Artist Advocate: Can you share the story of how you got into the art gallery business?

Meyer East Gallery: Dirk Meyer, the owner of Meyer Gallery, asked me to write bios for his artists for the daily newspaper. I started hanging out at the gallery and selling for Dirk on the weekends, and found that I was pretty good at it, so Dirk hired me full time. I come from a family of salespeople and vowed that I would never do sales, but I can't imagine doing anything else. I am friends with the artists, and I really enjoy working with the clients. My worst day is better than most people's best day. I work with an owner who is hands-on and willing to try new things.

Artist Advocate: What are the essential elements for running a successful gallery?

Meyer East Gallery: Dirk Meyer literally grew up in the business. He taught me several things: Take care of the clients, and partner with the artists. We have some artists who have been with us over two decades. Our clients have been returning to us for years. It is that kind of loyalty that creates success. The gallery believes, first and foremost, in providing high-quality, non-commercial art with individualized customer service.

Artist Advocate: What practices differentiate an average gallery from an exceptional gallery?

Meyer East Gallery: We operate on several simple principles:
1. Constantly maintaining quality in the gallery. Dirk Meyer is always traveling the world looking for artists. We have file cabinets filled with artists who we want to keep an eye on. We are always looking for artists who have the magic "it" factor -- when talent, skill, and ability all meet with soul.
2. Improve and simplify our systems.
3. Keep our artists happy and work with them on building their names and careers.
4. Create positive experience for each of our collectors. We don't stand on pretense or attitude. We want our collectors to have fun each time they come to the gallery, whether they purchase something or not. We are building relationships, not making a quick sale.

Artist Advocate: In this economy, gallery owners are having to examine every element of their operations. Can you share your thoughts on strategies to employ in these difficult times?

Meyer East Gallery: Quality will always sell. During times like this it is smart to take money out of the stock market and invest in a living artist who is showing in a reputable gallery. Of course art should never be thought of solely as an investment -- you buy something that brings you joy every day. However, it is a fairly smart economic bet to invest in an artist with a good reputation from a gallery you trust.

Artist Advocate: What do you see as the process of a successful art sale?

Meyer East Gallery: Quality! Quality work will always sell itself. The second part comes from listening to clients as they describe what kind of collection they want to build or what kind of piece they are looking to purchase.

Artist Advocate: What are the major differences in the art business today vs. five years ago? How does a gallery owner need to act differently as a result?

Meyer East Gallery: There is no difference in selling work today than 100 years ago. A gallery person needs to simply listen. Of course we have all sorts of new tools that make it easier, but the key is building a relationship with a collector and then providing quality works.

Artist Advocate: What is your process for bringing a new artist into the fold? How do you introduce them to your collector base?

Meyer East Gallery: We don't often add new artists, but we will always be open to looking at new works. Once we bring new artists in,we make sure they get plenty of display space, and introduce them to the collectors who might be interested in their style. Then we begin raising public awareness about the artists -- what their art does and how they approach their medium -- by introducing them to magazines and newspapers.

Artist Advocate: Are showrooms no longer necessary because of the Internet?

Meyer East Gallery: The Internet is a great tool to help get images out to collectors, but it will never replace the experience of viewing a painting or sculpture in person. Art is a human experience. Collectors will always enjoy the process of seeing a piece in person.

Artist Advocate: You're on a street with some 50 other galleries, and yet if visitors have limited time, you seem to be on the short list. How do you accomplish that?

Meyer East Gallery: We have accomplished that over time. We have great word-of-mouth collectors who tell their friends to come see us when they are in Santa Fe. The collectors who enter Meyer East Gallery will learn that we listen. We work to discover the art needs of the client and strive to fulfill. In listening, we can work to educate. Visitors are welcomed without pressure, and are encouraged to seek answers to questions about works on view, artists represented, and art in general. The knowledgeable and collector-friendly staff are highly trained to answer specific questions on style, design, form, or history, as well as questions about Santa Fe in general.

Artist Advocate: Your art selection seems to be realism with an edge. Is this a trend you're seeing? What other trends are you watching?

Meyer East Gallery: We don't really follow trends,we just try to provide quality work. We specialize in representational works that intrigue by emerging and established regional, national, and international artists. Years of experience observing, considering, and contemplating contemporary art have refined our vision and defined our taste, resulting in the current collection in the gallery. Selection of artists is based on the quality and originality of the work, and considerations of personal and artistic integrity.

Artist Advocate: If you were advising a new gallery owner on the most important lessons you've learned, what would you recommend?

Meyer East Gallery: Work day and night. Don't think that just because you are going to open your doors people will flock to you. Work on developing a good mailing list. Follow through with your word. Take care of your artists and clients. Always work on creating solid, real relationships.

Artist Advocate: What will the gallery business look like in five years?

Meyer East Gallery: Hopefully the quality of art will continue to grow. We are now open to all sorts of new markets. I am happy to see ateliers opening up all over the country teaching students the classics of drawing. I see better work coming out of a lot of schools.