Behind the Gavel: Value of a customer list may be surprising
In his latest Behind the Gavel column, Wayne Jordan explains why, when the time comes for dealers to attach a monetary value to their “most valuable asset,” most sellers are shocked to learn their customer base has little to no monetary value.
Dealer implications of Calif. autographed memorabilia law
Wayne Jordan sheds some light on the new and controversial California law regarding the sale of autographed memorabilia. Among the wide-reaching points of this law is that it isn’t necessarily limited to residents of California.
Evergreen antiques marketing tactics for retailers
Using these three fundamental, set-it-and-forget-it antiques marketing tactics can help antiques retailers meet their sales goals.
Tracking inventory with a SKU system
As antiques businesses grow, they may move from selling at an antique mall or show to a free-standing retail location or sell online. As inventory and transactions increase, it becomes harder to keep track of inventory. Starting your business with an inventory plan, such as a SKU system, reduces problems and...
Behind the Gavel: Strategy for cutting prices and staying profitable
How can dealers discount prices enough to keep the merchandise moving, but still produce a reasonable profit? In his latest Behind the Gavel column, Wayne Jordan has a few suggestions that makes dollars and cents.
Preparing for a career in the antiques trade
Long hours, low pay and high risk. According to the findings of a report in The Princeton Review, only the most resolute of students would take the plunge of pursuing a career in antiques. So, what’s the payoff? Wayne Jordan tackles the topic in his latest column.
Touching convinces shoppers to buy more
Touch connects us to objects in a personal way. Although it’s prudent for dealers to lock away small, high-priced items that are easy to steal, in his latest Behind the Gavel column Wayne Jordan shares research showing that customers buy more when they’re allowed to touch the goods.
Nostalgia Merchandising: Selling emotional appeal
There's no question nostalgia is at the center of many peoples' interest in antiques and collectibles, but, if you are selling antiques and collectibles Wayne Jordan urges you to consider if you are tapping into the emotion of nostalgia to truly market items.
Net vs. Gross: Tracking consignment revenue
Wayne Jordan explains, in his latest Behind the Gavel column, how you keep track of your consignment revenue can make your overall financial performance harder to analyze ... and may even make your business worth less in the long run.