Buyers Market of American Craft "Sell Your Art"


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The Philadelphia Buyers Market of American Craft is the nations only wholesale market for handmade objects made by artists from the US and Canada. Each year more than 7,000 gallery and boutique owners and 1,000+ studio artists converge on Philadelphia for a weeklong convention of workshops and buying.

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  • The Buyers Market of American Craft is the largest marketplace for handcrafted gifts, decor and jewelry made in the United States and Canada. More than 7,000 art galleries, resort shops, jewelry stores, museum shops and boutiques purchase works from more than 1,200 exhibiting artist studios.
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  • When we take a look at gallery types and profiles we noticed that the most successful business models. Tom Markusen, former Professor Suny Brockport is represented by galleries he found at the Buyers Market. These include LeKae Gallery and Earthenworks. His pricepoints range from wholesale values of $400-$2000
  • Back in the 80’s… the idea of varied pricepoints or venues outside of the art world was looked upon with distain by academics. Not so today. You can easily step from one market into another without losing value of your brand. With our step-by-step guidance they find a path to success and along the way they make fewer mistakes. We’ve helped thousands of artists, dealers and organizations.
  • Design your line based on what is NOT currently in the marketplace.
  • These are all common and even legitimate ways to promote your brand and your work.
  • Buyers Market of American Craft "Sell Your Art"

    1. 1. Our Community <ul><li>The artists we work with are highly skilled in both </li></ul><ul><li>art and business </li></ul><ul><li>They work in all media including glass, metal, clay, fiber and 2D </li></ul><ul><li>The work ranges from </li></ul><ul><li>$10 to $10,000 wholesale </li></ul><ul><li>They view their galleries as partners… not patrons </li></ul>
    2. 2. From Your Studio to Market <ul><li>Step by Step </li></ul><ul><li>Guidance </li></ul><ul><li>One-on-One </li></ul><ul><li>Mentoring </li></ul><ul><li>1,800 </li></ul><ul><li>Success Stories </li></ul>
    3. 3. The Market for Art <ul><li>The Buyers Market is organized by media and sectioned by price from </li></ul><ul><li>$10 - $10,000 </li></ul><ul><li>Production </li></ul><ul><li>Ltd Edition / Series </li></ul><ul><li>One-of-a-kind Works </li></ul>Thomas Markusen, former Prof Suny Brockport. Represented by LeKae Galleries, Earthenworks Gallery. Price range: $400-$2,000 wholesale
    4. 4. Selling… or Selling Out? <ul><li>Selling the creations of </li></ul><ul><li>your own talent, skill, and imagination </li></ul><ul><li>isn't like any other business venture. </li></ul>
    5. 5. Should I wholesale? <ul><li>More studio time. </li></ul><ul><li>More time at home. </li></ul><ul><li>Llower expenses. </li></ul><ul><li>More profit. </li></ul><ul><li>Do you need to plan ahead? </li></ul><ul><li>When you retire… can you sell your business? </li></ul><ul><li>The only way to build your brand. </li></ul>
    6. 6. What galleries offer <ul><li>Purchase Net 30 </li></ul><ul><li>Promotion </li></ul><ul><li>Advertising </li></ul><ul><li>Confident Collectors </li></ul><ul><li>Increased Value </li></ul><ul><li>Consistent Income </li></ul><ul><li>National Representation </li></ul><ul><li>Brand Credibility </li></ul><ul><li>Museum Contacts </li></ul><ul><li>Corporate Acquisitions </li></ul><ul><li>Prestige </li></ul>Grovewood Gallery, Asheville NC
    7. 7. Attendee Types… <ul><li>Contemp Craft Galleries </li></ul><ul><li>Fine Art & Frame </li></ul><ul><li>Museum Stores & Curators </li></ul><ul><li>Catalogs </li></ul><ul><li>Non-Profit Galleries </li></ul><ul><li>Interior Designers </li></ul><ul><li>Architects </li></ul><ul><li>Landscape Designers </li></ul><ul><li>Fine Jewelry Stores </li></ul><ul><li>Designer Fashion Boutiques </li></ul><ul><li>Online Retailers </li></ul><ul><li>Media / Press </li></ul>
    8. 8. Buyer Profile… <ul><li>Average Size: 2,000 sf </li></ul><ul><li>$600,000 Annual Volume </li></ul><ul><li>Owners: 37% Former or current studio artists </li></ul><ul><li>Terms: 80% Net 30, 20% Consign </li></ul><ul><li>Area: 25 miles </li></ul><ul><li>Style: 75% Contemporary </li></ul><ul><li>Price points: $50-$5,000 </li></ul>New Morning / Blue Spiral Gallery, Asheville, NC 20,000+sf
    9. 9. Buyers Market FAQ <ul><li> </li></ul>1,200 Studios 8,500 Buyers 45 Million Sales 85% Return Top 200 Shows in America Tenure
    10. 10. Free Services <ul><li>Daily phone support </li></ul><ul><li>Web page 100 images </li></ul><ul><li>Arbitration assistance </li></ul><ul><li>Direct mail to galleries </li></ul><ul><li>Advertising design </li></ul><ul><li>Sales Training </li></ul>
    11. 11. First Steps… <ul><li>Market Insider E-News </li></ul><ul><li> </li></ul><ul><li>Workshops & webinars </li></ul><ul><li>Subscribe to </li></ul><ul><li>Niche magazine </li></ul><ul><li>Subscribe to </li></ul><ul><li>AmericanStyle </li></ul>
    12. 12. Next Steps… <ul><li>Attend the Arts Business Institute this February. </li></ul><ul><li>Create clear goals and a detailed timeline. </li></ul><ul><li>Connect with a local wholesaling artist or gallery mentor. </li></ul><ul><li>Identify the gaps in the marketplace… </li></ul><ul><li>and fill them. </li></ul>
    13. 13. Tips: Dali to Dale <ul><li>Books, Posters, Videos,Calendars, Postcards, Ties, T-Shirts, Kiddie Craft Kits and even… </li></ul><ul><li>“ authentic” Itsy-Bitsy Sample Art Pieces </li></ul>… and let’s not forget celebrity stunts!
    14. 14. Beyond consignment… <ul><li>Artist Assets </li></ul><ul><li>Objects </li></ul><ul><li>Appearance </li></ul><ul><li>Extended Terms </li></ul><ul><li>Memo </li></ul><ul><li>Delivery </li></ul><ul><li>Collector List </li></ul><ul><li>Gallery Assets </li></ul><ul><li>Advertising Dollars </li></ul><ul><li>Event Promotion </li></ul><ul><li>Space </li></ul><ul><li>Collector List </li></ul>… negotiating tips that work!
    15. 15. Finding Collectors: 101 <ul><li>FaceBook Fan Page </li></ul><ul><li>FaceBook Groups </li></ul><ul><li>FB Museum Pages </li></ul><ul><li>Twitter & Twellow </li></ul><ul><li>LinkedIn Groups </li></ul><ul><li>Google Images </li></ul><ul><li>Flickr Search </li></ul><ul><li> </li></ul>
    16. 16. Niche Magazine <ul><li>The ONLY guide to gallery & luxury retail management. </li></ul><ul><li>25,000 Readers </li></ul><ul><li>200 artists works featured in every issue. </li></ul><ul><li>Gallery success stories. </li></ul><ul><li>Featuring American Made and Canada Made art and fine crafts. </li></ul><ul><li>Online art marketplace & artist catalogs. </li></ul>
    17. 17. NICHE Marketplace <ul><li>*1,800 Studios </li></ul><ul><li>*3,500 Retailers </li></ul><ul><li>*7,000 Objects </li></ul><ul><li>Sell to galleries from </li></ul><ul><li>the comfort of your </li></ul><ul><li>home or studio. </li></ul>
    18. 18. A MERICAN S tyle Magazine <ul><li>5,000 Newsstands </li></ul><ul><li>500 Galleries </li></ul><ul><li>35 Partners Museums/Orgs </li></ul><ul><li>35,000 Paid/Requested </li></ul><ul><li>50,000+ Press Run </li></ul><ul><li>125,000 Readers </li></ul>
    19. 19. City Arts Tours <ul><li>100 </li></ul><ul><li>City Arts Tours </li></ul><ul><li>500 </li></ul><ul><li>Gallery Pages </li></ul><ul><li>2500 </li></ul><ul><li>Free Gallery Listings </li></ul>
    20. 20. Should I sell at retail fairs? <ul><li>Can you get into the “right” shows every year? </li></ul><ul><li>Can you find the right customers? </li></ul><ul><li>Can you get top prices for your work? </li></ul><ul><li>Is your work the type that requires your personal selling skills? </li></ul><ul><li>How will you handle more time away from home and studio? </li></ul>