Vintage View: Respect is a two way street at an antique fair

Kya deLongchamps says respect goes both ways at an antique fair or market, and will smooth the deal.

In terms of fascination, education and research, there’s nothing to touch a good antique fair.

A large selection of vendors in one upper room of a hotel or spread over an entire airfield, they are a fantastic resource for the vintage lover.

So, how do you work a fair? Here’s my take on a full day out of bristling excitement or a commando hour’s hit over the weekend.

First of all, offer proper respect to the dealers. Antique and vintage dealers are generally passionate, highly informed, fashion-forward professionals.

They not only understand and appreciate a wealth of areas of the market, but know what’s rising in price and popularity. Who confirmed with the first shy offerings that we would let the 70s back into our lives? Market traders and members of the IADI.

Proven sellers are generous to the point of wasting time over their aching feet (since dawn), with table-grazers who buy nothing at all, but who want to chat about their previous conquests and collection highlights.

Are there occasional stallholders with acid glances and a rarefied, snotty attitude — absolutely. You may have to deal with such a person if the piece you want is there on their baize. You’re not dating this rare outlier, remember, so it’s a few minutes of your life to make-nice and get it done — if the price and quality is right.

What we have in common with the dealer is the heart of a hunter. Dealers buy from auctions, fairs, privately, from other dealers (at the same event early in the day), online and from sellers across Europe and the world.

It’s a fantasy extension of what we love to do as amateurs, but written large — hard slog, troughs and valleys and a daily financial gamble. All you see is a staged table, but the overheads at a top venue can be enormous.

When it comes to fairs, I like to walk the opposite way through a tent or room, if arriving early (usually turning right). This puts me at the last tables on the round first — just a quirk.

Arrive as early as the gates open. You may be charged more for dealer entry time at the gate — it’s a nominal difference. Don’t pose as a dealer once in — not good form and you’ll be uncovered.

In the case of some fairs and on street markets in London and Paris, sales could start at 4am while boxes are being heaved out of vans, under cloak of darkness. Bring a small torch and a smart phone for covert, on-the-spot research.

When you are abroad, and especially if you’re outside the main tourist drag, have enough native spoken language to ask ‘how much’, ‘your best price’ and to understand the numbers coming back to you.

Notes and finger counts can often overcome the figuring out. Don’t be offended by turns away, grizzly hurumphs, hand throwing and carry on at a Latin on-street market— you’re missing half the fun. It’s expected.

Getting back to Irish and British fairs, boot-sales and established markets (some are collections of dealers at one location), haggling is also expected. Bring cash in a variety of sizes — always. At larger fairs, there will be card machines, but cash speaks. If you have a price based on a cheque or credit card, then venture an ask on cash, if you have it.

The ticket price on a piece (there may be code which you cannot read — this indicates flexibility not skulduggery), may be set or an opening gambit.

It probably reflects what the dealer paid for the piece, a reasonable profit margin (or a big profit margin) and in some cases how desperate the seller may be to get rid of something that’s hitching a lift to every venue.

Don’t make the mistake of going in with a searing critique, attempting to educate the dealer on why you should take that dusty, damaged, worthless dud off their hands.

Bring positivity and manners to the floor. Show your appreciation of the vendor’s eye— that table of goods is a showcase, a personal reflection of the dealer’s experience, interest and taste.

Start aggressively shooting off your mouth, denigrating their price point, and they may, on emotional grounds alone, shut down and inwardly swear not to sell to you.

An upbeat exchange can flesh out a unique provenance for an antique or collectable, influencing your decision to buy and making the whole communication that much more pleasurable.

If you see something unexpected on a table (say a 60s Murano platter on a table of blue & white china) you may have a bargain ahead. No-one can know everything.

A reasonable offer will be 5%-15% down on the asking price. Venturing further is up to you, but you’ll be left in little doubt what the ‘best price’ is after a short exchange and counteroffer.

It’s worth leaving your number with the dealer in case they change their mind while you’re still present at the fair (staying late is a little-known device to prey on dealers trying to lighten the load going home).

Dealers rarely want to hang onto their mistakes and may want rid of a piece enough to just break even. Turning over stock is key to successful trading. Still, no is often no — not a chancer’s ploy.

If you like more than one thing, a bundle of more than two items may reduce the price per piece to oil the deal for both sides.

Always ask about damage and restoration and get a written receipt with details of the piece to the best of the dealer’s knowledge. Collect Ireland is the go-to site for dates for auctions, fairs and boots here in Ireland; collectireland.com.

Hopping the pond? Try the acres of goodies from thousands of stalls at Newark, Nottinghamshire, Swinderby, Malvern and Ardingley; antiques-atlas.com. Take in regional boot fairs on your way if you have wheels – carbootjunction.com.