The Rock in the Wool

Navajo Folk Art

It is a real treat for us when one of our artists creates a new and exciting art form. Such innovation is rare and highly prized at the trading post. On the other hand, there are a great number of "craftspeople" on and around the Reservation who pick up an existing idea and reproduce it until they have explored every possible variation multiple times. After a while, Steve and I develop a "Ho Hum" attitude for this repetitive art, and tend to lose interest in what we deem production line creations. Henry Ford, however, would be proud of the many artists who have incorporated his assembly line processes into their art.

To be fair with the artists, it is my opinion that we need not look far to discover the source of the mass production problem. There is an old trading adage that goes something like, "Yaadilaah, there is a rock in the wool!" It comes from the early days of trading with the Navajo people, when traders purchased wool and mohair produced by the many sheep and goats roaming the Reservation before the Livestock Reduction Act. No one knows for sure how the poundage problem began, but it quickly became extremely troublesome.

In those days, the traders provided long, narrow burlap sacks for collecting wool and mohair. When full, the bags were brought back into the trading post to be weighed. The wool seller was then paid in cash or trade. Suspicion and deceit soon wormed their way into the transactions, causing distrust on both sides.

After a while, someone noticed the scales were weighing light; not quite up to the proper weight. The reasoning behind this deceptive practice was a real or imagined belief that the wool was being delivered wet or contained a hidden rock or two to goose up the poundage. Whatever the case, everyone blamed everyone else for engaging in unfair trade practices, and the entire undertaking became unbalanced. Thus, evolved the rock in the wool adage, and the resulting out of control, downward spiral.

For years, our staff and I attended trade shows promoting Navajo arts and crafts in major cities around the western United States. We would load up a large Ford van and Wells Cargo trailer with the most exciting pieces of art we had acquired and set out on our adventure. Upon arriving at the desired location, we set up mini Twin Rocks Trading Posts and began selling our wares. The trips were fun, exciting and educational for everyone involved. Through the trade shows, we attempted to provide the artists additional opportunities to become recognized, create more art, develop new outlets and make a better living. Our personal economic prospects improved as well; until the "rock" appeared in our wool sack.

In an effort to expand their overall understanding of the market process, we worked hard with our artists to improve their creativity; educate them to the market; and explain supply, demand and pricing issues. What we failed to anticipate was the Wal-Mart mentality. As consumers, we are all too often focused on what we consider the single most important issue . . . price. The Wal-Mart smiley face represents our desire to get the best buy possible; regardless of the ramifications to producers. A focus on the lowest possible price does not bode well for the artist, or the quality of their work. In spite of that, out on the road, the customers inevitably demanded a better value.

Unfortunately, we were also responsible for creating the downward spiral, because we would come home from the trade shows and tell our artists that if they were able to produce their work for a few dollars less, we could move far more product. Volume, volume was needed, we told them. If we made less on each item, we explained, we would make it up in volume. The artists often reluctantly agreed to the demand, but we found there was not the same amount of labor put into their work; corners were cut to compensate for the drop in pay. Worst of all, the passion for the art was lost. The artists knew that if they did not capitulate, there was always someone else, less creative but more hungry, waiting to step into the void and make the pre-developed concept for less money. It would not take long before the customer noticed the loss of quality, and we would be faced with another request for still lower prices. This turned out to be a rather depressing situation for everyone involved.


Navajo Baskets

In my experience, passion is the key to quality art; a labor of love transcends all boundaries and is recognized for the treasure it truly is. It has been a hard won lesson, but I now realize that everyone involved in this, or any other, business must be treated fairly for the overall endeavor to succeed. The artist, wholesaler, retailer and collector must all feel they have had equitable treatment to maintain progress. Passion for the people and their art, and a understanding of their individual circumstances, are essential elements in the trading business.

Artists like Marvin Jim and Grace Begay create sculptures that metaphorically relate the Navajo creation myth with beauty and an earthy sophistication. The time and effort they put into their work is easily recognized by their attention to detail and delicate brushstroke. The Black family continues to amaze us with their creativity and willingness to share their cultural heritage. Their efforts help maintain a unique belief system which is on the verge of extinction. Silversmiths, potters, rug weavers and folk artists will hopefully continue to create works of beauty and wonder. We are committed to maintaining the balance this business requires and eliminating the rock from the wool. Rock out!

With warm regards,
Barry, Steve and the Team.

Copyright 2006 Twin Rocks Trading Post