Demos for the public?

[Dave Hilty]

We are holding an Open Studio next weekend with the public invited and of course our network of show/gallery/ attendees.

I want to plan/script the demos for maximum impact. I want to strike a balance between complex & time consuming pieces and easier but quicker to complete pieces. We have limited space in the studio so if we stretch out making one piece I'm afraid there will be too big a buildup of folks wanting in while those that are in are wanting to stay to complete a piece.

Sales will be in another building on our property so this won't be a choke point. I'd like suggestions from those of you who have handled this situation for the general public as opposed to students or collectors who will stay for a longer demo.

Thoughts & suggestions appreciated!

[David Paterson]

Whenever I am working, people visiting my store/studio are able to watch.

Many, perhaps most people, seem to have a short attention span.

5 - 10 minutes maximum.

Occassionally, someone will watch for up to half an hour or more, but during that time there were many people who came and left.

One thing to consider is what you are hoping to accomplish with the demos. I would assume you are, in part, trying to establish the value of your work.

If I make a glass ball in 5 minutes and it sells for $25, I will often get someone asking how many of them I make in a day, which is really a way of trying to figure your hourly wage. This of course is a meaningless question in that they have no idea of the costs involved. :)

However, if the buying public thinks you are making a fortune by selling a 5 minute piece for $25, you haven't accomplished your objective of supporting the value of your work.

With more complex pieces, this type of question/calculation doesn't happen as often, and people are often impressed at the sweat and physical exertion that goes into a larger piece, even if they don't stay to watch it from start to finish.

Hope these observations are of some help.

[Peter Bowles]

It depends on how many are in your team. If it is just you and an assisitant then stemware is always a good thing to make - either wine glasses or candlesticks are good to watch and they are pretty quick to make.

If you keep them all clear you can talk about how much extra work goes into making coloured pieces that 'unfortunately take too long to make on occaisions like this'.

Have a few bottles of wine at hand and some soft drinks, a fwe nibbles and you will keep them there a while longer and make them feel more part of it.

We sometimes get someone from the crowd to jiggle with some glass on the end of an iron just with some tweasers- and they always seem happy when we call the piece 'flying swan in distress' or 'flying swan with bag of apples'...its a nice ice breaker if you have a porridge audience.



Pete

[Wes Hunting]

We've had our "Open House" for quite a few years now on Thanksgiving week end. We do it as part of a 3 day gig with the rest of our small towns merchants and artists. I view it these days a mostly a pain in the ass, but we do make good money and it is a good excuse to clean the shop. My shop has a closed doors policy all year except for this sale. I find it allows people to watch us work, at a particular time, so they are not showing up, with out invitation, the rest of the year.
A couple of years ago we attempted to make" the worlds largest
xmas ornament" as a goof. We put it in the local paper, word spread and as a result had 800 people show up at noon on saturday....
I would never do that again.
We make stems and other stuff I usually dont make just to have fun. I really dont like working in front of other people, besides my crew.

[Doug Chaussee]

Wes,

So, how did the biggest ornament turn out????????

[Doug Sheridan]

Make pieces that you want to sell. We've found that work sells before it's cold, or they will go buy what they just saw being made.

[Paul Thompson]

Sometimes the resident artist / owner is doing the demos and answering questions or letting the assistant (me) answer questions and describe the process. A couple years of Toastmasters helps in that respect. At another studio, the owner isn't working the glass -- he's in the crowd handling explanations, schmoozing, and making sales. There were 3 of us taking turns making pieces.

I agree that things like ornaments are not a good idea. If you're selling ornaments for $20 each and it takes a couple minutes to make one, people might start doing the math.

The best pieces for maximum "ohhhh wow" effect are spins: either rondels or floppy bowl or vases. What's important is to get the crowd prepped for the spin. Let them know in advance what's going to happen and about how long it'll be before it does happen, just in case they want to use the bathroom, get a cookie or they're on a schedule. If they have a visual image of the glass moving dramatically, they'll stick around. Announce when the final heat is being taken. At one demo, a lady turned to talk to a friend and when she turned back about 15 seconds later (after seeing her friends eye go WIDE), the piece was all spun out and she declared "awww I missed it".

Pumpkins are nice if you use an optic mold and put on a stem using a reducing color then torch it. Seeing the metallic sheen come out under the torch is pretty dramatic. Plus it combines molds and a little solid work. Flowers for the same reason, plus you can streeeetch out that stem. I'm guessing that a crackle piece (plunging into water) might be pretty dramatic too. Many people seem fascinated about color application with frit.

[Wes Hunting]

Originally posted by Doug Chaussee
Wes,

So, how did the biggest ornament turn out????????


Its around 4 ft in dia. and sitting up in the attic of my shop.
We rolled it in 2 bucket of old murini and cane scraps.
The hard part was the 4 gather hook so it would hang right.
I think I posted a picture a couple of years ago on CW but got accused of photoshoping. All in all it was real time stupid fun.

[Rob White]

One thing that helps hold people's attention durning a demo is someone interesting to narrate what is going on. This helps visitors understand what is going on during the action. The right person will interject history, trivia and little jokes to keep the mood lively and remember to keep the terms from getting too technical.

Rob

[Scott Novota]

Ok having actually done about 15 of these little demos over the last 3 years I actually finally have something to add to the board. Then again it may be of little or no value.


#1.
We have found anything that takes longer than 30 minutes is a big looser. It seems that if you can make something the takes longer than 20 minutes people loose track of the time involved but suddenly remember if it takes longer than 30 and you loose them. Shoot for the 20 to 25 minute mark on larger things.

#2. If you use color try something that strikes from a clear. IE Copper ruby red or K- Alabaster is a great one. When that Kugler Alabaster cools and strikes you will get a bunch of "Did you see that thing change?!". We always get the strike on a floppy bowl to go right before we do the spin. IE> let it really cool down before that last heat so it strikes to get thier attention then spin that baby to woo them.

#3. Bit applications keep peoples attention. They always love fish for some reason because of all the running around and bits. Not really fast, but lots of action.

#4. Put someone on the Mic that can perform for the crowd. Keep the conversation going on the Mic and keep them into exactly what is going on. It is better if the person really understands what is happening.

#5. Have fun, relax, they are here to have fun...you can have some as well. Play with them a bit. Make something and just drop it on the ground and shatter it. Blow out a huge bubble and spray it will water. Light something on fire. Again have fun. I have seen the one of the best glass blowers I know lock up while doing something in front of a crown and some of the worst work it like a showman.



Scott.
.

[John Gilmor]

Our studio is open to the public 7 days/week. Our gallery is also open 7 days/week. There is a large double door in between them. Lately it seems those who watch don't buy and those who buy don't watch. Many of our best customers don't even care that the studio is right there. It is good for husbands and keeping kids out of the gallery. And it doesn't make much difference what we are making, most people have a very short attention span. It is rare that someone actually wants the piece that is being made.

[Dave Hilty]

Thanks guys for all the great advice! It helps to put things into perspective.

[Steve Stadelman]

Originally posted by John Gilmor
Our studio is open to the public 7 days/week. Our gallery is also open 7 days/week. There is a large double door in between them. Lately it seems those who watch don't buy and those who buy don't watch. Many of our best customers don't even care that the studio is right there. It is good for husbands and keeping kids out of the gallery. And it doesn't make much difference what we are making, most people have a very short attention span. It is rare that someone actually wants the piece that is being made.

Totally weird, that goes directly against the grain of everyone else I know here on the west coast or in Hawaii.

[Eben Horton]

Originally posted by John Gilmor
Our studio is open to the public 7 days/week. Our gallery is also open 7 days/week. There is a large double door in between them. Lately it seems those who watch don't buy and those who buy don't watch. Many of our best customers don't even care that the studio is right there. It is good for husbands and keeping kids out of the gallery. And it doesn't make much difference what we are making, most people have a very short attention span. It is rare that someone actually wants the piece that is being made.

I find the same thing at my studio. Most people who show the most interest in what we are making and ask questions about the process rarely purchase anything but a class or 2. Those who I would call my collectors dont care as much if anything about 'how its made'.

I wil say that my gallery is busier when we are blowing glass simply because it attracts attention and with the doors open, its obvious we are open. When we are not blowing and the doors are rolled down, some people assume we are closed.

[Jon Myers]

people are funny.... In my experience I can usually tell when I'm going to sell a demo and usually I have an idea what they will buy and what pricepoint I should aim for. I usually talk the crowd up to see if there's any biters or if it is a school moving through (to use a bad metaphore) and act accordingly. Look at their jewelry and shoes. If they have spent more than say $300-$400 on shoes they are in the market for some full priced fancy shit. With these folks they may or may not show interest but the fact that they are watching in fancy shoes makes them good prospects (they could, after all, afford to do whatever struck their fancy, not just what's free). Do something that looks like it might end in a big pile on the floor and when you pull it off the fancy shoe people will buy and come back with their friends and talk how they had no idea what was involved. Works even better if you pick it up off the floor and make it nice (whatever nice is). If you make it look really hard you can score food and drinks as well as sales....

[Steve Stadelman]

Originally posted by Jon Myers
If you make it look really hard you can score food and drinks as well as sales....

What? Do you con them into running next door and getting you fried chicken and beer?

[Scott Dunahee]

if I had fried chicken and beer next to my studio, I'd never go home.

BSD

[Jon Myers]

Originally posted by Steve Stadelman
What? Do you con them into running next door and getting you fried chicken and beer?
heh heh, you just got to look parched after the show. If you don't make it look easy no-one will be tallying up your hourly....

[Rick Sherbert]

Originally posted by Jon Myers
If they have spent more than say $300-$400 on shoes they are in the market for some full priced fancy shit.

I wouldn't know what a $400 pair of shoes looks like !!?

[Pete VanderLaan]

Originally posted by Jon Myers
Look at their jewelry and shoes. If they have spent more than say $300-$400 on shoes they are in the market for some full priced fancy shit.

*************
Jon is on the money here. I used to do nothing but look at shoes when doing the ACE. Good shoes= upper end sale.

Shoes like mine= a conversation wherin you are pronounced "Really talented".

[Rosanna Gusler]

ditto on shoes. rosanna

[Brice Turnbull]

John Gilmore - "Our studio is open to the public 7 days/week. Our gallery is also open 7 days/week. There is a large double door in between them. Lately it seems those who watch don't buy and those who buy don't watch. Many of our best customers don't even care that the studio is right there. It is good for husbands and keeping kids out of the gallery. And it doesn't make much difference what we are making, most people have a very short attention span. It is rare that someone actually wants the piece that is being made."

---------------------------------
We are 6 days a week, with a similar experience.
I'd say I've sold 5 or 6 pieces from a demo in the year and a half we've been operating this open studio. Many more people want to take a class. Probably 40 -45 people have asked about classes.

However!
Several locals bring in their friends to see some hot glass whenever they are visiting, and often one or both groups will buy something. It's odd though - if they watch for more than 5 minutes, it seems less likely they'll buy something.

With passersby, I often will 'take a break' after a piece when more than 5 people are watching. Both my wife and I talk to the folks, and this at least gets them to remember us. I had to learn that retail takes months and years to build results, but the more building I do each month, the better we'll do 8 or 10 months from now.

So I'd suggest short demos (10 minutes), and a short break to meet the people and talk about your finished work. Also, make sure they know you sell your unique handmade glass all year. And if you make the demo day an annual or quarterly event, they will probably start bringing friends to see you. And then it will probably increase your future sales average.

Scott is right - relax & have fun. I don't do crazy stuff like breaking glass, but I do talk about what I'm doing the whole time I'm working, and people generally like it!

[Brian Gingras]

This was actually what took down the studio we built in NY. It was a great "draw" at the arts village...plenty of people hung out around the half walls to watch, when we finished a piece we would then watch them all go get a beer, no one ever went into the gallery part...they sold less than $1,000 in 8 months! I'm so glad I only built the place, and didn't own it!

[Doug Sheridan]

I guess we are unique in that the demo leads to sales quite often. 3-5 times a week we are shipping the piece someone saw being made. More often than that we sell cold items we are making in the shop that day. Otherwise, why demo? Maybe it's a numbers thing, we get around 5,000 peeps a month watching demonstrations.

[Scott Novota]

After reading this I asked a friend of mine that is a big arts person that I had sold quite a few things to over the last couple of years what is going on. He is very very high end...think Hermin Miller and Knoll everything in his houses(yes 3 of them). He has the money in piles out in the back yard.

Anyway I had noticed that he went from buying to watching. He had gone from buying tons of stuff to only buying the really good stuff...IE> my favorites. So I asked last night after reading a bunch of these posts.

To make a long story short he said some of the magic is gone. It is very impressive but there is a "that does not look that hard" to it. He also now knows what it takes to make things so he has some knowledge about what is going on. He still buys stuff it is just much higher end and stronger tighter work than mine. He knows more and buys less but what he does buy he spends more on.

Maybe once they see it done the magic goes out the window a little bit.



Scott.
.


PS. Also we figured everyone will watch for free, those that are going to buy will buy either way. The fence people might buy something they got the pleasure of seeing done. Will we ever actually know what the hell is going on?

[Jon Myers]

Originally posted by Rick Sherbert
I wouldn't know what a $400 pair of shoes looks like !!?
If you look at the shoes and think Hmm, those look expensive they are $100-$200 shoes. If you look at them and think damn those are ugly ass shoes, $200-300. If they are "ugly" AND uncomfortable looking they paid top dollar. Single stich cobblering, odd shape lasts (the thing they shape the shoe over), nice materials, clean clean soles, no wear on the heelpad. If their jewelery has a lot of finishing work done on it they are wearing nice shoes. Honestly that is how I learned shoes, I would ask about the jewelery and when I got the fancy fancy I would check out the shoes and soon enough I could spot them across the room.
As Scott's friend pointed out, it's a show, you wouldn't pay for cable if all they had on was the same damn program....

[Steve Stadelman]

I really wish all of you guys that have never met Jon could. Having him stand in front of you and talk about crap like "Ugly Expensive Shoes" is a standup routine all it's own.

[Dave Hilty]

Ran from Noon to 5pm Sat. & Sun. We had 150-175 people each day. Sales were well beyond our expectations.

The Demos were a hit & the studio was overflowing on several occasions. We alternated between vases incorporating trails, reduction, trimming etc. and solid-worked snowmen. numerous examples of folks wanting what they saw made. Some folks came back the second day to pick up the piece they saw boxed on Sat. Same thing on Monday with 2 buyers coming back to pick up pieces they saw made on Sunday.

We had a lot of fun & a very successful event. Thanks for the tips from all of you on how to handle the demos.

[Scott Novota]

That is great. Glad to hear that it went well.


Scott.
.

[Brice Turnbull]

Hey, fantastic!
Well done Dave & crew!