Gregory Paolini
Posts: 17
Joined: 2005-02-22
Location: Western North Carolina
 User Profile |
All I can really do is share my gallery experiences. I sell my work through several galleries, including the NICHE top gallery of 2008.
When dealing with galleries terms are going to vary from place to place, but for high traffic galleries you should expect the gallery to take 50% commision, right off the top. You may be able to find galleries that take less, but usually it's because they don't move as much product. You're most likley going to start on a consignment basis, so decide how long you want to tie your money/product up at the gallery. Many galleries like to retain your work for 1 year, although terms can vary.
Your own shop's retail price needs to be the same as the gallery's retail price. And all gallery retail prices need to be the same. In other words, No matter where the customer buys your work, they are going to pay the same price for that particular piece, but your profit will vary significantly.
The galleries I show in have my portfolio on hand, minus contact info, and can sell anything in my portfolio, at the retail price shown on my website. Again, everything, everywhere, sells for the same price.
The terms of a sale from the portfolio vary from gallery to gallery, and range from a 10% commision, to 50% (as if I had it on their floor).
If a special order is taken (an item that differs in any way from how it is shown in the portfolio), the gallery handles all of the paperwork, as well as shipping, and in exchange, they retain a percentage of the sale, which varies from gallery to gallery. In my case it can be anywhere from 10% to 40% of the sale. One gallery I deal with is flexible on special orders, and if it's a small change, like species, they take a big commision. If it's a big change, like major dimensional changes, then they drop as low as 25% commsion. All of these numbers have to relate back to "How well does that gallery represent me?"
Also, Many galleries want exclusivity of your work. I deal with some galleries that want to be exclusive in that county, others are by a region, and others are by a radius, some of which can be 250miles or more - All of which are fine, as long as you are happy with the answer to "How well does that gallery represent me?"
If a potential customer calls you, and says "I saw your work and Jimmy's gallery, but I'd like to buy it from you" you are obligated to send that customer back to the gallery, or atleast inform the gallery and offer them the commision. They may or may not take it, but it's a trust thing, and the gallery needs to trust you, just as you need to trust that the gallery will represent you to the best of their ability.
If a customer calls you, and never mentions a gallery - Don't ask where they found out about you. Make the sale, and say thank you - You owe no one anything.
In closing, my suggestion is if you are thinking Galleries, then you need to think Product Line. Come up with a nice bread and butter item, that you can produce in quantity. You should develope this product to fit a certain price point, then cut that price point in half, to represent gallery commision, as well as your worst case scenario "Wholesale" price) Then figure our your unit cost of the item. Wholesale minus unit cost should net you atleast a 15% to 20% profit. And in that unit cost, be sure to include your delivery to the gallery.
This whole post may sound pesimistic - It's not... Many great woodworkers make good livings by selling work through galleries.. But the gallery road is not the yellow brick road.
Hope this helps
|
