February 2018

negotiate don't haggle

Negotiate, Don’t Haggle

We in the antiques and vintage trades have always known that an asking price is not the “real” price. Who believes anymore that retail prices actually reflect what the seller expects to get for his merchandise? We haggle over price when we buy and we haggle over price when we sell. Haggling is “business as […]

Continue Reading
antique dealers can learn from wine sellers

What Antique Dealers Can Learn from Wine Sellers

Over the holidays I had occasion to go into a Total Wine store. If you’ve never been to a Total Wine, they’re the size of a major supermarket. The shelves are stocked with rows of wine, beer, and other goodies. I was completely out of my element. Shelves appeared to be filled with thousands of […]

Continue Reading

Boost Sales with Storytelling

The difference between consumer goods and collectibles is the quality of the story that is attached to the item. Your storytelling ability is the key to selling more. For example: as a “follicly challenged” gentleman, I take comfort in my collection of hats. Not for their collectible value mind you, but for their value in […]

Continue Reading
antique shop

The Time is Right to Open an Antique Shop

It’s my opinion that the antiques business is the only retail business worth pursuing at the moment. If you’ve ever wanted to open an antique shop, now is the time to act. Consider the problems faced by commodity consumer goods retailers: In the past decade,“Big Box” stores have put scores of Main Street retailers out […]

Continue Reading
buyer fees

Pass-on Costs via Buyer Fees?

Buyer fees are much like kudzu: They are invasive, spread rapidly, and choke the life out of everything they touch. For those unfamiliar with the plant, kudzu was introduced into the United States at the 1876 U.S. Centennial Celebration by the Japanese contingent. It was immediately adopted in the Southern U.S. as cheap animal fodder […]

Continue Reading
parting with cash

The Pain of Parting with Cash (and the Joy of Getting It)

I like having cash to spend. I try not to spend it, but just having some and knowing that I could spend it if I want to feels good. I don’t think that I’m alone in feeling this way, either. Money affects people in physical ways and I recently stumbled onto proof that this is […]

Continue Reading
facebook marketing

Use Facebook to Build Trust in Your Brand

Walking down Main Street in Mt. Airy, N.C., I feel like I’ve stepped into a 1960s sitcom. Mt. Airy, the boyhood home of Andy Griffith, was the inspiration for his television home town of Mayberry. As I stroll by Floyd’s Barber Shop, I peek inside and notice that all the chairs are full. Not the […]

Continue Reading
ebay fraud

eBay 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 […]

Continue Reading
antique mall

Should You Open an Antique Mall Booth?

Should you open an antique mall booth? The answer to that question will vary according to who you ask. Folks who have opened a booth and failed will, of course, tell you “no”. Many antique dealers will tell you “no” as well, citing the fact that their sales are getting lower every year. Operators who […]

Continue Reading
email marketing

3-Step eMail Marketing Formula

For decades, companies have depended on demographic marketing to target customers. But, demographics aren’t as powerful as they used to be. As U.S. society has evolved sub-groups have emerged within the traditional demographic groups. Our market has fragmented to the point where the old demographic tools are useless. New tools are needed if we are […]

Continue Reading