The Artist to Gallery/Middleman Relationship
(This article is
fairly long. If you don't like to read,
and unless you
have some in depth interest in such topics, you may not want to go on)
THE
GREAT HIDDEN SCANDAL...
Let me say first --To all
those in the art business who sell the work of artists, be it originals or
prints, including art show owners/promoters, and art associations… If you are
of the few who genuinely treat artists fairly in business, and
respectfully -- You have my utmost of respect, and I applaud you! You are
an example of how things in the art business should be done, and with
particular regard to how the primary players… The Artists, should be treated,
without whose work and accomplished skills no one would have anything to show,
sell and make a living from.
The words from most of
those who are gallery owners, dealers, art show promoters, art publishers, and
any other art middlemen, as well as the stage props and costumes (the fancy
brick and mortar galleries, the costumes and demeanor of any of the
middlemen/salesmen, anything… to purvey the illusion that they are (or must
be…) knowledgeable, legitimate, and representatives of the highest order and
professionalism for the Artists and their works) is largely what forms
almost all of what so many people in society know concerning the workings of
artists to gallery/middlemen business relationships. This, like so many
things, is and has been by careful design. As an artist who like so many
others, and for so long, has felt the sting of many incredibly unjust
situations in the process of making a living in a business controlled so
greatly by others, as well as hearing my fellow artists experiencing the same
-- I will go to offer here a much different picture, to those interested in
knowing the truth, quite different than what would ever be given or
admitted to by most all of The Middlemen.
First, I think it’s
important to say that as the title mentions, there is a great scandal
existing within the subject. It has in fact been going on for a long
time, maybe to one degree or another, since the concept of such a working
relationship between the players was invented. It is my purpose though,
to speak primarily about the here and now, and within context to my own
lifetime of accumulated knowledge and experience with the subject.
Besides saying that there is a scandal, I should say also that it is a hugely
covered up scandal. But before going into details of it, let me first
go about explaining whom the players are:
The Art Middlemen as a group in general;
Are people who aside from
the more sophisticated names they commonly refer to themselves as - i.e., Art
gallery owners/directors, art publishers, art show directors/promoters
etc.–These would really be more accurately defined as – Middlemen, agents,
retailers, and salesmen. Their role in the art business is as their true
occupational names suggest – They market and sell art. Expertise in what
they do has been established for most, by their education and/or work lives
having been focused on their subject, selling and marketing. Some are
very good at what they do, others are not, but what they have in common is that
their focus is, more than anything else, (including away from art) the
practices and thinking common to selling, and salesmen. As they’re chosen
particular product to sell is art / creative works, people would (and do,
unfortunately) naturally think that they’re knowledge of the subject must be
very extensive. The truth is, it most often is not. A very, very
few may know a lot having considerable and legitimate expertise, some may know
some, but most only know enough to disguise the fact from the
majority of the public, who generally themselves are not knowledgeable enough
to know the difference.
Lack of general awareness
to that fact is the first tool, within a toolbox of many others, to which the
middlemen/salesmen utilize towards they're ends (and only their ends) in the
art business. Knowing 'enough', to camouflage the fact that they actually
know very little and are by no means experts, to the general public walking
into their gallery etc., could be learned/memorized in a day or two, and by
anyone from a former used car or shoe salesman, to a retired doctor or
corporate big-wig. Of which there are
some of those as gallery owners/collector/dealers, as well. And where to their particular usefulness,
they further hoodwink the public into believing what must be their great
expertise on art, since the accolades of their prior professions and wealth
say… 'Well, they must be very knowledgeable'. Wrong.
So what about others who
are gallery owners? The nation is full
of art galleries, coming and going (most going), and most are single location
businesses and owned by individuals, not corporations. One of the reasons there are so many, is
because of the fact that opening an art gallery is far less expensive than
opening most other retail stores/businesses.
One big reason for that is -- Because almost all galleries obtain their
inventories, the art, at no --- Zero cost.
All on Consignment from the artists whose works they show. That is a story in itself, and in how that comes
to hugely impact artists. But back on
the point at hand… What about gallery owners such as artist owned galleries…
wouldn't they have some viable knowledge about art, as well as be more inclined
to deal with other artists (assuming they show other artists works as well as
their own) more fairly? The answer to
both questions is…. Sometimes, but certainly not always, and perhaps better
put… Only rarely. A person who owns a
gallery who has gotten into art at some point (often times these are retirees) and
has done it as a Hobby on weekends, sometimes even in that, for a few months to
a few years -- Will likely have more real knowledge about art itself than the
others mentioned, but it is highly unlikely that they will have any complete
and depth oriented real knowledge about art (although there are
exceptions, so I do not mean to slight any of those). It's not that they are not interested in it, and they may aspire
to get to that point, including with their own art. And that's commendable.
They may even be more inclined to dealing with other artists whose works
they might show, with much fairer terms and conditions. But the bottom line is, when they are
gallery owners and selling their art and/or the art of other artists -- Are
they helping or hindering the public's awareness, understanding and ongoing
learning about art and what artists in the art business in general have been
pressed to work and live under? Because
whether they are a hobbyist or other artist/gallery owner, or a person 'who
just likes art' who used to be a cashier at the hardware store, or a retired
doctor or lawyer, or a wealthy man's wife who "just adores art" and
needs something to do…. any of whom might now own-run a gallery -- I can
guarantee you that most would be putting their need/desire of selling art in
their gallery, and their own profits, above and beyond anything or anyone else.
Including if the gallery owner is an artist him or herself (or self
proclaimed), in most cases they're self-interests will always go to
precluding others, even including they're fellow artists whose work they
hang on the walls of their gallery. And
making even the slightest efforts to educate anyone in the public about the
scandal that has been going on, is rare indeed. It's a further kind of catch-22 situation, because the truth is
that many if not most in this vein of gallery owners would not know exceptional
quality art and how it comes to be, any more than they would know how many
fence posts there are in Siberia.
Sadly, when it gets right
down to it, most could care less about such things, including most of the
"artist" owned galleries, of which on the scale of things, there are
actually not that many. They can run
parallel with the other types of gallery owners, who are only interested in -- Selling
the art in their gallery, at the greatest profit to themselves, using whatever
illusions might be necessary to sell the public that they are a good,
knowledgeable and reputable place/person to buy from -- Be it a small and very
austere gallery in a small town owned by a hobbyist oriented artist/owner, or a
retired bakery worker or marketing person, or… a swanky 'high-end' gallery in
New York or within some 'beautiful people' resort, either of such galleries
likely owned and/or staffed by some 'very sophisticated' looking (and talking)
costumed salesmen, or mucky-mucks of one sort or another. Illusions-illusions,
delusions-delusions.
Finally, in defining many
in the group, it should be noted regarding those to whom it would pertain, that
as a part of their interest and proficiency in their profession (present or
prior) as salesmen, they are people very active with all endeavors pursuant to the
psychology of controlling and channeling other human beings. It's much of what they do, and how they do it.
As I build a structure of facts towards the point of the issue, in order to
avoid any reader making a seriously mistaken judgment, I would like to say that
I have no inherent disrespect or dislike for salesmen or middlemen
what-so-ever. In fact I admire some of them in what they do as
experts in their chosen field, although regretfully not as many that sell art,
as those selling other things in other endeavors.
The Artists;
Are in general of course,
those who are creative people who produce artworks. While all artists including
those who do their work more as a hobby or avocation are also impacted from the
topic issue, I will go into discussion here more in reference to those artists
who are professionals, such as I have been for most of my working
life. I will also not go into the bottomless pits of discussion and
opinion about what is and should deserve to be titled as art, and what
isn’t/shouldn't - What is good and/or exceptional art, and what isn't - Who is
and should have a legitimate claim on being noted as an artist, and who is not
and should not be. For purposes here at least: A professional
artist is one who has or does make his/her primary or sole source of living
through the production and sales of his/her art. Interestingly, there are
many in the general public who don’t realize that there actually are
artists of this professional definition. Then there are others who would
not recognize the endeavor as a legitimate working profession in any
case. Many of these believe that whatever art they see on display and for
sale, is the work of hobbyists or those who make their primary living in some
other field. Others can look at a piece of art, such as a painting
hanging for sale in any sort of venue, and not even go so far as thinking about
that it was produced by anyone, or understand that perhaps what they are
looking at is the work of a person who has spent much or all of his/her
life developing the ability/talent to be able to produce what they're seeing. These kinds of things could be cited as major
Fallacy #1, which ultimately goes itself to causing harsh consequences
to those who are in fact professional artists, most of whom are in continual
struggle to put the food on the table, and as they continue to pursue their
passion and offer their very best to the buying public.
Artists can also be
clearly defined in ways other than as commonly thought of. They are both
innovators and manufacturers of product goods. They are businessmen/women
who own and operate their own small businesses. They are involved with
all of the duties and responsibilities inherent to maintaining a business, just
as it is for others in any business. In addition, a large focus is in the
creation of their works and the continuing development of it. This comes
from the root of their greatest interest, but also because the particular goods
they produce to make their livings are not necessities and not manufactured on
an assembly line (although… some do that, and sell it as otherwise) or by
robots, and are a luxury to most people’s definition or circumstances.
Art as a profession is extremely competitive. Aside from the typical
lifelong self-passions of constantly seeking to better their work for their own
fulfillment and drive, artists are faced with certain realities. They
must strive to making their work the best it can be at any given time in their
working lives, in order to have best chances at survival for their business,
and any chance at survival or a decent living for themselves and their
families. Most artists unfortunately do not have much or any latitudes of
safety nets, cushions, or ability to absorb losses in unprofitable time spent,
materials bought, or anything else costing but not rendering a return. They
are, for all practical purposes, living on the edge and living with far less
than most, in comparatives to most other fields (including non-professional
jobs) in their returns for true work efforts, and for the skilled expertise
they’ve acquired to do the work, which most have paid dearly for, including in
economic and standard of living sacrifices over many years.
I believe most artists
have at one time or another, in seeing the news of others in society who make a
living in things other than art, who themselves are having/have had
difficulties and have complaints over returns to them from their own particular
work, who then often come to better success and having such concerns rectified
in whole or part, through their making vocal note of it to those who might be
in control, or even through their unions and public at large -- That Artists,
naturally making comparatives with these other folks to their own similar
plight of difficulties, -- Have felt absolutely amazed many times, at either
their complaints, or… the comparative (to artists) luxury of their gaining
positive outcomes for themselves from
their complaints and making their inequities known. Also, to many Artists, since it would be considered a luxury
(since they rarely see it for themselves), it is amazing to see that others in
other professions/work who make efforts to protect / better themselves, is a
common awareness in society and therefore is allowed as both accepted and
legitimate… for them. But regardless of the amazement and a fair
amount of lament in essentially being shut out of such norms, and taken for
granted by so many others - Artists go about their business and producing their
work, for as long and as well as they can – perhaps over a lifetime -- where
they are forced to accept the differences to them, as well as the generally low
awareness of that situation from their fellow human beings. This does
not come because artists have some ‘Hollywood’ movie oriented like for
suffering, but because -- 1.) It comes with the territory in the business as it
is and has been made to be… by those of financial advantage who are largely
in control of the business, by lack of societal awareness of it from
what they have been misled to believe, or that they simply do not care.
2.) That serious professional Artists are committed to their work, and that as
people with a passion for their work, they are not prone to being
quitters. All of the above from the end of fallacy #1 to this point, I
will offer as fallacies #2. It defines much but certainly not all, of
what so many people in general are completely unaware of and have in their
misunderstandings or flawed definitions/perceptions of artists, and the art
profession.
However, there are some others
who are very aware of the above, and put together with their own
particular interests and work expertise, have found the situations as a ripe
opportunity. To some degree these are the profit/investor art
collectors, but for the most part ---- They are The Art Business Middlemen.
THE SCANDAL
Given all of the above as
a preface, here are a few question(s); Between the two parties, Artists / The
Middlemen, which do you think would be the most prone to developing strategies
in business between the two that would bring them profits at the expense and
even the potential poverty to the other? Which of the two would be more
likely to have such tendencies, based on their field, it’s inherent practices,
and the personality types involved? Which of the two would therefore
have a vested interest in
maintenance of such a scenario, and as a part, doing everything possible to
keep it unrecognized or under wraps from the general public? Which of the
two is in a vulnerable position to being exploited and threatened into
submission to it, by the other? I think the answers should be easy for
most anyone. How about Artists in such
things? The way I see it, have seen it;
Greed, huge egos, self-centeredness, and a lack of ethics in how one treats and
deals with others -- Has no boundary limitations to any one group. Artists are no exception to being able to be
about such things. But as much as many
as the other aforementioned types of people, and within their activities in the
art business? No, nowhere close.
None-the-less, there are a fair number of artists who are about such
things and conduct themselves in such ways… ohhhhh yes. I have seen, and been the direct recipient
of it on more than one occasion from such 'fellow' artists. As just one example; Many years ago
when I was a free-lance illustrator in the SF Bay Area, I was a member of the
SF Society of Illustrators, a fairly noteworthy group of working
professionals. We had a club show one
year of member's works, to be hung in the ground floor lobby/entrance to a SF
office building, in the heart of the city.
One of the instructions/guidelines to all members was - 'To hang your work on the provided panels in
the lobby, come early! Space on the
panels as well as where/which panels, is to be on a first-come first-serve
basis'. OK, so I went early, and
driving from across the Bay where I lived, in order to try and assure a good
spot for my art. Hung my allowed
several pieces, and went out to get a cup of coffee down the street. Came back, shocked to find that my art had
been removed from the panels I had hung it on, and put on another panel towards
the back of the lobby and facing away from the building entrance as well. Turned out that one of my 'fellow
artist'/illustrators, who had come in later and while I was out for coffee,
took it upon himself to take my art down, to replace it with his own, moving
mine to the back. I was livid, but I
did not want to cause a scene. My
'fellow' artist and one of his cohorts said "Well, I've/he's been in the
club longer than you have, and I've/he is also on the board of
directors". Hmmm…. Never did see
that kind of note as part of the instructions or rules about the show (no one
would have tolerated it as a rule set before the show), as well as that I was a
dues paying member as well, and thinking back now, I believe at the time I
was also on the board of directors myself.
Unbelievable pushiness, ego's, and one-upmanship I have seen from time
to time by fellow artists, sad to say, but very true. But nowhere near the extent of such things from artists, as from
the other people in the business I have already referred to. And, I have no doubt that while not all,
many of these particular artists who have been about some such things, have
probably been driven to it, in their minds anyway -- By way of being faced with
trying to make a living -- while faced with the core and brunt of all such
things bearing down on them from the middlemen and all the rest, including many
buyers who have expectations from artists such that they (artists) may as well
be degraded into being sidewalk street merchants from a 3rd world country,
where a nickel and dime bargain and negotiation is fair game, and completely
apropos.
For the purpose of
explaining details of ‘The Scandal’ in the easiest fashion, I will list below
practices common with so many of The Art Middlemen, and the subsequent effects
to artists, the art business, and in fact to the public at large. The
list is not necessarily in an order. Also let me make it clear again, I
am not suggesting that all middlemen, be they in the art business or some
other, are of the type being described here. There are some that
prescribe to a different standard of ethics in business, are fair-minded
people, and who genuinely care about the fair treatment and
respectfulness shown to artists. However, in my experience as well as
that of so many other artists, the reality is that those are very few and far
between.
1.) In order to sell their work and survive, obviously
artists (in the fine arts) must have their works on display to the
public. The Middlemen are in a very powerful position in that
endeavor. They almost entirely control the walls of display – Be it
gallery walls, art show and auction walls, and the ‘walls’ in the published art
print market. There are some rare exceptions to that, such as artists who
have broken off from the norms of display & marketing by showing in their
own galleries/studios, or a very few successful (and exclusive.. they too are
very, very protectionist, and where incredible ego's can abound) artist groups
being established who self-control the showings of their works. And now, those of us who have taken
advantage of the Internet, showing our work on our own websites. Most
artists however, are consumed with the time and energy needed to producing
their work. They rarely find opportunity or time to take the matters of
display & marketing of their works completely into their own hands, and/or,
they are largely intimidated into an acceptance of the controlling Middlemen
norms.
The Middlemen dictate the terms and conditions:
A) Galleries and other
middlemen charge artists high prices for their work being placed on the
walls. Galleries typically demand anywhere from 40 to 50% commissions on
each sale. I have heard of others requiring even higher, all the way to
70%! Art show promoters/owners charge significant fees to artists, as
well as commissions on show auction sales, and where the terms to
artists in show auction venues are typically a total ‘set up’ to the artist’s
works being forced into a wheeling and dealing free for all. Art
publishers typically not only give pittances of returns to artists in
comparison to their own profits, but they also write/force contract terms and
conditions typically putting the artists returns into speculation, and last but
not least, the artists freedoms as independent business people into a form of
bondage.
B) Galleries, dealers, and
art show people with very rare exception – Do not buy art from artists to then
resell. They take it in on ‘consignment’ with no payment what-so-ever to
artists up front. They have the incredible luxury of stocking
their retail stores/venues with inventory, cost free. The products of
this inventory represent major investments of time and labor by the
artists. They also represent many out of pocket costs to the
artists. Art materials, framing, and all other overhead expenses
associated to the art having been produced and ready for display, are not free
and not cheap. One of these, framing, is worth mentioning in so much as
that -- The Middlemen typically not only expect it to be provided by the artist
and that it is of high quality, but that this expense to the artists is
something the artist will not likely be allowed to recoup in the price/sale of
the art! On the other hand, the Middleman will be gaining a profit
from it at the time of the art selling. In concert to this, and along
with commission rates, The Middlemen typically dictate (either directly or
indirectly) to the artists what retail prices will be set on the
artist’s works. This of course renders any possibility of the artist
having any ability to controlling his/her end returns being viably profitable,
and/or even being able to recoup his/her costs – as nonexistent.
C.) As if A and B
were not enough, there’s more. Typically, The Middlemen dictate when
the artists will be paid, after when and if one of their works has sold –
Usually later than sooner (Why not use the artist’s assets some
more?) Further, The Middlemen can typically dictate that the artist
will not be allowed to sell his/her art themselves, either out of their
studios or from other retail outlets in a given area, or sometimes
anywhere. They essentially take over the artist’s freedom and
rights/needs as an independent business. The Middlemen typically require
the artists agree to having their art loaned out to potential buyers "on
approval" when such requests arise. Meanwhile, the artists have a
significant investment of their work in a holding pattern to their receiving
any compensation from it. If wheeling and dealing bargaining comes up
from a buyer, The Middlemen will ask the artist to lower his/her price –
They will rarely if ever accommodate the bargain, by way of lowering
their commission. Most of The Middlemen will commit to as little as
possible (most often, going too essentially… nothing) to expending time or
funds to promoting the artist. Those that do make any expenditure in
promotion of an artist, will do so with such expenses being utilized as
legitimization that the artist accept even worse case (to the
artists) terms/conditions forced on them by The Middlemen. In
other words, any costs in promotion will ultimately come from a subtraction in
the artist’s returns -- which have already been made into a ridiculously low or
next to nothing return. More often than not, The Middlemen will make all
decisions as to where on the walls (in whatever venue it may be) the artist
works will be displayed, and other things pertinent to the quality of display
effecting odds of sales -- To which the artists are in the most dire
position, their works being in the consignment scenario, of which the work is
not mass produced, and to which they must wait for any possible return.
My Gosh… many of these same Middlemen actually dictate to the artists what they
should paint, or, strongly ‘encourage’ what they should paint.. if… they want
their work on the walls and promoted! I’m sorry, but that in itself runs
totally contrary to the best in art being created, from artists who are
creative individuals, and where the best art comes about from their freedom
to do create/paint what they want to, including factoring in, yes… their own
careful choices/decisions (which, if they are serious artists and/or
professionals, they must do at a reasonable level) on how saleable it is or may
be.
Finally, The Middlemen, be
they gallery people or art show/auction people, will not share with the
artists the names of any buyers of their artwork! The obvious reason for
this is they do not want to risk artists going to buyers directly, cutting The
Middlemen out of other sales. While that could be a legitimate concern,
there would be other ways of accomplishing the need. The method used
however, puts the artists into a further loss. They are cut out of the
valuable return in business of the development of buyer’s lists, to which
their works and investments have been instrumental in producing.
Additionally, artists are prevented from having a knowledge of where their art
works have gone and are existing, which historically in the field, is
important to any ability in showing such information of their life's work
and careers in publications or retrospective shows.
2.) The Middlemen do not allow any of the above
to be put into fair consideration of discussion or negotiations with
artists. Should an artist raise any of these issues, even to attempt to
see if they might be negotiated on and with all politeness, The Middlemen have
long established lines of rhetoric or tactics (not the least of which is their power
of their walls in any case) to sidestep or quickly evaporate an artists attempt
to protect his/her interests. For example, on the issue of overhead
expenses -- The Middlemen always speak at great length of this on their
end, as legitimization of their terms and conditions. What they will
not speak of, or allow in discussion of an equal fashion, is the
artist’s end of this issue. The artists in fact have much more at
stake in a total of overhead costs, investments having been made, and risks
inherent in the consignment dictate scenario. But The Middlemen are very
adept at evading, denying or steam rolling the facts.
3.) The public at large has been, and remains almost
entirely unaware of all this. We are living in an era where the issues of
workers rights, fair business practices, and unethical/unfair exploitation of
occupational groups, is not uncommon to being raised in public awareness. This
of course is a good thing where it is legitimate, and many who have had
their plights rectified, have come to finally having their lives bettered and
injustices to them attended too. They may not have had all of their needs
and rights repaired, but they have at the very least had their situations
become known to the public. They have at least had their plights reported
and become known by society at large, which gives the start of some odds in
their problems being focused on to possible remedy.
Artists as people and as
an occupational group have unfortunately not come anywhere close to having the
same situation finally come to them. Why? --- Aside from the nature of
artists being largely independent people, and from one another, inherent to the
sort of work they/we do – and, in context to the business as it exists, and has
largely been made to exist by others (The Middlemen) in a dog eat dog
scenario ----- The Middlemen have a vested interest
in keeping everything just the way it is --- Including all the details,
discussion, or news of it kept out of the public eye. Should any of it
rise even the slightest bit in any rare occasion, The Middlemen have all the
tools of their rhetoric, and their power, to quickly camouflage it, deny it,
and bury it.
Aside from the ongoing
effects of this to the artists, it is a situation having a hugely negative
impact on the quality of culture, as art being an element. As Art and
artists are being controlled greatly by The Middlemen, the outcome is something
entirely different than if it were otherwise. The contributions of art
coming into cultures enrichment – Which art – How much art -- Is being greatly
moderated by the controls and powers of The Middlemen in the business, and over
artists.
So what is there to do about this?
Artists who are ‘set’
financially, either by other means, or perhaps having attained fortunate
greater notoriety/fame in their careers, are of course not as impacted by the
whole situation, at least in their own lives. Although I will say for
these, that for the sake of caring about the profession as a whole, they certainly
should be concerned about these issues, and actively pursue rectifying them in
the ways they can. To not do so, say with attitudes such as -- “I have
mine, so I could care less about this or other artists being affected by it”.
Or… “I’m protecting my turf, I could care less about the impact of this to
other artists”…… Let me say for these types artists who have this attitude
while basking in the fortunate positions that they are -- While I might have
great respect for some of them in their work, as far as my opinion of them as
human beings I would say… Well, maybe I won’t say, here.
But for all artists who do not have the above advantages, I would
offer these thoughts and suggestions which I believe would make a positive
difference --
1.) Artists themselves need to know the truth
and facts of this situation. Amazingly many do not, or,
have not faced up to it for themselves.
Certainly art students do not know, and it's highly unlikely that the
powers-that-be in colleges will educate them about it. Knowledge is power
- Ignorance makes you vulnerable, and sets up bad odds for success. Along
with artists already working, certainly beginners and students need to know the
facts about these issues. Artists can go for many years not understanding
this situation, ‘spinning their wheels’, and resulting in a huge waste of time,
money, and sacrifices to themselves, and perhaps their families, that they
might not have had to suffer (or at least as much of) had they known what the
real deal is in the art business. I say
'might not have had', because in this business, the old saying 'there's no
guarantees' to success and security, is certainly applicable even if an artist
has become 'street wise'. Art Schools,
Instructors / Teachers, be they in institutions or ‘workshops’, should take the
high road, and offer some instruction to their students about the subject - at
bare minimum, at least when asked or when the topic(s) are/should be
raised.
2.) Artists need to understand and accept the fact
that they are in a business - Because they/you are! They must
approach any and all venues/middlemen for selling their art with that in mind -
Totally. If an artist insists on only playing the role of -- “I’m an
artist, and therefore I do not have any interest in the business details side
of it at all (including his/her own returns)”…. You will pay the price for that
‘movie script’, and you will set yourself up to being fully vulnerable
to all those who are more than willing to exploit that mindset and
naivety, towards their own profitable returns and off of your
talent and work.
3.) Artists need to stand up and take charge of
their own destinies as much as is possible, insisting on maintaining their
rights to control their own businesses, and business scenarios which will have
a direct impact on their careers and lives as a whole. There are almost
always compromises to be made in doing business with other players. But
the bottom line is, that it has to make sense to an Artists own needs and
vested interests, not just the other side. That is… if you are
trying/needing to put the food on your table with sales of your art.
How much an artist is willing to compromise on say, terms and conditions given
by a gallery or art show promoter, is going to vary depending on the particular
situation of each artist. But even an artist in the most dire need to
show his/her work anywhere, just to get it somewhere to be seen (i.e. the
weakest position) -- Should still be very scrutinizing on everything,
and everybody connected, in the pure business sense, towards the decision of
whether or not to become involved with a particular venue or middleman.
Artists should, and they have a right too, respectfully ask all
pertinent questions to the owner/manager of the venue, which will have an effect
on their business interests. And… to get actual answers to the questions,
not evasions or hype, or accepting listening to BS intimidation tactics
indicating that they are out of line to even ask such things. I won’t
list them all here, perhaps another post at some time. But they should be easy
enough to figure out, assuming an artist has taken on the serious
mindset of thinking best odds of their interests being served in any
arrangement/terms/conditions with an art selling venue. At the same time,
being reasonable and logical enough to realize that the venue owner also has
a legitimate need to make decisions and agreements that will allow him/her
reasonable odds at reasonable profits. If an artist becomes faced with
bad terms/conditions with a less than reasonable venue owner, all the way to a
“It’s all my way, or nothing” type, you will know that’s the case fairly
quickly -- assuming you are doing your job of taking a close look, asking the
right questions, and not getting mesmerized by your need, or ego driven
desire, to just get your work on the walls at any and all costs.
Remember…It’s not going to serve your most important needs to making a
living, which would include the expenses of continuing to do your art,
if sales of your art from any venue do not return you enough, after the
expenses/commissions to the venue, or, the time they’ve taken to sell it
etc. And certainly the same, if they do not have the expertise,
commitment, and/or following of customers, to sell it at all! You cannot
go to the grocery store, load up the basket, and go to the store manager saying
“I don’t have any money to buy this today, but hey… my art is hanging in a
gallery”. Etc.
4.) Among other questions to gallery venues, artists
should take a look, and ask, how many sales are made on average a month? And
since it is the art business and that can vary widely in any venue, ask for a
look at many months. You don't know if
you will be told or shown the truth, but it's still worth inquiring about, if
for nothing else to show the middleman in front of you that you are not a
naïve, easy pushover wet-noodle, an easy target for taking advantage of.
Also, ask the question of how many original works are sold, in comparison to
print reproductions (if the gallery sells both)? Many galleries sell
primarily prints, even though they might have originals on their walls.
If you are in more need, or complete need to sell your originals, then
obviously a venue/gallery that only or mostly sells prints, is not going to be
a good odds venue for you to be involved with. Just another important
business question and decision.
I believe the answers to
the topic problems here, ultimately must come from the artists, and in the form
of educating the public about the truth of the situation, as a first
step. Because the general public, those with interest in art, and
ultimately the Buyers of art, stand to make the most difference to the
problems, if they can become widely aware of it, and through that, bring
the power of their pocket books down to bare on those in the art business where
these problems come from. The problems being solved will probably not come in
my lifetime, if they ever really do, because the system and powers-that-be are
so deeply entrenched. But for what it’s worth, while there are those who
may be making their own efforts as well and perhaps far better than I can do
it, I have made my best effort here. I would not feel good about going to
my end without having tried in at least some small way to make a positive difference.
I'm in the later years of my life, and
in all honesty have not been active in the business for a while now, due to
'crossroads' that came up to me some years back. But the positive in that, is that it gives me a feeling of some
additional latitude to discuss this subject, and perhaps with a little more
bravado -- Because at this point, I frankly do not give a #*=t about what anyone would want to argue as
contrary and as a challenge, and if I can provide some positive impact through
offering what I know is the truth, coming from my own lifetime of experiences
as an artist/creative person, as well as that of others I have known, then that
is what matters. I will say, that there
is no automatic guarantee to art middlemen, be they galleries or whoever, that they
either will make a profitable successful business for themselves. They do
have their own problems to face in the art business, as well as having expenses
involved, and the rightful desire to prosper. I have no lack of
understanding or fair reasoning to such things, to the nature of free
enterprise, capitalism, and that there are no guarantees in life. The reader should also understand that
neither I nor most any other artists I know who would speak about the issues
here do not/would not do so either as ‘whiners’ to norms typical to
business, or in the notion that such ill situations are unique only to
artists. And as I noted at the start of this writing -- For those who
would by definition here, be they either Art Business Middlemen, or even Art
Associations -- If they are of the all-to-few who genuinely treat
artists respectfully and fairly in business…I have the utmost of respect for
them, and wish them great and continued success. However, for those of
the ‘other sorts’ (they well know… who they are), as for This Artist, and
regarding my own work and life -- Take a Hike!
I would give the reader a
challenge to proving out the points made herein: Pertinent to, for
example, galleries that have successfully been in business for a period of
years --- A question for you --- Between the gallery Middlemen, and the artists
whose work hang on their walls; Which of the two most often drives the
nicer cars, has a home (or the nicer home), has such things as health and life
insurance, can afford brace’s for their kids teeth and can send them to
college, and have money in the bank, including retirement savings etc. etc.
?? Check it out, or let me save you some trouble in doing the survey ---
The answer is with only rare exception -- The Middlemen / Salesmen, just
as it is with middlemen in the art shows/auctions and the art print publishing
business.
So what is there to do
about this?; By art
enthusiasts/looker’s, from beginners to long-timer’s -- My hope is that with the knowledge you will
----
1.) Try to seek out art galleries or other outlets
displaying art, including art shows (and certainly, artists directly in their
studios), who deal with artists in a fair and respectful way. Ask others
who might be ‘in the know’, or, ask the gallery/show people questions to get
some tips to find out, such as; “What commission percentage do you take from
the artists when you sell their work?” They may refuse to answer you, or,
frankly lie, but it never hurts to ask such pertinent questions when you are
interested in such things… The artist(s), whose work you might be wanting to
buy. If you’re looking for art you like and might want to buy, patronize
these art businesses and their artists -- Along with getting a nice piece of
art you will enjoy, you will be supporting good and fair art business people,
and of course the artists whose work hangs on their walls, and will now hang on
one of yours. If you find a piece of art you want to buy in galleries or other
places where you do not know how the artists are treated, … Try to find out
where the artist him/herself is located, and make the effort to contact them
yourself about their art. Additionally and perhaps even better yet, seek
out artists who wisely exercise their rights to sell their works themselves,
including through their own galleries, or their “open door” studios, and now
with the internet thankfully having come into play, artists who show their work
online, such as I do myself.
2.) While any ‘brand’ of artist will surely appreciate
your purchasing their work, including hobbyists, don’t forget to seek out and
patronize artists who are working professionals. Remember…they are not
doing their work for a little extra pocket change - many if not most of them
(excepting those born wealthy, or through some other means have such a
tremendous advantage) are literally trying to put the food on their
tables along with all else, with sales of their works. And lastly, Please,
for the sake of all serious artists, and the cultural value of art -- Do not
patronize outlets and ‘art shows’ such as those that advertise on TV… “Coming
to a location in your area” (usually hotels/motels -- and where they used to
call themselves ‘Starving Artist Sale’, now changed to something else, no doubt
because of flak they received from that degradation to all artists), where the
"art" they sell is actually from overseas such as China, where
such "art" is often produced assembly-line fashion, such as
for example, one person paints the sky and shoves it down the line to the next
person who paints the grass… and so on. If you like it, and want to buy
something in venues/outlets such as these, that of course is your right to do
so. Just remember, that the above who and what, is who/what you
are patronizing with your dollars, while there are many, many serious
artists in this country and others who do wonderful work available to you, many
of whom are struggling to make a living. Assembly line originals
(actual ‘paintings’, not prints) are not art… it is assembly line garbage.
That would be the same for prints from/of such ‘originals’, or, from any
‘rubber-stamped’ art produced, done only to manufacture yet another quick and
cheap product to get onto the shelf - And all described/defined to the public
as “art”. It’s my guess that even the poor assembly line ‘artists’ who are
doing it overseas, are being treated/paid by their handlers poorly (and all
driven by the marketers/middlemen who buy it from them).
I hope I have shed a
little light onto the real picture for any who within the multitudes,
understandably do not know of these things, but who would be interested.
I know not all will care, but perhaps some will, and that will be a worthwhile
step in the right direction.
Wayne Snyder ©1997
Post article note, 2012
---
In the year 1999, major
crossroads came up in my life. I will
not go into specifically what, but they were to such an effect that I was
forced to put my entire career as a professional artist on the back shelf. It was that, or be on the street,
literally. I first searched very hard
(and for a year), ultimately even knocking on any door of any business in
several cities, driving street to street, looking for a job. First looking for something related to my
career and all my experience, as well as my educational degree many years
prior. Nothing. No one wanted a 50 year old guy, and who had
no backdrop as an employee, regardless of my expertise, the level of my
education, and what could have been my value to them in experience. Then, went to looking for any sort of
job, clear down to a clerk at convenience stores, or box stores. Nothing.
Same problems. Ultimately came
to the conclusion that I must try to do something in another sort of
business. Having done much of it over
life for myself and with good skills in the work, as well as others in the
family having been in such businesses, I became a home remodeling
contractor. Did that for around 7
years, until the Great Recession hit the whole country in 2007, and collapsing
my work/business in that field, as it has so many other millions of people in
their work occupations and what-have-you, all over the country. And… oh yes… there was no shortage of
garbage one has to deal with in that business as well, both from really
low-life 'big talker' competitors having no code of ethics, to wheeling-dealing
customers 'so tight they squeak', wanting for cheap (as in 3rd world prices, or
more relevant to prices 30 years ago), my quality of work, dependability, and
honesty, having learned from others by word of mouth that's what I provided. So, long story short, I've had to hang up my
tool belt and hammer, as I did having to hang up my brushes and easel
previously. Now at the age of 62, I've
begun to think from time to time about all of my art studio equipment,
supplies, as well as my existing inventory of original art from when I had to
put my career aside, all sitting safely stored out in a storage shed I built
here on our property where we have our little cabin/home. So the thought is, and has also been kindly
encouraged to me by a few others --- OK, how about starting to paint again, and
get back into the art business?
Hmmmmm……Yes, that's a question all right. Maybe I will. The actual
doing of the art was always the real joy in the whole past experiences. The business end of it all, a less than
satisfying experience, to say the least.
So if I do break out the brushes, I think I'll completely avoid thinking
about doing any business with it, at least in any way even remotely like I had
been involved in that before. Besides,
I still have around 60 finished originals stored, most of them framed, all just
as saleable as they were when I had to shelve my career 12 years ago. If someone wants to buy one of my pieces,
existing, or if I produce new ones, and with no-nonsense put to me in the mix,
sure… I will probably do that. If
someone in the business, middleman or whoever of the sort wants to show my work
in a viable venue, with no-nonsense in the proposal of terms and conditions…. I
might even do that. Maybe I should get
a guy like that one whose name was Vince, who did the Shamwow product TV
commercials some years back, to sell my existing inventory (I'm of course
kidding). He was hilarious in those
ads, doing his selling of the product, but in a sort of comedy schtick way
doing an entertaining mockery of slick TV fast talking marketers. One of his lines was something like,
"But you need to order now, because you know we can't do this all
day".
At any rate, if I do start
doing my art again one thing is for sure -- I will not waste any more of my
life's time or go to accommodating in the slightest, either middlemen or
potential buyers, who are of the sort I've mentioned in this article. Sounds like I'm a bit cranky and
bitter? No, I'm not cranky or
even really bitter about this, or as a person at all. I'm just tuned in to the facts of the real-deal, after a
lifetime of it, completely fed up with it, and no longer willing to put up with
it. Perhaps, and hopefully, the
situation will get better over time, for others.
My best to you! --
Wayne 2012
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