A positive way to produce sales is by carrying more than one artist from an artist representative or publisher according to Vicki Arnot. She says, not only does it help to have a wide selection of likeminded work to show consumers, but it also creates a partnership that allows for more opportunities to bring in sales. And creating opportunity is very important in this economic climate. Mrs. Arnot is co-owner with her husband Peter of Arnot Galleries/Herbert Arnot Inc., dealer of American and European oil paintings. Their showroom is located on 57th Street, between 8th Avenue and Broadway in New York City. In the vein of accommodating retailers, the Arnots have extended their hours, by appointment, during Artexpo New York, from March 25 to 28, and invite customers to visit their gallery/showroom, located just eight blocks away from the trade and consumer show being held at Pier 94. Arnot Galleries will open early, close late, and include weekend hours. An after-hours phone number has also been made available to work around show attendees’ schedules while in New York. The after-hours number is (917) 570-7910. The first two days of Artexpo (March 25–26), the Arnots are holding their annual Open House at their showroom, a short eight-block walk from Pier 94. The Arnots would also be happy to provide reimbursement for car fare.

Continuing the discussion on the benefits of carrying more than one artist from a company, Mrs. Arnot says, “‘Variety is the spice of life.’ This old saying could not be more true, especially in today’s art climate. The more inclusive a gallery is in their representation, the greater the chance to capture the interest of the art collector in search of a particular style of painting for their home, office, and/or art collection.

“We strongly feel that offering a variety of art styles ultimately makes a gallery stronger when it comes to producing sales. It comes down to the philosophy of variety creating sales. I always say it is very difficult to sell a painting that is not hanging on your gallery walls.”

The Arnots also encourage the use of their website as a sales tool when showing collectors other work that is available, as well as work by other artists that may go well with pieces they have already purchased. Artists represented include Luigi Rocca, Claudio Simonetti, Guy Dessapt, Claudia Fisher, Willi Bauer, Ray Campbell, Minthorn, and the estate of Christian Nesvadba, and more living and deceased artists.

Creating a setting in a gallery that will capture the consumer’s tastes, and present them with a wide array of work is a good way to hold the interest of collectors. “It has always been our strategy at Arnot Gallery to include almost all styles of art in our stable of artists,” says Mrs. Arnot. “Although we are best known as a ‘Representational’ gallery, when we find an exceptional artist it is to our benefit to expand our offerings to the galleries and ultimately the collectors. There always needs to be a first step in creating the lasting relationship with our clients. This is why we encourage purchases of even one painting to get the relationship started.

“Once a client, we will bend over backwards to help our galleries make sales. It continues to be all about our relationships, our mutual trust, and the spirit of working together to make the galleries stronger.”

Mrs. Arnot stresses that the ability to work one-on-one with retailers can change how work is presented to consumers. “We have long conversations where we put together portfolios for retailers to share with their clients. More and more, they are physically bringing collectors up to our gallery as they know that we will provide a professional presentation that we prepare prior to their visit. Although we feel strongly that in order to properly represent an artist’s paintings there should be at least two or three represented in the gallery, we also feel that there has to be a starting point,” Mrs. Arnot concludes.

“When you think about it, isn’t it a stronger sales tool to ask a collector who walks into your gallery, ‘which of these do you like better?’ I think so.”

For more details, phone Arnot Galleries/Herbert Arnot Inc. at (212) 245-8287 or go to: www.arnotart.com, send an email: arnotart@aol.com.