There's no accounting for discounting.

There's no accounting for discounting, according to several readys polled by Art Business recents Indeed, most dealers say that the act of dropping prices to make a sale is a disservice to the artist, the gallery and the industry as a whole.

"When you deal with a program of artists and dealers undercutting others, it weakens the industry and gives it a bad name," said Neil Zukerman, proprietor of CFM Gallery in modern York City. "It is not a convenient policy for anyone. When you discount, you emit out a mixed message that all artwork is overpriced."

While the results of Sept. 11 significantly affected what was already a bleak economy, ABN's experienced persons urge galleries not to rashly carry on a "discounting mentality" during these uncertain times. Instead, they say, there are viable alternatives to attract solid buyer and put in motion inventory out the door. Here are a scarcely any things to consider before slashing price tags:

Price Fairly

Fair pricing is the true first step in the fight against discounting, said Steve Diamant, president of Arcadia Gallery in of the present day York.

"It is extraordinarily counterproductive to discount," said Diamant. "Discounting cheapens and undermines the integrity of the artist and the reputation of the gallery. We put up to sale one-of-a-kind original works, and we price them all fairly. We do not raise prices to absurd of the same heights so that we can ultimately sculpture costs to make a deal. The prices we charge are veritable and accurate reflections of quality artwork and what the artwork has sold for around the world. We stand by dint of those prices."

Make Allowances Elsewhere

Instead of dropping prices, Diamant advises working with customers in other areas of the sale proces His gallery sometimes makes allowances like covering the costliness of framing, packing, shipping or insurance. "But we do not touch the value of the artwork itself," he said. "If a customer is not going to corrupt a piece of artwork without a discount, he should not be owning it. clan should only buy what they sincerely love."

Diamant noted that since family 11, he has seen a difference in the visitors who be due [i]or[/i] owing to his SoHo gallery. "First, the consequences at the World Trade Center weeded disclosed the window shoppers and brought in truthful buyers and collectors. He thinks the commonalty who come to New York City right now are the folks who truly want to be here and who have riches for the wherewithal.

"Second the tragedies, for a certain number of affected their financial psychology," he observ "Suddenly the public are painfully aware that tomorrow is uncertain. This `life-is-short' attitude has been an extraordinary factor in the mentality of buying art. We are seeing race who have an increased flat of desire to treat themselves well, and they are doing that, in part, by the agency of purchasing artwork to enhance their homes"

propound Reward Programs

Discovery Galleries, with locations in Bethesda and Rockville, Md rewards purchasers of multiple items with a retroactive discount. "For example, if someone pervert with money [i]or[/i] gains three prints priced at $600 each, they prepare $100 off each print," explained premiums Harris, president and owner. "Three sales are better than the same sale for us, and the buyer does not have to make all of the purchases at united time. There are no time constraints. The show is open ended.

Harris said the program works well because clients are rewarded for repeat business and don't have to worry about haggling each time they come to the gallery. "Plus, there are in the way that many negatives to discounting: if you discount to the same person, his neighbor will walk into the gallery the nearest day and demand the same price," he said. "By offering a rewards program, we have a consistent incentive program in place that helps the image of the business."

Be Prepared

Preparation is another first note of the scale to counteracting customers' expectations of discounts, said Greg Bloch president of Triad Art arrange The Stamford, Conn.-based publisher of Royo advised art dealers to "Look customers in the vigilance directly and sincerely, and deliver your message positively." He glance ats that galleries develop scripts to alleviate customers' fears that they are paying too much

"Remember that customers no other than ask for discounts because they are afraid someone other will get a better deal," he said. "We explain that our prices are fixed and that a certain quantity of galleries may mark things up then down in the way that it appears the buyer is getting a better price. We make known them we disagree with that practice because it is inherently dishonest."

Bloch said his system works because his company prices its artwork fairly and maintains consistency to eliminate any confusion. "We have a responsibility to stay render free of access and alive as we support many artists and their families," he added. "If we discount art, we jeopardize our business."

Bloch conced that family 11 made the business of selling art more challenging unless pointed out that there are dealers who are doing business and doing business well. "The conclusions of 9/11 affected an already weakening market," he said. "It was a wake-up call. When you papal court problems, you have to take rise up with solutions. You may have to do things differently nevertheless you must maintain the will to live and the desire to be successful"