Tips for New Antique Collectors

At flea markets and open antique shows with hundreds of dealers selling their wares, the selection of a dealer is primarily motivated by whether or not they possess an item a collector desires. Even in those transactions, caution is warranted. Although, these guidelines are primarily intended to serve those who wish to establish a long-term relationship with a dealer in their area, they may also be useful to the occasional buyer in a temporary situation. They are not intended to accuse anyone who does not fit this desciption of being a criminal or a bad dealer. They are merely guidelines for the beginning collector to use to help them reduce their risks as they venture into this exciting, friendly, fun and generally honest field.

Selecting Dealers: What to Look For

*High Quality Merchandise

This tells you two important things about a dealer. First, it establishes that they have the knowledge necessary to find and care for desireable antiques. Secondly, it is some reassurance that they are serious about dealing as a profession. Someone who takes the time to learn about antiques and who selects only the highest quality items has invested years in that effort. This is something they enjoy and will probably stick with.

*Antiques is their primary business

As in any exchange, dealing with someone who plans to be in the business on a continuing basis is much better for the customer. The reason for this is that those who have an ongoing antique business live or die by reputation. If they treat someone badly or cheat them, word of mouth will kill their business rather quickly. Therefore, they are motivated, if they wish to make a living selling antiques, to be honest.

One way to be sure antiques is someone's primary business is if they have a store. The investment in rent or a mortgage, employees, utilities and taxes indicates a very high level of commitment to the business and to the area. There are, however, many long-term, reputable dealers who sell only at antique shows and in consignment shops so this is not the only criteria one should use.

*A good reputation with other dealers and collectors

Word of mouth is the primary advertising medium for antique dealers. Collectors tell one another when they have had good and bad dealings with particular dealers. Dealers tell one another what they have heard. This communication is a vital part of keeping everyone honest. Without it there is no mechanism for removing disreputable dealers (and collectors) from the trade. - see the first note above. So ask around. Ask at least 4 people who don't know each other, so you are sure to get a good and fair estimate of the general opinion. Remember that there will always be one or two people who don't like someone, but if 4 unacquainted people you talk to have horror stories of being ripped off by a dealer, steer clear of them. (This is fairly rare by the way.)

Finding Antique Shops and Shows

Visit a shop in the area

Most dealers know that antique buyers like to "hit" several shops on each buying trip so they locate near one another and actively promote one another's shops. Antiques are somewhat unique, each store doesn't carry exactly the same things others do - so unlike most other retailers, they encourage you to come to their area and shop all the shops in their area. Usually by the door or cash register, dealers will have maps, lists of local shops and other free literature about shows coming up in their area.

Antique Magazines and Newspapers

There are a number of popular magazines, newsletters and newspapers on the market. They tend to be regionally based. A popular one out east is the Maine Antique Digest, In the midwest Iowa Collector's Journal, The Old Times, look for them in your region of the country. The more national ones are The Antique Trader, Antique Week. Again, your local dealers will be a good resource.

Newspapers and Phone Book

The local newspapers will list antique shows and have advertisements for local shops. And the local phone book will have addresses and phone numbers for area shops. If you are traveling and haven't been to a shop before, you'd better call ahead. You may drive out of your way and get there only to find the shop closed - some shops have unconventional hours, special days each month they are closed or they may only be open during certain months of the year. Others are by appointment only. By appointment only shops will usually open for you if they are home when you call.

Negotiating

Part of the fun of antiquing is that it is one of the few areas of modern U.S. culture where negotiations between buyer and seller go on in the way most other countries do it. In many countries of the world, negotiation over the price of fruit, meat, animals, building materials and most good is carried on in a bantering, friendly manner daily. In the U.S. most of our exchanges are accomplished in a rather impersonal, computer-scanner-manner.

For this reason, negotiating with antique dealers is something many of us need to learn as adults. It is not observed from childhood, so may be a bit unnatural. Here are some tips to help you as you negotiate:

An all-in-good-fun, see-what-you-can-do-for-me attitude gets you alot further with most dealers than a negative, attacking stance. Most dealers are not crooks, they just need to make a profit. Avoid cutting down the merchandise to get a lower price. This implies they don't carry quality and is a fairly obvious ploy. They have priced the item with any defects in mind. For example, avoid phrases like "Well, it has this big crack in it, so it's really not all that great of a piece." Instead, try "Despite the crack, I like this and would like to buy it. However, the price is a little higher than I'd care to go. Could you do better on this?"

Don't get too invested in a piece and getting it at a particular price. If you like it and can come to an agreement about a price you can afford, great. If not, walk away knowing you gave it a shot. The worse negotiating stance is desperate..

Don't assume too much about the dealers knowledge from their dress or demeanor. There are veritable Phd's in antiques walking around out there who don't care much about the suit and tie look (maybe that's part of why they chose this profession). Some dealers are very knowledgable about every item they carry, others aren't. Talking with someone a while about the items in their selection will help you determine if they have done the research to know a piece's true value or not.

Don't assume that because a dealer knows more than you, that you can't get a good deal. You still may have some way of realizing the value of a piece that they can't take advantage of. Perhaps you know someone who'd pay quite a bit for the last whatever in their collection. The piece may not be worth that much to any other collector, but since it fills out that person's collection, they'd give someone alot for it. Also, if you have special skills for refurbishing antiques (or have a friend who does) you may be able to bring a piece to it's top-dollar condition. This is something many dealers don't have the time or resources to do.

Take the time to visit and ask questions. Dealers are in this business because they love antiques. They like to talk about them, show off their new acquisitions and tell you tales of good and bad deals. Listening is learning and will later help you save yourself money and grief. Also, many dealers just like people and enjoy a good conversation. That "I like you" edge does count in the price they will be willing to give you - plus there is the chance you'll make a friend.