The Role of Art & Antique Dealers An Added Value Figure 6. Dealer Competitive Advantages Recourse Discretion Expertise
Low Stress
Quality
Trust
Access
Services
Value © Arts Economics 2011 Depth
Longevity
In the collectors’ survey, respondents were also asked to state the main disadvantages of buying through a dealer. The main problems reported related to prices and mark-ups, with many feeling that some dealers in some sectors charged higher prices than at auction or if buying directly from an artist. Collectors commented that it was rare to find any under-priced or overlooked works through a dealer, and while they could be good value, it was unusual to get a “real bargain”. Others noted also that many sectors lacked competition between dealers which allowed for the maintenance of higher mark-ups between them.
Although personal contact was one of the most important advantages cited by buyers, it can have drawbacks in some cases. Some collectors felt that dealers put pressure on them to buy because of the one-on-one nature of the transaction. Collectors complained that dealers sometimes pushed particular pieces that they were not interested in, or insisted some works were essential to complete their collection. An issue also related to the close relationships was that some felt certain “favoured clients” got preferential access to the best pieces, and others who may not buy as frequently, either never got to see the same works or were forced to engage in competition for them.
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