The Role of Art & Antique Dealers An Added Value FOREWORD N
ews headlines and front page articles do not reflect the reality that art and antique dealers today account for fifty percent of global art world sales. This important group of dealers consists largely of discreet, low profile individuals and small businesses preferring to focus
on finding great art to match with the right client rather than publishing high flying sales prices. Clare McAndrew’s study, the first of its kind, explores the essential role of art and antiques dealers within the art market and as a consequence society as a whole. It offers insight into how and why the art dealing profession is changing, and what this means for the trade as well as collectors, for the culture as a whole.
This economic study offers a brief historical review of the art dealing profession, and then continues with an emphasis on the current art market and proposes what might be in store for the future. It examines how dealers’ businesses have been affected and changed due to the current economic condition and the rise of new technologies. The study highlights the challenges dealers face from competitors and a range of key competitive advantages such as expertise, services and recourse. In order to conduct her analysis, Dr. McAndrew’s research included examining spending trends, motivations, and the interaction with dealers from the perspective of both sellers and buyers.
In art, authenticity and quality are integral to the subject of art since the late 14th century. The art market was born in antiquity as a specific trade that requires specialized knowledge and ethics, to ensure the regularity of transactions.
In the 1600s during the court of Charles I of England, the merchant - gentleman art connoisseur was born. A new market and a different audience other than royalty and the church formed. Since then art dealers have been instrumental in defining taste and educating the public. During the 18th century, auction houses starting to expand, royalty and great collectors often sent their counselors, who were dealers and connoisseurs, to auctions to improve their collections. If after two thousand years, art dealers still exist despite the increase in other sales strategies, it is because they have an essential function in the art market and society.
The publication of this book coincides with the 75 year anniversary of CINOA, the principal art and antique dealer federation. CINOA represents 5000 affiliated dealers from 22 countries, and works in association with ILAB’s 2000 dealer members, thus representing a large and diverse international base covering a wide range of specialties and containing unmatched expertise. Dealers are as diverse as the works they sell, but most are in the art business because of a passion for discovering and handling the finest fine and decorative art objects available. We are proud to publish this remarkable study and to promote CINOA’s core values of quality, integrity and expertise in the art trade.
Jan de Maere, President CINOA
Historical & Future Perspectives 5
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