Tips from Successful Antiques Dealers

by Mary Dessoie

In the competitive antiques market and this less than brilliant economy, antiques dealers must be inventive and able to adjust to changing circumstances. Client satisfaction is a priority!

Recently I conducted an open forum, via e-mail, with several antiques dealers around the country who belong to my butter pat collectors’ club. These savvy dealers have been successfully weathering the downs of the current economy and they have agreed to share some of their smart business tips.

Marshall noted, "Collectibility changes as the age of the collector changes. People want the comfort items that they grew up with in their mother’s kitchen or at grandma’s home. Each generation has its own memory Find out what potential consumers in your region are looking for and keep up to date with your customers’ wish lists.

"Our shop policy is to keep the inventory fresh and rotate it. We dust, dust, dust and polish on a regular basis. Keep your employees moving and energized. Greet customers with a friendly smile when they enter your establishment. Make sure those price tags are readable! Old, worn price tags are a giveaway that the merchandise has been sitting on the shelf for months or in some cases years.

Kitty added, "In the last ten years the antique mall has gained popularity among antique enthusiasts. All kinds of dealers can offer their special items under one roof, thus providing something for everyone. The main drawback of these malls is that the dealers are not present to explain and describe their stock. I prefer going to shows where I can talk to and learn from each dealer personally."

Damien says, "Antiquing is about the excitement of the hunt, the pleasure of collecting, the satisfaction of making our homes more beautiful, and learning how to buy investment-quality pieces that are fun to enjoy while they grow in value.

"I’ve noticed in my many years in this business that novice antique sellers usually want a higher price for their items than the market will bear. People watch The Antiques Roadshow and they are very sure their item is worth a lot. Unique and one-of-a-kind items, such as stagecoaches, do not last long in our shop. People that walk away and don’t buy something they like come back later to get it and they are disappointed when it is gone."

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