to be patient. It's a recession. Be reasonable given the current art business climate. It's in everyone's best interest to sell your work. Galleries know this.

           

          One other thing regarding pricing - your work is worth the same price whether it is at a show or in a gallery or in a coffee shop (which I hope you are not doing). Customers know prices, don't undercut your gallery and don't undercut yourself.

           

          You could also use your crate and have them ship the empty one back to you for use elsewhere. Just figure the cost into your work or consider it the cost of doing business. If you leave the crate with them - insist that your crate is stored for free by them and the cost of replacement is on them if necessary. Crates can disappear very easily. Good luck!

           

          • Thank you for the thoughtful reply. I agree it is my business. I'm just trying to be up front with the gallery and make things work for everyone. It's a new gallery to me, but a nice one that has been around for 25 years. I guess their years of experience have just taught them to avoid shipping at all costs.

            I thought the idea of tacking on the shipping cost was crazy, until someone pointed out that a customer in that area would have to pay for shipping if they bought directly from me anyway. And, the artist who suggested it told me that his galleries had suggested it to him. I was shocked by that because I know how much galleries hate being undercut, but I thought it was worth a try. 

            Pricing is a constant struggle, and the most difficult part is making my prices work for me at out-of-town galleries while keeping them palatable to my local and show customers. I do keep my prices the same everywhere---galleries and shows (not coffee shops, mercifully that phase was many years ago!) Lately I've entertained the idea of just having a price range for each size/medium instead of one set price. Since they are all one-of-a-kind I wouldn't expect that to cause a problem. Any piece that required extraordinary measures to get from A to B would fall at the upper end of the range, and I would have a few favorites priced at the upper end everywhere to keep the range consistent from show to gallery.

            I have had my crates (Airfloat boxes) disappear many times, which is why I'm contemplating adding them to the charge. Or at least charging a deposit. Even when I include pre-paid (by me) return labels customers don't always send them back. I've had galleries keep them, and one gallery years ago actually used my crate to ship someone else's art to a customer! I got it back, but in much worse condition than I sent it. 

            Anyway, when all is said and done, I guess we've established that it's not going to work to ship out large pieces of artwork to this gallery unless they are already sold. Which is fine by me if the gallery can wait. I'm not a fan of shipping pastels anyway.

            Thanks for the good wishes!

  • I don't know what type of work you do, so I don't know if what I do would work for you.

    I too have moved away from galleries. I am only working with the ones I really like and trust working with. Most of my paintings have to go freight because of the size. So if I need to mail it, I send it unstreched and they strech it once they get it. The other thing I do is travel around to the different areas a couple times a year and paint in that city so I don't have to mail. Right now I am able to stay with family or friends in these areas and know where to get supplies or have them shipped to my friends homes before I arrive. In my experience I sell better and have a better relationship with the galleries I visit (ie check up on) more often.
    • I do mostly pastels, so the framing is somewhat elaborate---enough work that I would not expect a gallery to want to take it on, and requiring such a setup to frame that I can't frame them on the road. It does work best to work with galleries in areas I visit often, and to drive the artwork there. Your approach is clever and definitely a good idea in the right circumstances, thanks!

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