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<p>[QUOTE=&quot;Publius2, post: 25512041, member: 105571&quot;]It would be helpful to know if the intended show is small (25 to 50 tables), mid (50 to 150 tables) or large and what the expected attendance might be.</p><p><br /></p><p>I assume your purpose in being a dealer at this show is to sell your coins for a profit, not just to eliminate dupes or unwanted coins regardless of the price realized.&nbsp; Also, that your target customer is the retail collector not other dealers.</p><p><br /></p><p>So, how to maximize your chances of sales:</p><p><br /></p><p>First, if you can, identify any significant characterization of the show&#039;s attendees.&nbsp; Are they mostly bullion people, US Type, ancients, world, low-end US series, slab buyers versus raw buyers, etc?&nbsp; Cater to those buyers if you can, while not eliminating the possibility of sales to other customers.&nbsp;&nbsp; </p><p><br /></p><p>Arrange your cases in such a manner that will make it faster and easier for customers to focus on what they&#039;re looking for.&nbsp; To that end, separate slabbed coins from raw, separate bullion coins from others.&nbsp; Arrange those major divisions by denomination and date.&nbsp; The rationale for this is:&nbsp; The longer someone takes to determine if you even have anything that might interest them is time at your table that another customer can&#039;t use.&nbsp; When I&#039;m at a show, I always scan the cases to determine if there&#039;s anything of interest to me.&nbsp; If it&#039;s an unorganized jumble, I often just pass on by as time is too precious.&nbsp; For example, I don&#039;t collect Morgans so if I see a dealer with three or four cases of Morgans I don&#039;t even scan those cases.&nbsp; But if that same dealer has one case with slabbed early US Type, I will stop and look.&nbsp; The only reason that dealer got my time was because he separated his stock so I could quickly and easily make the first decision &quot;Do I stop and give this case a look?&quot;</p><p><br /></p><p>Decide in advance your pricing policy.&nbsp; If it&#039;s &quot;no haggle&quot;, then just put your price in view on the coin.&nbsp; That saves everyone time and trouble.&nbsp; If you&#039;re willing to haggle, decide in advance what your minimum acceptable price will be and put something slightly higher than that on the coin.&nbsp; About 5% to 10% higher is a nice margin which you can give to a customer and let them walk away feeling good.</p><p><br /></p><p>Don&#039;t ever get insulted or peevish over a lowball offer.&nbsp; This is business.&nbsp; Either counteroffer or stand your ground.&nbsp; Be polite, nice and firm without being dogmatic or stubborn.&nbsp; </p><p><br /></p><p>Do not price your raw coins as if they were slabbed.&nbsp; There are exceptions but they tend to be genuine rarities.&nbsp; But if, as I assume, you&#039;re mostly selling generics or commons of one sort or another, then raw coins are just not worth as much, all else being equal.&nbsp; After all, when you sell a raw coin all the risk is assumed by the customer such as grade, details, and genuineness.&nbsp; </p><p><br /></p><p>Don&#039;t ever fall in love with a coin you are offering for sale.&nbsp; You should always look at a coin for sale as cash on the hoof.&nbsp; That coin&#039;s value can&#039;t earn you any more money until you sell it and roll the inventory for cash that can then be invested to make more money.</p><p><br /></p><p>With that in mind, you should never, ever, tell a customer &quot;I can&#039;t accept your offer because I paid more than that for it.&quot;&nbsp; Any dealer that tells a customer that is displaying his contempt for the customer.&nbsp; Accept, counteroffer or reject, don&#039;t explain why.[/QUOTE]</p><p><br /></p>

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