NEGOTIATING WITH YOUR ANTIQUES DEALER
by Dennis Barker
Its been a while, but for many years, I owned an antiques shop in Salt Lake. But long before I could even spell antique,
some curiously confused or deranged shop owner fell upon the idea, that it
might be interesting, if the price of antiques were negotiable. Subsequently, antiques dealers everywhere have
been expected to follow in the dance. “Is this your best price?” is now the
first step in the tango between dealer and collector.
When I sat behind the sales counter
in my shop, it was unusual when a customer did not ask for a discount on his
purchase. Those times that the buyer
offered the phrase “can you do any better on this?”, I had taken to responding,
that “I’d be doing a little better if I could get an extra twenty bucks for
it”. Some customers offered a wry
smile, others stared at me as if I were
from Mars, and I even had customers just set down the object of their
affection, and walk un-bemusedly out of the shop. Apparently what amuses me,
doesn't always tickle others. In the
end, I didn’t make up the rules, so I danced until my feet hurt.
Its always been my contention, that
the dealer is usually going to get what he needs out of his merchandise, and if
there exists a generally accepted expectation of a discount, it will already be
built into the price. This doesn't mean
that most dealers are not really
negotiable. Cost of merchandise, rarity
of the item, and the dealers financial position can all effect his willingness
to stand pat or further discount a sale.
The most equitable deal probably leaves both buyer and seller feeling
just a little uncomfortable. In the end, collectors want to collect, and every
dealer has to fill up his dance card.
Further complicating the situation, there
seems to be, especially among many newer collectors, an opinion that antiques
dealers pay little for their merchandise, and have fat margins to work
with. This is usually untrue. And, while
the smart collector will try to get the best price possible, a low ball offer
will often result in the dealer becoming less, not more negotiable. Remember, to remain in business, the dealer
has to pay his expense and make a profit. Keep in mind that collecting is not a
blood sport, it's an enjoyable pastime.. If you want to haggle beyond the
dealers price, do so with a smile, and if the dealer can’t accommodate you,
tell him you’ll pass, and walk away.
It’s a small world, and it’s likely you’ll want to dance with him
another day.
