Just completed the Stone Arch Bridge Festival and my sales were dismal. I had a good selection of 20x30 canvases on the walls, float-framed, and the response to those was great, comment-wise. Subject matter (European images) resonates with the audience; my color/style printing style is very well received, and my big pieces draw folks into the tent. They love what they see, but the audience at this show (local festival really) isn't a big buying audience (of big pieces).
Unfortunately I only had a small selection of $40-50 prints. Very little priced below that.
So here's how I want to phrase the question: For those who have done small, mid-sized and high-end shows, especially the ones that are really hard to jury into, have you found that even at the top shows you still make most of your sales from the print bins? Is it really true that sales of bigger pieces at $250 and up are rare at nearly all shows, and you HAVE to have a great selection of smaller pieces to make money?
Thanks to all.
Lawrence Sawyer
Comments
Recently did Cantigny and there was a photographer there with framed pieces in the $495.... and I thought yeah, right. His bins were $95-150. He did massive while everyone else languished. Reason, he numbered the large pieces up to about 45 while his bins were different shots also numbered. People need a reason to pay more, even for "unique". If you are a photo person, listen to this. In general, my sales have been mostly small glass pieces under $40 with some mediums %150-225, but my large need a new market. Truly, my items are unique and 1 of a kind, but the mechanics is hard to translate to a buyer- or the pocket books aren't decorating.
Lawrence-A couple of things occur to me: 1-What works for one artist doesn't necessarily work for another artist. I find you need to do a show yourself to find the right shows. You should ask around, but you never know for sure, until you try a show. I have had shows be great one year and bad the next. 2-Make sure your frames are not too ornate or fancy. I find a plain black frame is usually best in most cases. You want to showcase the art, not the frame. Don't distract potential buyers with a busy frame. 3-Make sure you take Credit Cards and post a sign in your booth.
I've only been doing shows for a couple of years, but at every show, I sell the same amount in prints/cards as I do in originals.
First of all, you need to specify that you are a photographer when starting a thread like this. A photographic print is different than a print from a painter, which is called a reproduction. Apples and oranges, no comparison. That's why I found it confusing to read the responses.
I've learned from experience that only two sizes are necessary, one small and one large. That satisfies everyone looking to fill a space on their walls. Depending on how you are printing, two large sizes may be necessary. At the better shows, everything sells, small and large. But you also have to take into account how original your subject matter is.
Larry Berman
http://BermanGraphics.com
412-401-8100
Most of my sales are cards and paintings. I hardly ever sell prints and I have a ton of them and keep making them for some reason, but only sell a couple at each art fair. And mine are $15-$35.
I've been making a living as an artist since I got my MFA in 1988, and doing about 6 outdoor shows a year for the last three years, as my gallery sales are down. My price range is $150 for a 8"x10" original to $3,000 for a 36"x48" oil. I have sold prints, but lately haven't even bothered bringing the print bin. I think that I could sell them if they were framed, but I find that even at $20 people don't buy many unframed prints. I found a frame wholesaler near me that had some really inexpensive frames, and plan to frame a few of my newer prints and just put them in the bin with bubble wrap bags between them. I don't think that you can make a decision on what sales on one show, though. I would just keep painting and bring your best work and sell it for what you can sell it for. If someone is interested, and you haven't sold any originals, I'd ask what they would be comfortable paying and try to come up with a price that suits you both. Once you're selling enough, you can stop discounting, but if you're not selling, I would discount untill you are selling. That's what I did, and then I started raising the prices back up.
"Sell only the best and charge accordingly. You will eventually attract collectors with money." <---Exactly!
The original poster is a photographer, so reproductions are not what he is asking about, just smaller sizes.
I think it really depends on the show, so research them before you go! I have done shows that are your typical art and craft show and have done shows that are fine art only. With the art/craft shows I would lose money every time if I didn't sell prints. the 8x10's for $20 sell the best at these more crafty shows. Now shows that are more focused on fine art, leave the prints at home! Unless you have high quality prints on canvas or metal, these people frown upon reproductions. I made this mistake ONCE and all day long I heard people make negative comments about my cheaper prints. People who collect art don't like reproductions and people who think it's "very nice" or say "great work" don't buy originals. This is only my opinion from doing shows in Arizona and California.
I've learned to provide a broad selection of pieces ranging from 8x10 $20 prints to large 22x28 $600 original landscape and wildlife paintings. Last year sales at one show in MT were large size paintings. This year, at the same show, sales were only the small stuff in the $20-$30 range. It pays to bring all available inventory and adjust according to sales. Many customers loved the big ones so I offered to paint a small version to fit their budget. So, also sell commission work. Another point - a customer wanted a $250 painting and loved a couple others, too. She could only had cash for one. The cube made the difference. She used her CC and bought three.
This is our third year in the art fair business and we still have much to learn. Having said that, here is what we've learned, thanks in part to input from many wonderful people on Art Fair Insiders . . .
Bigger is better and by that I mean a 20x30 being the smallest; going upwards from there to a 36x54.
A double booth will increase sales exponentially.
Although many individuals will love your work, they will not have the money to purchase it. Increase your prices to attract those that have lots of money.
My art consists entirely of wildlife photographs printed on canvas. Although I will take special orders for canvas wraps, every photograph hanging in our booth is framed. A 20x30 photograph displayed in a float frame goes for $495. On the high end, I have a 30x45 photograph mounted in a Larson-Juhl frame that sells for $1995.
We also offer 12x18 prints on canvas (mounted on board) in a bin for $85 each, or two for $150, for the individual that doesn't have the money for larger sizes.
The Photo Touch in Loveland, Colorado, handles all of my printing, framing, and shipping needs. Hands down - they're the best! I could find a less expensive facility to handle these needs for me, but my priority is to sell QUALITY. There are a couple of other companies in Colorado that print for a few photographer selling their art in the market place, but the print and framing quality of these companies simply doesn't meet my standards for quality.
Bottom Line: Sell only the best and charge accordingly. You will eventually attract collectors with money.
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