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August 16, 2017

Antique Trader

How to Buy an Existing Antiques Business

For Sale: “Great little antique shop … packed floor to rafters with inventory of all types … new owner won’t have to buy inventory for two years … make more money if new owner will keep longer hours and sell on the Internet. Priced at $349,000; Inventory value $299,000 (40% of retail).” What a great

antiques sales training

Training Antiques Sales Associates to Succeed

I get a big kick out of my fellow auctioneers. Some of them (especially the newbies) think that auctioneers are such great salesmen. Wherever auctioneers gather, you will see a few of them assembled telling “war stories” and comparing notes about what they and others have sold. At some point in the conversation, someone will

selling antiques

Don’t Let Sales Get Thrown Under the Bus

American popular culture loves a catchphrase. Always has. In the 1890s, businessmen were anxious to “get down to brass tacks,” and a well-heeled customer who was satisfied with his purchases was “as happy as a clam.” In the 1990s, if a customer discovered that a dealer’s claims were all smoke and mirrors, then the deal

shelf card

Sell More with Better Merchandise Tags

Sitting in his cell awaiting trial for treason, Van Meegeren considered his options. The year was 1945, and the war was over. Meegeren had been arrested in his Dutch homeland for being a Nazi collaborator. His crime, according to Dutch authorities, was trading a painting by Dutch artist Johannes Vermeer to the Nazi commander of

Negotiate, Don’t Haggle

“You saved $36 today!” exclaimed the clerk at JC Penny’s. “Gee, that’s great!” I replied. “I spent $31 and saved $36! What a deal!” These days, corporate retailers love to tell me how much I saved while shopping at their store: They tell me when I buy groceries, and when I buy hardware. I was

How Dealers Can Boost the Shop Local Movement

No matter what you think of the Occupy Wall Street movement, it holds the seed of a successful holiday sales season for antique dealers. The Wall Street protestors have expressed frustration with taxpayer bailouts of “too big to fail” corporations who take public tax money and then raise banking fees, restrict access to loans, and

Protect Your Antiques Business with Smart Check Policies

The recent hubbub surrounding William Meloy’s using bad checks to scam antique stores caught me off guard. In these days of electronic check verification, Internet check processing, and point-of-sale terminals that support multiple payment options, I was surprised at how easily Meloy victimized the dealers. For those who missed the story, the grandfatherly Meloy allegedly

Put Your Antiques Biz on Page 1 with Google Places

“I’ve never been lost,” said Daniel Boone; “But I was once perplexed for a few days.” It’s said that Boone was a master at staying found. Making his way through the wilderness with nothing more than an incomplete map, a compass, and his own sensibilities, he blazed a trail that thousands would follow from Virginia

eBay’s Fraud Protection Plan Boosts Your Sales

eBay fraud is in the news again. The headline reads: “Three eBay Fraud Rings Dismantled in Romania.” Romania must be a hotbed of Internet-scam artistry. Just a few years ago, a headline read: “Small Romanian Town Gets Rich Through eBay Scams.” They must be fast learners in Romania. The first attempts at eBay fraud included

Profit from Selling Estate Art

“Antiques dealers don’t know anything about art” explained the art gallery owner. “You have to be really careful buying art from an antiques dealer because you never know what you’re going to get”. I didn’t argue with the woman because I knew from my own experience that what she said about antiques dealers and art

The Time is Right to Open an Antiques Shop

It’s my opinion that the antiques business is the only retail business worth pursuing at the moment. Consider the problems faced by commodity consumer goods retailers: In the past decade,“Big Box” stores have put scores of Main Street retailers out of business. Competition from online dealers has shaved commodity retail store margins so close that

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