Julie Guyot Studio

handmade ceramics

You only get WHAT?

Julie Guyot
yarn bowls at fuzzy goat

yarn bowls at fuzzy goat

I’ve had a few conversations lately with people congratulating me after finding out that my work is being sold at certain retail locations outside of my own showroom. The conversations often shift when I spell out the details of those opportunities and it occurs to me that not many people know the “ins and outs” of working with retailers. I thought it might be a good topic to write about for you, the customer.

Most people seem shocked to learn that I only receive 50% of the retail price of my work when I sell the items to a retailer. That’s right, the wholesale price (set by me) is typically 50% of the suggested retail price of the product. If that were the case, why would I bother to sell wholesale at all? Here are a few reasons why.

1.     Money in hand.

When I turn over product to a retailer I have the ability to set the minimum order that they must place. For example, a retailer must place a minimum order of $100 and within that minimum I can also add a set minimum item number such as four sets of nesting bird bowls, five ring dishes etc. The retailers that I work with pay me when I deliver the work. (*)  This means that instead of waiting for my work to sell at a location where it’s on consignment, I get the money instantly. Although I receive 60% of the price of my work when it’s on consignment, that money isn’t guaranteed and I have to worry about inventory just sitting in a shop, not bringing me any money. This brings me to number two. 

* (I won’t go into 30 net, 60 net etc. but you can Google it and know that I rarely do this because I just don’t sell that much wholesale product.)

2.     Not my problem.

Once the work is dropped off it becomes the retailer’s job to sell it. I don’t have to market/advertise for it or get people in the door. My job was to make the product and deliver it. Done. This is a reason why some people might work exclusively with wholesale orders.

3.     Getting your brand out there or getting new opportunities.

In the town where I live, my studio is located in an area where some people don’t really want to travel to. It’s a little silly but there is a certain demographic of people who just won’t come down to the studio and therefore, probably don’t know that my work exists. Working with a retailer is a way to get my handmade ceramics into the hands of a customer that I might not normally reach and if I’m working with a really good retailer, they might give the customer enough information that they will then find me on their own for other products not sold through that retailer or for a larger, bulk or custom order.

4.     Shipping Costs.

When an artist ships work out to a gallery or a shop to be sold on consignment, (also receiving only 50-60% of the retail price) typically the artist is responsible for shipping costs at least one way, sometimes both ways if the work has to be returned when unsold. When shipping to a retailer who’s buying wholesale product, the retailer pays for the shipping.

Lately, there are a few different retailers that I’ve been working with regionally and this can be tricky because of the size of the area I live in. I live in a region that isn’t heavily populated and retailers want exclusivity. They don’t want to sell a product that is available on every corner, what would be the appeal in that? Some retailers will have a certain mile radius agreement or some just want to know that your product isn’t sold in the same town where their shop is located. I’m working with a store that has purchased some of the products I normally make and sell but with a signature glaze color that fits with the concept of their store. I have also been working with them to design some custom products that will only be sold at their store. There has been a lot of input from their entire staff and it’s been a longer process because they have very specific tastes. But they know what their customers want and this gives me confidence that the products will sell and they will be placing more orders in the future.

My favorite retailer to work with is a specialty yarn shop called Fuzzy Goat in Thomasville, Georgia. The owner, Cadence Kidwell, first approached me to make yarn bowls for her and I didn’t even know what a yarn bowl was! Over the last three years since she opened her shop, she’s given me the artistic freedom to do whatever I want to with the yarn bowls that I make for her. So unlike the previous retailer who has a lot of direction for my designs, Cadence allows me to just show up with a batch of yarn bowls that may have different colors than the previous batches I’ve delivered. She likes my style and gives me a lot of leeway to provide her customers with lots of options, even if they don’t know what I’m going to show up with. I sell my yarn bowls exclusively through Fuzzy Goat. Why would I do this with her? Well, she’s been really good to me. She promotes my products on social media every time she gets a new shipment, she tells her customers about my process and she respects me as an artist and a maker. She understands the little things that go into making something from scratch and she’s okay that my work doesn’t look like it was made in a factory. In fact, she loves that. I have received several opportunities to sell larger amounts of custom work to her customers who stumbled across my work in the form of a yarn bowl. She is the perfect retailer to work with.

I don’t sell a lot of wholesale work but it is nice to have a few orders going to keep that monthly check coming in. It supplements the sales from my showroom. Would I prefer to have everyone visit the studio or website and pay the retail price? Well, yes. But maybe then I would miss out on opportunities to reach outside of my own ideas. I wouldn’t have had the opportunity to learn some business skills from really great business owners. If I’ve learned one thing about running a business over the last few years it’s that having multiple streams of income coming in is extremely important. Wholesale orders and a big wedding order are what got me through this really slow retail summer. Maybe next time you’ll decided to purchase directly through the artist so that they receive the full retail price of their work but now at least you understand how it all works.

-Julie

I'm ON it!

Julie Guyot
Remembering that last year at this time I was finishing up a craft fair and driving through a blinding snowstorm. But enjoying a hot cup of something out of a handmade mug.

Remembering that last year at this time I was finishing up a craft fair and driving through a blinding snowstorm. But enjoying a hot cup of something out of a handmade mug.

One of the things that I learned from my business coach, Elizabeth Barbour, is the difference between working “in” your business and working “on” your business. For me this means the difference between working in my studio, making my handmade pottery versus doing all the things that I don’t care for very much. These tasks can include bookkeeping, running business errands, returning emails, updating my e-commerce website, networking, re-arranging the showroom etc. These are not things that are fun for me and they’re usually not things that I consider to be at the top of my skillset. But, they have to get done if I’m going to move forward in my business and be successful.

Honestly, I’d much rather just be in my studio all of the time. Especially during a month like this one where electrical issues, backordered glazes and a broken down kiln have all got me feeling like I’m incredibly behind during this holiday season of production. So, how am I staying on track by getting the work done “on” my business today? Here are some things that are working for me.

1.  I scheduled an appointment for someone to get my gas fireplace working and the appointment was “anytime between 8-noon”. This allows me to stay at home and get all of my computer work done without feeling as if it’s an unproductive morning out of the studio. After the maintenance guy showed up at 8:15 and finished in five minutes I already had Plan B in place so I wouldn’t just throw aside my computer work and head to the studio.

2.  Plan B: When I woke up this morning, I put on good clothes instead of studio clothes. The shirt I’m wearing is new and I don’t want to ruin it quite yet with red stains of earthenware so since I’m wearing nice clothes, I’ll resist the urge to head to the studio.

3.  Have a source of accountability. I told a collaborator that I would be working on some promotions for an upcoming event and since I thrive on outside accountability, I don’t want to let her down.

4. Create a space that you don’t want to leave. Now that the fireplace is up and running, I’m definitely sitting next to it and I’ve lit a candle that smells of the holidays so I’m pretty cozy while I’m working. And yes, now is the perfect time to pull out that handmade mug and put a kettle on! Turn this into a little quiet time with a cup of hot tea.

5.  Give yourself permission. Instead of allowing myself to freak out about the broken kiln issue and what that might mean, I’m focusing on the moment and getting stuff done that is within my control. So, it’s possible that I might not be able to continue my production cycle but what about the inventory that I already have? If I don’t ever take the time to update the web shop or promote my in-store events, it’s just going to sit there so why not take this time to slow down and take a look at my online presence and fix what I can.

6.  Time blocking. I love to work in chunks of time that are usually divided up into before lunch and after lunch. I’m very food motivated. Ha. So, if I’m being honest, I’m going to try really hard to get all of the “on” the business stuff done in the morning, eat that leftover bratwurst from last night, change into studio clothes, deposit a couple of checks (yay) and then head over to the studio for the afternoon.  I know that if I had done things the other way around and gone into the studio this morning, I’d have stayed all day and none of the important things would’ve gotten finished.

And look at this...I even had time to write a little.

-Julie

 

Take Out for the holidays.

Emily Wray4 Comments


first cups for Take Out Project

No, I'm not suggesting you order a pizza for Christmas or have your holiday dinner delivered in little paper cartons.  Just the opposite.  In 2012 I will be launching Take Out Project, a way to build community through handmade ceramics.  This project will be a way to ask people to slow down and be more conscious about what they put into their bodies and to think about the vessels that hold that nourishment as it sits on the table or is cradled in your hand.  You can read more about the project and sign up for our newsletter here.

Several people will be participating in a small trial run of the Take Out Project over the holidays.  In the next few days I will be delivering platters, cake stands and cups to people in the community to use at their holiday gatherings.  I have created a Facebook page for the project so you can stay informed and see what we are doing in the community.  Please LIKE our page and share with your friends.  We will soon be putting together a fundraising campaign and we would love for you to be a part of our community project.  If you would like to help by becoming a volunteer, please send me a message.  We appreciate your support and hope you have a wonderful holiday season!!

Julie