Professional Sales Reps

Has anyone ever hired someone to sell your wares on the fair circuit?  I've met some here and there when I've exhibited.  They do it full time and are better at selling than I am!  What are your thoughts and experiences?  Thanks

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  • In the 1990’s I had a rep that showed my products at a few wholesale shows – in parts of the country where it didn’t make financial sense for me to travel to (long  ways away).  I think it can be beneficial when doing wholesale – for retail sales I would probably hesitate a little more.

    • I actually sell several other artists artwork at my show even ones that have language that would seem to not be ok with it.  I have an online store so i sell artwork for artists around the world and when i rolled them into my show circuit i took the necessary steps to be in compliance with the show organizers and i would recommend any rep you use does the same and you verify that.

      For me the whole reason i started my business is i occupy that weird ven diagram space of artist and sales/marketing person with talent and love for both probably because my fathers was a sals rep for kodak.  Most artists are not good at sales/marketing and most even if they are ok at it are not usually people who enjoy doing it which is why i decided to lend my expertise in sales to help talented artists that either could not or did not want to do the sales/marketing aspect of the business.

      that being said a few things.  When i do shows i directly contact the show and notify them of my intentions and explain my situation, why i am doing it and how.  I also mention that for all "original pieces" we actually video tape the entire process as part of our quality control and integrity for authenticity so if their concern is along those lines id be happy to provide whatever they need to address their concerns.

      Most shows i have found do this out of concern for fraud / authenticity / quality and if i can explain the why and how to their satisfaction i have found that even the strictest shows will often give me a special waiver for the show.

      However here is what i recommend.

      1. verify the ability and track record of anyone you intend to use because if they dont have any proven track record its a huge waste of  your time.  any sales person worth their salt should be able to do this without issue.

      2. verify their reputation and integrity.  remember when you entrust someone else to sell YOUR work, you are also entrusting them with your brand and YOUR reputation as well.  anything they do, good or bad, will also reflect on you, so if you get hooked up with some shady rep you could loose a lot more then time and money.

      3.  The issues mentioned here about shows requirements is a real thing.  I discussed a bit about how i personally have addressed it, but the point is you need to make sure that they have done the same thing.  You should ask them the process they use to address this or if they are just lazy and avoid those shows or worse if they cheat or do some shady things like just try and hide it.

      4. talk to a few other artists they have sold for. this might be the most important thing.  You should find out other artists experience who have used them and if they have been happy and made money or if they have had some issues.

      in summary, there is nothing wrong with doing this, but like most things, BUYER BEWARE!  if you do your diligence and make sure they are the real deal and you can trust them with your work and reputation and they have some plan to address the real issues of selling another artists artwork at a show then it could be a good thing.

      hope this helps

  • At la Quinta a painter had his used car salesman, I mean rep, heading the booth. He can now be found in the artic selling ice to Eskimos. The artist sat behind a black curtain in the rear of the booth like a scared kitten. I saw his feet. He may have only sold two smallish paintings if I remember, but he was given an award from the judges. So, they must have liked his booth set up. I guess it makes the artist look important and busy if you have to address the rep.
  • In the 1980's I had an on the road sales rep placing saddles at retailers in CO, WY and SD. CO was ok but a sales person sold a saddle for the wrong price and a settlement had to be negotiated. SD was a great retailer until his place burned down, but the first thing he got out was my saddle. In WY I had to take the guy to court to collect - LOL garnisheed his wages to the tune of $600/month for three months before Christmas, LOL, LOL. I also had a retailer NC. She was good until business went under and I hounded her to her grave and didn't collect on about $1200.  It was a mixed bag, and a learning curve. Overall I am better off dealing with clients myself and not paying commissions. I used the rep because I was still working full time as a geologist. For art shows I agree with Greg.

  • I think you could hire a sales rep (a.k.a. an assistant) to be with you at a show, certainly. I see nothing wrong with that option and it doesn't violate the rules Greg is talking about. You just have to be present at the show if that's what the rules require.

  • Every show I have done and every one I have applied to all state that the artist must create the work being sold and also be the person in the booth during a show. This might not be the case at some of the flea market type shows or lower end shows but is the norm for juried shows.

    I am not surprised that some dishonest individuals will try to get around these rules just as the buy/sell individuals do.

    • I don't do art  shows, I do craft shows. And every show I have done except for the cheap fillers, required the person making the item to be the one selling the item. The cheap fillers were the ones that had Magic Chef, Avon, etc. But if I could go set up and make 3 or 4 hundred in a day I did it. But I digress.

      Of course the wholesale shows always had reps. But having a rep at an art show or good craft show to me is insulting to the other exhibitors by implying the actual artist/crafter is too good or busy to be there.

      • Here's the first numbered rule on the list from the 4Bridges show in Chattanooga:

        1. Exhibiting artists must be present during show hours. Agents or representatives of the artist do not replace the requirement of the artist being present during show hours. Assistants are welcome, but not in place of the artist. Any artist leaving prior to the end of the show will be unable to exhibit for two years.

        And just above that rule, here's this one:

        Sales
        The exhibitor must handle all sales and all proceeds go to the artists. Artists are required by law to pay taxes. Tennessee sales tax is 9.25%. Representatives from the Tennessee Department of Revenue will be on site to check for valid tax identification numbers the afternoon of Friday, April 10, 2015.

        I don't take either one of those rules to mean someone assisting me can't make a sale for me. 4Bridges is quite the rule-laden show, too. None of the shows I've done say an artist has to be the person to make the sale. Even the rule about sales I posted up there means that the show isn't running sales for the artists, not that someone helping me can't run a sale for me. That would be ridiculous. All the shows state the artist must be present and then some go on to say that artists must be attentive. But there are plenty of times when business gets pretty busy and thus a helper is necessary. If that person is a highly skilled sales representative that you are paying to help you, then all the better for you if that person is closing sales for you, writing tickets, handing out fliers and business cards, making sure the customers are signing your email list, etc.

        I challenge you to find a show that doesn't allow you to have an assistant helping you during a show. They can't hold anyone to that rule. And I've been in plenty of the biggies during my career.

        • I'm not talking about assistants who may actually be the salesman, I'm referring to reps in place of the exhibitor.

          I don't do the big or nationally ranked shows. Never did, never will. I'm just a little journeyman exhibitor who's happy doing what I do for a living.

          I've done over a thousand shows in my career. I learn something at just about every show I do. And I learned something again here. Reps at shows. How times have changed.

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