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IMMO, ••• custom shirts by marilvn Custom Shirts & Accessories At Discounted Prices 32300 Northwestern Hwy., Suite 150 Farmington Hills, MI 48334 Men's Fashion Coordinator & Shirt Designer For 20 Years (810) 851-1001 or (800) 533-1407 9C0-1235 . dous amount of affluence out there among young collectors who didn't participate in the late boom of the '80s. They're not jaded by what hap- pened." Since closing his long- time Birmingham gal- lery, Donald Morris has been working more fre- quently from New York, where he buys and sells art internationally. Mr. Morris, who has been an art dealer for nearly 40 years, considers a deal- er foremost an educator. "You have to learn the language of art before you start to make value judgments about it," he said. "A dealer learns how to look at art, and educates collectors." While Detroit has a relatively small art mar- Part of David Klein's success came through ket compared to New "downsizing." York, Chicago, Los An- reaction throughout the gallery geles, Paris and London, Mr. Mor- world. When demand abruptly ris rates local collectors "as good fell away as short-term investors as you'll find anywhere." During left the market, the consequences the last several years, Mr. Mor- were devastating. The result: the ris has noticed a new, aggressive prices paid for many works of art crop of younger art dealers across the country. quickly depreciated. Clearly, Mr. Klein can be in- The art market crash of the early '90s scared away many buy- cluded in that category. "Not all gallery owners are De- ers. Mickey Nemer, a Franklin resident and avid collector of pre- mocrats," quipped Mr. Klein, ex- Columbian, Egyptian and African plaining that a capital gains tax artifacts, hasn't bought any art cut could help sales. He's learned since the crash. A piece he paid how to be lean, build capital re- $65,000 for in 1989 was recently serves and be prepared. The Klein Gallery no long holds one-person sold at Christie's for $30,000. "I buy because I appreciate shows; instead, it is divided into art," he said. "But it's harder to three areas where the art exhibits appreciate a piece of art if it's "offer something different." Eclecticism is the key to sur worth less today than what you vival, according to Ray Fleming, paid for it." Today, many galleries take a director of the Robert Kidd 20- to 30-percent commission, Gallery. "My philosophy is to have a maintain a varied inventory, look for artists with solid reviews from large selection so you're covering critics, a resume of impressive ex- a wide selection of tastes. Even if hibits and a history of work that the market is down, people will still come to you because you have has sustained market value. Leaving law school to open an a selection," he said. Yet at times, offering variety art gallery in 1990, David Klein faced a rude awakening. Short- isn't enough. Some galleries take ly after starting his gallery in their art on the road. Arlene Se- Birmingham, he experienced the lik, co-owner of Sybaris Gallery type of angst portrayed in Ed- in Royal Oak, will soon load up a ward Munch's The Scream. After truck of crafts and fine sculptures a few sales in the first month, he and head to the national arts went six months without any rev- show at the Navy Pier in Chicago. Except for its annual Basketry enue. But since then, Mr. Klein has found his niche: representa- Invitational, Sybaris attracts most of its clients from outside the tional painting. Last year, he cut overhead and metro area. The gallery advertis- moved to a smaller space in Birm- es regularly in American Crafts, ingham. Selling a painting val- Fiber Arts and American Ceram- ued at around $300,000 didn't ics to connect with its customers, hurt: His "art downsizing' led to who are typically in their early 50s, said Ms. Selik. his "best summer ever." Perhaps Park West has per- At 30, he's one of the youngest gallery owners. Mr. Klein views fected "art on wheels." Each week, his age as an advantage since collections of paintings, prints, many of his clients are younger watercolors and drawings are collectors with MTV, computer loaded into 48-foot trailers and wizardry and career ambitions in driven to sites at museums, ho- tels, even synagogues, where the common. "Buying art is business and so- works are auctioned for prices cial," he said. "There's a tremen- from $100 to tens of thousands of es like Sotheby's and Christie's not only inflated the top end of the art market but inspired a chain-