Marketing Kenyan Art revolutionized by Social Media
By Margaretta wa Gacheru
Published May 24, 2012
Business Daily, Nairobi
Marketing of Kenyan contemporary art has historically been
the weakest link in the chain of the Kenya’s creative economy as far as visual
culture is concerned.
For years marketing has been dominated by Asian curio
dealers or expatriate gallery owners who have kept indigenous Kenyans out of
the loop connecting the patron or client to the product, the work of art
itself.
“Asians art dealers used to tell clients the African artist
had either moved out of town or died rather than tell the buyer where to find
the artist,” recalled Patrick Kinuthia who exhibits and markets his art through
various channels today, including Banana Hill Art Gallery, an art center owned
by an indigenous Kenyan artist and businessman, Shine Tani.
Chinese visitor Liu at Banana Hill Art Gallery. Art on panels by Chilonga Haji. Pix: Qi Lin
Kinuthia also has a relative overseas who sells his
paintings as prints to a market hungry to see more of African popular artistry.
But he is still a rarity in the international art realm, since up until very
recently, indigenous Kenyan artists were cut off from the global art market,
either due to their isolation, lack of information or low level of
entrepreneurial savvy.
Meanwhile, expatriates gallery owner-managers like the late
Ruth Schaffner of Gallery Watatu used to buy African art on the cheap and sell
it for exponentially higher prices, cutting out the artist from the financial
equation altogether. That practice continues today, be it in the realm of
African so-called artifacts (such as Turkana headrests which get shipped abroad
illegally and in bulk by expatriate ‘culture vultures’) or artworks sold on
commission by the gallery that still keeps the Kenyan artist in the dark as to
who exactly his or her clients are.
Adrian Nduma uses Facebook to market his colorufl abstract expressionist paintings. Pix: Qi Lin
But today the marketing scene is changing rapidly with the
arrival of social media. Artists using Facebook, Twitter, email, and or text
messaging all have instantaneous means of cutting out the middle man or woman
and making their work known both locally and globally.
Nonetheless, it is still the case that some artists still
market their art the old fashioned way, either by word of mouth, printed
invitation sent out by snail mail, and/or posters that get put up around town,
at central cultural locations such as Alliance Francaise, Goethe Institute or
GoDown Art Centre.
Geraldine Robarts still prints colorful invitations, many of which go by snail mail or get hand delivered to promote her Village Market exhibition which opened May 30th in Nairobi. Pix: Mike Fairhead.
Others still rely on the public exhibitions of their art,
leaving it to the gallery or art center to do the publicizing of their solo or
group shows. That can be effective, especially if those art venues employ
social media to let their clients, friends and followers know about upcoming
exhibitions.
Some artists find that having private showings at the homes
of serious art clients can be quite an effective means of marketing their art
and making sales. But those artists tend to be a minority. For instance, in
March, William Wambugu showed his artwork at the private home of Samantha Ripa
di Meana in Westlands. In April, Peter Mburu cultivated an American client who
kindly introduced him to her friends in private settings. Both women have also
taken the artists under their wing and sponsored public exhibitions for them:
Wambugu’s at Ripa di Meana’s Contemporary Roots Gallery in Brussels, Mburu’s at
the Nairobi National Museum.
But not too many Kenyan artists have such special relationships
with their clients. Ripa di Meana is one of the few expatriates who sees
herself as an “agent” working exclusively to advance Wambugu’s artistic career.
Otherwise, William Ndwiga, founder-director of the Little
Art Gallery believes that “Kenya’s creative economy is not yet advanced to the
stage where we can easily have agents managing artists’ careers. Artists can’t
yet afford to confine themselves to business ties with just one agent,” he
said.
Gallery Watatu’s acting director Osei Kofi differs a bit
with Ndwiga on this point however. He is hoping, after relocating Gallery
Watatu from Nairobi’s City Center to Spring Valley by the end of this year, to
establish exclusive agent-artist relations with a number of Kenyan artists.
Kofi has tried this style of operating before with a host of
Kenyan artists, but very few have stuck to the verbal agreement made with the
Ghanaian-born former Weekly Review journalist-turned-galleriest.
The closest thing to a successful agent-artist relationship
is happening at OneOff Gallery where the former co-director of the now defunct
RaMoMa Museum, Carol Lees, has well established yet loose relations with a
range of what she considers first-tier Kenyan artists, such as Joseph
‘Bertiers’ Mbatia, Beatrice Njoroge, Timothy Brooke and Peterson Kamwathi.
One of the first galleries in Nairobi to use social media in
the form of email and Facebook, OneOff’s success can also be attributed to
Lees’ longstanding track record. She opened her gallery in 1993. And even
during the years when she managed and curated RaMoMa (her co-founder/director
was the well-known Kenyan artist Mary Collis), she kept One Off on the back
burner. That way, when she left RaMoMa in late 2009, she had a vast online international
client network which had expanded over time.
Meanwhile, what increasing numbers of local artists have
chosen to do instead is practice a kind of ‘open door policy’ out of their home
studios. This is what has been happening with artists such as Peterson Kamwathi,
Richard Kimathi, Anthony Okello, and even Peter Kenyanya, who have moved out of
Kuona Trust to establish their own solo studios where they welcome clients who
either casually drop by or call first and make an appointment.
Some of those who have moved out of Kuona Trust have also
established new art centers of their own. Patricia Njeri Ndungu did it when she
set up Kilele Arts in Ruaka two years ago. Michael Wafula also did it when he
set up Kijiji Arts Studio around the same time in Kayole.
Adrian Nduma never associated directly with any of the local
art centers before he opened his studio-gallery to visitors and prospective
clients. Instead, he actually came from a banking background. He got his first
university degree in Art Education from Kenyatta, taught briefly, but then
recognized the wisdom of learning more about business, preparing (either
consciously or unconsciously) to apply that knowledge (with MBA studies as
well) to the business of marketing his own art.
Now Nduma also operates his own Bonzo Art Gallery as well as
exhibiting at local venues, such as the Nairobi National Museum (where he had a
one-man show earlier this month), the Osteria in Karen and the Talisman
Restaurant where he is currently holding a show of his colorful abstract
expressionist paintings.
Like an increasing number of Kenyan artists, Nduma is using
social media to market his art. He uses everything from text messaging to email
to Facebook. He doesn’t have his own website, like a few local artists do,
including Kamwathi (
www.kamwathi.com) and
Peter Kenyanya (
www.sculpturekenya.co.ke).
But he does have his own Facebook page for his Bonzo gallery.
One of the most innovative art marketing strategies using
Facebook devised by a Kenyan artist is Michael Soi’s. Even before he shifted
from Kuona Trust to the GoDown Art Center, Soi was putting his partially
painted works of art on Facebook practically every day.
Our privilege as his Facebook friends was to watch a
painting progress day by day. Engaging his audience in the process by so doing,
Soi has helped teach his public, be they local or global, about what’s involved
in painting a work of art.
It doesn’t hurt that his paintings tend to be slightly
titillating at the same time as they are storytelling about Nairobi night life.
But by familiarizing his audience with a work over time, he enhances the
prospect of someone also wanting to buy his finished work of art.
So what social media is frankly doing is enabling Kenyan
artists to control the marketing of their art, to increasingly eliminate the
middle man and gain their independence as art marketers.
Artists are increasingly able to address both global and
local art markets without waiting for a third party to promote their work or
maybe not.
“Social media has revolutionized art marketing,” said Shine
Tani, director of Banana Hill Art Gallery, who primarily relies on email to
inform more than 2000 of the gallery’s friends and prospective patrons about
upcoming exhibitions.
A Kenyan artist cum entrepreneur who has been painting since
the 1980s when his first patron was Ruth Schaffner, Shine had felt the pain of
being subject to middle men’s (and women’s) manipulation to the point where
self-reliance has been his goal as an art dealer/marketer for many years.
Shine and his wife Rahab started Banana Hill Art Studio out
of their home in the early 1990s, registered as a legal entity in 1994, and
were doing okay till they got some donor funding early in the 2000s. The Studio
almost died due to internal strife and external interference. Fortunately, what
saved the art center was its becoming a more business-like operation. “We
started to see art as a business, not as a project to be funded by a foreign
donor [for pennies].” Shine said.
Another Kenyan who sees art as an ‘industry’, part of the
up-and-coming Kenyan creative economy, is William Ndwiga. He defines himself
not an artist, but explicitly as an art marketer, someone who works with a wide
cross-section of local artists, not as an agent, but as an advocate and
promoter.
Ironically, one of Ndwiga’s most effective marketing
strategies is the old fashioned word-of-mouth, networking style of communicating
with prospective patrons of East African art on a one-on-one basis.
Aiming to break into a still largely untapped market niche
of middle class Kenyans, Ndwiga has made it his marketing ‘mission’ to create
awareness of not only the investment value of art, but also its functionality
in their homes and their “need” (albeit possibly not yet recognized) to include
art in their newly acquired middle class lifestyle.
Admitting his work is a slow process, Ndwiga says his
marketing strategy is multifaceted and doesn’t simply involve the quick fix of
texting, phoning or emailing his fellow Kenyans. Instead, he takes Kenyan
contemporary art into indigenous Kenyans’ homes for what he calls ‘An Afternoon
of Art with a Small Circle of Friends’. By so doing, he aims to gradually
introduce African art to Kenyans who may know nothing about it, but among
friends, don’t feel uncomfortable about exploring what it means.
His goal he says is nothing less than raising their
awareness that spending tens or even hundreds of thousands on one work of art
is a smart idea. Thus far, he has been quite successful in the process. Among
the artists whose works he has sold are those of Peterson Kamwathi, Peter
Elungat, Patrick Kamwathi, Beatrice Njoroge, Emily Odongo and Wanyu Brush among
others.
So while there is little doubt that social media is
transforming the art marketing landscape for Kenyans, creating a far more
global market range for them to throw their hats into, artists still face challenges
in marketing their work.
Margaretta on the back of a piki piki 'boda boda' after trekking out to Paa ya Paa Art Centre for an old fashioned face-to-face meeting with gallery owners Elimo and Phillda Njau.
Often, one will find online that foreign agents who have
bought Kenyan artworks for peanuts are on the internet marketing their art just
as Ruth Schaffner used to do, for astronomical prices, not a penny of which
comes back to the local artist.
But an art entrepreneur like Shine Tani is philosophical
about such practices. It may be that Todd Schaffer (
www.insideafricanart.com) is making money off of Kenyan artworks in
America or Ed Cross (
www.edcrossfineart.com)
is doing the same marketing Kamwathi in the UK and Michel van Helsdingen (
www.nzuriart.com) the same in the
Netherlands. But each of them in their own way is promoting Kenyan contemporary
art, and that is good for the locals both in the short and long run, Shine
says.