Musings and queries from America's Most Trusted Auction House

Worth the effort?

2011-06-30T18:03:00.000-04:00

Today we agreed on an image for the cover of our August catalog. I think it is stunning (although I do admit to being a bit biased). Seems like the process to decide an a catalog cover should be simple; but, believe it or not, there is a lot of thought, effort and discussion put into it. This time, we are promoting two auctions, both of which have a fair amount of Asian antiques, art and collectibles. Also, the auctions will be conducted in August, and we generally take the season into account when planning backgrounds, themes, etc. Recently, we have had some pretty great feedback on photos that include natural elements and materials, so we decided to go with a water theme. Something "Zen"-like and serene, with the objects arranged near the water on rocks. The idea is to give a cool, relaxing and peaceful image for this hot summer auction. Rob Manko and Susan Wise were charged with carrying out the concept; Susan choosing objects for the shot and helping to tweak Rob's composition. Rob had a vision: a beautiful waterfall, some large rocks and an tree that looked like it belongs in the Orient. He even incorporated some Asian architecture. The photo was quite beautiful, and a little surreal. The feedback was mixed - not because the image was less than amazing; but, because it can be tricky to photoshop an image together and maintain perspectives and proportions on artifacts. We were concerned that it looked too fantastical to represent a Garth's auction. Much tweaking (while, I should mention, Rob was trying to enjoy a vacation!) and we came up with a tree and waterfall (sans architectural element) that were blurred just enough to keep the focus on the antiques, which were appropriately enlarged and brought forward. Truly wonderful. But, by this time, we had sourced another background concept. Although not exactly in line with the original concept, the image was peaceful and simple, with a real Zen quality. Very Garth's, also. A bonsai tree sitting on a stone ledge in front of some barn siding. Rob lightened it a bit, placed a few pieces of Chinese porcelain along the ledge, and (as my 7 year old would say) "Wala!" A masterpiece. Sometimes I wonder if the tremendous amount of effort and discussion is worth it. None of our competitors seem to engage in this be-labored concepting approach. Most catalog covers I see are simply pictures of things in a room or against a neutral backdrop. Does it make a difference to the buying audience? Maybe not. Maybe. I truly am not convinced it gains another bid when those featured items are put up for auction. But, what it does is convey to a consignor that we take care with their items. The people for whom we sell have loved and cared for these collections. Whether it is a $200 item or a $200,000 item, for someone it holds special and fond memories. Creating a catalog that, right with the front page, conveys some sense of special-ness is important to us (and, we hope, to our sellers). Additionally, when our clients are bombarded every day with images from big box stores trying to make their mass produced chochkies look hip and vogue, we have an obligation, I think, to help advance the cause of promoting the purchase and collection of antiques by emphasizing how hip and vogue they are! I am incredibly thankful for a staff who takes such pride in representing our company and the items we sell to the best of their ability - ability which, frankly, never ceases to amaze me.

Give them what they want...

2011-06-28T23:55:00.000-04:00

Today was our monthly walk-in appraisal day at Garth's. Starting on our third year of these monthly events, we have really begun to realize a significant, steady stream of traffic. Today we had a special visitor: a member of Delaware City Council. He commented to me that perhaps our traffic is a sign of the times - that people are getting "desperate" in this trying economic climate, and they are resorting to selling family heirlooms to generate much needed cash (for food, gas, housing). Sadly, this is a reality for some folks today; and, we have had our fair share of panicked calls, often accompanied by a plea for a cash advance. But, those calls were happening more often in the absolute darkest days of the housing crisis and recession. Fortunately, they are much fewer and further between these days. What we see from the hoards of folks who come bearing treasures to these monthly last-tuesday events, is a desire to simplify their lives. They are looking for ways to lighten their loads, slow down, eliminate some responsibilities. We have realized, over the years, that there seems to be a certain sense of burden for someone who isn't really interested in an item, but stores and protects it "because Aunt Sally thought it was important enough to give to me, so it must be valuable." It always amazes me to see the look of relief hit their eyes when we tell them that it really isn't a big deal, and it is ok to just let it go. Of course, it is pretty terrific to see the light in their eyes when you share a big dollar value, too. But, at the end of the day, it is clear that most people are coming because they are seeking simplicity in their everyday life. Interesting to think about the motivation behind selling - and how that might be affecting a buying audience, as well...hmmm.

Saving antiques, or saving an industry?

2011-06-28T00:21:00.000-04:00

Last week I went to a summit - billed as a "Blue Skies Summit", and hosted at a great little auction venue: Antiques Helper by Dan Ripley. The nice folks at Antique Week put it together, bringing some very active and experienced industry professionals from the Midwest under one roof to brainstorm and share thoughts and ideas. I brought my friend, Kent Anderson (a founder of one of our favorite antiques-related businesses, the hand-edited database known as p4a.com) along. Kent is a true "Blue skies" thinker, in my opinion. Talk to him for 10 minutes and you'll be as excited about the opportunities in the market as my 7 year old is about playdough. "Amelia," Kent starts, "there's never been a better time to be a buyer! So many great things available at the touch of your fingers and the speed of fiber-optic. Prices are fair, and it's anyone's game." I could not agree more. With an average of 12% - 15% new bidders at each auction, and year-over-year increases of 40% at Garth's, we are witnessing an exuberance that hasn't been present in years. Boy, is it refreshing! The internet - and the roller coaster of impact it brings to our industry - has leveled the playing field among small and large venues and cities. It's Main Street vs. Park Avenue, and the hassle to buy and sell on Park Ave. no longer seems worth the ego-trip. Buyers are savvy, and they find the "stuff"...it's the old, "if you build it, they will come," right? So, why all the doom and gloom? Why are so many folks (including our summit organizers) calling for swift action to "save" our industry? Turn on the TV and you'll see that we have become a society that thrives on the newest, most dire crisis. Major news outlets feed us what we crave...natural disaster, financial crisis, heinous crimes and despicable deeds. The end result is a constant need for hand-wringing and concern. Call me Pollyanna, but I see Blue Skies all around; let's focus on saving antiques and the friendships we make along the way. The business will take care of itself.

For Auld Lang Syne

2010-11-14T21:19:00.001-05:00

Re-published from December, 2009:

One of our favorite songs and one of our favorite times of the year.
Fall ushers in the hectic auction season, with a brief break for the
holidays, followed by a busy winter. Somewhere in the craziness, we always
find a time for reflection and connection, and hope you do, too.

As I type, preparations for the 49th Annual Thanksgiving Auction are nearly
complete. As close to a homecoming weekend as an auction house can get,
those two days (and the days leading up) are full of warm welcomes, big hellos
and the typical game-day excitement. We relish opportunities to share
memories of auctions past, and encourage you to share yours.
2010 draws quickly near, and we would like to take a moment to thank you for
your patronage and friendship. From the Jeffers family, and everyone at Garth’s:
we wish you all the best in health, happiness and prosperity.

Amelia & Jeff Jeffers

Just a spoonful of sugar...

2010-11-14T21:15:00.002-05:00

Re-published from October 2009:

When checking my email several times each day, I look forward to the occasional message from my best friend. We are talkers – and touch base by phone at least once a week and send cards and letters, but rarely email. Last week, I had a message from Lesley, who happens to moonlight (when she is not fulfilling best-friend, mother and wife duties) as a stockbroker with a national brokerage. To my surprise, her email was not a kid-story, or a tip about a sale at our favorite shop – it was an article by one of her colleagues about the emotional cycles of the stock market.

Titled “Pessimism, Skepticism, Optimism, Euphoria”, the article describes market cycles as emotional swings that follow one another in a predictable pattern. In the interest of time and space (they only give me a couple hundred words…), I’ll summarize: pessimism brings
low prices and a bear marketplace; next comes skepticism, (like spring following winter, when weather can be great one day and bad the next) - economic data may still be negative, but predictions are cautiously optimistic; then comes optimism, the result of a period of good
economic data that creates confidence in consumers and spurs consistent, strong buying habits; and finally, euphoria – a period of extreme confidence and exuberance in a market, characterized by excessive risk-taking and speculative, frenzied buying. Once a market hits this
phase, it is bound to crash harder than a five-year-old on a sugar buzz from over-indulging on sweets at Nana’s house. Back to square one: pessimism. Sound familiar?

The good news is that we, as collectors and trade professionals, have all survived the crash, and it seems we are well on our way to equalizing the blood sugar levels of the market. Everyone sat up, dazed and confused, wondering if we dared to venture back to the candy jar. A few licks of a lollipop later, we have remembered that we can do this. A little moderation never hurt anyone (or any market). Our recent Labor Day auction, and many conducted by our colleagues, have demonstrated a healthy return to confident buying. Knowing where we are in the emotional cycle should be re-assuring as we march confidently on, working through a bit more skepticism into what we should hope to be a nice, long, leisurely stop at optimism.

Fondly, Amelia & Jeff Jeffers

Bricks and mortar make a great foundation

2010-11-14T20:44:00.002-05:00

Re-published, from June 2009:

A good friend, who has been in the business for many decades, recently commented that the antique and art industry reinvents itself every 10 years or so, but that {in his opinion} we didn’t quite complete the last cycle. He believes that online giant eBay began to define a “brave new world” for buying and selling, but fell short when they didn’t get it quite right. What did eBay miss? The developers knew that a successful auction venue is based on trust, but they underestimated the importance of open dialog, transparency and true reputation. eBay, and
others like it, have tried to remove the challenges of person-to-person interaction: the occasional dissatisfaction, the difficult personalities that sometimes pop up, even the misrepresentations. It is a valiant effort to orchestrate our collective experiences, but isn’t overcoming those very challenges the key to developing and strengthening relationships?

Much has been reported lately about the future of “bricks and mortar” establishments versus online retailers. Garth’s has been involved with the online auction marketplace since the beginning, and we have approached the internet audience with the same value-system that our off-line community has known and appreciated. Simply, not only do we believe in the value of strong relationships, we enjoy them. We seek them. As a result, hundreds, if not thousands, of our internet clients have become in-house clients. There is no doubt that the internet has
forever changed the face of the auction world. But, we tend to believe that, while
information sharing has evolved in ways our predecessors could never have imagined and
marketing opportunities come and go, on-line platforms such as Facebook and Blogspot can be a great introduction to a new client. Ultimately a strong buying or selling relationship comes down to personal trust. High-tech will never replace hightouch. Backing up an internet marketing
effort with a reputable bricks and mortar business builds trust. Trust makes a great
foundation for any relationship.
- Jeff and Amelia Jeffers

Contact us today: by phone, snail mail, email or on Facebook. We look forward
to catching up with you!

Antiques are a greener alternative...for the earth, and your wallet

2009-10-14T21:00:00.003-04:00

As a business owner and a member of the antiques and art trade, I am always reading. Usually it is trade - specific: review of a particular auction or show. But, especially in this economy, I find myself gravitating toward economic news and projections, and even discussions of consumer trends. As our industry remains concerned about the future of antique collecting (and many of us grow weary of the topic), the trade has generally tried to stretch outside it's comfort zone and find new ways to appeal to younger generations, a la "Antiques are green".

On a recent road trip with Steve Bemiller, we were discussing the recession, and our thoughts regarding post-recession consumerism. Thanks to modern technology, we didn't have to just wonder about what experts are predicting. I popped in the v-card, powered up the laptop and found more information than I could absorb in the 2 hours to Birmingham. In fact, some of what I read was both surprising - and, surprisingly encouraging.

The fact is, the antiques community may have hit the "green" bandwagon a bit too late in the game. Turns out, Americans are happy to save the earth - and spend more money on expensive products that utilize recycled materials and renewable energy - as long as they are making lots of money. But, when the going gets tough and dollars get tight, we tend toward more value for our dollar than more beneficial for the environment. Don't quote me wrong: if two products are comparable in price, we tend to go for the one that is more ecologically friendly. We just aren't as willing to spend 25% more on paper towels that are 15% recycled content. The fact is, after periods of deep economic downturn, Americans return to a value-driven mode.

The good news is, antiques are green AND a great value for your money. As demand has slowed, prices have become very reasonable - so reasonable that grandma's dresser may be 1/2 the cost of a chic, department store version (if she makes you pay for it). So, if positioning is key to retail success, then the members of the trade would be wise to use the "Antiques are green" logo to suggest a buying alternative that keeps more green on the earth, as well as your wallet.

It's catching on...

2009-09-01T19:11:00.000-04:00

Just caught wind of this article from a friend...

http://planetgreen.discovery.com/home-garden/healthy-antique-furniture.html

A review of the Saturn Vue

2009-08-17T07:25:00.001-04:00

I asked Andy Richmond to weigh in on his new company car...after a few months, this is what he has to say:

Okay, well, my new car is black, but it is also very green. Late in 2008 it was determined that my company vehicle was not terribly practical (how many chests of drawer can you fit into a Chrysler 300 anyway?), so I began looking for my next vehicle. Amelia gave me only one instruction: keep the monthly payment at or below the current payment on the Chrysler. Initially I looked at Jeeps because my first company car at Garth’s was a Jeep and I liked it. Price was right, but I felt a need to shop around. Then I remembered how much I liked the Saturn sedan I drove years ago, so I went to the Saturn dealer and checked out the Vue, their small-to-mid-size SUV…and they even had a hybrid version. So I took a test drive and voila!, we sealed the deal.

I’ve been driving the Saturn for about 8 months (over 1,000 miles per month) and am loving it. I’m averaging 27.7 miles per gallon over the life of the car, which is pretty darn good for an SUV. It has this little light (green, of course) that says “ECO.” It comes on anytime you are driving at better than posted fuel efficiency. It’s become a game…how long can I keep the ECO light on. I’m getting pretty good, and it’s made me realize how heavy on the gas I use to be as a driver.

So, are we saving money? The monthly payment is less than the old company car, so we are there. And it’s cheaper to insure, so we are saving there, too. Sure, I spend less at the pump than I use to, but in reality, because the purchase price was higher than the standard, non-hybrid model, the gas savings are probably a wash. But let’s face it, saving money is not why folks, including me, choose hybrids. It’s a message. A statement that we care about the environment and want to reduce our carbon footprint. My wife and I are rabid recyclers, we grow our own produce (which we fertilize with compost from our own compost bin), and we heat our house with a stove that burns wood pellets (that are derived from building-related byproducts). We strive to live as green as possible.

We, at Garth’s, also strive to be green as well. We sell antiques—the ultimate recyclables. It’s a natural move for us, as a company, to ensure that other aspects of our business are friendly to the environment. From recycled and FSC-certified paper to working hard to maximize the efficiency of our transportation fleet, we want to be green because we feel it’s the right thing to do. My new Saturn Vue hybrid is a logical next step. It helps Garth’s reduce our carbon footprint, and, when I pull into a client’s driveway, it’s a statement that we are about more than just business.

Wow! The shocking new hybrid: GM's Volt

2009-08-11T12:50:00.001-04:00

Click on the link above to read the Wall Street Journal report on the Chevy Volt. Wow! 230 mpg in the city...I'll certainly look forward to learning more!

Blue is the new...Green?

2009-07-30T23:28:00.006-04:00

While surfing the net for more green-living solutions, I was intrigued by the sister site of http://greenlivingideas.com : http://bluelivingideas.com. Dedicated to providing information for consumers hoping to preserve and protect the earth's most important resource: water. I grew up on a farm, with a spring-fed pump at my house and well-water for the animals. My parents wagged their fingers at me as much for leaving a sink dripping as leaving the lights on. We are probably more conscious of our water usage than we are of the energy waste that follows a family of six...and a business of 15. But, as I explore the site, I am reminded of some very easy, barely noticeable changes that have big impact on the environment: running the dishwasher on quick-cycle for most loads (if you could see my husband rinse before loading, the cycle itself could be a moot point!); run the dishwasher (and washing machine) only when you have a full load; placing a brick or milk jug in the toilet tank to reduce the amount of water used per flush; designate one glass each day for drinking water - cuts down on the number of dirty glasses that need to be washed (are my kids and husband reading this blog?). How, you may ask, does water conservation relate to a blog promoting antiques as a green lifestyle choice? The manufacture of new, mass-produced furnishings has a huge impact on our water resources: from the destruction of forests (which help maintain soil moisture, and naturally clean air and water), to chemical run-off, to the inevitable waste inherent in the production process. Where will our world be with the constant manufacture of new, disposable furnishings? Buying antiques is the chance to not only learn about something with great history, but also to furnish your home with fun and a conscience.

Garth's Newest Hybrids

2009-07-14T22:03:00.003-04:00

As you know, we believe in "walk-the-talk". So, when we needed to add a new car to the company fleet a few months ago, naturally Andy Richmond suggested a hybrid. The Saturn Vue has been a great solution: good-looking, economical, and gets the job done. Andy's review of the Saturn Vue will be coming shortly.

The word "hybrid" has been top of mind for all of us at Garth's lately (and not just because Andy's snazzy new car has it emblazoned across the side). Discussions and strategizing about the shifting art and antiques marketplace have brought to mind the possibility of a new auction hybrid: an economical, good-looking vehicle to bring quality objects to auction in an international marketplace. The result is our July auction. Objects that substantiate a catalogue presence, but may not make it economically feasible to print a full-color catalog. As my 5-year-old would say, "Wah-lah!": enter isuu.com.

We have looked for a well-done "flip-book" online publishing site for quite a while. Even watched while some folks tried out early versions. But, this one was worth the wait. No software to install, just point and click. Quickly searchable, with great zoom features. Customizable for individual viewing pleasure. Automatic notification for readers, when new materials are available. Ready for social media (yep, now you can add our catalog to your facebook account...or, maybe you'll worry about new bidding competition!). Archiving. Search-engine-optimized. And (drum roll, please): environmentally friendly (you should have guessed! This is the GREEN blog). Just click on the title of this pot to see it for yourself.

Not to worry, we recognize the value of a great printed catalog. We haven't worked this hard on photography, design and cataloguing to move away from it! Garth's catalogs will still be coming your way...keep your coffee tables and nightstands ready.

Interesting factoids, regarding energy progress...

2009-05-17T19:51:00.004-04:00

Maybe a bit technical, but it is thought provoking. Click on the title to check out this site:

http://www.eia.doe.gov/neic/brochure/renew05/renewable.html

In 1850, about 90% of the energy consumed in the United States was from renewable energy resources. Now the United States is heavily reliant on the non-renewable fossil fuels: coal, natural gas, and oil. In 2004, about 6% of all energy consumed and about 9% of total electricity production was from renewable energy resources. (OK, so we traded indoor plumbing and cable for some fossil fuels, but seriously?)

Now some good news...

Waste-to-energy facilities burned 29 million tons of MSW in 2004 to produce heat and electricity. There are also about 380 landfills that recover methane, which forms as waste decomposes in low-oxygen (anaerobic) conditions. The methane is burned to produce electricity and heat. Methane is also produced in anaerobic “digesters” for heat and electricity generation at municipal sewage treatment facilities, concentrated livestock operations, and dairy farms. (Way to put those landfills full of department store furniture to work! :-) )

Better paper for Garth's catalog

2009-05-05T14:40:00.001-04:00

We are pleased to report a major environmental step in the paper of our Printed Catalog. The next catalog will be printed on a 50% recycled paper with 25% Postconsumer recycled content.

In making this switch, over the course of a year, we are saving:

238 trees
56 million BTUs of energy
7,400 Pounds of CO2 emissions
38,000 gallons of wastewater
3,605 pounds of solid waste

How about that, for a few extra bucks? Well worth it from our perspective! For more information on opportunities for businesses to have a more positive effect on the environment, visit The Environmental Defense Fund:

http://www.edf.org/home.cfm

Thanks to Jason Byrnes, at AGS Custom Graphics for helping us make the switch!

Greensburg, Kansas

2009-04-30T08:46:00.002-04:00

So, it has nothing to do with antiques, but a very inspiring story, none-the-less. I have seen news reports about this town, but thanks, Andy, for emailing me this link today. Click on the title of this post, or copy and paste the link below into your browser. Enjoy!

http://www.cnn.com/2009/TECH/science/04/29/green.kansas.town/index.html

Happy Earth Day!

2009-04-22T16:30:00.003-04:00

Happy Earth Day from Garth’s Auctions

Congratulations! You’ve gotten so much done today!
Doesn’t it feel great to be productive?

“What did I do?” you may ask. Well, in addition to reconciling your checkbook, catching up the laundry, reviewing inventory, writing reports, filing, returning calls and any number of other to-do’s on your list, you have helped the environment.

Maybe you didn’t do it intentionally, but doesn’t that feel even better?

On earth day (and every day), those of us involved with buying, selling and collecting art and antiques can feel great about the impact we are having on the environment. Every time we buy or sell a table or chair, a painting, a lamp – we are 1) saving that object from a landfill and 2) reducing the demand for new, manufactured furnishings. Think of all of the energy we are saving, all of the forests, all of the wasted materials produced in the manufacturing process. We are also reducing the amounts of harmful chemicals that are evaporated into the air through off-gassing. Antiques and art have already released most (if not all) of any noxious chemicals they may have contained. Many objects, particularly those that pre-date the mid-19th Century, were made with all natural, organic materials. They have been safe from day one. And, as you and I know, the quality of construction leaves new furnishings in the (noxious) dust.

So, sit back, relax and browse an auction catalog…
make a toast to everything you have done to save the planet…
and, tell a friend about the benefits of buying green.

For a great article on the green side of antiques, see:

http://www.maineantiquedigest.com/stories/index.html?id=151

and an explanation of off-gassing,

http://en.wikipedia.org/wiki/Outgassing

Green Inspiration

2009-03-17T09:18:00.008-04:00

Garth's is going green. It has a wonderful alliterative effect, doesn't it? Well, Garth's is going green for many reasons other than lyrical quality. In fact, the list is so long, we may take a few posts to share.

The inspiraton for positively affecting Garth's carbon footprint came after a cosmic collision of anecdotal experiences. On or about the same day (ok, maybe the same week, or even month - time is flying by in our old age), our third-grader came home with a science project and we read an article by antiques dealer / magazine editor, John Fiske.

Apparently, third-grade science teachers are living to lay guilt on parents (sorry, Miss Hayden, maybe that's just how it feels). When Jacob came home with a trash journal, we scoffed. We aren't wasteful people. I had already been purchasing bulk products, in order to cut down on packaging waste; already been torturing Jeff by washing and drying plastic baggies for re-use. I didn't even buy paper plates, because I felt terrible about wasting the paper. What's the big deal with emptying a dishwasher once a day?

But, the fact is, without a recycling program, we were dumping a trashbag a day into our local landfill. A trashbag, shamefully, that included loads of recyclables. Our trash collection company charges a fair amount more for recycling containers, and what a terrible inconvenience it felt like to sort and haul plastic vs. paper vs. metal, etc.

At the end of Jacob's assignment, the facts were staring us in the face. It was time. We are committed to raising good citizens, and talk with our children about voting, volunteering, living with honesty, integrity and compassion - but, environmental stewardship? We had dropped the ball. So, with the help of the kids, we set-up a recycling program at home and at Garth's. Sure, it was easier to throw away the yogurt container than to wash it out; but, give a 4-year old some soap and water, and it actually kills two birds with one stone - occupy her, save a landfill. Perfect.

Around the same time, we read the "Antiques are Green" article created by John Fiske, of Fiske and Freeman antiques and the New England Antiques Journal. John's article "spoke" to us. What a concept! Antiques are green. Sure they are. There is absolutely no harm to the environment when you buy an antique. It is the ultimate in reduce and reuse. However, utilizing antiques as a green alternative for marketing purposes seemed only half the issue for us. We are big believers in "walk the talk", so we decided to take a look around our company before promoting our product as a green option.

What we saw was a lot of opportunity to make a positive impact. First, we improved the recycling efforts we had recently begun: eliminated styrofoam cups and paper plates in the office, made sure the programmable thermostats were set correctly, etc. Then, we looked to our marketing materials. Wow! We use a lot of paper. It is a necessary evil in the auction business: catalogs, flyers, postcards. And, we always over-run for promotional purposes. There had to be a better way.

We started by asking a lot of questions, which resulted in the first change: FSC certified papers. Sure they cost more, but well worth the investment to purchase from sources who practice responsible forestry and utilize recycled materials. Then, we looked at the dimensions of our catalogs and flyers. Moving to a (roughly) 9.75 x 8.66 book would save enough paper to cover more than half an acre of ground every time we printed catalogs for an auction. Wow! It was a no-brainer to us. The change in size also requires less effort from the press, since we can print more pages per sheet - resulting in 30% less energy usage per run.

We also decided to enhance our digital offerings for each auction - allowing folks who don't need a printed catalog to view the auction in its entirety - as a pdf version of the book, or as individual lots with multiple photos and extra condition information.

We are continuing in our efforts to "go green", and to educate others about green opportunities, as we, ourselves, get educated. Check back often as we share what we find.