Thread: selling made pieces

Hi Pete, I have sold a few pieces through galleries, the cheapest way is to get enough work that you can hire a gallery (usually for 3 weeks) for about $400 around Newcastle area. Like Tack and just did with a few friends. Other than wine an knibblies the gallery cost was only $100 each.
Alternatly you can put a few pieces into a gallery or shop and they charge commission, this ranges anyware from 25%, - 50% and up. Just go to your local galleries and ask what the going rate is.
I like my commissions (commissioned jobs), I have and pay for my web site and the people come to me. The art gallery thing is more like advertising for my web site.
There was a similar thread some time back if you can find it, I'm sure you'll get lots of input on here though. Good luck on your quest.

A bit of a minefield there pjt.
It often depends on what you make and what sort of a salesman you are. Commission sales are a real disaster but sometimes it is the only way you can get your stuff out there. I only do commission on new lines until I see how they are recieved and then either discontinue or change to wholesale only.
Selling to galleries/shops makes you jump when you see what their mark-up is, but realistically, if you do markets or other direct sales methods, you will realise that making an artefact is only part of the equation, selling it is the other part, and those mark-ups from retailers are justified for what they do for you. Work out your wholesale price and stick with that for yourself. If you cannot sell competitively on that basis, with shop markup on top, then what you are doing is costing you money!
Selling direct as at markets and festivals takes up not only your valuable shed time, but also petrol and wear on vehicles, fees and charges for the day, insurance requirements (almost compulsory these days) and probably bank charges to set up merchant services, and then if SWMBO comes along to 'help', she'll probably spend more than you make on the day. Don't think you can get away with selling at your basic wholesale price because in the long term it will come back and bite you. Work out a retail markup like a shop would put on top of your wholesale price, and sell at that, you need to be realistic about what you time is worth, both making and selling.
Unless you have that best of all the features, a 'reputation', you're going to have to get out there and sell, sell, sell as well as make, make, make. Try a combination of all the methods you can and see what works for you. If you are not a great salesman then be prepared to let other people, better skilled at that, do it for you.
There are pitfalls in everything, and as a lecturer in small business once told me; "It's not a matter of 'if' you will be ripped off, in the long term you will be, it's then a matter of how you handle it! Be prepared."
Best of luck!

Thanks Claw and Bura,
The main reason I posted the question is that a new furniture shop has opened in my area, so I sent of a couple of pics and they liked and want to have a chat, I'm aware that shops put a markup on everything, but then I was thinking what else should I know about this as an endeavour, fore armed is fore warned (or something like that)
Doing the gallery thing, Can you tell me more Claw?


Pete

PS I did do a search on selling and a few other likely words but didn't find much, any clues??

Originally Posted by pjt

Thanks Claw and Bura,
The main reason I posted the question is that a new furniture shop has opened in my area, so I sent of a couple of pics and they liked and want to have a chat, I'm aware that shops put a markup on everything, but then I was thinking what else should I know about this as an endeavour, fore armed is fore warned (or something like that)


Pete

Give them a try; if it doesn't work out well, you've just bought a lesson. If you have some stuff already, ask them what they'd like most to sell. I'd not give them a lot at first, in the beginning you're both learning about each other. You, and they, will need to see how your goods compare in quality and qualities with their other products, if they are selling dining tables at $200-300, they might not be able to handle your $30,000 masterpiece.

See Boranup Gallery for some fairly pricey furniture.

Hi Pete, I try not to sell in galleries, like we said before they want to put a lot on top. I make my pieces for a living so I need to cover my labour costs, materials, overheads etc. I have to get a sertain price to cover these. This is generaly around the maximum people will pay, then the gallery or shop has to put there % on top so if you can find a gallery where they don't put too big a % on top you have a better chance of selling your piece. Today I dropped two pieces at a gallery where they only put 25% on which is far more reasonable and the pieces are more likely to move.
What sort of pieces are you putting in? or are you making some for specific outlets. I may make a few pieces that suit the gallery, easy to fit in the gallery space and the sort of things that may sell quickly or quicker.

A point to remember when you are dealing with a shop, is that the shop is full of furniture that they have had to buy up-front as stock. When it comes to selling something, their priority is the need to turn over whatever they have their cash locked up with. Consignment is a good way for them to top up the shop's stock without any outlay and no pressure to sell. Initially it is a good way for you to get exposure, but if you sell a few pieces, talk to them about buying wholesale from you.
Another point about consignment is that they usually put a lower markup on your goods. That is a two edged sword again, depending on how much the price is a factor in the sale.
I never begrudge the markup they put on, as I said before, selling is as important as making and if you want someone else to do it for you then be prepared to pay for it. Setting a price that does not allow for a selling as well as your making component is not realistic in the long run. If the market will not accept what you have on those terms then you should learn the lesson and give it a miss. Don't discount your wages by accepting less, you'll end up working for nothing.

We've made a living for thirty years making and selling wooden stuff.
Markets are good, you get to meet the customer and find out what your stuff is really worth. i.e. if it doesn't sell then you drop the price until it does sell and then you know what your base retail price is. Plus the low overheads and immediate cash flow are nice.
Consignment is a bit of a pain as you may get the stuff returned shop soiled and damaged. Basically you are taking the retailers risk for them while they still get their regular profit and I only ever did it very short term after being caught out a few times. OK once only for a new product or shop.
Galleries are my favourite when they buy outright. The gallery does a lot of work bringing customers through the door. They will see more of the right kind of customer in a week than you will see in a year on your own. 30-40% mark-up is fair. And while the gallery is selling you are free to go back to the workshop and keep producing. (Just sold a big rosewood fish through Bungendore. Skite.)
Hiring your own gallery is another option...I haven't tried it yet but in Jan next year we will take a page out of Clawhammers and Tackhammers book and have a show at Newcastle art space and see how we go.

Hi PJT.

Depends entirely on what you are trying to sell. If its high end commodity woodturning stuff then before you approach the shops galleries etc you need to get yourself

An ABN and or ACN
Product Liability Insurance.
An Order Book
An Invoice Book
A Business Card
A full set of finished samples of the work you plan to sell
A properly printed swing tag or label to go on the product advertising your business
If its special species timber then you need a short selling story about the timber to go with the item
A clear idea of what you need in $'s per item and discounts for volume you may give.
Be ready to talk lead times for delivery and capacity to supply regularly and reliably

What you don't need to know is how much the retailer will try to sell it for. That's his business not yours
Don't sell on commission if asked to do so except for expensive one of a kind furniture items.


That should get you started into the world of commerce with your woodworking sales,

Good Luck OLD PETE

I also are in the same situation , thank you good to no about these things
cheers

Thanks everyone for the input, all good points, the business side of doing business is something I have never really got into properly, always worked for someone else so I never bothered too much, I do enjoy working as a one man band but the downside of that is having to do everything which includes the paperwork side of it, I'll have to get some help there, "Business for Dummies" and some proper advice, accountant or such.

Old Pete, Have u had a bad experience with commision selling? my path will be predominately the 'one of' style furniture, cabinets and tables and commissions if I become known


Pete

Hi Len we should get together for a chat one day when we both have time.
Pete, I had an enquiry from a lady the other day, I did a carved family tree photo frame for her a year or two back. She lives in Normanton or somewhere there abouts. She was after a harwood bar top to go outside. I told her I could find her someone closer than me if she wanted. I'm sure she would be well aware of transport issues etc. Is that the sort of work you are after?

What Old Pete said is good. You can join the Victorian Woodworkers for the best value insurance. We had a shocker on commission once. A bookshop in North Sydney wanted a spread of our toys for a booklaunch saying that they would sell them on commission. Anyway they just let the little darlings run riot with our stuff. Gave us back a thousand dollars worth of stuff messed up, dirty and some broken. No sales and no legal recourse. Ouch !
Hi Claw talk to you soon.

Good information above. Selling through galleries can be the way to go in some cases. Firstly, it means you don't have the costs of selling, and if you are trying to build a reputation, getting into a top gallery can be the way to do it. However, as others have pointed out, there can be traps. I've been pretty selective and fortunate with galleries, but was ripped off once. If the gallery or shop is ever late in paying, pull your stock out straight away.
Claw, I like your idea of hiring a space for a gallery.

Originally Posted by Claw Hama

Hi Len we should get together for a chat one day when we both have time.
Pete, I had an enquiry from a lady the other day, I did a carved family tree photo frame for her a year or two back. She lives in Normanton or somewhere there abouts. She was after a harwood bar top to go outside. I told her I could find her someone closer than me if she wanted. I'm sure she would be well aware of transport issues etc. Is that the sort of work you are after?

Hi Claw, anything like that is always worth a look and thanks for thinking of me, even if it's just the top, I do try to keep a slab or to for that sort of purpose, however, it's a bit far to go and measure up probly 4 days drive from me, if it's just a slab top, there'd be someone in Cairns or Atherton that would be even closer, I don,t know who tho


Pete