Interview with Andrey Stepanenko, Russian Auction House
ARTinvestment.RU   12 марта 2012

"It happens so that it is government involvement is a decisive argument." Director of the auction - the competition with London, the advantages of Moscow, about the fortunes and prospects

Last year the Russian Auction House (RAD), well known in St. St. Petersburg, is firmly established in Moscow. antique directions for RAD settled down a luxury pad in the guest court, and spent the first capital auction of art. As a result of the last three in 2011 through an auction of the EDA entered into top ten most expensive works of Russian art sold at public auction in Russia . ARTinvestment.RU Questions about today's EDA place on the art market and about his plans said Andrey Stepanenko, General Director of JSC "RAD».

ARTinvestment.RU: How HAPPY main competitive advantage over other Russian auctions? can to talk about specialization? Whom do you consider your main competitors in Moscow?

Andrey Stepanenko: Our auction house is somewhat alone among their Russian counterparts . main difference lies in the fact that we have two main areas - property and art. In world practice, almost all large houses started with real estate. In Russia, we are the only auction house, which has considerable experience in this field. In terms of competition, such diversification, of course, gives us advantages: firstly, it is a huge customer base (the experience of three antique auctions have to say that homebuyers are often interested in buying, and art), and secondly, it pretty much gives us stability in the market (temporary decline in sales in one direction offset by successful bids in the other).

Another of our difference is that the founders of the company are the major structures - Property Fund of Saint-Petersburg and Savings Bank, and not individuals. This gives us some financial security, and often is a serious argument during the negotiations with the owners of items. I will not deny that such situations were deciding on an auction to sell their property, the client gives us the preference is for this reason. It is often so that, say, painting, inherited by inheritance, is the only valuable asset of the family, people lay on the sale of high expectations and, accordingly, a very cautious approach to the choice of the seller. happens that it is government involvement is a decisive argument. Fortunately, we justify the trust of its customers.

In addition, we note that RAD - one of the few auction houses that have complete infrastructure for antique auction in St. Petersburg and Moscow. This exhibition and auction rooms, and storage. It may not be a competitive advantage, but it sure makes life easier for both us and our customers and we care about their comfort.

As for specialization, then perhaps we are not much different from other houses: mostly Russian art of XIX - XX centuries. can only note that while we were at the auction more interesting jewelry than any of its competitors. In addition, We pay much attention to the historical component - perhaps the thing with an interesting provenance, and include our specialty. As a result, we have established an excellent relationship with the museums - State Hermitage Museum "Tsarskoye Selo", Pavlovsk Museum-Reserve. All of them are our customers; and if the world-famous museums are interesting in our bid for themselves and buy their stuff, so we are moving in the right direction.

In recent years, the auction market in Russia is developing quite actively, there have been several large houses, specializing in works of art. Basically all of them are in Moscow. We believe that it is still probably too early to talk about a serious competition. We are still making common cause - and prove to buyers and sellers that the auction is the most fair and beneficial to all parties form the sale of art objects. Now it is important to gain the trust of market participants. When the auction sales will be a significant share of the domestic art market, then we can talk about the competition.

AI: Are there any advantages to the RAD auction in London?

A.: Oddly enough, they are. Our main advantage is that we are in Russia. Many of the unique items offered at our bidding, not be exported from Russia and will never be sold in London. In addition, those who are interested in buying antiques, do not always find the opportunity to visit shows in London or New York and, therefore, forced to make a decision either on the photo or on the recommendation of trustees. We can get acquainted with the objects for a long time and slowly (and in the pre-auction exhibition, and in some cases up to it). If the We see the potential interest of the buyer, we'll even bring the subject to his home so he could evaluate it in the interior. Such cases have happened, and it really helps the customer make the right buying decision.

At the moment our audience (so far) much less than that of the world's largest houses. Accordingly, the less interesting subjects of applicants, so there is a chance to buy them at below market prices. Thus, in our last auction in Moscow, exhibited a beautiful drawing Dmitry Mitrokhin «Rainforest," a moderate estimate of 120-150 thousand rubles. starting price was lower than the estimate - 100,000. And suddenly the object left on the start. Then we called a few clients, and lamented that does not have participated because they were confident that the figure will be a serious struggle.

AI: If we compare the trading on the Moscow and St. Petersburg areas, what are the main differences?

A.: shares sold lots at both sites are about the same, but the total revenue of trading in Moscow higher - more than 70 million rubles. We are pleased with these results. In Moscow, in contrast to St. Petersburg, we have successfully sold major paintings of top lots: canvas Konstantin Makovsky « Boyaryshnya "out of 13.972 million rubles, the picture of Nicholas Roerich Nicholas Roerich «U turn" for 8.97 million rubles, and the "Bathers» Tikhov and did a record for this author's 18.86 million rubles. Great job Vladimir Orlovsky «Gone with the boat" with excellent provenance was sold for 12.55 million rubles. interesting struggle ensued for the rare, though little work «seascape with a sailboat," eventually sold for 2.07 million rubles.

We sell very good graphics. Traditionally, the auction for our major competition was at the lithograph Eugene Charushin : some participants in the hall raised the starting price of 20,000 rubles to 86,000. also well away from the collection of graphic works George Levitin. general in Moscow, buyers have expressed interest in graphics than in St. Petersburg.

We were a bit surprised by the results of bidding for jewelry: sold almost all Western European mid-priced jewelry and gorgeous Faberge (many of them with the imperial provenance) and other Russian jewelers buyers paid no attention, even though these subjects were evaluated by a very moderate, even by world standards. In Moscow galleries and antique salon asking for similar items by 2-3 times. At auction in St. Petersburg on each piece of Faberge claimed by several participants in the hall and on the phone and all these things went to a good start of the excess. How to explain this difference, we do not know ... maybe up to us simply have not reached the desired customers. Our trades very well have coincided with the beginning of Russian Week at auction in London, but still a few buyers to bid by phone from there.

AI: How do you assess the results of the first auction in Moscow ?

A.: In general, we are happy. the public interest is certainly there. third auction of works of art for the first time allowed to cover all our costs in this direction, but given the serious approach to business and our long-term plans, they have been significant. Our next, fourth, an antique auction will be held in Moscow on June 2, 2012.

AI: Will there be changes to the format of the fourth auction?

A.: In principle, the format will not change, it will also be intramural classic English auction with the possibility of a telephone, absentee and online participation. in November in Moscow, the first time we had such mixed trades: registered members can make their offers on-line, on an equal footing with customers in the hall and on the phone. It is technically very complex mechanism but we are happy with the results. Internet users were active, they were winning bets on a number of things, and we will certainly pay more attention to this area of ​​sales. In general, try to make trading more dynamic and interesting.

AI: What are the criteria selected in the EDA job? What advice can be given deliverers? it difficult to get to you in the directory?

AS: Our main requirement - the commercial potential of the subject, because we have to sell it and maximize the excess of the initial value. at our auctions are usually lots of different categories - and the collector and of artistic value, and price. There is a Russian painting artists of the first row, and there are Western European interior, with an estimate of between 150 thousand rubles.

the best advice you can give deliverers - listen recommendations to the auction house specialists to install the estimate. It is important to understand that the auction - it is not a gallery, which can afford to put the thing and find a buyer for several months. We have to do is, about one minute. Of course, this moment is preceded by a long period of preparation, training catalog of the exhibition. But do auctions take place at lightning speed. And the meaning of the auction it lies in the fact that there exist at least two buyers who are ready to fight, to raise the price. To do this, they should be interested - and above all estimate. If, flipping through the directory, the client sees good thing about the estimated price level in the galleries, then it is unlikely to have a desire to participate in the auction. In what sense? He would go to the gallery will be a long time to think and to bargain for six months. In almost all cases, when we, for whatever reason walked on a leash by the owner of the subject and put in our opinion, the high estimate, the thing turned out not sold. In contrast, absolutely all of the objects of the with an adequate or even too low estimate, go with a decent margin. For example, the illustrative case of the last auction with a memorable gift of Nicholas II Nicholas Panin-Kolomenkin - the first Russian Olympic champion. interest in the subject was predictable: it is a relic of the Olympic movement in Russia. But we deliberately asked the owner of a modest estimate of 200-250 thousand rubles, and for this he thanked us afterwards. found three stakeholders, and in a few minutes, they raised the price to 2 million rubles, that is, more than 10 times. If we initially evaluated the subject of, say, a million, not the fact that there would be even a contender.

So, if we see the potential sale and come to an agreement with the owner in the evaluation, we get to the directory is not difficult. You just have to contact the experts profiled the department to bring the subject to view or send photos by e- email.

AI: What are your terms of reception work and is a deliverer for this phase of the additional costs (paid placement in the directory, etc.)?

A.: We finish taking two months prior to the auction, that is about half that at the beginning of April. Of course, in some cases there may be exceptions, and if the subject is very interesting to us, we will include it in the catalog and at the last moment. publication in the catalog for free deliverers. All expenses for advertising and exhibitions and is the auction house.

AI: In Russia, there is still no one who would conduct a special sale devoted to contemporary art. Does the EDA to take it in their catalogs?

A . C: In the market of contemporary art in our country is in chaos, so that in Russia there are no auctions, and so we also do not plan anything like that.

In recent years, according on the financial statements of the world's largest auction houses, contemporary art - one of the most profitable areas of their activities. In the West there is a clear system of functioning of the market. As a general rule, an influential art dealer, who listened to the opinion, is a promising artist, concludes with an exclusive (in the first pores are often bonded to the artist) contract and begins to engage in its promotion. In fact, to the author got the name, it takes years. This exhibition, publications, public opinion, necessary to attract collectors, etc. The great work. And that's only when the demand for work 's exceeds the supply, gallery owner or the agent begins to exhibit the work of the author at the auctions.

Who will buy the painting on the auction when it sold a dozen galleries and you can still negotiate with the artist and buy work directly from the workshop? In our market of contemporary art is such a situation. Exclusive contracts have units. precondition for successful auction sales is just the limited supply and the uniqueness of the object (or a very low estimate). If I have, say, a unique work of Faberge, and it is a such a world, I can assign it to any price and expect to sell. And if I put up for auction Vanya Ivanova work for the same price as one hundred galleries, hoping to sell it even start at least strange. Buyer me reasonable say, "Why do I need this? Even if I feel an urge, and Vanina work to get, I'll go to his studio - and he told me 5 times cheaper than a new draw." And I objected to it will be nothing.

AI: In the pauses between bids on your rooms are not idle: there are exhibitions. How do you choose artists for their shows? By what criteria?

A. From: At the moment, exhibition projects - this is another area of ​​activity. We have a wonderful exhibition in the Moscow area in the guest court, good equipment. We still favor simply as a landlord. In between auctions Our hall is available for rent to outside organizations. Specific selection criteria do not, we are open to all offers within reason.

AI: What do you do if a new owner in doubt authenticity of the purchased? Under what conditions will return?

A.: We have a sequence of actions in the rules in such a situation is described clearly. Within 5 years from the date of the auction purchaser is entitled to claim. First of all, it must notify in writing to the auction. A further grant of at least two independent expert reports made by recognized experts in the field. If it is proven that we have sold fraud, we will certainly return the money - the reputation is much more expensive. But one of the priorities of our work is very strict selection of subjects and the prevention of such cases: if there is any doubt, we prefer to play it safe and do not take an object.

During the time that we are engaged in works of art (from December 2010), we received two complaints - and only in oral form. Typically, these incidents occur because the buyer, someone somewhere said that kind of thing is not so. We are aware that this is a common situation with which to work. In both cases we were able to convincingly by independent parties, the buyer to prove its case and remove the claim.