1. Do your research
Before you attend your first antiques fair, developing even a basic understanding of what you’re interested in will sharpen your instincts. How do you know a good buy when you see it? Look online, refer to reference guides, read, read, read. Go into shops and look at genuine antiques whenever you can. Educating yourself is part of the pleasure of the antiques world. It can be hard for even professionals to tell the difference between well-done reproductions and genuine items, particularly if you’re looking at specialist fields like ancient Chinese pieces, so for that you’ll need to talk with specialists. But on a more general level, learning about the most important pieces made by the brands you like, or how to tell if something is handmade or mass produced, will immediately improve your buying decisions.
2. Get there early
This is a must. Arriving when the gates open gives you first access to fresh stock. At Australian fairs, where dealers often bring limited quantities, the best pieces can sell within the first hour or two. At major international events, you often have to pay a lot extra to get in an hour before the gates officially open, but it’s worth it. Early entry means you’re competing with trade buyers and interior designers, so early arrival is about opportunity rather than speed buying.
3. Should you look around first?
This is one of the debatable points. Conventional wisdom argues that doing a quick circuit of a fair before you buy allows you to compare similar items, identify the best prices and avoid impulse buying. But that won’t work at the giant international fairs – for example, Newark International Antiques & Collectors Fair in the UK has around 1500 stands over 32 hectares, so by the time you’ve looked at all the stands and gone back to the beginning, heaps of things will be gone. Also, what if you find a fantastic deal at the first stand you visit? You walk away, decide, Golly that was a great piece, and go back. But guess what the next person to see it did? And now they’re taking it home. This is where Do Your Research is invaluable.
4. Ask questions
Remember that when you attend an antiques fair, the dealers are at work. This is where they make their living. So don’t expect to monopolise someone’s time while you try to expand your education. Having said that, dealers expect questions. If you have an interest in buying something, it’s legitimate to ask questions about why the dealer thinks this is a good piece. Ask about its condition, age, and provenance. A simple Is there any damage? is often more revealing than technical queries.
5. Consider condition
For many items, condition is everything. Chips, cracks, repairs, replaced parts and over-polishing can all affect value. For some things, like ancient wooden furniture, over-polishing can hugely diminish the value. But this isn’t always true. Europeans have a much higher tolerance of damage than Australians, but this is changing over time as the Australian market becomes more sophisticated. For rare pieces, damage is sometimes overlooked and even expected, and doesn’t affect price. And if it’s something you really want, you might set aside concerns over small chips and cracks. But mostly, damage impacts the price. And you can’t always rely on the dealer to tell you. Most will tell you, especially if you ask, or they’ll write ‘af’ on a price tag. That means ‘As Found’, and that means there’s damage. But the term caveat emptor (Buyer Beware) exists for a reason. At busy fairs, decisions often need to be made quickly, so look carefully. And if you can, run your fingers gently over an item, feeling for small catches or blemishes. Your sense of touch can be more reliable than sight in detecting minor damage.
6. Handle with care
If you’re not considering buying an item, you don’t need to touch it or pick it up. If you’re making a genuine assessment, be gentle. If you decide against a piece, put it back as you found it, don’t just dump it anywhere. Dealers notice how you handle their stock, and that other famous term, If You Break It, You Own It, fully applies. Especially remember that, if you have children who think everything is on display for their entertainment. If you hear a dealer say to your small child, Sweetheart, if you break that I’m not sure you could afford it, it’s actually directed at you.
7. Bring measurements
If you’re buying furniture for your home, know your dimensions, including that of your front door. Many beginners purchase pieces they love, only to find they don’t fit their space. Also bring your own tape measure so you can make sure the piece is going to fit.
8. Be friendly
Regular attendance at fairs means you can get to know your favourite dealers. If you’ve bought from a dealer before, a friendly conversation about what you’re interested in can lead to early access to stock, or even items being put aside for you at future events.
9. Bring cash and cards
Even today some dealers prefer cash, but most take cards. All the big fairs have ATMs so you can get cash if you prefer, but remember that many dispense in higher denominations so you’ll still need to bring smaller bills and a card in case a dealer can’t break your hundred-dollar bill.
10. To negotiate or not?
This is another debatable point. When you go into a butcher’s shop, do you offer half the asking price for their steak? Do you attempt to negotiate down the price at the supermarket checkout? Do you point out that you don’t like the colour or cut of a garment and then ask for a discount on it in a frock shop? And yet, many people think that seeking a discount – even an enormous discount – is acceptable at antiques fairs. If you’re going to ask for a discount, don’t demand anything. You might sound like a tough wheeler-dealer negotiator in your head, but not in anyone else’s. Asking for a huge discount is insulting and identifies you as a time waster. A polite request is fine, but be gracious if the answer is “no”. And be prepared to walk away if the answer is “no”. You won’t be able to afford everything you want, and you’ll walk away from more things than you buy. If you’re a trade buyer and you’re spending a whole lot of money, seeking a dealer discount may result in a small deduction. But at some of the high-end fairs in Europe, even asking for a dealer discount is a faux pas and just not done.
11. Should you set a budget?
This is yet another debatable point. The sensible advice is that it’s easy to overspend in the excitement of a fair, so setting a limit beforehand ensures that enthusiasm doesn’t override judgement. But sometimes there’s something you really, really want. And remember that as a general rule of collecting, one major piece is often worth more than several little pieces. So the actual sensible advice is: don’t spend all your money on little pieces. Go for quality, go for the best you can afford. But don’t mortgage your house over it.
12. Transport safely
A sturdy carry bag is essential, but a wheeled trolley is by far the best idea. You’ll appreciate that as you traipse around a big fair, where you’re buying lots of things. And don’t forget that many dealers are happy for you to leave your purchase with them while you continue shopping. Just don’t forget where those dealers are when it’s time to collect your purchases. Also, think about how you’re going to get a large purchase home. Unlike large European fairs, where shipping services are often on-site, most Australian fairs require you to manage your own purchases. Fragile or large items need forethought. Some dealers will deliver if you live in the vicinity, for a price.
