There is no better way to understand the state of being a decorative arts dealer than going out and visiting their shops. Each one is an island unto itself, with the proprietor and his staff (hopefully) available to show the inventory and (hopefully) engage in a conversation about “the trade”. However as an industry, they should be speaking with one voice that can clearly articulated and implement a fresh image and promote more business. Sales + marketing = public perceived success. Throw in an effective lobbyist, and maybe things would happen.
What got me to thinking about this dealer dilemma was an article on MSNBC about the influence of American Girl products and “lifestyle”. They present a product to young, stylish, disposable income mothers which fulfill their daughter’s high expectations. The doll house look of period styles (American, French, 20th Cent) would appear to be a traditional element of American Girl. It’s also a way to change perceptions of the decorative arts for young and old alike. For art and antiques dealers it’s a leap of faith and not something they would orchestrate. Maybe a lobbyist could open up possibilities to engage the public and promote better competition and financial incentives.
The changes necessary for dealers to not only survive but prosper are very self evident in today’s state of business. Decorative arts dealers aren’t having the success that a Christie’s or Sotheby’s has experienced. However, middle tier of auctions are doing fine too. With the great divide between fine and decorative art, and the many sub-categories of each, only the auctions format has been able to operate in multiple areas. This very specific defect is why every dealer will be limited in how it can grow. There is no dealer representative organization that can effectively coordinate the needs or aspirations of such a diverse industry.
The critical need to articulate what dealers do and how they can accommodate a public demand can’t come from any one dealer. The need for professional, outside industry direction, is the only way a coherent vision can be developed and promoted. Pushing for basic changes in laws preventing retirement investment in art and antiques can only be put forward this way. What better incentive for a long term investment of buying and holding than works of art?
Also troubling is dealer’s dependence of either presenting at a show or having a lifeline with 1stDibs on the internet. Both are very limited and generic, but an opportunity might happen. Either way, you can’t expect the public to change their perception of the dealers who participate in these venues. If anything they are tied together and almost become transparent, unless you are looking at their inventory and something catches your eye. Then, a client is engaged. Engaging someone into this field should be easier than selling cars, which do have powerful trade organizations at their disposal. We too represent a life style, taste, and luxury.
In this business I truly believe “all ships rise in a high tide”. Dealers who don’t think and move forward will invariably not survive; it is a systemic industry problem. Self serving dealer organizations have stood back and allowed the duopoly to squeeze dealers into lone, fragmented entities that do not present any challenge to their well being. Don’t expect me, as a dealer to ever forget how they decimated the industry and stunted its future. Unfortunately, it’s the dealers who are asleep at the wheel and are paralyzed about how to react. Any creative individual or group action would help reverse this trend.
Tim corfield
March 5, 2013
I agree… We need to talk with one voice, but who is to lead us! We seem the be caught between the auctioneers, and the decorators, both of whom have developed ways to reach the buying public , which dealers and independent experts like us have failed to do, except through the plethora of online platforms and shows! The promotion of the antiques business as a dodgy TV reality game show does not help us either. I was talking to a non antique friend of mine who had just been to a small country auction the other day, and she was shocked how cheap things were, but then said how outrageous it was that dealers would buy at these low prices and sell at much higher prices in their shops. I told her that the outrageous thing was the fact that the auctioneer was selling them so cheap. The poor old lady selling through auction was the one loosing out, not the person buying from a well informed professional dealer.
Jim Fairfax
March 5, 2013
brilliant call to arms!
Connie Lee
March 5, 2013
The voice articulated needs to speak in an open and honest format. There is a lack of trust on the part of the buyer. The relationship between staff and designer/home owner is the key to future success. The trade and the consumer browse sites like 1st dibs in hopes of gaining insights about what something should cost and also the legitimacy of a piece. There is so much inaccurate information online that the dealer has an opportunity to educate the buyer which is also an opportunity to build relationships.
Sarah Ann Filler
March 5, 2013
I think that when the natural divisions which exist within the trade can be discussed honestly, without fear of reprisal there could be some organization between dealers. There are obviously a multitude of options which are available to dealers to promote themselves. Tech is a part of it, but it’s also so very much about presence and creating enthusiasm on ‘the street’. In an urban environment, the opportunities are obviously greater than in less urban areas however as there are a multitude of partnering options available as well as a larger audience to develop. Changing our media presentation, whether it be on-line, in print, in television programming would be part of this, as would our perception of what we do and most importantly – what the material is and how it fits within the larger context of ART. This discussion requires a certain willingness to be open to changes of perception. Museums are now addressing this very subject as well – how to remain relevant and present their collections in ways which feel relevant and inspiring to modern viewers.
Douglas Stock
March 5, 2013
I am pressed for time this afternoon and hope this will be a conversation many people will join in on, so will be very brief right now. First, let me say how much I admire Lewis’ writing. Whether or not one always agrees with him is less the issue than that he is consistently pushing the thought envelope on behalf of the antiques business; and that is critically important. So, thank you Lewis.
The comparison to American Girl products, unfortunately, does not hold up. I believe American Girl is owned by Mattel, meaning it has, as a brand, vast resources that no individual dealer, or even organization, could muster. They have stores in malls; mass catalog distribution; etc..
Car sales, also, do not really have much to do with the antiques business, except that people will buy a car for $ 50,000 with the knowledge it will be worth $ 5,000 in ten years; whereas the same people will ask if an antique will increase in value during that period. Cars, also, are perceived as status symbols, rather than simple transportation. Antiques WERE perceived as status symbols at some point and, to a certain degree, still are. But they tend to “preach to the choir”, in the sense that individuals impressed by someone’s antique collection probably have some, even modest, appreciation for antiques. Everyone knows a Mercedes S Class is about $ 100,000 or more. This conveys an aura of wealth and status on the driver to the average viewer. Far fewer people understand than an 18th century table costs $ 100,000. It might just look to the casual viewer like an old table.
All for now. Really hope others will jump in with their thoughts on this subject. Well done, Lewis.
Stuart Purcell
March 8, 2013
I have always felt that there are significant barriers to cooperation among antique dealers. Firstly, they must compete with each other to acquire stock. Secondly, they compete among each other for customers. Few business models come to mind where the participants compete with each other in these ways. The antiques trade is rife with petty squabbles, partly I would suggest, as a result of this ‘double jeopardy’. The adversarial atmosphere of the business makes the forging of a consolidated representitive body very difficult.
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