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Different antique dealers trade in different antiques. Some specialise in furniture of a certain period and style such as Georgian, Victorian or Australian Colonial while others trade in jewellery, paintings, books, clocks, or small collectables like china and silverware or even old corkscrews or bottles.
Lock Stock and Barrel
''I buy, sell and trade in old military items,'' says Leo Laden, owner of Antique Arms and Armour. ''I used to attend auctions and buy overseas but now people come to me. Just before Christmas, a fellow turned up with a gun from the 1640 English Revolution, from the times of the Roundheads and the Cavaliers. It was a marvellous find.''
Items are acquired through auction houses, or bought or traded privately. Contacts in this business are essential, as is a strong, loyal clientele. Unusual pieces, for example, may be referred to a client who is passionate about a particular period of history.
Antique dealers need to evaluate and examine each piece individually before buying. Is it genuine and has it been restored? Checking physical characteristics such as the type of dovetail joints, the screws or nails used and the dimensions and texture of the wood could all reveal a piece of furniture's true age. For example, screws made before 1840 have a flat, untapered head, or wood shrinks as it ages by a certain measurement. Replaced hardware could also affect the value of an antique so it's important to evaluate carefully.
Some pieces may have a unique signature that pinpoints the exact artisan, place and period of manufacture. Using magnifying eyeglasses, antique dealers may need to examine the pieces carefully for these identifying marks and then refer to other dealers or reference books for equitable products to determine pricing and saleability.
Experts In The Trade
''You can't learn things from a book. You need to be able to physically handle an item. You could get two chests of drawers that look the same but one could be worth $500 and the other worth $5,000. You're only going to know after handling pieces over many years,'' says Sharen Virtanen, former Secretary of the Australian Antiques Dealers Association (WA Chapter).
No matter what their specialty item, antique dealers need to know the market value of an antique or collectable. Many refer to reference books, online information, attend auctions both locally and overseas and network with other dealers. There's no doubt though, that the best knowledge is derived from years of working in the industry. Like any good retail business, it's also important to have a good understanding of the local market, knowing what people are prepared to buy and can afford.
''Of course what you buy and sell depends on the market and fashions at the time. Even antiques can go out of fashion!'' says Doreen Kops, former owner of Marjorie Young Galleries.
Antiques Need To Look The Part
''I will clean things up and do minor repairs. Unlike furniture, if things are missing or broken, it's best to leave it. If you recolour an old sword, it decreases the value,'' says Leo Laden.
Some dealers may refer pieces to reputable antique restorers if damaged, or some businesses undergo restorations as part of their operations. Furniture may be stripped and painted and polished or reupholstered, and jewellery may be cleaned and polished, with broken clasps fixed. The amount of restoration depends on each antique and collectable, with the value being compromised if the work is carried out incorrectly or poorly.
Antique businesses are run like any other business. Stock information is stored on databases and as GST is incurred on second hand items, records need to be kept to keep track of monies for taxation purposes.
Of course with the retail focus, sales ability and customer service is the name of the game. Antique dealers need to have great interpersonal skills and be of reliable and honest character to instill trust in their clients.
Live And Breathe Antiques
''You need to have a very real and deep interest in the subject, really love antiques and spend your life going around auction and antique shops,'' says Clive Brans, President of the Australian Antique Dealers Association (WA Chapter).
Employment opportunities are limited and industry sources suggest that unless you have large capital outlays and are serious about the subject, you're not going to be successful. Hands-on experience is the best thing. If you're based in Melbourne or Sydney, you could gain work experience at auction houses such as Sotheby's, Lawson's or Christie's. Some people may start as a shop assistant or be involved in furniture restoration or repairing upholstery.
For many, antique dealing is an extension of a lifetime hobby. A common way to become a dealer is to become a collector first. Start collecting and researching one particular item such as English Wedgewood or kitchenalia. Read trade journals and go to antique fairs and browse shops.
For these hobbyists, remuneration is not the key to their involvement, as they genuinely enjoy the collecting. ''Most normal little boys like military things and I never grew up,'' laughs Leo Laden.
Salaries are dependent on the business turnover and the value of the antiques traded. Most dealers are self employed and suggest there is generally a low profit margin. However, when the Australian dollar is strong, importing antiques can be more cost productive. For more information about what you might earn in this occupation, you could contact the Australian Antique Dealers Association.
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