Art Materials Retailer Q3 2020 by Fahy-Williams Publishing

For People Who Sell Art Supplies

Fall 2020

Colorful Characters The many shades of Hue House

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Still Standing by Kevin Fahy retailers like you, so I decided to check out a different business that I thought we could all relate to. I started looking at how art museums were doing during COVID-19, and found that size does indeed seem to matter. As you would expect, virtually all of them closed for the spring and early summer, at a cost to them collectively of $33 million a day. According to the American Alliance of Museums, up to 30 percent of them may never reopen, and they are the smaller museums located in smaller cities. In a June article for Artsy, author Claire Voon compared three art museums that represented large, medium and small examples of the species. That she chose them according to size goes a long way toward answering my question in itself. First up was the Metropolitan Museum of Art in New York, which is the largest art museum in the United States and the fourth most-visited museum in the world. If size is a good defense against the virus, this is Fort Knox. The Met has 2,200 fulltime employees, resulting in a monthly payroll expense of $16 million. Its annual operating budget exceeds $320 million, and it sits on an endowment of $3.6 billion. That would make it comparable in size to a major university. Having been involved with some local nonprofit cultural institutions, I can’t even imagine dealing with numbers like those. Due to the enormous endowment, the museum has no problem managing a few million in losses here and there, but the long shutdown implied a loss this year of more than $100 million, which is enough to get the attention of the board of trustees. Not wishing to lay off employees, they decided to create a $50 million emergency fund by cutting some of their acquisitions, programs and educational efforts. More to the point, those trustees were not chosen for their good looks. They represent some of the deepest pockets in New York, which is to say the world. If the museum needs more money in order to get through this crisis without damaging its position or its mission, they are prepared to open their checkbooks. continued on page 6

A month or so ago, or about five years ago in COVID time, I was listening to a discussion on CNBC among stock market analysts. The topic was the divergence between markets and the economy. Why were markets doing so well while the economy was doing so poorly? One of the analysts pointed out that the total dollar volume increase in the stock market since its low point in March was virtually identical to the amount of stimulus money that the government and the Federal Reserve Bank had pumped into the economy. Coincidence? Probably not. But it’s not the whole story. Another analyst argued that the difference between the stock market and the economy is the average size of the companies included in one versus the other. There are 5.6 million businesses included in the American economy, 98 percent of which employ fewer than 100 people. The stock market is primarily made up of the 500 largest U.S. companies, which have an average payroll of 52,810 people. Big companies live in an entirely different financial world than most small companies. They have access to capital from a variety of sources, and many of them have huge reservoirs of retained earnings that they can use for acquisitions, expansion of production facilities, or a rainy day. Not every big company is in good shape, of course. Those that aren’t doing well include a raft of big-name retailers who were in bad shape pre-COVID, plus those whose business relies upon crowded, enclosed spaces, such as theaters, airlines and cruise lines. In general, though, bigger has been better. Among the so-called FAANG companies (Facebook, Apple, Amazon, Netflix and Google), business has never been better, and all five were at record-high valuations by the end of July. In mid-August, Apple became the first company to exceed $2 trillion in market capitalization. That’s nice for them, and their stockholders, but I am curious about the rest of us. Does size determine our chances for survival in the age of coronavirus? There aren’t a lot of studies addressing the current situation of small magazine publishers like me, or small niche

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For People Who Sell Art Supplies

Fall 2020

3 Perspective

The Plans Were Perfect but the Timing was Off

Two art store startups and the art of the pivot

Artful Behavior

Marfa Art Supply’s custom pen & ink sets are available in Se Vend, the town’s 24-hour vending machine.

Public art highlights the homeless crisis in San Francisco. Practical “art” protects livestock in Botswana. Proud art honors the soldiers of WWI.

Cut Yourself Some Slack

Still Standing by Kevin Fahy

How business owners and managers deal with the pressure this year will define them as leaders. Here are some tips for showing your team how to be a hero.

Retailers Recommend Fabulous Products Stores Posted on Instagram

38 Endcap

Sculptor Sabin Howard works on a figure for A Soldier’s Journey.

Origami Angel New owners bring Aitoh into the fold

New & True

Business Notes

Industry News

Index of Advertisers

Beth Wild, new co-owner of Aitoh

ArtMaterialsRetailer.com • Fall 2020

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“Perspective” from page 3

The medium-sized museum was the Cleveland Museum of Art, which entered the pandemic with 470 employees and a budget of $57 million. Unlike the Met, it was forced to furlough about a third of those employees and reduce the hours or salaries of the remaining staff. The Cleveland Museum has an endowment of $826 million, which it is trying to avoid tapping, but that will be difficult. Although it reopened in June, it doesn’t expect attendance to rebound for at least another six months, and gifts from patrons will not make up the shortfall. Some events will have to be canceled or postponed, and others will be replaced with less expensive programming. The small museum was the Museum of Contemporary Art Detroit (MOCAD), which had 22 fulltime employees and a budget of $1.8 million. All but five of the employees have been laid off, and those that remain spend most of their time trying to secure emergency funding from the government or elsewhere. MOCAD has primarily relied upon grants in the past, coupled with seasonal fundraisers and a major fall gala. Such events have had to be cancelled, leaving the museum with a projected deficit of $500,000 through October. The $10,000 endowment fund would hardly make a dent. The museum will need to do whatever it needs to INNOVATIVE QUALITY TOOLS FOR ARTISTS SINCE 2009

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do. It will have to conduct emergency fundraisers, it will have to cancel costly shows, it will have to cut its hours to the most profitable ones, and it will have to find new donors. I’m well aware that nonprofits are different from other businesses. Most of us don’t ask our customers for gifts, nor would such gifts be tax deductible. In surviving the pandemic, though, I do think the situation is about the same. The largest companies in most industries will do fine, and are already thinking well beyond the pandemic. Quite often, they stand to benefit from the consolidation caused by the crisis. Medium-sized firms will have more of a struggle, but they’ll get by. Perhaps they wouldn’t survive the pandemic if it were to go on indefinitely, but it won’t. Small companies will have to scratch and claw and fight to survive, but you know what? I wouldn’t count us out. It’s who we are. It’s what we do.

You can e-mail Kevin at kfahy@fwpi.com.

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“Tough to Get Here. Tougher to Explain. But Once You Get Here, You Get It.” visitmarfa.com

Marfa is but a dusty dot on the Far West Texas map. It’s surrounded by mountains, ranches and stars in the night sky, and it’s hot, dry, rugged and isolated. But unlike other dusty dots, “Marfa is an arts world station of the cross, like Art Basel in Miami or Documenta in Germany,” writes NPR’s Neda Ulaby. “It’s a blue-chip arts destination for the sort of glamorous scenesters who visit Amsterdam for the Rijksmuseum and the drugs.” • It’s been that way since the ’70s, when artist Donald Judd packed a former army base with art. His 15 untitled concrete works (below) were the first to be installed. Other art and artists followed, including Prada Marfa, a permanent structure/fake store by Scandinavian artists Elmgreen & Dragset. • Given Marfa’s status in the art world, it’s surprising that the closest brick-and-mortar art store was a three-hour’s-drive away. Until this summer. Read about the new Marfa Art Supply Store on page 12.

CMY

For People Who Sell Art Supplies Publisher J. Kevin Fahy kfahy@fwpi.com

Advertising Director Tim Braden tbraden@fwpi.com

Production Manager Mark Stash mstash@fwpi.com

Editorial Director Tina Manzer tmanzer@fwpi.com

Ad Sales Representative Amy Colburn amy@fwpi.com

Subscriptions Yesenia Rangel accounts@fwpi.com

Graphic Artist Christopher Cornett Christopher@fwpi.com

Enewsletter & Online Advertising Manager Rick Kauder rkauder@fwpi.com

About Art Materials Retailer AMR has been meeting the unique needs of a creative industry since 1998. It combines the latest information on art supplies with profiles of manufacturers and stores, artist interviews, and business advice from experts, to keep storeowners on top of trends and emerging markets. Its targeted readership and high-quality presentation make it an effective marketing tool for manufacturers of materials and tools for artists.

About Fahy-Williams Founded in 1984, Fahy-Williams Publishing specializes in magazines, directories, e-newsletters and other promotional material for a wide variety of niche markets. Here are just a few.

edplay dedicated to the specialty toy industry Educational Dealer for retailers who sell to teachers, parents and schools NAMTA’s Art Materials World Show Directory

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The Plans were Perfect but the

Timing was Off

T wo A rt S tore S tartup S tories by Tina Manzer

What Dana Vingris calls “spitballing,” others would call “strategic life-planning.” Her big ideas become reality, despite significant hurdles. Take Hue House, her new art store in Dayton, for instance. COVID delayed its opening by a month, but according to a five-year plan she devised with her husband Ryan, it was two-and-a-half years early. A new baby, which might happen a few years down the road – or this October – arrived in September. But rather than change their plans, they stayed the course and are making it work. There’s a lesson in there for all of us. Here’s the story.

The structure that became Hue House was gutted last August, and the buildout of the new space was well underway when the pandemic shutdown occurred in March. It delayed the opening by one month, “but it could have been far worse,” says owner Dana Vingris. Parking is available street-side and in a small lot in the back.

Goose, an Australian shepherd who is deaf, is a member of the Vingris family’s animals-withspecial-needs menagerie – five rescue dogs and a cockatoo. “Goose comes to the store periodically and stays leashed with me behind the counter. Everyone adores him,” says Dana.

AMR: What brought you to Dayton? Dana Vingris: We decided to move from Toledo, and looked for a destination that needed an art store and suited our lifestyle. Dayton fit the bill. It’s centrally located to our family and, like Toledo, is a manufacturing town. The cost of living is affordable, and it has a great park system. Its only independent art store, McCallister’s, closed a few years ago. It had been around since 1953 and held a very significant place in the community. People here have childhood memories of it. We recognized the opportunity, but those nostalgic stories left us with very big shoes to fill. Why art? My background is in architectural history and general studio art. My career has been in the nonprofit sector and I committed to that for a number of years. I got away from creating art and missed it in my life. In 2011, I opened The Art Supply Depo in downtown Toledo with a partner, and then sold my share of the business to her a few years later to pursue my career. I made a lot more art when I was involved with the store, surrounded by all the tools. I’m a dabbler; master of none – a good way to be if you want to own an art store.

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What is the art scene there? It’s very active and vibrant, especially downtown. We moved downtown three years ago; Hue House is there and we walk to work. Our neighborhood, St. Anne’s Hill, is an historic district. Next door to the store is a fine-arts magnet school. A collection of warehouses converted to artists’ studios – 170 of them – is two blocks north. Another building about a 1/2-mile to the east has 30 studios. Many artists have independent loft studios/apartments in and around downtown. A lot of art instruction and activity goes on nearby. Hue House is within walking distance of the downtown colleges, The Art Institute, and The Contemporary – an organization that manages a gallery for local modern artists. The Dayton Society of Art is just to the south. The artists here are very engaged with the community. By “community,” I mean people who are not artists themselves. They attend the open studios each month, they buy art and they take art classes. It’s a very synergistic, cohesive community overall. I think that’s why there are so many artists here – they feel welcome, included and supported. That’s not always the case in other cities. There’s a lot of redevelopment downtown. People are buying buildings, fixing them up, converting them. There’s big support for small, local businesses. The community has been very responsive to try to keep everyone afloat. Hue House was, in fact, a house. Yes, in St. Anne’s small, developing business district. One block of converted old houses contains a co-op owned microbrewery, Gem City Catfé, and now us. The European bakery across the street is a former violin repair shop. Each one has its own character and is painted a bright color. They’re all either womenowned or managed – a fluke, but kind of neat. When we started discussing our store idea with our neighbors, they directed us to Karin Gudal. She owns the “catfé” next door, a combination espresso/wine/ coffee bar and cat rescue lounge. “Karen has a vision for this neighborhood,” and had just purchased two vacant houses, they told us. Her plan was to gut and develop

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Little Rowan Fisher Bader Vingris was born five weeks early!

them as destination businesses. She is exactly the kind of landlord I had in mind. We had assumed that once we got the word out, it would take a few years to find a building and get started. It happened in a week! Just like your pregnancy. Yes. I’m 37, and I thought it would take a long time to get pregnant so I got started. It happened right away, and I’m due in October. How did you know what products to sell? I sent out a 10-question survey on social media in February, directed to the local artist groups. I asked them general questions like what materials they liked to use and what store hours would be best for them. I received more than 300 responses within a week-and-a-half. I would have been happy with 50 in a month! It was mind blowing. And they continued to come in! Their answers informed our opening plans, which became totally moot due to COVID. Our operations had to be completely reevaluated as well. We didn’t know whether to open in August or hold tight until the coronavirus situation improved. Then we started to receive

in which people could shop by appointment. We use the Square POS system which has an appointment module. We set it up on our website for half-hour intervals. That’s where we’re at now. My neighbor is a doctor specializing in pediatric infectious disease at Dayton Children’s Hospital and we took his advice for keeping everyone safe. We installed medical filters and Plexiglass stands in the store, and we control the environment somewhat by controlling the volume of customers. We were booked solid for three weeks. It’s dropped off a bit, and now will ebb and flow naturally, I think. What are your bestsellers? We have been surprisingly level in all categories. Alcohol inks are very big right now; acrylic ink too. We sold a lot of every kind of paint, and encaustics. It seems like the artist community is very diverse here. Specialty papers, pads of papers, especially Yupo and Stonehenge, are also doing well. Several recent retirees have come in who want to get started with art. When they ask, “I don’t know what I need, can you help me?” it is very rewarding to me to be able to do so. We’ve outfitted them with a good foundation of supplies.

bills – for the inventory, the rent, etc. I reached back out to some of the survey respondents, and they said if we opened they’d support us. Several said they had been intentionally holding off buying supplies until they could buy them from us.

What’s next? We’ve hired two women to work here when the baby comes. They’ll take us through the holiday season. We’ll operate on a hybrid model – a few days of appointment-only, and other days for walk-in traffic in a limited capacity. For the holidays, we’re

So you opened. We had a soft opening

bringing in more gift-oriented sets, and at-home art kits tailored

to specific age groups, topics and mediums. Suppliers started preorders in July and August for October delivery. Really, I’m not a planner, but because of the pandemic I had to be by default. The upside of COVID, if you will, is that it has allowed me to open the store in stages. I’ve been able to stagger tasks a little, which has made things better – not the numbers, necessarily, but my mental wellbeing.

In February, as the Sweterlitsch family drove from Florida to their new home in Texas, the coronavirus became a pandemic. By the time they reached Georgia, the country was shutting down and the job Hadyn Sweterlitsch had accepted was no longer available. He, his wife Julie and their 9-year-old daughter Frances looked at each other and said, “Now what?” They had a lot of time to think about it as they hunkered down in Waco. The conclusion they reached was this: working remotely would become a “thing.” Hadyn, a copywriter, could freelance. With no office to go to every day, the family could live wherever they liked. Marfa, Texas, perhaps. “It’s a special place,” says Julie. “It’s a very small town in the West Texas desert with a population of less than 2,000. Yet it is also home to many artists, and a tourist destination brought to prominence in the 1970s by artist Donald Judd. We thought it rather strange that there wasn’t an art supply store within three hours of the place, and saw it as a void waiting to be filled. By early May, their art-store plan had gained steam. “Creating art and art appreciation are big parts of our lives,” she explains.

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With a target opening date of July 3, Julie started placing orders for Williamsburg Oils, GOLDEN Heavy Body and Liquid Acrylics, GOLDEN mediums, Princeton brushes, Field Notes notebooks, Uni Pin fineliners, Sakura Micron and Gelly Roll pens, POSCA paint markers, Pan Pastels, Gamblin mediums, ArtBin storage solutions, Flashe Vinyl Paint, and many types and sizes of paper, canvas and panels. “Local artists have been very continued on page 37

Marfa Art Supply is in an alley so it has no address! (Left) Artist Ashley Wong, a friend who owns EST. 1986 print shop in Seattle, created the linoleum stamp used to mark Marfa Art Supply’s packages.

“So when a great little commercial space – only 500 square feet! – became available, we jumped at the chance.” It was a leap of faith. “With so many people struggling with the pandemic, it was obviously not a great time to open a retail store.” They signed the lease, filed the appropriate documents, and hired Marfa artist and sign painter Carolyn Macartney (cmacpictures. com) to design a logo for Marfa Art Supply. “Having it painted on the building gave us an identity. We could set up our social media accounts,” says Jennifer. “Next came the research on what brands we should carry. We had to choose carefully since space was at a premium.”

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Artful Behavior 14

San Francisco Artist Brian Singer isn’t under any illusion that his art project directly helps the city’s homeless population. “I don’t know how to solve the problem,” he admits. “My goal is to make people like me just take a second glance and remember that there is a population in need. I believe empathy and understanding is the first step towards action.” The city’s homeless issues have been much in the news this year. When pandemic shelter-in-place orders went into effect in March, the number of people living on the streets in the Tenderloin grew 400 percent. More alarming has been the increase in the number of deaths of the homeless, said the San Francisco Chronicle in August. Data indicated that 125 homeless people had died by then, more than double the number in the same time period last year. The homeless crisis in the Bay Area’s nine counties is not new; just worse.

It began in the late 1970s, the result of a host of factors including economic dislocation, reduced social safety nets, mass incarceration, and failed housing policy, says the San Francisco Bay Area Planning and Urban Research Association. Home Street Home began 10 years ago, when Brian was working in the city’s SoMa neighborhood. Every day on the way to his office, he would walk past an older man who lived on the street under the freeway. His possessions, which included a blue blanket, some books, and a little radio, were piled in a shopping cart nearby. The man was there every day for a year-and-a-half. Until the day he wasn’t. Weeks later, Singer, aka Someguy, launched his project. Using yarn on found cardboard, he hand-stitched the words “HOME STREET HOME,” and placed each one in a frame – much like framing a needlepoint canvas . He hung them in places where the city’s homeless lived. His goal was to draw awareness to their plight. A second iteration appeared in 2016, when the Super Bowl came to town. The city ordered the homeless on Division

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Street, in what had become the biggest-ever homeless tent encampment, to leave before football festivities began. But where to? Most ended up just one block over. “Out of sight, out of mind?” was Singer’s question before he got to work with a much larger version of his homey cross-stitch. His canvases were the chain-link fences that line Division Street, and at 16th and Folsom in the Mission District. His most recent installation is a response to another city homeless order, which he believes does little more than cover up or camouflage the crisis. On the barricades installed to discourage tents and encampments, Singer has draped newly purchased camouflage sleeping bags. He knows they will be removed quickly by the city, so he’s safety-pinned handwritten instructions to each one that encourages homeless persons to take it and use it. “The message exists for a moment, and then, ideally, becomes something useful for those in need.” Brian’s art includes intimate works with paper and books, large-scale installations and participatory endeavors, like his 1000 Journals Project, launched in 2000. It became a book and a feature-length documentary. Brian’s work will be featured at the 20th Annual Benefit Art Auction of the Coalition on Homelessness, scheduled for October 1 through 8. For more information, visit cohsf.org.

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Based on a hunch that lions and leopards will abandon an attack when they are “seen” by their prey, a group of researchers undertook an artful experiment in Botswana.

The detailed instructions sent to farmers include a template to create four handmade foam stamps, which can be affixed to a wooden handle. There are two stamps for each eye. Dark paint is used for each outer eye, pupil and iris; and white or yellow paint is used for each sclera. The effect is an “intimidating” gaze, according to the researchers. In the end, color and design depends on the color of the cattle. The team settled on white inner-eye paint only for dark livestock, and recommends the white-and-black contrast on pale livestock. “Lions see well in blue and green, but contrast is particularly important,” says Neil Jordan. “We experimented with best contrast, so black on white cows works well, but brown cows are tricky. Acrylic paints were chosen for their durability. The paint fades in three-to-four weeks and must be reapplied.” Photo: Bobby-Jo Photography

They painted eyes on the rumps of cattle. It worked. The results of the Eye-Cow Project, a joint study conducted by the Botswana Predator Conservation (BPC) and Taronga Conservation Society Australia, were published in August in the journal Communications Biology. There, the scientists presented their method as being simple, effective, low-cost, ecologically sound and humane. In the landscape of northern Botswana, livestock rub shoulders with lions, leopards, spotted hyenas, cheetahs and African wild dogs. Encouraging and facilitating coexistence between the large carnivores and farm animals was the goal of the project. In the experiment, Cameron Radford, a PhD candidate from the University of New South Wales (UNSW), worked with farmers in the Okavango delta region to paint cattle in 14 herds that had recently been attacked by lions. The herds, ranging in size from about six to 110 individual cattle, are kept in predator-proof enclosures overnight, but graze unattended during most of the day. That’s when the majority of predator attacks occur. One-third of each herd were painted with an artificial eyespot design. Another one-third were painted with simple cross marks, and the rest were left unmarked, reports UNSW Sydney. The researchers found that cattle with painted eyes were significantly more likely to survive than unpainted or cross-painted control cattle within the

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Artwork created for the “Eye-Cow Pictorial Guide”

animal groups, including butterflies, fish, mollusks,

continued on page 28

same herd. “In fact, no painted ‘eye-cows’ were killed by ambush predators during the four-year study, while 15 unpainted and four cross-painted cattle were killed,” reveals the researchers. “While the results do support our initial hunch – that creating the perception that the predator had been seen by the prey would lead it to abandon the hunt – there were also some surprises,” reports Neil Jordan, PhD, a project researcher from UNSW. “Cattle marked with simple crosses were significantly more likely to survive than were unmarked cattle from the same herd. This general ‘conspicuousness’ effect suggests that novel cross marks were better than no marks at all, which was unexpected. Although eye patterns are common in many

amphibians and birds, no mammal is known to have natural eye-shaped patterns that deter predation. “To our knowledge, our research is the first time eyespots have been shown to deter large mammalian predators,” says Cameron Radford. He thinks that the experiment’s results suggest an inherent response to eyes. “It could be exploited to modify behavior in practical situations, such as to prevent human-wildlife conflicts, and reduce criminal activity in humans.” Given the success of the “artistic” technique, the researchers have produced video and pictorial guides for its use, in both English and Setswana, so that farmers may use it as a tool to prevent carnivore-livestock conflict. At the same time, they point out that it is not a silver bullet. “In our experiment, there were always unmarked cattle in the herd,” explains Dr. Jordan. “It is unclear if painting would still be effective if theses proverbial ‘sacrificial lambs’ were not always on the menu.”

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Art Materials Retailer Magazine

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Cut Yourself Some Slack Ease the pressure on everyone by being a good leader As the pandemic drags on, small business owners must operate in what has become a prolonged period of stress. There’s no end in sight. So right now, before the perfect storm of the holidays, the flu season, and winter weather makes stress even worse, take a deep breath and relax. Then lead. “How you behave under pressure truly defines you as a leader,” says Quint Studer, author of The Busy Leader’s Handbook: How to Lead People and Places That Thrive. “It sets the tone for how your employees manage themselves during stressful situations and it defines your relationship with them. If you’ve created a culture in which people are allowed to fall to pieces when the work gets harder, employees will leave and your business will suffer. But when your team sees you pull things together and navigate them out of a tricky situation, it’s a huge credibility builder. Stronger bonds are created.” Here are some of his best practices for strong leadership. Learn from mistakes and fix the culprits Identify stress points and think critically about whom on your team they impact. Use your evaluation

to decide where to delegate work and identify employees who might need additional support. Don’t lower expectations! “Settling” will only breed excuses and erode performance over time. Prioritize A long to-do list should not freak you out if you use it to complete work in a sensible order. Evaluate daily what is most important. Defy the desire to close out small tasks to make room for bigger ones. What you should be doing is staying focused on the things that contribute most to the success of your business. Getting things done may feel good in the moment, but what really matters is doing the most important ones first. Simplify “Bring order and clear thinking to chaotic situations,” says Studer. “Keep an eye on what really matters and what can be cut away. By using a cool and methodical approach to organizing tasks and procedures, you can help employees stay focused and productive, and keep their stress reactions in check.” Create a culture of calm Research indicates that the ripple effect of negative

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jump in and help each other when necessary, and to suggest solutions when presenting problems. Learn to reset Setbacks will happen, and business owners need to be able to bounce back quickly and move forward. “Being resilient comes from having good coping skills, supportive environments with a

lot of psychological safety, a strong sense of optimism, grit, and the mental and physical stamina to sustain and move through stressful situations,” Studer concluded. “You can work on all of these factors, but know that resiliency also comes with experience.”

continued on page 33

emotions is considerably more intense than the effect of positive emotions. In other words, if employees see you stressed, they will likely become stressed, too. Model calmness when things are crazy. If you’re serene and focused on solutions, your team will mimic your behavior. “Try not to show physical signs of stress,” adds Studer. “Wringing your hands or pacing around anxiously will have a negative impact on your employees’ performance.” Don’t blow things out of proportion Small problems may seem like serious challenges when you’re under stress, so keep a level head. Leaders who lose their cool also lose their credibility. Employee morale and productivity can suffer as a result. In the end, it means spending more time on fixing problems that could have been avoided. Be careful about the words you use There is nothing wrong with stating that you are busy, but how you talk about it impacts others. Avoid using words like “slammed” or “overwhelmed.” Just because you’re stressed doesn’t mean everyone else has to be. Keep the past in its place Don’t rehash company mistakes and misses. Talking about them over and over just becomes gossip. Instead of focusing on past challenges, look for what’s right today and constantly celebrate bright spots. Don’t pretend to be fearless “A common mistake leaders make is pretending that everything is fine when it clearly isn’t,” says Studer. “Acknowledging that a negative circumstance is real and even scary is the best way to build trust with your team. It will motivate them to invest 110 percent into solving the problem. Be honest and calm at the same time.” Establish some ground rules Put a plan into place to help your team deal with frustration and conflict in a way that encourages them to perform. It may include asking everyone to be mindful of their tone when communicating, to focus on facts not opinions during discussions, to

Discover Pro Gaff® Artist Sasan Nasernia uses Pro Gaff® tape to add dimension to his artwork. Write on it. Tear it. Cut it. Layer it. Pro Gaff® is versatile, like you. Excellent for both outdoor and indoor installations. Apply it to walls, floors, doors - to stone, metal, wood, and much more - then remove it cleanly and easily, without leaving permanent damage. With over 40 years of experience in the adhesive industry, our products can be relied on for quality and performance. To find a distributor near you or to become a distributor, please email Steve Espinal, Graphic Arts Market Manager, at sespinal@protapes.com

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Holiday Gift Guide 2020 October 1st - November 30th

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new true The Folding Back Chair from Studio Designs is the perfect choice for a modern office or work studio. The contoured, heavy-plastic back is already attached to the seat for easy assembly. It folds down for storage under a desk – perfect for small spaces. studiodesigns.com sales@studiodesigns.com

The Bamboo Paper Tool from Aitoh is eco- and vegan-friendly, stronger than steel, and much less expensive than bone. It works on every level, and is ideal for anyone working with paper. In-stock now, it’s available in two sizes: 5.87 inches (PFT0587) and 7.87 inches (PFT0787). aitoh.com, origami@aitoh.com

Pro Gaff from Pro Tapes is a premium gaffers tape that can be used to temporarily hold light fixtures, hold down wire and cable, and label equipment cases and art supplies. The hand-tear-able adhesive is pH neutral and offers clean removal. It’s made in the USA and available in 20 colors. protapes.com, 800-345-0234

The color of the masters has come to RagMatMuseum. Sanguine (#1189) from Crescent matches the chalk it’s named after – used by masters of the 16th century through the art students of today. The 100-percent-cotton matboard features a solid color core and is perfect for framing art created with this historic media and color. crescentcardboard.com The new and improved Bob Ross Paper Palette is perfect for students and first-timers. The pad of 50 sheets provides a super roomy 12 by 16-inch surface to accommodate big Bob Ross brushes and knives. Mix, tap, load – then toss away. Good for all styles of painting. bobross.com, 1-800-262-7677

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Caran d’Ache completes its portfolio with a new “Portrait” set containing 20 new colours that are certified 100-percent lightfast. This assortment includes flesh colours, warm and cold shades, and dark tones. It’s the ideal tool for creating ultra-realistic artistic portraits of both people and animals. Produced in accordance to the ASTM D-6901 standard. creativeartmaterials.com, 866-833-7797

Flexcut Micro Tools and Palm Tools are ideal for printmakers and wood carvers. Profiles range from 1mm to 4mm, whether it’s linoleum or wood. Flexcut offers more tools than anyone in the industry, including 32 high-performance micro tools and 52 palm tools, including chisels, skews, sweeps, shallow and deep u-gouges, and parting tools. flexcut.com

Water Lily from FM Brush is a sustainable, crueltyfree brush series that features a robust belly with soft spring, smooth snap, crisp point, and a large capacity to hold and release pigment at a controlled rate. Its unique combination of synthetic fibers makes it the perfect tool for traditional watercolor, inking and art journaling. dynastybrush.com, 718-821-5939

The Guerrilla Painter 10 oz. Stainless Steel Brush Washer is, hands down, the best brush washer out there! It’s sturdy, small and lightweight, and comes with a removable screen insert and three clamps to ensure the lid is leak-proof. guerrillapainter.com 970-493-0217

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Brilliant Fluorescent colors and glow-in-the-dark Phosphorescent Green will be available in 2 oz. tubes this fall. For artists seeking intense, glowing color that appears to pop off the canvas, there is no better alternative. Fluorescent colors are produced from dyes surrounded by a polymer coating, and are not lightfast. goldenpaints.com Fall 2020 • ArtMaterialsRetailer.com

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new true The new, sturdy

Artist Angle is a compact, rigid artists’ tool that’s intuitive and user friendly. It simplifies triangulation – thus eliminates math – to accurately capture perspective of features and objects. It holds association for replication in any medium, including painting, sketching, sculpture and more. Folds to 6 inches; straightens to a 9-inch ruler/ straight edge. info@artistangle.com artistangle.com

The Tim Holtz Air Blower from Ranger is a convenient handheld tool for manipulating alcohol ink movement with air. The rubber squeeze bulb allows you to control the flow of air by adjusting the amount of pressure. Use it to disperse Tim Holtz Alcohol Inks, Pearls, Mixatives, and Blending Solution. rangerink.com

Xiem Tools for work in clay, sculpture and polymer were created by artist and industrial designer Kevin Nguyen. “I often thought, “I wish there was a tool that does this,” he said. “When there wasn’t one, I designed it.” Xiem Tools are made from high-quality materials like tempered stainless steel and hand-sanded beech hardwood. xiemtoolsusa.com

Your customers will love making holiday gifts with Opaque White and Opaque Black Dura-Bright and Craft Plastic Films from Grafix. Their velvety smooth surfaces are ideal for a variety of techniques, including mixed media, papercrafting, drawing, painting, embossing, debossing, fluid art and monoprinting. Thick, durable and non-absorbent, the films won’t tear! Designs can be created with alcohol inks, acrylics, markers, glitter, and metallics! grafixarts.com

Jacquard introduces five new Pearl Ex colors: two of the brightest, most impressive Metallic colors ever offered and three exciting new Duo colors! Rack add-on tiers for merchandising the NEW colors, plus Rose Gold, Gum Arabic and Pearl Ex Varnish (not previously accommodated on racks) are now available. jacquardproducts. com

ArtMaterialsRetailer.com • Fall 2020

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u s i n e s s

Black Friday, Small Business Saturday, Artists Sunday Artists Sunday, launched by a nationwide alliance of artists and economic development organizations in September, aims to make the Sunday after Thanksgiving the arts’ most profitable day annually. By encouraging consumers to purchase art as holiday gifts, it hopes to boost sales for creators of crafts, art, and other handmade items. More than 775 participants have already signed up, reports Christopher Sherman, the organization’s founder. The list includes 650 individual artists and artisans, as well as 125 state art agencies, municipalities, counties, chambers of commerce and nonprofit organizations representing thousands of additional artists. New ones are joining daily, he says.

o t e s

“While it centers on one day in November, the benefits for artists becoming part of this network are year-round,” notes Mary Baxter, the council’s deputy director. “It provides tools that help artists navigate the business side of being an artist; something that is desperately needed at a time in which a lot of artists are struggling.” In the lead-up to Thanksgiving weekend, consumers across the country can expect to find a range of activities available that raise awareness for Artists Sunday. Individual artists and organizations will engage and inspire them to add art and handcrafted items to their holiday shopping lists. “Colorado is proud to be a part of this nationwide effort to support the creative class,” said Margaret Hunt, director of Colorado

Creative Industries. “Artists Sunday is a great way to support local artists, celebrate creativity and provide unique, meaningful gifts for everyone who appreciates the arts.” In addition to promotions across the country,

Artists Sunday encompasses the full spectrum of the arts from painting, sculpture, and photography to clothing, jewelry, pottery, and other hand crafts. Performance art is also included. “We all share the same goal of growing the universe of buyers who shop with artists on November 29, 2020,” says Sherman. Greg Davis, an artist and National Geographic Image Collection photographer based in Texas, believes Artists Sunday meets a pressing need for artists and artisans whose in-person sales have been severely limited by the pandemic. Take Howard County Arts Council in Maryland, for example. Its annual holiday art sale, which generates significant revenue for local artists, was cancelled this year as a result of COVID-19. Now the nonprofit is pivoting to make Artists Sunday the anchor for a two-week virtual event featuring and promoting the works of one artist each day.

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u s i n e s s

o t e s

anyone can visit the Artists Sunday directory on artists sunday.com and search participants by state and city or town, and by different categories of arts, crafts and handmade items. Participation in Artists Sunday is free to all commercial artists and craftspeople, as well as to noncommercial organizations and agencies with an interest in supporting the arts. They’ll receive access to a comprehensive toolkit with advice and templates to support marketing and public relations efforts, and e-commerce tips to improve and accelerate the sales process. In addition, participants will be listed for free in the Artists Sunday directory, which provides valuable links to individual artists’ Facebook, Instagram, and Twitter accounts. For more information, visit artistssunday.com.

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Measuring the Impact of the Pandemic on the Arts and Artists The pandemic continues to impact the arts in devastating ways, reports Americans for the Arts. The organization has been tracking the severity by leading four national studies. Among the findings in its report dated September 14 is the following. The impact on the nonprofit arts and cultural sector Nationally, financial losses to this group are an estimated $13.1 billion to date. Ninety-six percent of organizations have cancelled events for a loss of 355 million admissions and $11.2 billion in audience spending at local restaurants, lodging, stores and for parking. The total economic impact of organizational and audience-spending losses is $4.2 billion in lost government revenue and 725,000 jobs no longer being supported. A Dashboard survey of 17,982 responses revealed these findings. • 90 percent of organizations had a pandemic-related closing. Of those, 15 percent have re-opened, 22 percent plan to open later in 2020, 6 percent plan to open in 2021, and 48 percent have no target date for re-opening. Ten percent of organizations have remained open throughout;

• 29 percent have laid off or furloughed staff; • 62 percent are making their cultural product available online or through social media; and • 10 percent are “not confident” that they will survive the pandemic (a potential loss of 12,000 organizations). The Impact on artists and creative workers Artists/creatives are among the most severely affected by the pandemic – 63 percent have become fully unemployed. They expect to lose an average of $22,000 each in creativity-based income this year ($50.6 billion, nationally). A Dashboard survey of 24,996 survey responses revealed these findings. • 95 percent report loss of income; • 79 percent experienced a decrease in creative work that generated income (62 percent said it was a “drastic decrease”); • 67 percent are unable to access the supplies, resources, spaces, or people necessary for creative work; • 78 percent have no post pandemic financial recovery plan; and

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The impact of COVID-19 and social distancing on arts and other activities for mental health This ongoing study demonstrates that the arts provide mental health benefits to the public, especially during a pandemic, to combat the ill effects of isolation and loneliness. Preliminary findings indicate that 30 minutes of arts activities daily lowers anxiety and depression and increases life satisfaction. CARES Act Arts Funding Tracker This measures the success of the arts sector in securing eight federal CARES Act relief funding programs. Results to date are based on 3,706 respondents. • Payroll Protection Program: 81 percent success rate. As of July, 9,917 nonprofit arts organizations received $1.8 billion in PPP loans. • Emergency Injury Disaster Loan: 45 percent success rate. • Pandemic Unemployment Assistance: 50 percent success rate. To see the most current version of this update, visit americansforthearts.org.

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“Artful Behavior” continued from page 17

In 2016, the winning concept was revealed in the National World War I Memorial design competition. “The Weight of Sacrifice,” designed by Joe Weishaar and Sculptor Sabin Howard, will be installed in Pershing Park, a 1.76-acre site in downtown Washington, D.C. Its centerpiece is a 65-foot-long freestanding high-relief bronze called “A Soldier’s Journey.” The massive sculpture, the largest of its type in the Western Hemisphere, features 38 figures, each about 7-feet tall. They’re being “finalized” now, after four years of design and fabrication preparation, by a small team of sculptors led by The first phase of the WWI Memorial, designed by Architect Joe Weishaar and Sabin Howard. Sculptor Sabin Howard, is underway now. It includes rebuilding the existing Ground wasn’t broken for the project until Pershing Park and adding a peace fountain, pool basin, multiple berms and 2019, but Sabin got to work immediately. Rather plazas, and groves of trees. than block out the figures manually, he took his live models to Pangolin Editions Foundry in Stroud, UK, where a computer program could block them out three-dimensionally. According to novelist Traci Slatton, the sculptor’s wife who has been documenting his progress on Medium, an array of 156 cameras in a hemispherical photogrammetry rig recorded threedimensional data of the models as they posed. The data was fed into a Z Brush program where it was manipulated for 3-D printing. Using the Z-brush templates, the figures were milled out in foam. Steel armatures were inserted inside, Since 1892, the finest name in modeling clay and each figure was covered with a Chavant, Inc. manufactures a wide variety of professional grade, oil / wax based, 3-millimeter coat of clay. sculpting plastelines, industrial styling clays and high quality modeling tools. “Then we take over manually Please order our sample kit and evaluate these distinctive products. or traditionally using the same CHAVANT, Inc. • 5043 Industrial Road • Farmingdale, NJ 07727 techniques sculptors have used to 732-751-0003 • 800-CHAVANT • FAX: 732-751-1982 make art for the last 200 years,” Visit our web site at: www.chavant.com Sabin explains.

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“I hope that young Americans, when they look at this memorial, are struck by the fact that every single figure is intertwined with the figure right next to it. It creates a sense of unity and connectedness,” says Sculptor Sabin Howard.

That work began last August when the presculpted armatures arrived at his brand-new studio in the Bronx. Joining them were live models and three additional sculptors: Stephen Layne from Philadelphia, Charlie Mostow from New York, and Raymond D., Sabin’s longtime friend and former student. “The first day was intense, busy, focused,” wrote Traci. “Photogrammetry and 3-D printing have limitations. Not everything could be, nor was well rendered. The sculpture looks great from a distance but up-close, it’s a mess.” On the second day, Traci arrived first to turn on the studio’s warming oven. “Sulfur-free plastilina clay is oil- and wax-based. It doesn’t make dust, but it’s not malleable until it’s heated.”

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She also unpacked boxes from the former studio, along with sculpting supplies. “I stacked 1,000 pounds of Chavant clay in one area, on two pallets. In case you don’t know, this clay comes in 10-pound bricks. A box of eight bricks isn’t feather light!” Fast forward to September 1, 2020, when Traci announced that the team had finished principle sculpture on the first grouping of 11 figures. They’re on their way to the foundry overseas. Everyone had worked hard over the past year, she reports, especially during the quarantine months. “The sculptors and the models made sacrifices and accommodations for the good of the project,” she said, including forming a quarantine pod in which they lived and worked to meet the deadline. Sabin expects that “A Soldier’s Journey” will portray a clear sense of space, dynamism and drama because it is sculptural. “I always defined sculpture as drawing on steroids!” he said in a 2017 interview. “Your eyes will be able to travel spatially in and out of the piece, thinking about how things advance and recede to tell an heroic story about humans.” Currently, the memorial is scheduled for dedication in November 2021, with the sculpture being phased in and fully installed by late 2023 or early 2024, according to the U.S. World War One Centennial Commission.

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n d u s t r y

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A new Bob Ross museum in Muncie, Indiana, is scheduled to open October 31 in the former television studio of “The Joy of Painting.” “The Bob Ross Experience,” is an exhibit of original paintings, artifacts, and media from Bob’s life and career, combined with an interactive paintstudio experience that’s planned for next year. The studio is located in the historic L.L. Ball home on the 40-acre campus of Minnetrista, the neighborhood in which members of the Ball family – of Ball Mason-jar fame – lived. The five Ball brothers and their families left a lasting impression on the Muncie community by creating philanthropic organizations, an educational institution, and Minnetrista, a year-round gathering place that preserves the region’s cultural heritage. So far, support for the museum has come from the Indiana Department of Tourism, Bob Ross Inc., and Twitch, the streaming service that famously ran a “Joy of Painting” marathon in 2015, which garnered 5.6 million viewers. Donations are also being accepted on an IndieGoGo page in exchange for a variety of Bob Ross perks. By the summer of 1983, Ross had filmed the first season of his brand-new series in Virginia before he embarked on a nationwide tour of workshops to promote the show. Muncie was one of the stops. A week before his scheduled arrival, two commercials for the workshop appeared on WIPB, the Muncie PBS affiliate. By the time Ross and his camper rolled into town, the event had sold out. Ross hadn’t planned to stay. But based on the support and enthusiasm he received there, he and business partner Annette Kowalski renegotiated the series contract. The show was filmed in Muncie for 10 years and 30 seasons. WIPB was on the first floor of the house, an unassuming yellow-brick building. Lucius L., the oldest Ball brother, and his family lived there from the turn of the 20th century until 1952. Originally a wood-frame farmhouse, it posed a challenge during filming. “Floors creaked and plumbing clanked,” says an article in Belt Magazine, which covers the Rust Belt and greater Midwest. “The room where Ross stood was flooded by light on all sides; it had to be shrouded in heavy black curtains.” In each half-hour episode, Ross would walk viewers through the

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creation of a landscape oil painting. A blue “X” taped to the floor marked his place next to his easel. In 1988, when the studio moved to Ball State University and the house became Minnetrista’s administrative offices, the “X” remained. “Lots of people would ask if they could stand on it,” reports George Buss, Minnetrista’s vice president of visitor experience. “Some of them would cry. “Bob’s message of fearless creativity and his ability to reinterpret perceived mistakes as ‘happy little accidents’ is something we want to see amplified in our world today,” he adds. “The Bob Ross Experience will reframe how people think about their mistakes, abilities, and self-expression, while creating a space for Bob’s life and work to be remembered and celebrated.”

The annual tradeshow hosted by The Association For Creative Industries (AFCI), will be a virtual event in 2021. “After long consideration, we do not see a way to safely and responsibly come together in-person this coming January,” said the organization in an announcement to members in August. “AFCI is working hard to ensure that the virtual experience captures the spirit of Creativation and the business needs of the creative industries,” it continued. “We hope to bring together an expanded group of professionals and creatives, provide unique networking opportunities, and make Creativation 2021 another event to remember.” (Details, including dates, were not available when AMR went to press.)

Meanwhile, plans for a live 2021 Creativeworld, scheduled for January 30 through February 2, were suspended in September. Instead, the annual tradeshow in Germany for the hobby, art, and crafts industry will take place as a digital platform. “As a special exception, we will bring together Christmasworld, Paperworld and Ambiente under the heading International Consumer Goods Show – Special Edition, from April 17 to 20,” adds MesseFrankfurt. “This live event will be supplemented by targeted digital offerings from the Consumer Goods Digital Days, and displays of the purely digital offerings of Creativeworld.

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Fall 2020 • ArtMaterialsRetailer.com

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n d u s t r y

International Art Materials Association is excited to announce that ART MATERIALS WORLD is returning to Chicago in 2021where all events will be held at the popular Hyatt Regency Hotel on Chicago’s scenic Riverwalk!

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scheduled for April 23 through 25 in WORLD Chicago, is a live event as of now. The 2021 association has been busy moving ideas Chicago For more information: and dates around, hosting Zoominars Visit namta.org or contact us at: APRIL 23 -25 info@namta.org | 704.892.6244 and, in general, working to come up with the best situations for its members, says association Executive Save your business money Director Leah Siffringer. Save your employees money Save their families money The changes include a new venue and a Fridaywith healthcare coverage that won’t break the bank! to-Sunday configuration, as opposed to the original Save $3,600 per The year* tradeshow will Saturday-to-Monday schedule. “Networking is a big reason I go to NAMTA — talking to and sharing with other retailers.” be held in the Riverside Center located on the – Andrew Lenz, LENZ ARTS bottom floors of the Hyatt Regency, the host hotel. The President’s Reception will be held in the nearby Intercontinental Hotel to ensure social distancing and eliminate the bus ride. “The prestigious InterContinental Chicago remains a treasured architectural landmark and proud member of the Historic Hotels of America,” says its website. “Built in 1929 as the exclusive Medinah Athletic Club, the opulent building at 505 North Michigan Avenue was constructed with larger-than-life architectural details: a bronze doorway, marble columns, a grand staircase, cast-bronze friezes, and painted ceilings.” For more information about Art Materials World, visit namta.org. To fill the void created by the cancellation of its 2020 event, NAMTA introduced in May The Gallery, The Café, and The Theater – virtual “connection” opportunities for sharing ideas, networking and teaching/learning. With an average attendance of about 25 people per session, the programs have been positively received by all member segments, says Leah. Each session is recorded to create an extensive library for viewing on Vimeo. “Many of our retail members tell us they do not have time to attend or watch live events during the week,” she adds, “so each Friday afternoon, we send out an email with links to the sessions recorded that week so they can easily watch them over the weekend. Many indicate they have their staff watch them, too. NAMTA is also looking into a platform on which it can build “space” for each supplier member to include their demo recordings and other company and product information. “The development of NAMTA Connect has given us a new and unique way to stay connected to our members year-round, not just at show time, so the programs will continue post-COVID,” Leah explains. “We have learned a great deal about the products our suppliers sell, and have had meaningful conversations during our Happy Hour sessions. They help us understand what our members need, how they are As an association member, you have access to healthcare coverage for you and your employees. Taking advantage of this can save 8-12% of your health expenses year after year.

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handling these challenging times and much more. Visit namta.org to view the upcoming schedule (three openings are still available in December) and access recordings of past sessions.

Golden Artist Colors has launched a new podcast. Paint Stories, (https://paint-stories-withmark-golden.simplecast.com/), a podcast about what has made the journey of the company so special, focuses on the stories of hundreds of amazing artists who have invited Mark and his family into their lives, to share their love of materials and the art world alike. In the first episode of Season 1, Mark shares stories of his father Sam Golden and his Great Uncle Leonard Bocour as they began Bocour Artist Colors in New York City. Future episodes feature interviews with artists, family members and friends reminiscing about gatherings and life events that shaped their relationships for a lifetime. “The idea for the podcast came about as we geared up to celebrate the 40th year of Golden Artist Colors,” says Mark. “I had begun to gather information in various forms, most recently for a lecture at the Midland Center for the Arts in Midland, Michigan. In March, I had some unexpected time on my hands, and with everyone homebound, I saw an opportunity to connect with the folks who had helped create the success of Golden Artist Colors. I was able to put the earlier history of my Dad and Great Uncle Leonard into some greater context with stories from my brother Tom, who worked at the shop in Manhattan, and later, joined us at Golden Artist Colors.” The GOLDEN team encourages its trade partners to listen, and to let them know what Paint Story to offer next. Email PaintStories@goldenpaints.com.

Christchurch Art Gallery, New Zealand, photo by Michal Klajban

Artist Martin Creed’s message of hope is even more relevant today than it was five years ago, when it was officially turned on.

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Cut Yourself Some Slack continued from page 19

Keep on the Sunny Side Randy Pausch died in 2008 at age 47. He is remembered for his upbeat “Last Lecture” presented in 2007. The Carnegie Mellon computer science professor, diagnosed with terminal cancer in 2006, spoke about how to achieve your childhood dreams. His book on the same theme became a New York Times bestseller and inspired millions of people around the world with its positivity. What was inspiring was Randy’s inclination to seek out the blessings of an otherwise horrible situation. Doing so can be powerfully cathartic, revealed the results of a recent study by PsychTests.com. What’s more, people who look for the positives when faced with a negative situation are happier, more resilient, and have stronger self-esteem than those who don’t, says the research. Analyzing data from 12,259 people who took its Emotional Intelligence Test, PsychTest researchers compared “Silver Liners” to “Downers” (people unwilling and/ or unable to look for the bright side of negative situations) on different EQ competencies. The differences were staggering. Using a scoring scale from 0 to 100, researchers revealed that Silver Liners are

• happier and more satisfied with their life (score of 72 versus 50 for Downers); • more resilient (83/56); • better stress managers (79/52); • more confident, with stronger self-esteem (77/ 56); • open-minded, with a more flexible mindset (79/65); • more perseverant, have a stronger drive to succeed, and are always striving for self improvement (86/65); • more self-aware of their strengths, weaknesses, values, and motivations (75/52); • able to let go of minor annoyances (85/69); • smarter at picking their battles (72/59); • better at resolving conflict (75/55); and • more understanding of human nature (79/66). “Trying to find the silver lining in a bad or traumatic situation is challenging and easier said than done,” explains PsychTest President Ilona Jerabek, PhD. “We become so fixated on the negative aspects that it seems impossible to pivot our mind toward something positive. But finding the silver lining is not about ignoring the reality of your life, it’s about realizing that good can still come of a bad situation. “Every painful or harsh lesson in life is an opportunity to learn and grow, and to gain the strength to tackle future challenges,” she adds. “Taking the time to really dig through the crap to find the silver lining – and there will always be one – helps you nurture this ability. It can really change your mood, mindset, and life in general.”

Quint Studer, the author of nine books, including two Wall Street Journal bestsellers, is a lifelong businessman, entrepreneur, and student of leadership. He is currently the Entrepreneur-in-Residence at the University of West Florida. Visit thebusyleadershandbook.com for more information.

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Retailers Recommend Fabulous Products Stores Posted on Instagram by Tina Manzer

Gwartzman’s Art Supplies, Toronto, Ontario, Canada “Looking for some sparkle? Finetec U.S. has you covered with a huge range of glittering,

shimmering watercolours (1) that can be used transparently or opaquely! Use them with brushes or with nibs and dip pens for a glamorous edge to calligraphy and line drawing.” Oregon Art Supply “These Alibabette Editions Journals (2) are beautifully bound with as much care as fine books. Every cover, every page is composed with love, for fun. We think you’ll agree!

Art Cart, Huntsville, Alabama “Coming soon and we cannot wait! Viviva Colorsheets (3) – vibrant, handmade, concentrated watercolor lasts as long as a half pan set!” Marfa Art Supply, Marfa, Texas

“Gouche Sets from Beam Paints (4) are here! They’re handmade in Canada using hematite pigments harvested from the La Cloche Mountain Range.”

Raw Materials Art Supplies, Los Angeles “The perfect sketching set for students and beginners does exist.

The Essentials Sketching Artist Set (6) by Royal Brush is an economical 21-piece set with a collection of supplies for artists new to the medium: eight graphite pencils, an eraser, a kneaded eraser, a sharpener, three graphite sticks, three charcoal sticks and three charcoal pencils. So much to love in this must-have set.”

Oregon Art Supply “We love colorful Emott Fineliner Pens (5) for their durable .4 mm nibs, bright flowing ink, and sleek design.”

ArtMaterialsRetailer.com • Fall 2020

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Wet Paint, St. Paul, Minnesota

“The Moonman M2 (7) has arrived! It’s an ‘eyedropper’ fill pen, perfect for showcasing that ink you love. Now we need help deciding what color to put in our tester!” [This inexpensive pen from China totally outperforms its price, say reviewers. Rumor has it that a group of pen enthusiasts control the brand. They source pens from a factory and then fine tune and customize them to their high standards.]

Hyatt’s All Things Creative, Buffalo, New York “Finally, a pen for the ultimate Buffalo Bills fan! Hyatt’s has teamed up again with Retro 51 to create an

exclusive Tornado Rollerball (8) Buffalonians will love! The iconic ‘zebra’ design of red, white, and blue is accented with antique silver. It also glows in the dark!” [The pen world has been buzzing about Retro 1951’s future since January, when founder George Kartsotis announced he would retire by the end of the year. Maybe the brand will change, maybe it will go on sabbatical, or maybe it will retire, too, he said. When we talked to company Creative Director Richard Koehler in September, he swore he didn’t know the plans yet, but he noted it’s been a busy year creating exclusives as the company works to sell out of its old stock.]

Gwartzman’s Art Supplies, Toronto, Ontario, Canada “Do you find that your oil paintings are missing some brightness? Make the switch from gesso to Non-

Absorbent Acrylic Primer (9) from Michael Harding. Using

Acrylic Resin as the binder for this primer allows your oil paints to sit on the surface instead of getting absorbed by the gesso.

ArtSpot, Edmonds, Washington

“DaVinci Junior Brushes (10) are lovely synthetic brushes that perform beautifully for acrylic, watercolor or oil paint. They are great for beginners looking for a quality brush without breaking the bank.”

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Origami Angel continued from page 38

expand with new products. At its core, our goal was to grow Aitoh into a paper house. I mean, 90 percent of Aitoh’s SKUs are paper already. Yes, they’re cut in 5-7/8inch squares, but they’re still paper.” Last December, they toured paper factories in Japan. A month later, they attended Paperworld in Germany. “We wanted to investigate the places where paper was made. We worked out a deal with a Nepali paper company that has an aesthetic like mine, and also found a new Indian paper company that uses recycled fibers – flax, linen, cotton – whatever they can get their hands on; just not trees.” Those orders should arrive here by the end of October, she reports. The companies are womenowned or women-managed. “And the majority of their employees are women! That’s important to me,” Beth adds. “The factories are in parts of the world where women struggle to get jobs and have a career. I can’t wait until COVID is gone so I can make a trip to see the factories myself.”

Speaking of COVID … In anticipation of the transfer of ownership in April, Paul and Beth’s husband Carlo – the third partner in the business – scheduled a March

The “Wall of Origami” set up in Aitoh’s new offices is a helpful resource Beth uses when talking to customers.

trip to San Francisco. Their plan was to load up Aitoh’s remaining inventory and bring it to Fort Worth. In April, 5,000 square feet of warehouse and office space was leased there to accommodate it. A week before they were supposed to leave, San Francisco shut down. And Paul, their warehouse expert, was stuck at his home in Delaware. “No one knew how long the shutdown would last, so we waited,” says Beth. “But we had to move out of our old space by April 3 since new tenants were moving in.” Time for Plan B. Yosh packed up the San Francisco warehouse and 40 pallets of product were sent to Fort Worth. With their inventory on its way, Beth and her husband measured the space so Paul could configure it and order racks. Friends who had been furloughed were hired to install them. Then the forklift arrived. “I looked at Carlo and he looked at me,” says Beth. “Neither of us had ever driven a forklift! So Carlo read the manual, studied YouTube videos, and practiced in our truck-loading area. He was ready by the time the delivery arrived. Still, it was scary.” Immediately after they unloaded 24 pallets from the first truck, they started unpacking boxes.

“We needed to make room for the next 16 pallets that were coming. I got on the phone to Paul and asked, ‘How do I organize all this?’” From April 3 to May 15, Beth and Carlo set up their inventory. They unpacked, cleaned out, and entered every SKU into their system. “In some ways, for us, the shutdown was a blessing. If we hadn’t had that stoppage, we couldn’t have pulled it all together.” Since then, they’ve received new shipments from Japan. Among them were new bamboo paper folders – a vegan alternative to bone. “The only other option we knew of was plastic, but I fold and I do bookbinding, and I hate plastic folders! I hate the way they feel on the paper and the sound that they make. So Paul and I came up with a bone folder made of bamboo.” [See page 27]. Meanwhile, orders were waiting. When new stock arrived in May, they were filled. “Everybody was so lovely and understanding, from the Dick Blicks to the small guys. We are very grateful for that,” says Beth. “We haven’t stopped moving since then! We get orders every couple of weeks – it’s been crazy! My retailers and distributors say, ‘I usually don’t order this much.’” But origami, a staple in most art stores, has become very popular during the pandemic. Aitoh’s best sellers include 18 SKUs of origami paper and its marbling kit. “With origami, all you need is paper and your fingers,” says Beth. “That’s the beauty of it. It’s a great activity for parents to do with kids.” Beth and the Aitoh team – which now includes a part-time shipping/ receiving clerk – are working on a new-products flier, and have plans for a revamped website and regular posts on social media. “We’re still doing 15 things at once – Paul and I still run Carpenter-Wild. If stores had not been closed, this business would have been in trouble. We’re so grateful for everyone’s patience.”

t 36

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Startup Stories continued from page 13

supportive, preferring to buy local rather than ordering online from big-box stores,” she says. “We don’t do e-commerce on our website and don’t plan to – but I have shipped phone orders to all parts of the country. “We’ve learned not to underestimate the local newspaper in a small town!” she adds. “We run a weekly ad in The Big Bend Sentinel, although most of our promotion takes place on Instagram.” [@ Marfa Art Supply] Unfortunately,

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Marfa’s healthy year-round tourist economy has been less so because of COVID, but Julie is confident it will bounce back. “Tourists who do stop are looking for compact art supplies they can take with them, like travel-sized watercolor sets and small pads of paper.” Marfa Art Supply has continued to grow its

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inventory with Copic Sketch Markers, embroidery floss and accessories, R&F Pigment Sticks, Blackwing pencils and tools, IUILE handmade watercolors, and more paper from Strathmore, Legion, Hahnemuhle, Rhodia, Fabriano and Art Alternatives. “The pandemic has slowed deliveries; some warehouses are just now getting up to speed,” adds Julie. “On the flip side, many vendors have eased minimums on orders and are offering free shipping. “Despite its cosmopolitan reputation, Marfa is still very rural. Our shop is located in an alley, and therefore has no physical address. It can be a bit challenging. But operating in a small tight-knit community has many benefits. The retail shops and restaurants in town are great about promoting each other, especially now in this precarious retail climate. Julie and her family are staying put. Plans for the

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future may include a separate pottery supply shop, she says.

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In is M C be H

Origami Angel N ew owners bring Aitoh into the fold When Beth Wild got the opportunity to purchase 40-year-old Aitoh Company, famous for its Japanese paper and art supplies, she jumped on it. It just took 12 years to happen. Beth calls it a labor of love. “The company was started in 1981 by the Ito family in San Francisco,” she recalls. “The face of Aitoh was the daughter, Machiko. I met her in the late ’80s when I worked retail at Seattle Art, and we became good friends. I was so in love with her product line that we carried – plain origami paper, but also wonderful patterns and full sheets of decorative paper, at about the time decorative paper was really taking off.” Their friendship continued, even when Beth moved to Texas. When she teamed up with Paul Carpenter, originally with Alvin, to start rep firm Carpenter-Wild, Aitoh was the first company to hire them. They worked with Machiko and her brother Yoshiro for 15 years, and then Machiko died in 2006 at age 50, from cancer. “When she got sick she asked me to

please look after Yosh,” says Beth. “‘Yosh is not cut out to be a salesperson; his role is fulfilling orders. He’s going to need help’ she told me. ‘And, when he’s ready to retire, will Carpenter-Wild buy the business?’ “My answer was, ‘Oh boy. I would love to do that.’ I loved the business. To me it was simple, easy and fun.” Yosh ran Aitoh for another 12 years, which gave Beth and Paul time to plan. “We kept a running list of the lines we wanted to expand into,” she explains. “There are other Japanese art supplies that are not readily available to retailers here, and I believed very strongly that if we found the right things, people would love them. “Both Paul and I have always been

really interested in the way companies

continued on page 36

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