Here’s my latest article at Fine Art Views Newsletter called
QUESTIONS YOU DON’T HAVE TO ANSWER: Do You Have a Website?
Here’s my latest article at Fine Art Views Newsletter called
Here’s my latest article at Fine Art Views Newsletter called
QUESTIONS YOU DON’T HAVE TO ANSWER: Do You Have a Website?
One person’s ‘roadblock’ is another person’s mountain pass.
(This article was originally published January 18, 2003. In the eight years since then, many of the “insurmountable problems” mentioned here are now a snap with the Internet–online catalogs, online printing services, less expensive options for websites, etc. But there’s still good information in here, and a lot of good thoughts about overcoming obstacles.)
Marketing and selling one-of-a-kind artwork can be problematic.
If you’re dealing with local stores, you could bring an assortment to each store. Store owners simply make their selections. No problem!
But store visits mean time away from your studio. There’s a limit to how many stores you can drive to in a day–stores don’t like it when you saturate the area with your work. What if you live in New Hampshire, and a store in California would be a terrific venue for your work? And what do you do about about re-orders??
Catalogs? It can be hard even with production work. Some stores don’t mind if an item varies from one to the next. But some do. And catalogs are expensive. They work best for featuring production work. They’re most cost-effective when ordered in large quantities. Not for one-of-a-kind work, nor work that changes constantly.
Advertising? That gets expensive, too. I obviously can’t run an ad for $500 to sell one individual item that retails for $250. If a store likes the object in the ad, then that’s the one they want.
Wholesale trade shows can be a way to present your one-of-a-kind items to many stores. But these shows are expensive to do–booth fees often start at $1,400 and up, plus hidden costs like travel, hotel and electricity. Not a good choice for many artists just starting out.
Well…why not go right to the source? Call stores directly. Ask them if they sell one-of-a-kind work. If so, how do they buy it from the artisan? Do they go to shows? Which ones? Do they browse an artist’s website? You can get good information this way. But this is time-consuming. And introverts hate it. (I do!)
The best way is to ask other artists how they handle this.
Online discussion forums are great places to find out what works for others. You’ll find a wide range of artists from all over the country who can share their process or make suggestions. There’s just one caveat.
What works for one person and their product, may not work for you and yours.
Even worse….If no one in the group has figured it out, it can be an exercise in frustration and commiseration. Instead of a brain-storming session, it turns into a …… Well, everyone starts agreeing just how impossible the whole scenario is. And that’s bad. Because….
You don’t want to give yourself an excuse to just give up.
Declaring a situation impossible to deal with lets us off the hook. It’s not our fault, we tell ourselves. We are not responsible for our lack of success–it’s obviously impossible to succeed!
I used to get overwhelmed by roadblocks, too. I thought there had to be a “right way” to do this. And I just had to figure out what that “right way” was.
If I couldn’t figure it out–I’m off the hook! If others succeed where I can’t, then it’s because they’re lucky–right? And I’m just not lucky.
Nope. No more. I can’t let myself off that easily. In my heart, I know it can take years to be an ‘overnight success’.
And no one succeeds by giving up.
Mistakes and dead ends don’t prove you’re wrong. They’re merely evidence there’s still more to be learned.
There is no single “right way”. There’s simply the way that will work for YOU.
I’ve learned that the first thing I need is an attitude adjustment. Trial-and-error sucks. So let’s call it… “running an experiment”. That’s much more appealing! Cold-calling stores for information is hard. I’ll call it “market research”. That sounds quite professional.
Second, I watch for other people doing one-of-a-kind work. If they’ve been doing it awhile, they’ve found something that works for them. So
maybe it would work for me.
I came across an artist, a graphic artist who makes one-of-a-kind books. For years she struggled with marketing her work, until she finally came up with a solution. She tweaked her business model to accommodate both retail and wholesale venues.
She makes limited edition books to wholesale. She only sells her one-of-a-kind journals at retail shows.
This is my favorite way to find solutions. Because if someone else has figured out how to do it, so can I. If she can grow her business by tweaking her business model just a bit–from all one-of-a-kind work to some one-of-a-kind and a lot of limited editions, so can I.
If she can follow her passion and find a way to support herself doing it, so can I.
Luck is wonderful. But as someone once said, “Luck is opportunity plus preparedness.”
Do your research, keep your eyes open for opportunity, and you will fly over those roadblocks.
Update: In the eight years since I first wrote this article, everything has changed. Now we can offer wholesale customers password-protected online catalogs. We can take our own digital images and upload them quickly and easily to our website, or our online store. We can find stores and galleries more easily, and contact them by email (if the phone is too stressful.)
It’s a miracle! :^)
Also, for jewelry or other small, easily shipped items, a “pick box” works beautifully for some stores. A store can secure their order with a credit card number. You ship an assortment of items to them. They select the items they want, and ship the box back to you. You bill them for the items they’ve taken. Works great with one-of-a-kind items!
Buffer failure? Embrace it! Sometimes the manure life deals you is fertilizer for your garden to come.
(This post was originally published on Thursday, December 05, 2002.)
A reader saw my story on Meryl Streep (we have so much in common!) She commented she has overcome her inner critic from time to time, has some success—and then encounters failure. In one case, it resulted in a large financial loss. It stopped her dead in her tracks. How, she asks, do you buffer failure? Is it a sign that we’re heading down the wrong path?
Buffer failure? Embrace it!
No, I’m not crazy. I hate failure as much as the next person. It doesn’t feel good, it doesn’t look good, and it usually doesn’t smell very good, either.
But I’ve learned to call it something else. It is now a “life learning experience.” Or “an experiment.” A “calculated risk.” Or “an opportunity/possibility that has been tried, and simply did not pan out.” Whatever you call it, you met it, you got through it, and now you have a precious gift.
You can decide what you learned from it. And what you learn from it is entirely up to you.
We hear all those stories about Edison trying and discarding 423 different materials before he found one that could successfully be used as a filament in his electric light bulbs. Supposedly, he would say, “I didn’t fail—I found 423 things that didn’t work!” In reality, I doubt he was that chipper at trial #218. I’m sure he had some choice words.
But the important thing to remember is, it wasn’t failure. It was a process. He didn’t take each failure as a “sign” he should not continue. He took it as a challenge, an opportunity to explore new possibilities.
There’s a book I read awhile back, title escapes me. A collection of stories as told by assorted famous people, on their failures. Yep. Every single one of them had failed somewhere, along their road to success. You don’t take on risk without encountering failure at some point. Not one person achieved their dream by accepting failure as an end to their dream. Every single one of them walked around it, climbed over it, punched through it, ignored it, learned from it or changed it into a victory.
Look, these people aren’t really smarter, more beautiful, more creative, more talented, more anything than you or me. They’re simply people. Real people.
They’re just incredibly persistent.
Their common denominator was once they knew what their heart’s desire was, they kept after it. Just like me and Meryl, talkin’ down that buzzy whiny voice and doin’ the work. (Yep, me ‘n Meryl…)
It’s not easy. And it doesn’t come naturally, at least not to me. I’ve had to work at not giving up. And I’ve had to work at growing a new attitude about “failure.”
I don’t put it in terms at “what did I do wrong?” I think “What did I do well? And how could I do better? What did I learn? And do I have to do that same thing again to learn that particular lesson? Or is it okay to move on to try something else?”
My first few small town craft shows were “failures.” It would have been so easy to get discouraged. Fortunately, I was committed to making what I loved, not making what would sell at a church bazaar. I realized my work was not the bargain gift item one expects to find at such a show. Although, oddly, after every show, someone would call me and buy one of my very expensive pieces. So I learned some people found my work worth the price I asked for. And I learned I had to find a better venue for my work.
I’m still recovering from a more recent, bigger “failure.” I tried a new summer wholesale show, traditionally more of a gift market. I not only did the show, I redid my booth—new floors, new walls, new lighting. I even took a larger booth space. I did the work—did a pre-show mailing; bought an ad in the show guide; updated my catalog’ sent out my newsletter to customers and hot prospects; created new products. I set up my booth, put on my professional artist clothes, and went to work.
And I bombed.
I wrote enough new orders to cover some of my expenses, but not the major improvements I’d made. And because the economy still sagged, many of those new accounts called later to reduce their show orders.
Did I fail? It sure felt like it at the time!
A fellow exhibitor at the show asked me how I did. I started to list all the pluses from the show. He cut me short and said, “Why don’t you just be honest and admit it sucked?!” I didn’t know what to say. Was I being a Pollyanna?
But another friend said, “Do you only measure your success in monetary terms?” Wow. I had to think about that.
Yes, I want to be financially successful with my art. I consistently act and plan accordingly. But I also evaluate my progress by other standards. Money is an important measure, but not the only one.
I took a reasonable risk—to introduce my work to a new audience and to try a new booth design/layout.
What did I do well? The pre-show preparations were excellent. The new booth was great. The improvements were pricey but they’re a long-term investment in my business.
Everyone loved the work, so I know it’s viable. Most of my press kits were taken from the media room—always a good sign! I picked up a dozen new accounts.
I made valuable connections, including an editor at a highly respected trade magazine who was fascinated by my work. The new director of an arts foundation, referred to me by a mutual friend, found me, lined me up for a show and has proven to be a source of valuable experience and information about my targeted market. My booth neighbor was curating her first show at the museum where she works, and invited me to exhibit in their first high-end craft show.
I helped out a friend at the show with lighting problems, and he thanked me with a gift of his lovely art glass. My daughter, assisting me for the first time, bought a faux-leopard skin cowboy hat from another exhibitor—oh my!), met the charming teenage sons of another exhibitor, and was in seventh heaven. We had a great time.
What could I have done better? I realized I could improve my sales technique, especially on selling more expensive items.
What was under my control, and what was not?
Sad to say, the economy is not under my control.
Should I have skipped the show?
Well, I’m not sure. I’m glad for the connections I made. In hindsight, perhaps I could have waited on the booth improvements. But doing the show forced me to make those improvements, and though it would have been nice to recoup their expense with that show, I know I eventually will.
What did I learn?
I learned that I could tank at a show and survive.
I didn’t accept it as a sign my dream was unattainable. I kept the good stuff, I examined the bad stuff, then tossed it. I dug in and got back to work.
In August, I did another show. I took more custom orders than I usually accepted. I got better at closing big-ticket sales.
It was my best retail show ever.
Buffer failure? No. You don’t get anywhere with that approach.
Sometimes the manure life deals you is fertilizer for your garden to come.
This article was originally published for Fine Art Views.
I forgot to republish this on MY blog!! My bad.
Respect Your Collectors Part 2
by Luann Udell on 12/23/2010 9:56:04 AM
This post is by Luann Udell, regular contributing author for FineArtViews. Luann also writes a column (“Craft Matters”) for The Crafts Report magazine (a monthly business resource for the crafts professional) where she explores the funnier side of her life in craft. She’s a double-juried member of the prestigious League of New Hampshire Craftsmen (fiber & art jewelry). Her work has appeared in books, magazines and newspapers across the country and she is a published writer. She’s blogged since 2002 about the business side–and the spiritual inside–of art. She says, “I share my experiences so you won’t have to make ALL the same mistakes I did….”
Don’t leave your early collectors behind.
Sometimes artists, in their haste to “get big”, blow off the very people who helped them get there in the first place.
In my first article in this series, I explained how I was introduced to the joys of collecting original works of art. Today I’ll show how—and why–you must honor those early supporters of your work.
In educating me how to find ‘real art’, my friend pointed out a rich source of original art in my own backyard—the prestigious Ann Arbor art fairs. These fairs are a series of 3-4 fine art and craft shows (depending on how you count them) that take place concurrently on the campus and in the town streets.
Taking my friend’s advice, I visited the shows that year with new intention—not to just be amazed and entertained by the beautiful work, but with an eye to actually owning some of it.
I was no longer an ordinary browser or casual shopper. I was an art collector! I had money in my pocket, an open heart and a passion to learn. It was a heady feeling.
There was one artist whose work I fell in love with. I spent quite a bit of time in her booth talking to her, and admiring her work. We talked about the inspiration for her charming motifs, the materials she used to create the enchanting details I loved, her lovely, delicate use of color.
She had work in a range of sizes, but she’d already sold all the pieces in my price range. “I’m just so excited, this has been a GREAT show for me!” she exclaimed. “I’m definitely coming back next year, and I’ll have lots more smaller pieces, too—they’re selling like hot cakes!”
I was pleased that someone so likeable, whose work I really liked, was having so much success. In my budding connoisseur-like mind, it confirmed my instinct to support her art. She didn’t take layaway, and this was before most artists took credit cards. But she assured me there would be ample opportunity to own one of her pieces the following year.
For that entire year, I set aside money, enough to acquire one of her smaller pieces. I kept her postcard on my bulletin board where I could look at it every day. I circled the dates for the next art fair show on my calendar.
When the happy day came, I sought her out. I had my hard-earned money in my hot little hands, all ready to buy something. I was determined to leave her booth with something this time.
To my dismay, things had changed.
Her work was bigger, for one thing. It was bigger. Much much bigger. And consequently, much more expensive, too. Not a single piece was less than several thousand dollars.
It was different. The small, intimate, intricately detailed work was gone. Strong, bold, monochromatic abstract work had replaced it.
Something else was changed, too. Her attitude.
The gushing, friendly, warm, enthusiastic emerging artist I’d met the year before was gone.
Apparently she’d been ‘discovered’. She’d had a great year, sales-wise. She’d juried into several prestigious exhibitions. She now had a following.
She was, indeed, a successful artist—one whose success had evidently gone to her head. Because she was also haughty, disdainful, and dismissive, to the point of rudeness.
She didn’t remember me. I didn’t expect her to—I knew she’d talked to hundreds, if not thousands of people in the past year. But she wasn’t apologetic (as in,“I’m sorry I don’t remember you, I meet so many people–but please refresh my memory…”) Her attitude was, “Why should I remember you?! You didn’t buy anything!”
She was scornful about her former work. “Yeah, I’m way past that stage now. I marked it down and got rid of it. I’m into this work now.” Her tone almost seemed to say, “Get over it!” She didn’t care to explain it, either. You either got it—and bought it—or she didn’t have time for you.
I inquired about smaller works. She practically sniffed. She said she couldn’t be bothered with making small pieces anymore. It was much more lucrative to make bigger pieces, and charge more.
Someone else entered the booth, someone who could obviously be taken more seriously as a prospective buyer. She turned her whole attention to them. I left her booth, crestfallen.
I kept my postcard of that artist for many years. I kept track of her progress as best I could (pre-internet days.) I’m not sure why. Maybe I was hoping for a glimpse of that sweet, more accessible, more grateful young woman I’d admired so much before. Artists change, their art changes—I got that. Maybe I was just hoping her next sea-change would be for the better.
In time, though, the memories of that last day I saw her, overshadowed the first. I tossed the card. I’ve all but forgotten her name.
At the time, I was bewildered. Now that I’m an artist, too, I can sympathize…a little.
I’m not always crazy about my older work. But I respect the fact that I loved it when I was making it, and that people that bought it, liked it, too.
I know there is more money to be made with the wall-sized fiber work. I know that I couldn’t afford my work! But I know there is worth in my smaller work, too.
I know I can’t support myself just on sales of $25 necklaces. But sometimes, when things were really tight, it was those same inexpensive items that kept the cash flow going.
I know many of those people purchased work back then for less than my wholesale prices now. Still, it was their hard-earned money, and they chose to spend it on my work.
As far as my collectors go, I appreciate what they ALL did. They all loved the work. They all believed in me. They all wanted to support my efforts. They bought something because they loved it, and they wanted it, and they felt it was worth it.
I may forget their names, but I am astonished and delighted that they have not forgotten mine. When they share a story about their piece, or even bring some of those ‘ancient works’ back in for repair or a redesign, I make a point of thanking them for collecting me from the beginning.
They are the people who helped me get where I am today. And I will never forget them for that.
Perhaps we all have days we dream of being so financially successful, so famous and respected, that we don’t have to worry about the tedious little things in life anymore.
But people who love our work, people who support us in so many ways—by purchasing it, by recommending it to their friends, by telling us what it means to them—these people are not the “tedious little things in life. They are part of the “big thing”. They are what got us to this wonderful place, a place where we can make the work we love and share it with the world.
Remember that, and you will always respect your collectors, large and small.
When is a stupid question from a customer not a stupid question? You can read my latest column at the Fine Art Views website here.
A great tip on customer care just in time for your summer shows!
Last week I made my first little dog artifacts.
Today I have pics of my very first dog pack. I love them so much already! I stayed with a very ancient-looking prototype, with long snout, upright and slightly cocked ears, and a curly tail. The curling tail seems to be the discerning characteristic of a dog versus a wolf or coyote. I could be wrong, but I’m going with it for now.
I also have two little otters who are different from their brethren. Their backs arch up. I think they look like they’re doing that thing kittens do, when they arch their backs and hop sideways. And look–see the tiny toes on this one’s feet??
Deciding if you should do a wholesale show.
When people ask if they should do this big-name show or that new wholesale show, I think of that old song by musician David Bromberg….
“A man should never gamble
more than he can stand to lose….”
(From his song, “Diamond Lil” on the Demons in Disguise album.)
This question came up again in a forum I frequent, and this is my response:
I haven’t done the ACRE show in a few years–I did their first show in Las Vegas, and stopped doing wholesale shows soon after, after about seven years of doing shows like BMAC (wholesale), ACC Baltimore (wholesale/retail) & ACRE Las Vegas (wholesale).
Here are some points to consider:
1) Wholesale shows are EXPENSIVE. And even a good wholesale show is with an established reputation and good management, is not a sure thing. Used to be, but not any more.
2) First year shows are notoriously dicey. An artist friend with 30 years in the biz recently told me, “Never do a first year show or a show you can’t drive to.” I’ve learned the hard way this is excellent advice on both counts.
Wholesale buyers are still being cautious, and buyers at first year shows are the most cautious. Adding travel costs and shipping costs (for your booth) on top of that and you can easily spend $5,000 on a show with no guarantee you’ll get the orders to even recoup your investment (let alone enough to make a profit.) I don’t know where you live, but that’s something to consider.
3) Who are your customers? Who do you hope to find there? Years ago a good wholesale show would draw from stores and galleries across the country. Now, more buyers tend to stick close to home. So there MIGHT be buyers from all over, but it’s MORE LIKELY the buyers will be local. So…are stores in Orlando and Florida your target audience?
4) Have you done any shows at all? Even smaller, local ones, just to tweak your booth, display, selling skills, support materials?
I’m all for people going for their dreams and dreaming big. But you say you’ve only been in business a few months, and you’re still in the process of “building a website, creating a collection”, etc. Doing a wholesale show is a huge outlay in money, time, energy.
Are you–and your business–ready??
You might be one of those people we read about who takes that leap and flies. But doing a wholesale show is a HUGE leap, one that’s daunting even for people who already have some experience doing small shows, doing wholesale, etc.
Almost all shows across the country, retail and wholesale, have taken a hit in attendance and sales. And $3,000 is a lot of money. So…..
5) Can you afford to gamble $3,000–and lose?
My advice: I think the smarter bet is to take advantage of the Visiting Artist/ABI program. I was actually a guest faculty member for ABI, and it’s a good deal.
The critique will be helpful (though remember, even expert advice is still just one person’s opinion). They can advise you on all kinds of wholesale matters: Are you sure you’re making an adequate profit on your product? Do you have reliable sources for supplies? (If one critical supplier drops out, can you still make your product?) Are you solid on your production schedule and shipping procedures? Are you familiar with industry standards re: billing, payment, terms, etc.? Do you know how to qualify your buyers?
And you will get a chance to actually visit the show.FWIW, I think the most educational thing any craftsperson can do (who wants to do a wholesale show) is to VISIT THE SHOW FIRST. You’ll get to see what the deal is, you’ll be able to see how many buyers show up, and you’ll get to talk to exhibitors (if they are not busy and if they are willing, of course).
I wrote a entire series on how to wholesale on my old blog, but this new series I did on how to “half wholesale”–get started building your wholesale biz before doing a major show, may be more helpful to you. You can see links to both series here.
And all this information was before selling on the Internet became a “big deal”! Add in all you know now about websites and selling in your own online store, and you’ll be off to a good start