A reader (and good friend) took issue with some of my comments in my "GETTING STARTED #13 What is Consignment" entry a few days ago. She raised a good point, too--not all stores that operate strictly on consignment have "low energy".
That is true. Some consignment stores have TREMENDOUS energy.
The store in question is the Fiber Art Center in Amherst, MA. It has great energy, though all work is sold on consignment only. Linda Ruehl Flynn manages the shop as if it were her own, and she is a dream to deal with. ANY BUYER or MANAGER with this kind of energy is a good person to deal with.
(P.S. I'm using the term "buyer" as the person who makes decisions about what work will be sold in the store--even if they are not actually "buying" the work but consigning it.)
Another great consignment store I've worked with is the Cambridge Artists Coop in Cambridge, MA. Again, great energy, wonderful buyers, beautiful displays. A pleasure to deal with!
And one of my first accounts, Handworks in Acton, MA, owned by Glenn Johnson. I've consigned and wholesaled with Glenn, and he is wonderful to work with.
It depends on the energy of the buyer, not just the selling mode. A buyer/manager/owner who totally "buys into" their store has more energy that someone who doesn't care as long as they collect their paycheck every week. Because some employees, believe it or not, don't connect "selling the merchandise" with their paycheck!
"High energy" people do. They are emotionally, philosophically or financially invested in how well the store does. That translates into store energy.
(By "high energy", I don't mean to say people who are quiet, thoughtful or unobtrusive are "low energy". They can be also be effective salespeople or managers. It's about them loving and appreciating and RESPECTING the store and its inventory, whether that is cheery upbeat love or thoughtful, reverential love.) (Is that clear as mud? Sorry!)
I've been in stores where they only wholesale, and the buyers are are not as invested in the biz. I've had accounts where the buyer love, love, loved my work, and then a new buyer came on board who only kinda liked my work. And I never got another order from them again. That subtle lack of enthusiasm about my work translated into low energy about my work.
P.S. I'm not blaming that buyer, because I know other factors were involved. But its also obvious that the buyer who LOVED my work generated more interest in it with customers. It's a concrete example of "high energy/low energy".
And the ultimate proof of "high energy, low energy".... Years ago, a store consigned my work, some knitted toys I used to make. Then they decided to special order a custom design and paid me outright for it.
A year later, a new buyer called me, asking me to come pick up the work. She informed me a slightly condescending tone that "it just wasn't selling" and they didn't want it around anymore. (I had been in the store earlier, and guess what? My work had been stuffed in a basket and pushed under a table. Now I wonder why it wasn't selling?)
I asked her if she wanted something different, and she said, again in a bored tone, no, obviously my work wasn't a good fit for the store.
I said I'd be happy to take the work back, but I was confused--it wasn't a good fit?? They had SPECIAL ORDERED this design. And they had already paid for it in full. I'd be happy to take it back, but my return policy clearly stated all returns had to happen within a certain time, for exchange or credit on next order only--which had expired about, oh, ten months ago.
She woke up on that one. "Wha....??" She stammered an apology, and hung up. The next time I went into that store, I saw my work prominently displayed--and selling.
When there was no store money tied up in the work, it was "not working." And when money WAS tied up, there was potential.
So rather than take my word for it, think how you feel when you walk into a store you're thinking about approaching to carry your work.
Are the salespeople hanging around talking about their date last night with nary a glance in your direction? Or are they busy dusting, arranging work, talking excitedly about the new work that was delivered that day?
Do they give you a minute to gather yourself when you come in, then greet you and let you know they're available if you need help? Or do they pounce on you with that bobbily, "Can I help you? Can I help you find anything" before you've even gotten through the door?
When you ask about a piece, do they say, "I dunno, I'm new here." Or do they enthuse about the work and comment on the process ("He's got this wonderful new glaze, we're all so excited about it!") and share something about the artist?
You know when someone is happy to be here, and when someone isn't. And if they aren't happy to be here, then sales will suffer. No matter HOW they buy the work.
