What to Expect: Selling Your Antiques and Collectibles for Maximum Return

If you've accumulated a collection of antiques, vintage items, or other valuable collectibles over the years, you may be wondering how to get the best return when it comes time to sell. Determining the right price point can be tricky, but understanding the typical percentage of retail value you can expect in different sales scenarios can help guide your strategy.

Selling to Antique Dealers and Stores
When you sell directly to an antique dealer or antique store owner, you can generally expect to receive 30-50% of the estimated retail value of your items.¹ The reason for this is that dealers need to offer a wholesale price that allows them to resell the items at a profit and cover their overhead costs, such as rent, staffing, and other operating expenses.

While the dealer's offer may seem low compared to the potential retail value, it's important to recognize the value that an experienced dealer can bring in terms of efficiently connecting your treasures with the right buyers in their established customer base. Additionally, the dealer takes on the risks and labor of storing, marketing, and reselling the items.

Selling Through Online Marketplaces and at Flea Markets/Swap Meets
If you decide to sell your antiques and collectibles yourself, either through online platforms like Etsy, eBay, and Facebook Marketplace or at local flea markets and swap meets, you may be able to achieve 60-80% of the estimated retail value.²

• This higher percentage is possible because you'll be cutting out the middleman and connecting directly with end consumers.
• However, you'll need to invest time and effort into research, photography, marketing, customer service, and potentially negotiating with buyers face-to-face.
• For highly desirable or rare items, it may even be possible to fetch the full retail value or more, depending on market demand.

Pricing for Estate Sales and Tag Sales
When selling through estate sales, tag sales, or other direct-to-consumer channels, pricing your items competitively based on research of the local market is key to attracting buyers and maximizing your return.³ In these scenarios, you'll want to carefully consider factors like foot traffic, the demographic of potential buyers, and the pricing strategies of other sellers in the area.

By understanding the typical percentage of retail value you can expect in different sales scenarios, you'll be better equipped to make informed decisions about how to price and sell your antiques and collectibles. Remember, the goal is to strike a balance between maximizing your return and finding the right buyers who appreciate the true value of your treasures.

Happy selling!

Sources:

1. Reddit post, "Fair Selling Value Percentage : r/Flipping," https://www.reddit.com/r/Flipping/comments/1co2pax/fair_selling_value_percentage/ ↩
2. Facebook post, "What percentage of market value do wholesalers typically...", https://www.facebook.com/groups/311880894887469/posts/418209304254627/ ↩
3. Leverage Point blog post, "What Percent of Value Should We Capture in Price?", https://www.leveragepoint.com/blog/pricing/what-percent-of-value-should-we-capture-in-price/ ↩