Tag Archives: selling strategy

The Price Structure of the Antiques Trade

The Price Structure of the Antiques Trade – Business of Doing Business – The Journal of Antiques and Collectibles – June 2007 By Ed Welch Most people will agree that a Queen Anne table is an item of high value. Such an item would be out of place in a flea market. Not all Queen Anne […]

Five Hundred and Four Elephants

Five Hundred and Four Elephants – Business of Doing Business – The Journal of Antiques and Collectibles – May 2007 By Ed Welch The Wanted to Sell ad read: Four bow front china cabinets. Asking price $1,000, firm. I called the listed number and spoke with the owner. She had received many calls and was […]

The Price of Least Resistance

The Price of Least Resistance – Business of Doing Business – The Journal of Antiques and Collectibles – July 2006 By Ed Welch In 1962, I was a student at the University of Mainz at Gonsenheim, West Germany. I studied Western civilization, the German philosophers, American history (from a prospective not available here in the U.S.) […]

How to Make Money in a Down Market

How To Make Money In a Down Market – Business of Doing Business – The Journal of Antiques and Collectibles – December 2005 By Ed Welch The antique marketplace is in a down cycle. This is not unusual. The antique marketplace constantly fluctuates up and down depending on the state of the economy as a whole. […]

Being Paid for What You Know

Being Paid For What You Know – Business of Doing Business – The Journal of Antiques and Collectibles – November 2005 By Ed Welch Antique dealers make money in direct proportion to the knowledge they possess. In plain English, the more you know about antiques, the more money you will make. The antique trade is so […]

Making Plans for an Antique Business

Making Plans for an Antique Business – Business of Doing Business – The Journal of Antiques and Collectibles – August 2005 By Ed Welch Most new antique businesses fail in the first two years. In my opinion, the major reason for nearly all failures is the lack of a business plan. New dealers have the belief […]

Buying and Selling at Auction

Buying and Selling at Auction – Business of Doing Business – The Journal of Antiques and Collectibles – April 2005 By Ed Welch In the 70s and 80s, I taught a course, The Business of Doing Business in Antiques. I wrote a book for student use. Recently, I came across a copy of the book while […]

Rule-Based Versus Face to Face Selling

Rules-Based Verses Face-to-Face Selling – Business of Doing Business – The Journal of Antiques and Collectibles – October 2004 By Ed Welch All antiques and collectibles bought, sold, and traded in the antique marketplace can be pigeonholed in one of two categories, rules-based merchandise and face-to-face merchandise. Rules-based merchandise includes all mass-produced collectibles and all signed […]

Turnaround Time

Turnaround Time – Business of Doing Business – The Journal of Antiques and Collectibles – June 2004 By Ed Welch How long should an antiques dealer keep an item that does not sell? The answer to this question is not simple and the answer is not the same for all dealers. There are two schools of […]

Follow that Buyer

Follow That Buyer! – Business of Doing Business – The Journal of Antiques and Collectibles – March 2004 By Ed Welch In the day-to-day operation on your antique business, who is responsible for making you the most money? Is it your spouse or an auction company or group shop from which you buy? Is it a […]