Michael’s Blog

Not surprising to find that Keith McCullar and I are cultural tourists, and, given our vocations, it might be more precise to say we’re material culture tourists. Though not  spiritualists, we every now and again find a nearly palpable presence visiting certain historic sites that preserve and contextualize the habitation and personal property of the original occupants. One of those places is Mount Vernon.

Despite the hordes of visitors, Mount Vernon nevertheless carefully preserves a mansion and farm that I would venture to say the nation’s first first couple would, were they to return, not only recognize as little changed but also find instantly habitable. Although George and Martha Washington had no children together, Mrs. Washington’s descendents and General Washington’s nephews constituted an enormous extended family that, upon the death of Martha Washington in 1802 resulted in the dispersal of a significant amount of the original contents of the mansion. That said, all the articles removed from Mount Vernon were instantly accorded the status of relics by subsequent owners such that their preservation was insured. Consequently, in the fullness of time, articles have found their way back to Mount Vernon in such significant numbers that one can gain a real sense, at least visually, of what life was like during Washington’s final years there.

An understanding of all this is helped immeasurably by the catalog The George Washington Collection: Fine and Decorative Arts at Mount Vernon, written by estate director of collections Carol Borchert Cadou. Along with the descriptive text, the original acquisition of virtually all the items by the Washingtons is given some considerable measure of context by the citation of family correspondence related to each item. Often it is a letter from Washington himself, either to his London agent or some such other trusted friend or relation, requesting that a purchase be made in his name. What’s particularly interesting is the frequency and specificity with which Washington, while seeking pieces of the best quality in the latest fashion, gives the admonition that, in purchased articles, any thing of a showy mien be avoided. One could say that these sorts of inclusions in the catalog might serve a hagiographic purpose, but I rather think the ostensible serves to reinforce the actual, that Washington was thoroughly the prudent, practical figure that he is always thought to be. Though knowledgeable in the ways of the world, through the catalog his possessions speak of someone who is not precisely worldly and, moreover, consciously seeks to avoid any such association. His ongoing attachment to Mount Vernon and its furnishings reflects very little in the way of self-aggrandizement, but more in consonance with a manifestation of the virtue of rural life Washington felt accorded with his own position as a member of the gentry. As a military and ultimately a political leader he knew himself to be a public figure whose every action, and every acquisition, must be in keeping with this same virtue he knew his countrymen should, and hopefully would, emulate.

My last blog entry engendered some response from dealers I know, decrying the fate of the fairs and echoing the open question I had closed with- what to do. Sadly, no one offered any particular suggestions on how to improve matters.

What was asked of me was why I thought the fairs were on the ropes, and in this respect I have an opinion, and you, my gentle blogophiles, by the fact of your reading this, perhaps can guess what the answer is. As with the retail venue, the fair is being displaced by the virtual venue. For those of you who keep track, and we certainly do, our gallery traffic is at best static, but our internet traffic- site hits, inquiries, unique visitors- increases nearly every month, and has seen a 40% increase for the month just completed compared to April, 2008. Do we have a corresponding increase in sales on the internet? Not exactly, but what I can say is that buyers who formerly traded only with us in our galleries now buy from our website. Put another way, once someone has stopped in and satisfied themselves with our offerings, they have then felt comfortable to buy online. More significantly, though, it is a rarity to find any first time visitor who has not prior to darkening our threshold browsed our website.

The problem with the fairs is that a prospective buyer who traditionally would attend to browse the offerings of a variety of dealers now has the opportunity to do so 24/7 on the internet. Where formerly it was the perception that, with the fair in town, that represented the window in which to browse and make a purchase, now no such time constraint exists. For all practical purposes, a virtual fair exists on the internet at the beck and call of the web browser.

Somehow or other, with tough trading conditions, the presumption seems to be that the art and antiques business is fusty and needs to rejuvenate, and I mean that literally, to attract younger buyers. Reading some of the advance press for a fair now recently completed made an elaborate point of this, with one of the organizers encouraging younger buyers to attend, and stressing that much of the offerings at the fair would be in a lower price bracket. The irony is that it is just that lower priced material that is more prone than anything else to being searched for on the internet.

In an effort to reinvent fairs, many have lost their character, redefining themselves as luxury goods venues, offering things like jewelry, wine futures, and classic, and new, cars. While the notion of this is to broaden the appeal of the fairs by attracting all manner of moneyed folk, it has the unfortunate effect, through its disparate offerings, of diluting the focus on art and antiques. What most people fail to realize is that, no matter how much of the ready any punter has, when they work through the fair entrance, they’ve already decided how much they plan to spend. The more that’s spent on bling, the less that’s spent on art and antiques.

We’re fairly far along the fair season that traditionally begins with the Winter Antiques Show in New York, and for decades culminated with the London fairs in June, for decades the Grosvenor House fair, now sadly only of fond memory.

Other fairs have sprung up, but no venue seems to be doing much business. Attendance, save for the gala previews, is typically off. But galas do not very often engender sales, because galas are precisely that- parties with an elaborate backdrop provided courtesy of the art and antiques dealers. Mind you, was a time that the relationship between gala and dealer was, as it was originally conceived to be, a symbiotic one, with the partygoer almost invariably also a collector and, sufficiently fed and watered during the course of the gala, feeling good enough about his surroundings to splash out and make a purchase or three. This, for us, is the stuff of legend, as it all happened long before we came on the scene. In fact, we have only ever made one- count it- one sale at a gala preview.

Traditionally, shows were collector driven, but in the late 1980’s and through the first few years of this last decade, interior designers supplanted collectors. Consequently, when we entered this business, our marketing focus preshow was always to let the better designers know what material we planned to bring. A designer pack was always sent to them, replete with tearsheets detailing our better offerings, and sufficient passes to allow the designer, and such of their clients that might be interested, to attend gratis. Nothing magical in this, but astonishing the few numbers of other dealers that ever did this. And, frankly, it often paid off for us, as designers would shop the show, with clients in tow, and, if they didn’t actually make an at-show purchase, we almost invariably enjoyed some after-show business.

All this, however, is in the past. Of course, the financial meltdown of 2008 and the slow economic recovery haven’t helped the fairs, but one has to be honest and realize that fairs were very much on the decline prior to that. Our own success through 2008 was at best spasmodic, but generally the good fairs compensated for the bad ones. And, too, they are fun to do- the travel, the set up, the socializing with clients, and kibitzing with other dealers- it’s all great fun. But unless backed up with some sales, extremely expensive fun. We’ve never done a fair that, with all expenses totaled including personal travel, goods transport, stand rental and amenities, was ever less than $30,000, and some cost us considerably more.

What will rejuvenate the fair scene? That’s an open question and, to date, none of the new fairs seem to be anything other than the old fairs redux. A gala preview with a benefit charity, a lecture series, and attractive stands populated with good quality dealers- it’s a standard formula and lately, not a very successful one.