Dec 09, 2011
Fab Friday: Antique Expert, Allison Kohler


1. Negotiate. As they say, you can't get if you don't ask. Haggling is a part of the business, so don't be afraid to ask a dealer for their "best price". You may even want to make an offer. But if making an offer, be respectful and reasonable, particularly if you are really interested in an item, as you want to keep the negotiation going, not help bring it to an abrupt end.
2. Inquire. If you see something you like, ask questions. Museums and libraries are not the only places you can learn about history, function, and value. Many dealers are quite knowledgeable and love to share their knowledge, so let them educate you about their wares. Then, if you are interested in making a purchase, you'll have a lot more information on which to base your decision of whether or not to buy.
3. Do your Homework. Do a little research into what you're looking for before and a little detective work during. That way you're more likely to be happy with your purchase and the dealer is more likely to have a happy customer. Before actually buying your treasure, examine it so you know what you're buying. And ask the dealer if there are any damages, repairs or anything else you should know about the piece that might affect its value or your interest in it.
4. Exchange Digits. If you see a seller who carries items you collect or have an interest in, exchange contact information. Many dealers travel extensively to replenish their stock and they often have connections we don't, so if you're looking for something in particular, they may be a valuable resource. Not to mention, what dealer isn't interested in developing a market for their merchandise by building additional clientele!?!
5. Get it in Writing. When you make a purchase, be sure to get a receipt and that the receipt provides all relevant details about the item you purchased, including cost. Visiting an antiques show should be an enjoyable experience, and buying something you can't live without should only enhance that enjoyment. Should any problems arise with your purchase, having a receipt makes it easier to resolve those problems so that your enjoyment isn't tarnished.
RB: You run antique shows all around the country, what are the best markets for buyers? For sellers? AK: Simply put, the best markets are the markets where buyers and sellers meet and transact. There is a great deal of that happening all around the country. Some of the more prominent antiques shows are specialty driven events. Americana, folk art, country, decorative art, and modernism are all represented by shows which appeal to their collector audiences in addition to the general public. It also helps to have a show in a "destination city" like New York City, Boston, Atlantic City, Miami Beach, etc. This way, shoppers can do their antiquing as well as make a weekend out of it and do other enjoyable things that each city has to offer. From a seller's perspective, the big fairs around the country are still very appealing because the shows are able to draw large numbers of people to them. Antiques shows from Brimfield to Miami Beach bring nearly 2,000 dealers together to buy and sell with each other and their retail clients. Florida, in season, continues to impress from a buyer's stand point. There are so many wonderful venues and professional show managers doing an amazing job of presenting a remarkable depth and breadth of goods to the marketplace.
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