February 2018


Inventory, Investment, and Perception

The time to buy is when there’s blood in the streets Baron von Rothschild, the 19th-century British banking magnate, had a succinct investment philosophy: “The time to buy is when there is blood in the streets, even if that blood is your own.” The Baron would know: He made a fortune in the panic that […]

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Promoting your antiques business

Eleven Affordable Tips for Promoting Your Antiques Business

For those in the antiques business, hope springs eternal. Dealers look forward to a new year, hoping for profitable merchandise, good inventory turnover, and new customers. Some dealers will spend the year hoping; others will make a plan and work to make the plan a reality. Central to gaining more customers and making more sales […]

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small retailers

Small Retailers Surge Forward

Big Media seems to have missed the message about small retailers. CNBC, The Washington Post, CBS, Fox, USA Today, and most major news organizations are happy to assert that small retailers were out-of-touch, overwhelmed by online sellers. They seemed to have the facts to back up their stories: In 2017, around 6,700 U.S. storefronts closed, […]

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virtual antiquing

Virtual Antiquing: Putting Pictures to Work

Antique Trader’s “virtual antiquing” Facebook page feature has become one of my favorite newsfeed items. I enjoy seeing how shops display merchandise and what types of inventory they carry. When I occasionally spot an unusual item, I get particularly excited. Many of the goods in such photos you just don’t see on eBay. I often […]

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traffic flow

How to Set Traffic Flow in Antique Shops

Have you ever focused your attention on the way you walk? Do you stand straight with your shoulders back, or do you lean forward? Do you saunter or walk quickly? Have you noticed how the customers in your antique shop walk? Most independent retailers give little thought to how their customers walk and move through […]

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marketing channel

Dealers Must Diversify Marketing Channels

I read with great interest WorthPoint’s 2011 Antiques & Collectibles Survey Results, released on Feb 14, 2011. WorthPoint is a leading provider of valuation and associated services for art, antiques and collectibles. The survey was taken from mid-January through early February 2011, and reflects the opinions of dealers and collectors who visited the WorthPoint website during […]

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lookalike audience

Ignite Your Business with Facebook Lookalike Audience

I love Facebook marketing. Compared to the expense and uncertainty of my advertising in the 1980s, Facebook is a dream-come-true. John Wanamaker, the pioneering 19th-century retailer and department store entrepreneur, summed-up my advertising anxiety succinctly: “I know half my advertising works but I don’t know which half.” Lookalike Audience changes the face of marketing Until […]

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anchor pricing

Price Anchoring, Bundling, and Bracketing

I’m a sucker for a bookstore. I can’t seem to walk past one without going in, and I seldom go in without buying something. This has been a lifelong affliction of mine. When I was a teenager, my mother once asked me: “Why do you buy more books when you haven’t read all the ones you’ve […]

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price high for profit

How to Price High Enough to Assure a Profit

Have you ever seen the Edvard Munch painting “The Scream”?  If Munch doesn’t ring a bell, recall the scene in the movie “Home Alone” in which Macaulay Culkin shaves for the first time, and then applies after-shave to his raw face: hands slapped over his ears, eyes as big as saucers, he emits a scream […]

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rich dink woof henry

Selling to the Rich: DINKS, WOOFS, and HENRYS

The list of social-status acronyms grows longer each year. I’m sure you’ve heard of YUPPIES (young urban professionals) and probably DINKs (double income, no kids), SINKs (single income, no kids) and SITCOMs (single income, two children, and oppressive mortgage). This week, I discovered the acronyms WOOFs (well-off older folks) and HENRYs (high earners, not rich […]

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