You Don’t Make Money Selling – You Make Money Buying – Explained

The first time I heard it, I recognized it as a profound and universal truth. “You don’t make money selling, you make money buying”  The speaker was some anonymous homespun picker up in Washington State who was poling around through the same boxes as I was at a random garage sale back in the 1990’s. … Continue reading “You Don’t Make Money Selling – You Make Money Buying – Explained”

The first time I heard it, I recognized it as a profound and universal truth.

“You don’t make money selling, you make money buying”  The speaker was some anonymous homespun picker up in Washington State who was poling around through the same boxes as I was at a random garage sale back in the 1990’s. He may not have said it just the way I wrote it, but that’s how I’ve remembered it – and I can tell you without a doubt that I remember it and always will.

tin litho train

He was saying it to the proprietor of the garage sale who had just said something like “We’re selling some stuff because we need to make some money…” It flew right over the guys head and smacked me in the face. I should have grabbed that old picker and asked him to make me his apprentice because with that one piece of wisdom, he’s earned me a lot of money. I can’t imagine what else I might have learned from him.

It might sound ridiculous to you, as it did to the garage sale guy – obviously you make money by selling things and you spend money buying things, right? Yeah, of course that’s right, but only if you are looking at things with no perspective and no perception of the past or future as already existing.

You sell the stuff you have. Where do you get the stuff you have? You buy it. If you buy stuff that no one will buy from you then you aren’t making any money in the future from it, but if you buy things that will sell – well then you’re making money by spending money – easy as that. If you don’t buy anything, you are just using up your potential energy as you sell what you already have – and eventually, the well will run dry unless you are selling your wit, your wisdom, your body, or something else that you can produce from vapor.

tin litohgraph toys

Want some examples? I’ve got a lot of them.

I went to an antiques show recently and I waited in line with the other dealers to be as close to first in the door as I could. We all laughed and joked with each other outside but when the doors opened – it was every man or woman for himself. One guy went left, another went right, and I went straight in and to the back. I saw a table lined with tin lithograph toys and I asked the vendor what she would take for all of them – as she started adding them up I threw a lowball offer – she raised it by 50% – and I agreed. It was less than 1/4 of the added up price. Deal was done. $125 for everything on the table.

While I did that another guy bought 40 WWII maps on silk for $300, another bought up four Navajo blankets for $150 each, and a fourth dealer grabbed seventy large unframed photos of racehorses from the 1930s for $100.

Here’s what you need to know – all of these cool items were sold within a couple of minutes of opening and they were all sold for a fraction of their worth. My buddy sold the pilot maps on silk within a few days and made nearly $600 in profit. The tin toys paid for themselves the same day, I listed  a few of them for sale in my Ebay shop. The Navajo blankets are worth several thousand dollars and as for the pictures of the racehorses – I don’t know but they are worth far more than the $100 she paid for them. So, $1125 was spent and an estimated $5000 was earned leaving a profit of $3850 – and that money, nearly four thousand dollars was made not by selling – but through buying.

tin lithograph toys

I can hear some of you saying “But hey, you have to sell that stuff to make money” – Yes, you’re right, but the origin of the money is the buying, not the selling.  None of us walked into that sale with no idea what we were looking for.  We all know the market and as dealers, we are all learning all the time. I walked right past the Navajo blankets – and I’ve learned from my mistake – the next day I bought a book on Navajo rugs and blankets. I also got online and began educating myself about old photographs – and the next week I knew the right price to offer for a box of photographs. More money made through buying.

There’s a reason each of us bought everything on the tables – if you buy in bulk you get a better price and – even more importantly – people often miss the trees for the forest. In every case above – there was one item among the lot that was worth more than all of the rest put together. One blanket was more valuable than the combined worth of the rest. One tin litho toy was worth more than all the rest together. One silk map worth more than all the rest. One horse picture worth more than all the rest.  This happens so often that you can almost consider it a universal law. By lumping all of the items together, the percieved value on the group as a whole becomes less.  There are several lessons that can be taken from that last statement.

Here’s the main thing – and I hope this is clear: you can’t just walk in and buy everything or anything. You need to know what you are purchasing, approximately how much it is worth, and have an idea of how much you can get it for.  Hoarders and G-Sale junkies tend to just buy anything and everything – and I have to admit, I love it when they finally have a yard sale. Here’s an example:

Yesterday, I went to a hoarder sale. There was so much stuff. Much of it was priced on the nose, a lot of it was overpriced, and some of it was priced for a very modest profit. I ignored almost all of that and looked for the sleepers – the items that the hoarder had overlooked as being truly valuable…I found my sleeper and ended up paying $1 for an item that I would flip for over $2000 within a few days…

I’ll tell you about that in the next article which will be all about sleepers….

 

The Satisfaction of a Sale Explained – My Stapler Collection

I’ll get to my staple collection in a minute…

stapler collection
Part of my stapler collection

In the world of antiques and art – there are a couple of golden rules that I’ve learned in the years I’ve been buying and selling – I’d love to take credit for these, but the truth is, they are almost universal knowledge among dealers – so it would be rash for me to claim anything of the sort. I can only claim the particular wording as my own – any picker worth their salt knows the truth of these.

1) You don’t make money selling – you make money buying.

2) A sale is validation that you know your business.

For this rather short post, I will focus on the second bit of wisdom. Here goes:

Anyone can roam the landscape and buy every potentially valuable thing they see, hoard it, and wait for someone to come and tell them they have a treasure.  Mostly what happens in that situation is that someone comes along when the hoarder or their family finally decides enough is enough and they buy the valuables with the garbage, throw the garbage out, and no one is the wiser when the treasure comes to light.

At this point, it pays to divert myself from the topic at hand and go into a different direction….

There are hoarders – who buy stuff and never sell any of it.

There are collectors – who buy stuff and might sell it to improve their collection.

collections

There are dealers who buy stuff in order to sell it.

I’m an antiques dealer – everything I have is bought to eventually be sold. I’m also a collector, but my collections are generally being put together so I can sell them, and to some extent – I’m a hoarder – because I have some items that are worth very little that I expect will be worth a lot in the future (like my stapler collection)  but in my defense…I use the staplers frequently….

So, as a dealer – if I were to try to sell my staplers…I would be very disappointed. In fact, I don’t buy them to sell them, I’m hoarding :) – but most of the stuff I buy is to sell in the very short term – there is really not much worse than buying something with the intent of selling it and then not being able to find a buyer…in fact..it hurts because it tells the truth – you’ve either paid too much or bought something that no one wants…

This, I think, is the reason the hoarder does nothing with what they have bought. They are scared of being wrong. They already, in fact, know they were wrong…the things they bought were worthless and so they go for volume over quality which is always a mistake (even with staplers).

Satisfaction comes when you buy something knowing that it is a work of art and then you sell it for a profit. Monetary Validation. Ah-ha!

An example – my friend’s estate sale. This was actually my introduction to vintage staplers…

In the estate were a couple of very interesting staplers. They were Bates B Model Staplers. I capitalize the name because this is the crown jewel of staplers. They are staplers that you load with copper wire and which make smaller than usual staples from the wire – so in fact, they are bending, cutting, and shaping. The minute I saw them, I recognized a wonderful piece of machinery. These weren’t staplers…they were art. Despite my friend’s protest that they were JUST staplers, I refused to let him price them at $1 each…or at $5 each…or at $10 each…and instead I priced them at $50 each!

Model B Bates Stapler
The Crown Jewel of Staplers

He thought I was nuts. And I began to agree with him, but eventually, a guy came and asked if I would take $20. Another came and asked if I would take $30. Finally, a guy offered $75 for the two and I took it. ( He got a great deal as a Bates model B in the box with two cartridges routinely will sell on Ebay for more than $100) but at the time, I didn’t know that and our mission was to clear stuff out, not hoard it. Those staplers brought more than much of the fancy glass, the figurines, the brass, the statuary, and the tools everyone thought would sell…that was the validation.

Since that sale, I’ve bought and sold nearly a dozen Bates Model B Staplers….

Now, I know about them….but before that first sale…it was just a matter of my taste vs. the world – and until they were sold – I actually started to doubt my taste…but it was validated…

And that, my friends is the satisfaction of a sale explained…it validates your taste and experience.

P.S. I don’t have a Bates Model B in my stapler collection (or a Model A) because when I get them, I sell them…however…I’m holding onto my Swingline Speed Stapler 4 and my Bostich and Bates 550 models until I can get what they are worth…

 

Antique Metalware – Copper and Brass from Asia

brassThis is a huge area that I am learning more and more about as time goes on. My friends consigned a large number of brass and some copper items with me and of course, before putting them in Space 23, I wanted to make sure I learned about the items.

For definition purposes – Copper is copper and brass is an alloy of copper, zinc, and other metals. Bronze, on the other hand is made of copper and tin.

First of all – hallmarks. Silver almost always has hallmarks – the stamps which can tell you whether it is sterling, coin silver, when it was made, where it was made, and who made it – which is great because with better provenience you can get better prices.

Brass and copper – not so much. This is especially true when you are looking at brass or copper from Korea, China, or Japan – which if it dates from the late 1800s to the present day is usually just marked with the name of the country it came from – which is done to comply with import laws.  While much of this is very finely made by artisan craftsmen who did all the work by hand – since we know little to nothing of the maker or where and when it was made – the value on these items is often far below what similar hallmarked items from France, Germany, or England would be. This is a great thing for the buyer but for the collector or seller – it is not so good. If you are looking for brass implements, decorative items, or art – eBay should be your first stopping point. I’ll tell you why – dealers charge a premium in their shops because they are paying rent and utilities. On eBay, it is the buyers who set the market and there is plenty to choose from.

Still there is a lot we can tell about metalware from the stamps –

For example – if it says Nippon – then it is probably dated from 1890-1915 and from Japan. The Japanese during this period used the proper anglicized name of their country but after 1915, it was reverted to Japan due to confusion among American consumers.  From 1915 to 1930 it would be marked “Made in Japan” and from 1945 to 1950 “Made in Occupied Japan” and then just Japan. Of course, this only applies to items made for export to the United States – not to items that were made to export to other countries or for Japanese domestic use.  So, when you find a mark it tells you something.

But, here’s the hitch – before 1890 items didn’t have to be marked. So if it isn’t marked it could be from anywhere if it is old or made for domestic use.

Things marked KOREA tend to be made in the 1970s to 1990s – but there is some margin for error there as well since not all brass makers in Korea switched to paper sticker labels in the 1990s and there were some brass Korean items marked Korea in the 1950s and 1960s – though not nearly as many due to the Korean conflict.

If items are marked British Hong Kong they are almost certainly 1950s. In the 1960s onwards they would simply be marked Hong Kong. ROC or Republic of China is 1949-1980 but in the mid 1970s there was a period where the mark was People’s Republic of China – if it’s only marked China – that dates it 1891 to 1949 or more possibly from 1978 onwards.

I should point out that items which are marked (signed) with Japanese, Chinese, or Korean characters can be incredibly valuable – or not. My recommendation is that you don’t sell anything before you know what it is.

Finally, brass and copper items from India are plentiful and very cheap. While many of these are finely made, the market is flooded with statues, figures, and plates from India. In general, these things are not very valuable, but there are always exceptions.

 

 

Japanese Statuary – Hakata Urasaki – Beautiful Japanese Life

 

History of Hakata Urasaki

One of the first items we’ve featured in our brick and mortar art and antique shop is a wonderful collection of Hakata Urasaki figures. These figures vary in size but most of the one’s we have are 8-10 inches tall. The porcelain figures are known for their exquisite details – in particular when it comes to capturing facial details and the minutia of Japanese life.

I should point out right away that there is a distinct difference between a Hakata figure and a Hakata Urasaki. It is helpful to know the history of both.  The original Hakata dolls date back to the late 1500s in Fukuoka Prefecture on Kyoshu. A lord was having a castle built and noticed a worker constructing figures from clay. The sculptor, Sohichi,  was so skilled that he was immediately patronized by the lord and passed his skills and trade secrets on to the next six generations. The secrets died in the mid 1850’s with his final heir.

Hakat Dolls Washable

It wasn’t until 1885 that artisans in Hakata took up the art and displayed their work at a national exhibition. This is where the dolls came to be known as Hakata. The figures became internationally known at the Paris Exposition of 1900. Hakata are earthenware and each is hand painted.  They are delicate and as a result, not many true Hakata have survived.

Hakata Urasaki Dolls

In post WWII Japan, there was a revival of Hakata dolls, mainly as souvenir’s for US troops.  In the 1950s during the Korean conflict, a doll making firm was contracted by the US Exchanges to produce a special line of Hakata dolls, called Hakata Urasaki, after the name of the firm making them, the Urasaki doll store. Hakata Urasaki were painted with a waterproofing coat which allowed them to be washed. These were produced only during the 1950s and only for the exchanges and US Servicemen. The dolls were not as brightly colored as the original Hakata dolls and were not desirable to Japanese consumers and so they were discontinued when the bulk of US troops left.

A special note about these dolls – even thought the labels say they are washable, the washable surface has long worn away with age – these should never be washed with water, only dusted with a dry cloth.

Our New Venture – A Vagabond Antique and Art Shop – Brick and Mortar!

Coming back to the USA was difficult for me. I want the best opportunities for my daughter in terms of health and education and since I can’t move my family to Canada, France, or the UK – it made sense for us to move back to my home country. Coming to the USA has been difficult for my wife – but she is resilient and adapting well.

Marley Horses
Marley Horses from the Fouria Estate

One of the big problems for both of us was that of finding work – much to my surprise, nearly a year on and I find myself doing the same work that was supporting us in Morocco and Turkey (blogging) but in a much more expensive country. Over the past few years, it seems that Google and the FCC really have it in for independent bloggers and they’ve systematically made it harder and harder to earn a buck web logging – and yet – here we are. Still going.

We wouldn’t have made it without a second income – one that has always been a sort of second nature to me – picking. From the time we arrived in the USA we’ve been cruising estate sales, thrift shops, antique shops, and garage sales and grabbing overlooked treasure – then reselling it on eBay. It’s made the difference in making rent and putting gas in our tanks. Picking is a lifetime skill and I enjoy it.

A series of rather lucky events led to me putting my skills to work when a high school friend lost his parents. He needed to have a series of estate sales and didn’t have any ideas about how to run them or price things, research things, or set it up. This was like graduate school for me – suddenly, I was faced with the valuable horde of three generations of art lovers – depression glass, cast brass sculptures, paintings, French furniture, Italian art glass, Turkish brass, Japanese lacquerware, antique wood working tools, paintings and the list goes on and on.

Vagabond Antiques and Art
Our humble beginnings

Over last summer we turned what probably would have been fairly good garage sales into highly profitable estate sales – and – we cleared out a huge amount of day to day stuff in the process. I discovered my sales skills are good enough to sell three cords of firewood for a profit in 115 degree summer weather and during the countless hours of digging on the internet and in antique books – I learned about everything from Bohemian glass to Hummel figurines to vintage fishing gear and old oil cans.

Our first two sales were focused on the less than extraordinary stuff – which, in point of fact, was really extraordinary when compared with most stuff you see at sales, but not so extraordinary as the stuff we didnt’ sell. There is still all the French furniture, the Japanese wood block prints, the Victorian decorative items and more…and a truck load of smaller brick-a-brack of great beauty and moderate worth. The big success was that we cleared out enough stuff so my friends could deal with it and we didn’t accidentally give away any great treasures. We knew what we were selling and we got fair prices for it.

After the estate sales, my wife and my picking became much better. With the knowledge we’d earned, we could go to estate and garage sales – even those that had already been professionally picked – and find the extraordinary that had been missed. An example – yesterday I paid $10 at a thrift store for a painting that is most certainly worth several thousand — there is more research to do – but the painting was done by a prisoner in the Green Haven Prison facility named E. Conway in 1970. The picture does not do this oil on canvas winter scene justice…but certainly it is worth more than $10 – there is something darkly magical about it.

E. Cnway The Woods in Winter

So, my point is that we’ve accumulated a nice collection of items and a storehouse of knowledge that exceeded our eBay store and my office’s capacity to hold them. So, we decided to open a brick and mortar store. We didn’t have the money to open a full store, nor the inventory – so we opted to open a space in an antique mall. The rent is $200 per month and the owner of the mall takes a hefty 15% commission, but the store is well known and has a wonderful location – so, we don’t have to be there or pay utilities or hire employees.

As we were making the arrangements, I wondered if we had enough inventory – then I thought of my friends and asked if they wanted to consign all those boxes of stuff in our shop – they agreed and we took a quick to trip to California to pick it up.  It turns out we probably could have filled our little space – but their antiques and Japanese stuff really brought life to our space and gave us such an abundance of inventory that we don’t have to worry about it being empty for quite a while.  Kismit and with any luck (and hard work), they will get more through our shop than they would through a garage or estate sale.  The past week, I’ve been researching and inventorying hundreds of items – pricing, buying furniture, and setting up our shop. We opened last Tuesday and so far – well, we don’t really know. The busy tourist season on Highway 101 starts in a few weeks – we have our fingers crossed.

Vagabond Antiques and Art

Eventually, we would like to have our own shop and perhaps even our own little antique mall – but for now – we are starting small. Please come and visit.

Brown Dog Antiques – 595 U.S. 101 -Florence, OR 97439  –

Come in and go to the back and you’ll see us. I will be writing more about my research interesting items and art in general on this blog. I hope that we can build a little community around antiques and art – where you can share your treasures and we can share ours.

Flea Markets in the South of France

The south of France is a beautiful area, full of culturally rich cities with countless holiday destinations, hotels, villas and cottages to choose from. But how can you choose one specific destination? Well that all depends on what you are visiting France for. France is famous for its flea markets, and while Paris is home to many famous ones, for more traditional and cultural markets – that means a distinct lack or knock off bags and phones – it is sometimes better to travel farther South. Here we look at some of the great flea markets in the south of France.
south of france flower market

Toulouse

Toulouse hosts a monthly market full of lost treasures in Allees Jules Guesde, on the first Friday, Saturday and Sunday of every month, excepting October. With classical books, military and pre war-time memorabilia, the Toulouse monthly market is an ideal place for those seeking out tidbits of modern history.  Toulouse also offers selections of traditional French porcelain, plus a variety of other treasures.

Aside from the larger monthly market, there is also a weekly market in Toulouse, with around 50 stalls in the Place Saint-Sernin, ideal for those looking for a good bargain.

flea market

Cannes

The covered market in Cannes is more of a cultural experience than a shopping experience for the tourists amongst us. It is great for those living in rented accommodation as students, or living in a villa as this is an ideal place to shop for fresh foods. You might even see some famous faces, as many of the best chefs in France shop for their ingredients.

Plus if you get there early enough, the fish stalls are an educating experience as many of the aquatic varieties on sale there are not available in the UK, and you are unlikely to see them anywhere else.

Isle-sur-la-Sorgue

The market on the Isle-sur-la-sorgue – a small, medieval town built on the islands over the Sorgue River – specialises in antiques, with over 300 stalls appearing every Sunday. This is an amazing market to visit for those looking for a real piece of history to take home, or for those who just like to browse bric-a-brac. And for the literary collectors, the final Sunday of every month is host to a book market.

flea markets

Arles

Arles is a market famous for its size. It is one of the largest markets in the South of France, with over 450 stall selling a huge variety of merchandise, anything between fruit, vegetables, herbs and spices and other consumables, to a variety of high quality, individual fabrics.

Arles market occurs every Saturday, and be sure to pack a picnic basket, because the market provides a huge choice of delicious goods to purchase for a romantic meal for two, or a simple family picnic.

Seasonal Markets

The south of France is home to a number of special seasonal markets, whether it is Easter, Christmas or Valentine’s day, the French love markets. Check out your local trip advisor for a list of seasonal French markets, as these can be both beautiful and culturally significant, with more traditional markets popping up nearer Christmas time.

Discover more from the French Tourism Office.

About the author:
Clare Cook is a self confessed Francophile with a love of spelunking. She has contributed this post on behalf of South France Holiday Villas Ltd, premier providers of high class holiday homes in the south of France