Artist's Guide to Selling Your Work Book

Acknowledgements     8
Preface     9
Introduction     10
The business side of being an artist     12
Record keeping
Client lists
Index of artwork
Details of sales made and sales in progress
Records of all financial transactions
Marketing
Artist's resale right
The different types of art business     17
Galleries
Print publishers
Licensees
Fine-art printers
Agents
Department stores and retail multiples
Selecting the right business     20
Personal contacts
Telephone contact
How businesses find artists     23
Personal recommendation
Direct approach
Internet searches
Degree shows, art-society exhibitions and open studios
Other businesses
Competitions and press releases
Listings
Agents
Framers
Making an approach     26
Post or email?
Conveying the right image
JPEGs, slides and laser copies
CV or summary of artistic achievements
The personal approach
Follow-up telephone calls
Meetings with decision makers
Portfolios
Choices of original work
Framed or unframed?
Oils and acrylics or canvas and panel
Watercolours and other works on paper
Keeping records
Pricing original work     40
Pricing for artists
Commission rates
Agreed fees per picture
Discounts
Instalments
Advances
VAT
Terms and conditions between artists and galleries     46
Consignment notes
Contracts
Paymentterms
Exclusivity
Client lists
Studio sales
Commissions for future work
Guaranteed sales
Artists' influence
Insurance
How long do galleries retain their artists' work?
How long do artists and galleries work together?
Copyright
Framing
Promotion and promotional costs
Transport
Bankruptcy
Gallery owners as agents
Case studies: agreements between artists and galleries     60
Selling direct     67
Studio sales
Rented gallery space
Consumer art fairs
Trade exhibitions
The Internet
Field sales
Publicly funded opportunities
Exhibiting societies
Competitions
How to make exhibitions work     74
The visitor profile
Direct costs
Displaying the work
Taking money
Sales literature
Advertising and publicity
Pre-show contact
Special offers and other attractions
Face-to-face selling
Contact with the artist
Enthusiasm
Existing customers
Body language
Closing a sale
Follow-up
Agents     83
Types of agent
Artists' agents
Sales agents
Distributors
Licensing agents
Research is essential
How to find agents
Commission rates
Appointing an agent: key points
The extent of the agent's role
Invoicing and collecting payment
VAT
Frequency of payment to agents
Copyright
Existing clients and other commissions
Marketing support and communication
Discounts
The legal position
Copyright and reproduction rights     94
Copyright
Reproduction rights
Selling permission to print
Working with publishers and licensing work     98
Fine-art print publishers
Licensees in other markets
Where to find publishers and licensees
Contracts between artists and publishers or licensees     104
The basics
The artwork
Licence or copyright?
How and where the artwork will be used
The artist's royalty
Advances, upfront payments and retainers
Payment terms
Timescale
Secondary rights and original paintings
Exclusivity
Legal details
Complimentary merchandise
Miscellaneous costs
Printing your own work     112
Commissioning a printer
Buying your own equipment
Print quality
Marketing and distribution
Marketing and promotion
Trade or direct?
Pricing
Market position
Agents
Useful contact details     119
Magazines
Exhibiting societies
Other organisations