Learning the Art of Success

Brian Roughton
Owner of Roughton Galleries

From U.S. Marine to marketer to advertising agency executive, Brian Roughton's career has followed an unexpected path.

Brian Roughton never set out to be the owner of an art gallery. Although he took art classes and had a studio in his garage as a youth, he never considered himself an artist and never saw art as a career.

Today, however, Brian and his wife Kayla are the owners of Roughton Galleries, an art gallery specializing in buying and selling 19th and early 20th century American and European paintings. Located in the Oak Lawn area of Dallas, the gallery is housed in a wonderful historical building that was featured in Architectural Digest in 1937 shortly after it was built.

After his tour in the Marines, Brian went back to school to earn a marketing degree. "The Marines taught me to persevere," he says. "The marketing degree taught me about business. Both came in handy." After graduation, he followed his mentor John Newburn, learning the art business by helping him open several art galleries in the Dallas area.

Brian opened his own gallery in 1970. For several years, he scraped by, supporting his art sales with framing and supply sales. A pivotal point in his career came in the late 1970s when an associate advised him to focus on what he called "important" art, referring to paintings that are valuable enough to weather a bad economy.

"It was the best piece of advice anyone ever gave me," he says, "along with remembering that the customer is right, doing what you say you're going to do, and keeping good credit. In particular, I credit John Newburn for teaching me that when you pay your bills, people will respond when you need something from them."

The advice worked. In 1986, with his business thriving, Brian moved his gallery to a temporary location on Fairmount Street. Then, in 2000, he purchased the building that he had coveted for years and moved into the current location at 3702 Fairmount Street in Dallas. He soon bought the lot next door and built his home on it.

Roughton was an early adopter of the Internet for his business. He believes his gallery to be the first art gallery to have a Website (www.roughtongalleries.com), back in 1995. He estimates that today, 95 percent of his business is done over the Internet. Relying on his own marketing background to keep his Website functional and dynamic, Brian posts an impressive collection on the site, along with biographical information on 500 artists. In addition, an "Art Alert" feature notifies clients when paintings of interest become available.

"The business has changed dramatically from when we first opened," Brian said. "Today we have very little walk-in trade. We actually negotiate the sale of many paintings without ever meeting clients."

Roughton Galleries sells to many well-known individuals and corporations. Most of his clients are entrepreneurs who have done well in the stock market or in business. "Our best prospect is someone who is just starting his or her art collection, someone who is enthusiastic, has money to spend and is open to suggestions," he explains.

To illustrate the investment potential of art and the importance of getting good advice, Brian tells the story of a painting he sold to an individual for $375,000. Twenty years later, he brokered the resale, this time for $19 million. Brian knows he has to earn his clients' trust. "We spend countless hours researching artists and their works," he says, "and our company guarantees every sale." Brian is considered an expert in both 19th and early 20th century important American and European paintings and is a member of FADA (Fine Art Dealers Association), ICA (The Institute of Certified Appraisers), NEAA (New England Appraisers Association) and IAGA (International Art Galleries Association).

"To be successful in this business, you not only have to want to learn, be willing to take chances, but also know when to shut up and listen," said Brian. "I deal with some very intelligent people. Often they have researched a painter better than I have, and I can learn information from them to pass on to other clients."

Ultimately, Brian's business success comes from knowing what his clients want. "We sell romance, passion and desire. No matter how much money you have, if you're not passionate for a piece of art, you won't buy it."

Brian admits that he loves what he does. "It's like I'm on vacation all the time," he said.