Antique Store Etiquette
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- Posted By: william
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- Location: US
You've seen those signs: "I found it; I cleaned it; I repaired it; I inventoried it, etc., etc., and you are asking for a discount?" Yes, those signs are true and the dealers are kidding on the square.
Recently, I was working in a showcase when a woman approached me, and the first thing she said was, "I am a dealer." That said, I knew what was coming. A smarter person would have started their approach something like this: "There is a piece in case so and so that has caught my eye (or that I am interested in) and could you please show it to me when you are available?" Then, after you've examine the piece and the price tag, you might say, "It's very nice (pause); do you know if there is any discount offered (or available) on this piece?" Either they will know the merchandise and tell you, or they will offer to check the seller's discount policy. If there is a "firm" on the tag or "ND" (for no discount), that's a big clue that there is no discount, but sometimes sellers will give a volume discount regardless of what is on the tag. The secret is your approach. Do not come into a store and announce that you are a dealer because no one cares and everyone else selling there is also a dealer. You must do this with finesse at the right moment.
The woman that I encountered was guilty of another cardinal sin. She tried to denigrate the item by making a remark something like: "Oh, is it signed or just a pretty piece?" Sounds innocent enough, but delivery is everything. She didn't inquire; she was using a worn out technique of trying to denigrate the item so that I might feel compelled to discount immediately for offering such inferior merchandise. This doesn't work; you'll only alienate the seller.
After I stated my discount policy, which is none on items marked "ND" or ten percent on a group of items that exceed $200.00 (provided they are not marked "ND"). At this point, the woman acted outraged and informed me that in her X number of years in the business, she never heard of not giving a discount, and that she often gave 30 and 40 percent discounts. I stated, simply, that this is my business model and left out the part about what I was thinking: "What do you not understand about NO, and too bad you don't mark up your merchandise realistically; and further, you are really getting my goat." She came back after a few minutes (no doubt to regroup and try a new strategy) and stated that she had chosen $225.00 worth of merchandise; and would I sell it for $200.00. I simply stated no again (not sure I said no thank you). She left in the proverbial huff, but she did buy one item that I showed her.
Her mistake was using high pressure tactics in attempt to wear me down. They don't work. You will either kill any possibility of negotiating with the seller or get thrown out of the store if you come on too strongly. She was borderline. However, I do look forward to her next visit, when I can tell her that my discount policies have not changed and if she wants bargains, then she'll have to hunt them down elsewhere, as my motivation is to make profit for my business, not hers.