Here's an excellent question from an artist asked by an interior designer to sell at trade price (wholesale) at an ART FAIR - and my answer.  Such a good question I think I'll add a podcast about this on www.salestipsforartists.com, where you'll find a wealth of tips based on 20+ years as an artist and art rep:

Hello Mr. Harrison,
Let me start off my saying how much I love your podcasts.

I also understand the cost of selling to galleries designers, etc., and
I do understand that they deserve their 50% commissions. I also
understand that I sell for the same price when I do art fairs, except
that I get the 50% commission.

Now here's the rub. When I am at a an art fair, I am frequently
approached by interior designers, sometimes with a client in tow,
asking if I "sell to the trade," i.e., what kind of discount would I
give them.  If I were selling to them out of my studio, I would have no
problem giving them their 50% discount. However, when I have put out
the $200-$400 to be at a show and on top of that have the overhead of
my tent, display, etc., I am very reluctant to give them the full
discount. If they walked into a gallery, the gallery would not be
giving them 50%, no? I wouldn't mind 15% but please tell me, what are
they expecting? Should I offer to remove the painting from the frame? I
don't want to say come to my studio next week, for fear of losing a
sale.

Your advice would be much appreciated.

Hello Linda,

An excellent question about a situation artists may encounter at art fairs.  One of your first objectives should be to learn a bit more about your potential buyer in a way that will help make the sale and, better yet, establish a trade relationship that could lead to more sales in the future.

You might begin by saying something like this, “Usually, at art fairs the sales are at full gallery price, but I have many professional trade clients and work with them regularly once I have a copy of their current Sales Tax certificate and learn how I can provide art that satisfies their requirements and their client’s needs.  If you will tell me a little about your design firm, I feel sure we can do business.”

I suggest you step aside where other lookers aren’t listening in.  I’m assuming the designer presented a business card.  If not, ask for one or prepare to take down, or have the designer jot down on a paper, or form you’ve prepared in advance, pertinent information:  Company name, designer’s name, address, phone number, fax, email, etc.  Ask if the designer specializes – residential, commercial, hospitality, etc.  Be friendly, interested, encouraging, but businesslike.  Then ask if the designer has a copy of her sales tax certificate or knows her sales tax number.

It wouldn’t be unusual for the designer to ask to purchase the art unframed because many custom frame for their clients.  You’ve laid out the money for the frame and must decide if you are willing to “eat” that cost or have another painting suitable for the frame.

This would be a good time to ask how the designer would like to pay: cash, check, credit card, depending on what you are willing and able to accept, and if they want the art shipped, delivered or want to ‘take with.’

If you are comfortable with the information given and have a copy of the sales tax number or a business number for the design firm you can call to verify and ask to have a copy of the certificate mailed to you promptly, close the sale and collect the money. 

If a personal check is offered, from the designer or her client, ask for a driver’s license number.  This gives you some additional protection that probably varies some from state to state if the check should bounce. 

With sale closed and money in hand, ask if there are other areas in the client’s home where art is needed.  If the answer is ‘yes’ probe a little to see what other pieces may be needed, color, size, style, etc.  Then offer to set a convenient time to show more of your art at the designer’s studio or client’s home.  Try for a definite date, if possible.  You may end up selling more art to the designer and establish an on-going, productive relationship.

If you aren’t comfortable with the answers you’ve received and afraid of losing a sale, your final offer might be: “Without a sales tax certificate, I’ll be happy to offer a 15% courtesy discount on the framed price today.  If you’d like to establish a business account with me, I’ll come to your studio to show more of my work. If you purchase addition art at established trade prices, I’ll even credit the difference on this piece of art to your next purchase.”

Hope this helps,

Dick Harrison

PS:  Your artwork is gorgeous!