I was struck by a comment made by our friend John Andrews in his editorial in this month’s Antique Collecting (which quotes John anonymously as “an American dealer” — he *is* an American citizen but even after 20 years I find it difficult to think of him as American!). Off track — sorry. John Andrews observes “Online commerce is not going to go away. What it tends to do is to demand a perfection of condition or provenance that is difficult to satisfy.”
In other words, buyers are even more particular when shopping online for antiques. Or, perhaps: it’s even more difficult to sell pieces of merit that aren’t either perfect or accompanied by desirable provenances. (In general, provenance of early oak furniture is more important in England than it is here — as American provenances add value to American antiques.)
I’d never really thought of this, though intuitively I suspect that he’s correct. Trust matters enormously when buying antiques online, so the less that there is to distrust, the more likely a sale will occur.
John goes on to say: “There was as time when such perfection was not paramount, but time and buying from photos has changed all that, perhaps contributing to the demise of the run-of-the-mill currently prevailing at auction.” Certainly most of the dealers we talk with share our experience of the past several years: the very best material continues to sell quite briskly, while things in the middle — good, functional, reasonably priced but without the special or exceptional quality to lift them out of the middle — tend to hang around.
My question is: do buyers really think about this, or is it an unconscious thing? Maybe it’s because when people walk into our booth at a show or into a shop and see something they like, they have an immediate, visceral (emotional?) reaction. If they like a piece, they then begin the process of deciding whether they want to own it. Do online shoppers do this in reverse? Or is it that the emotional reaction when you see something in person is just that much stronger.
Either way, the idea that online antiquers are more demanding about condition is interesting and perhaps instructive if it is in fact correct.
– Lisa
September 19, 2007 at 11:41 pm
I’m not to sure that this observation is really because of on-line buying. My experience says that it has more to do with the modern collector. In the “old days” collectors looked for the best to be sure but still looked in out of the way places for that surprise find. Perfection was never the over riding factor when buying. The more history shown the better in our view. But today’s collector wants everything to be perfect – their house, their car, their coffee and their antiques.
In my opinion this can lead to more fakes coming on the market. Let’s admit it, perfection is easier to fake than is a truly old surface. If they want perfection I’m sure they will find it.
As for me, I’ll take the time worn piece that proudly shows its history and its imperfections.
October 3, 2007 at 8:08 am
The fact is that people buying from catalogues or used to modern selling controls are entitled to expect that the goods are in very good condition. Photographs of antiques are generally rather flattering, particularly of furniture. There is therefore a strong incentive to make sure that pieces offered on line are in impeccable shape and this perpetuates Robert Rodgers’ correct observation about the effect of this way of buying. If you go into a shop and see a piece that it attractive but has a few flaws, your love of the period/style overcomes the detrimental flaws you can see before you. If you buy from a photograph you are not prepared for defects.
November 19, 2007 at 4:42 pm
Here’s some thoughts from an online customer:
First, I’ve been going to shows for years and recently have begun more ernest collecting/buying. Since antique shops have begun going online, coupled with my particular collecting ( I consider myself a person who buys antiques and enjoys them vs being a “Collector”), I love browsing sites to study and learn. Also to price shop so I know what’s what at the shows and shops I frequent.
My first big purchase actually was online. I made the decision online, took months to decide to buy, and when ready, arranged to buy it contingent on actually seeing it at the next intown show the vendor was coming to. Note my hesitation; it was my first buy. The minute I saw the object and touched it, it was a done deal. Now I would (and am) buying online.
So, I am just one person, this is just what I do. I have about 15 websites bookmarked and use them to learn as mentioned above. I must admit, even when I see something I am interested in, I want to see it first hand. Thus I might call myself the ‘online preview, then show shopper.’ I just lost one opportunity to purchase something online when I hesitated. I lost that antique to another customer, but I just needed to see it first. Oh well…(I found a like object at another show I just frequented!! So guess that validates my ‘online preview, then show shopper’ model).
Tips to consider:
I appreciate multiple pictures of all angles of the object online. I appreciate getting extra pics and information sent when requested too. Maybe the sellers can view their sites in multiple ways other than direct sales. Show buyers (me) love it when you say you have a web site. That helps sustain the customer relationship after the show and may make a sale at the next show.
I love your sites!