Art Appreciation

Fall and harvest, fruit, flowers, snowmen, and golf themes are the current focus of Giordano's studies. He attributes this diversion in subject matter to a direct response from licensees that have been making specific requests. Other subjects are the result of Giordano's observation of the market and what it's lacking. "I find it most important to stay in constant contact with my partners to find out what subjects they are looking for."

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The home category encompasses about 85 percent of artist, agent, and Minneapolis, MN-based Here On Earth President Pamela Luer's artwork. She currently is signed with more than a dozen licensees. Her art accents cutting boards, coasters, dish towels, rugs, oven mitts, and ceramic products such as soup bowls and coffee mugs. Recently, she added dinnerware to the mix.

Luer says licensees are scouting out unique looks, but since the "general public" is its audience, the requests don't typically depart from her traditional themes, which include fruit, vegetables, flowers, and seasonal imagery. "My clients still want to see these old standards, but with a new twist. Sometimes that means combining abstract images with more traditional floral patterns," she says, mentioning that she's been successful with creating mixed media collages in which she combines existing artwork with leaves, fabric, and textured papers.

Gourmet kitchen themes-especially images of chefs and traditional kitchen tools-have been among recent client requests. Another client requested a Sex and the City theme, or as Luer translates, "girly" themes that flaunt images of purses, shoes, cosmetics, and lingerie.

Luer's work is available at various retailers from mass to specialty. In addition, she has a direct-to-retail license with Crate & Barrel. A set of four dish towels boasting images of Luer's vegetables serves as the centerpiece of a jacquard weave that is on shelf now. "Working directly with a retailer generally has meant a much smoother process," says Luer, who notes that it makes for clearer communication of direction, a less complicated review process, and faster approvals of finished work.

"One of the great things about working with artists is that you work directly with the artist," says Michael Carlisle, principal, The Wildflower Group, New York. The agency currently represents Leslie Beck, The John Grossman Collection, and Eric Waugh. Five years ago, the agency's client list targeted brands and characters. Product for art clients is available at several tiers of distribution, including major mass-market and mid-tier retailers.

"In many cases the licensing program is the most important part of their business next to the art itself, so artists tend to be very involved and work hard to support the program," says Carlisle. Among other benefits is that manufacturers usually get product to market much faster than if they were working with a brand or entertainment property. Art also lends itself to more products than other types of licensing programs, and if successful, can have a longer life cycle at retail.

"Art licenses tend to be more appropriate for the home and for the retail customers we sell," says Jeffrey Grinspan, vice president and director of licensing and design, Sakura, a New York-based licensee for tabletop. Its roster of artists includes Warren Kimble, Susan Zulauf, David Carter Brown, Sally Eckman Roberts, Gracey Knight, and Paul Brent.

Artists encompass the majority of Sakura's licenses, followed by product/brand and a minority of character licenses. The company has been signing on artists for tabletop for 10 years now. Sakura products target all tiers of distribution with a broad range of prices from $6.99 to $69.99.

"Navigating the area between artistic integrity and what's saleable remains a challenge," says Grinspan, who adds that the breakdown of royalties differs depending on the licensor. Celebrities and designers top the list in terms of percentage, followed by character, and then artists.

Corona, CA-based Sarina Artworks has been licensing artist Sarina Tomchin's work in her native Australia for the last 15 years. Within the last two years, the artist has sharpened her focus to concentrate on the growing U.S. market. The company currently is signed with 13 home décor licensees in the U.S. and five in Australia. More than 50 percent of its licensees are within the home category. Most recently, the artist completed a series of colorful boathouse designs. Wallquest signed on for wallpaper borders, and Giftwares Inc. will roll out product next month. Currently Sarina has been perfecting her "girly girl" designs and creating additional work for the 'tween and juvenile markets. "The 'girly girl' theme is hot right now, and possibilities for the 'tween and juvenile markets are very strong," she believes.

Among the major challenges of working within the home category is keeping up with the trends, as well as formulating new ideas. Sarina strives to continuously offer licensees fresh artwork, so they, in turn, can create new products and remain ahead of evolving trends. She notes that color, ethnic influences, and tropical beach themes continue to be popular; her work fuses all of these elements. Her products cross over to multiple tiers of distribution; prices range from $3 for a Sakura latte mug to $250 for an Orson's Place designer handbag to $20,000 for an original painting. While a range of her licensed products can be found at Wal-Mart and Target, specialty retailers and galleries remain significant channels for the artist.

Sarina 's U.S. home licensees include Diverse Imaging Group (tile murals, glass, and mirrors); WeatherPrint/Open Air Designs (outdoor wall décor); Fiskars Royal Floormats (floormats); Woods International (canvas wall décor and floormats); Sakura (tabletop); Wallquest (wallpaper borders); and CounterArt (glass counter protectors). New View Gifts and Accessories signed on for framed tiles and resin plaques; ICA (framed prints, shadow boxes, and resin plaques); Thirstystone (decorative coasters); Giftwares Inc. (decorative trunks and boxes); Spectrum Tile (decorative tiles), and Grand Image (limited-edition giclees).

Going forward, "we are seeing a trend for bringing artwork outdoors," predicts Sarina. Tad Featherman, co-designer of the Gladwyne, PA-based "Hen-Feathers Collection," says the company has been designing and creating garden accents for 20 years, but refocused in January 2003 when it launched a licensing program. It has signed on seven garden/home licensees that include United Design (urns, sculpture, outdoor wall décor, decorative thermometers, and fountains); Tierra (garden tools and accessories); Brass Baron (heirloom bronze sculptures and fountains); The Golden Rabbit (stainless and enamelware); and Demdaco Home (stoneware dinnerware). Featherman notes that new styles include a vintage cottage theme in antiqued resin, ceramic garden pieces, indoor and outdoor plaques, birdbaths, whimsical sculptures, frogs, turtles, and garden fairies. The collection targets upper- and middle-income homeowners who shop better garden centers and gift shops. Suggested retails range from $14.95 for a fairy rain gauge to $650 for a bronze sculpture.