When it comes to bargaining for antiques, views range from folks too timid to ask to those who consider haggling to be an art form. Whether you’re just learning, or have years of experience on your side, there are a few basic points to keep in mind.
When negotiating a better price on antiques and collectibles, always remember:
- You’ll rarely get a discount if you don’t ask.
- Be polite and reasonable when making an offer, or risk insulting the seller and leaving empty handed.
- Point out flaws if you must, but never insult a seller’s wares as a bargaining tactic or it will probably backfire on you.
- Don’t let crotchety dealers rattle your cage. If they don't want to bargain, be ready to move along and deal with someone else who will.
- When you recognize a real sleeper, generate some good karma for yourself and pay the seller's asking price. You'll both walk away happy with the deal.
Now, take a look at strategies for bargaining in a number different selling venues commonly frequented by antiquers:
It's pretty customary at garage, yard, and tag sales (all terms for the same type of venue) to make offers on merchandise. If an item is marked $30, you can offer $20 and see what the seller thinks. Don't be surprised, however, if he counters with $25. Lots of people have learned the art of bargaining watching television shows like Pawn Stars.
Keep in mind, however, that making a low-ball offer just as the sale begins won't win you any points with a seller. If you find something you really want early in the day, be prepared to pay full price or accept a nominal discount.
To get the best bargains at garage sales, return late in the day. If a piece was priced very high to begin with, and sometimes garage sale antiques are these days since lots of people think their old stuff is worth a fortune, the seller may come down significantly as the sale drags on. They may very well take a lower price at that point rather drag that unwanted item back in the house or donate it to charity.
Most estate sales are run by professional liquidation companies these days. The prices on the first day of the sale are usually not negotiable at this type of sale. Prices are usually reduced the second or third day, depending on the length of the sale, and usually in increments of 25% (although some will go half price the second day of a two-day sale).
If discount policies aren't clearly posted, don't be shy about asking one of the estate sale workers when prices will be reduced. The number of items left for discounting on the second or third day depends on how reasonable the prices were marked in the first place. If merchandise seems to be flying off the shelves on day one, don't count on the piece you have your eye on to be waiting for you once discounts kick in later. As they say, buy now or cry later.
Occasionally you'll run across an estate sale being conducted by a family. Although merchandise may be offered throughout the house, these sales are more like garage sales in terms of pricing and discounting. You'll usually have more leeway bargaining here, even on the first day of the sale. Try making an offer just as you would at a true garage sale.
Most flea market sellers expect to be asked for some sort of discount, usually in the 10-25 percent range, and they price their merchandise accordingly.
To get the best deal, it’s wise to ask a flea market seller for a “best price” rather than making an offer. The reason being: a dealer may go lower than you expected when quoting a price.
For example, if an item is marked $38 your bargaining instinct might lead you to offer $35. But what if the dealer was willing to go to $30? You could get another $5 off by allowing them to state the price.
Don’t be afraid to make a reasonable counteroffer if the dealer doesn’t go as low as you’d like. Don’t be too surprised, however, if they stick to the price they originally quoted. If you can walk away at that price, think about coming back a little later in the day to see if they've changed their mind about taking a bit less.
In the case of most single-dealer antique shops, which aren't all that plentiful anymore, you’ll be working directly with the owner or the owner’s agent like a store manager when negotiating for a better price on antiques and collectibles. The person you’re dealing with will likely have the power to cut prices, sometimes significantly, when they see a good opportunity to make a sale.
It’s better to use the “best price” method here, rather than making an offer, just as you would at a flea market. You never know how long a seller has had a piece in stock, or whether business was off that week and they really need a sale to pay the rent. The price they quote may be far below what you expected since they'd rather make the sale at a marginal profit than let you walk out empty handed.
You're always welcome to make a reasonable counteroffer if they don't go quite low enough. These folks are prepared to play the game with you. Sometimes the dealer will accept your counter, other times not.
Some malls only offer discounts to dealers, and you must have a tax exemption certificate on file to qualify for even 10 percent off. However, if you ask, most multi-dealer establishments do offer at least a 10% discount on items priced above a certain threshold – usually in the $20-100 range. Any mall staffer you run across while shopping should be able to answer your questions about discounts.
For more than a basic discount, a mall salesperson usually has to contact the seller for approval. Malls won’t generally do this unless you’re buying multiple items from the same booth or a single item valued at $100 or more. If you decide to ask for this courtesy, you can make an offer or ask for a best price. Either way, don’t expect to get more than 25 percent off, and keep in mind that 15-20 percent is more realistic.
Look for ND on tags. Some mall sellers mark tags “ND,” which stands for no discount. This usually means that the seller has priced the merchandise as reasonably as possible considering what they paid for the piece, and they aren't willing to negotiate further. In some instances, you can have mall personnel call the dealer to make an offer on ND merchandise but this isn't common practice. Mall workers often have a feel for which dealers will work with customers on ND merchandise, and will guide you accordingly.
You can sometimes bargain directly with sellers. If you happen to run into a dealer working in his booth, or the mall is a co-op and the dealer is working that day, consider yourself lucky. While it doesn't happen often, you might be able to garner a better discount or negotiate on ND merchandise working one on one with a booth owner. The dealer avoids paying mall commissions this way, and can often pass that savings along to the customer.
Keep in mind, however, that some antique malls discourage this practice and others strictly forbid it. Respect sellers who tell tell you they may risk losing their booth lease for dealing directly with customers, and try to curb your persistence in these instances.
Another option is picking up a card in the booth, where available, and either email or call the seller directly. You risk having the item sold out from under you doing this, but it could net a better price if you're willing to risk it.
Although you may not see them as places to find bargain antiques, antique show negotiating is very similar to that employed at flea markets. Asking for a “best price” is usually the way to go. The main difference is the type of show you’re perusing, which ranges from those actually similar to flea markets with everything under the sun on display to high-end charity antique shows with vetted dealers.
Dealers in all types of show settings realize it's customary for shoppers to ask for reasonable discounts. Be aware, however, that some will welcome it more than others. Occasionally you’ll run across a show dealer who demands full price with no exception, and the way they respond to your request for a better price may be nothing short of rude. They'll seem insulted that you even thought to ask for a discount. The hard part about this is that you don't know how they're going to react until you go ahead and ask.
In these instances, you can choose to begrudgingly pay the asking price and reinforce the belief that they don't have to consider discounts (or even be polite about it!) to make sales. Or, you can simply move on and do business with someone who knows how to treat their customers with respect.
Most dealers, however, will treat you decently when you show them the same courtesy. Expect 10-25 percent off when you ask for a better price and make a counter offer, when needed, and you'll usually strike a deal in these venues. Know that checking back with a dealer at the end of a show if a piece is still available never hurts. Sometimes they'd rather sell at a discount than haul a piece back to their shop.