Difference between revisions of "Howdy Partner! (2009.1)"
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Article Description. Should include author, brief description, issue number and page number(s). | Article Description. Should include author, brief description, issue number and page number(s). | ||
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==Article Transcript== | ==Article Transcript== | ||
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Revision as of 05:40, 3 July 2020
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| Author | Elizabeth Pankey |
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| Published | EF Issue 2009.1 |
Publication date | Winter 2009 |
| Media type |
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| Pages | 17-18 |
| Website |
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Article Description. Should include author, brief description, issue number and page number(s).
Article Transcript
For those of you wishing for greater success at corporate events and tradeshows this article is for you. Two experienced experts want you to understand the corporate business from all sides: the broker/agent, the client, and you, the caricaturist. One of our NCN members, Tom “Huf” Hofstedt, is the artist expert and Terry Quick, President of ENTCO International Inc.— International Conference Services, is the broker/agent, expert.
HUF says: The agent and the artist need to be on the same page and discover how best to please the client by providing an affordable number of pieces of art per hour...We are hired at a show booth to make a giveaway item that will create goodwill for the exhibitor, and perhaps help gain some business from the targeted clientele.
Artist vs. Client vs. Agent/Broker
The corporate Client has lots of $$ and is willing to spend 100% of it for:
- Marketing for his product(s) – 40%
- Good will for clients – 20%
- Entertainment – 15%
- Community recognition – 10%
- Employee Morale– 9%
- Favorite charities – 5%
- Fine art investment – 1%
What is good professional behavior?
Terry Quick: The Artist understands it is a business. Have a set of business cards with your agent’s contact information instead of your own, promotional materials showing caricaturist uniqueness and have professional prices.
Huf says: Understand what business your client is in, and that you are a member of the team. Be ready to refer questions to the proper person on duty. Have a clear understanding with the agent about the difference between your total retail fee and the net you receive on an agent-provided assignment. Don’t cut price “because there is no commission to pay” without the agent...you wind up competing with each other. The quoted price should be the same, whether you are booking independently or through the agent.
What is bad behavior?
TQ: Arriving at event or tradeshow unprepared. Unprepared means dressing inappropriately for the client, having insufficient supplies for the job, and arriving late or leaving early. Negotiating new jobs while you are on the clock for a paying client is another no-no.
Huf added: Rudeness, too many breaks, eating or drinking at the workplace.
What are good business ethics?
TQ: Being a team player is very important for your success working with an agent, an event planner, a buyer and your client. When you team with an agent, keep in mind opportunities for both your businesses. Your agent is selling your talents to clients as you should be selling your agent to your contacts. So give out your agent’s business card at agentbooked events. It is all about being loyal, trustworthy and ethical. These traits are important to everyone in business as well as the boy scouts.
What are bad ethics?
TQ: Being a loner and an egotist. Being inconsiderate of all partners, clients and other entertainers. See “bad behavior” answer for more clues. Giving out personal business cards at agent-provided gigs.
How much does a charming personality benefit the caricaturist?
TQ: Charm, wit and a friendly demeanor are very important for a caricaturist doing live gigs including tradeshows, corporate parties and other special events. You are an entertainer first and an artist second when doing live caricature for the public or clients.
Huf adds: At a trade show, you are a representative of the client, a member of a sales team. Be nice.
When working with an agent/broker, who negotiates with the client?
TQ: You hire an agent to help you get work; the agent negotiates with the client. Keep your pricing schedule consistent whether working with or without an agent. Do not undercut your price if you book directly with a client. Your agent and your partnership may suffer or even fail.
What are the key elements of a good contract?
TQ: The agent takes into consideration your mileage, materials, preprinting charges, attire for the job, lighting requirements, minimum time booked, number of breaks per job, payment method, and anything else the caricaturist and agent wish to include. If there is a chance of overtime on the job, the fee is prorated at a minimum of 30 minutes with the name of the authorized client contact listed. The caricaturist should call the agent first to check if client has authorized any overtime and who the actual contact person is at this event. The artist receives original contract fee at the end of the designated hours or within two weeks with a check from your agent who gets paid by the client. Additional payment for overtime is routed through your agent as well.
If the artist gets sick or can’t make a booking, is there a back-up plan?
TQ: Notifying your agent with enough lead-time to find a replacement is a good idea. Establish a time limit for cancellation up front. Emergencies happen rarely. It is helpful if the artist has a colleague contact list available for just such a possibility.
What is expected of the artist? How many caricatures per hour are valuable to the client? Value for the hourly rate charged? Is art quality the most important? Does neatness count?
TQ: Calculate your hourly rate with this formula: Single live caricature price times the number of caricatures you can complete in an hour equals hourly fee. Remember to add in your agent’s commission.
Huf adds: The numbers per hour should be “up-to” figures... we don’t want to be trapped into a guarantee situation. Art quality is still important, but the entertainment value and speed are more important. Neatness does count since these live caricatures are given to attendees for free and represent the company client to their customers and prospects. People save the caricatures more often than other free handouts.
What does the client want from a caricaturist?
TQ: For birthday parties, the caricaturist is expected to bring fun and laughter to the party. The individual caricatures are lasting memories of a good time.
For tradeshows, Huf usually maintains a line 10 people deep waiting for their caricatures to be drawn. During the ten-minute wait, 3-4 salespersons can be kept busy promoting their products or services. Also the final piece has the company logo and contact info preprinted on it. Huf increases booth attendees by 5 to 1. His overhead projector helps promote the booth too.
For corporate functions, clients want clean and professional entertainment. And remember Huf’s motto: “If it has no likeness, it has no value.”
What should the caricaturist expect from the agent and the client?
TQ: Respect for and from all sides is a given. Best to work with an agent who isn’t a relative of yours. The agent is your representative to prospective clients and has the contacts to create business for both of you. When partnering with an agent you come to terms as to who does what in a written agreement. Realistic goals should be outlined along with your expected income based on the number of jobs per year. If you are an unknown in this arena, it takes a few years to build a client base and a professional reputation.
What does the agent/broker want from the caricaturist?
TQ: The same things the caricaturist wants from his agent! The artist represents the agent’s company and the client. Be positive. Remember the good ethical behavior.
What do you want NCN members to remember most about working with entertainment brokers and corporate clients?
TQ: An agent is your partner. With corporate clients, it is their money you want so you give them what they want. When you are ready to work with an agent, interview several to make sure you will have a good partnership. Communication and trust are key elements here.
A buyer negotiates a flat fee with caricaturists and it is considered work-for-hire. The buyer employs the artist for the corporate client. There are differences between an agent and a broker. The agent is hired by the caricaturist to represent him and find him work... and the agent is paid a commission by the caricaturist. A broker is the defacto buyer for the client. He is paid a fee or has a budget for whatever services he is providing.... he hires the caricaturist for a fee. Many event companies or agencies have people who wear both hats. Be sure you know which hat is being worn for each job you get.
An AFTRA or SAG agent is hard to find because they represent actors and performers, but if a caricaturist can find one who will represent him/her, the artist would do well to give this agent extra consideration.
The views expressed by individuals are not necessarily those of the NCN or its membership as a whole.
See Also
External Links
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