ArtSites Updates

A few weeks ago, I was on a panel at the "Work of Art" Conference organized by the Arts Council of Surrey.

I was asked what are "appropriate" commission fees when negotiating with Art Galleries.

Unfortunately, one artist had had a "very bad experience"! :-(

So, I thought I'd create a series of articles that highlight some "negotiation" tips, techniques and considerations! ;-)

Most galleries will take a 50%-commission on any artwork they sell.

The reason this percentage is so high is because it should cover the gallery's costs and afford the gallery some profit.

However, some gallery owners are asking for high commissions AND requiring artists to pay expenses UPFRONT!

For me, this is a HUGE red flag!

If you pay upfront, the gallery is getting money before even proving themselves.

You want the gallery to have an incentive to SELL your work, NOT collect fees with the "promise" of future sales.

In essence, you want the gallery to have the same financial incentives as you!

I.e., when a piece is sold, you BOTH get paid! :-)

Now, sometimes galleries will say that they'll take a lower commission and ask for money upfront to balance the financial equation.

As I said above, this reduces their incentive to SELL your artwork.

Once again, I'd be cautious of galleries focused on getting money upfront.

Quite honestly, you are better served with "pay for performance" contracts.

If a gallery really thinks they can sell your artwork, they should not be afraid to have a commission-based agreement based on their performance.

And, while I'm talking about performance .... ;-)

I'd also recommend including ongoing performance milestones for longer contracts.

The reason for this is that many galleries will do a great job selling your artwork when they FIRST sign you.

BUT, are they still ACTIVELY promoting and selling your art 6 months later?!

You may want to have clauses that allow you to change representation if they don't maintain certain levels of sales.

This gives you flexibility if you find a gallery is "slacking off" ;-)

Remember, you don't want to lose momentum because your gallery changes its "artist focus".

Those are a few of my initial thoughts ...

I'll continue this discussion next week with more pointers, e.g. increasing commissions, sharing customer lists, and negotiating how much artwork you'll supply.

If you have any questions or experiences, please send them to me so that I can include them in my future articles!

Here's to being a well-prepared art gallery negotiator! ;-)

(And, speaking of galleries, you may also want to check out our previous article, 5 Tips to Consider When Dealing with International Art Galleries.)