Rare Book Monthly

Articles - March - 2011 Issue

Dan Gregory Talks Tech for the Trade

Dangregory

Dan Gregory.

“The future of internet antiquarian bookselling,” says Dan Gregory “is certainly not with companies like ABE or Amazon. They don't know anything about antiquarian books themselves, and they don't own antiquarian books. We have the knowledge, and we have the books. So the future of internet antiquarian bookselling lies in our hands.

 

“Large internet companies reach many millions of people, but they are less valuable as ways to sell individual books, and more valuable as tools to meet collectors. The internet is a good place to sell some books, but it is a better place to meet customers. The important customers are not one-time buyers, but collectors and institutions, a much smaller group representing bigger and better sales. The web is a tool to reach them and to sell to them, but it is up to the bookseller to make those sales, not to wait for them.”

 

Gregory, 41, teaches the “Books and Technology” course at the annual Colorado Book Seminar. He also wears the General Manager hat at Between the Covers (ABAA/ILAB) – a New Jersey antiquarian firm that does indeed have a snazzy web site and has made a substantial investment in the tech side of its business.

 

On the phone Gregory comes across as more of a book guy than a geek. Indeed his book credentials are long and strong. He started in a bricks and mortar bookstore around the age of 20 and came up through the ranks of the original Borders’ store in Philadelphia from 1990 to 1996.

 

Those were the days when Borders was still the best kind of BIG - big enough to have everything you’d ever want to read on its shelves and big enough to host a steady stream of readings and signings by contemporary authors who came down from NY (where there was no Borders) to meet-and-greet at the Philly store.

 

Through his work there he cultivated his own taste in books. Just as importantly book signings heightened his awareness of collectability, first editions, and helped him meet other book dealers, including his current employer where he has worked from 1996 to the present.

 

If you’re a mega-lister and your idea of a profitable transaction is one where you make a dime a pop multiplied by many thousands of pops, Gregory’s advice might not be your cup of tea. On the other hand if you’re a bookseller who has a specialty niche, wants to move up in the trade but has neither the time nor money to really bankroll the next big thing you’ll find his explanation of “what works now” persuasive.

 

 “The future of antiquarian bookselling is not by selling through third party sites that take a percentage from each sale,” says Gregory. “That may be the future that those companies hope to see, but their interests are not our interests. To me, those on-line listing sites are not places to sell books, but rather places to meet new customers. If you look at your relationship with those listing sites in this way, their fees become much more palatable. But you have to work at it to make this conversion from merely selling individual books online, to actually meeting valuable customers there.”

 

According to Gregory his company’s sales can be roughly divided into five sources:

“1) printed catalogs; 2) quotes to customers, which are either phone calls, emails, or printed quotes; 3) our own website; 4) book fairs and 5) sales made on the internet through third party vendors such as ABE, Amazon, Biblio, Barnes & Noble, the ABAA and ILAB sites."

 

He itemizes the sources of income as: “39% of our sales came from private quotes to customers, 23% from printed catalogs, 18% from our own web site, 11% from third party internet vendors and 9% came from book fairs.

 

“So the portion of revenue fully under our control, that is catalogs, private quotes, and our website, represents a full 80% of our income. I am very proud of this - these ratios and percentages were no accident. As recently as a few years ago it was 45% and now it is 80%.

Rare Book Monthly

  • <b>Swann Auction Galleries Apr 26:</b> Jacques-Émile Ruhlmann, wallpaper sample book, circa 1919. $15,000 to $25,000.
    <b>Swann Auction Galleries Apr 26:</b> Archive from a late office of the Breuer & Smith architectural team, New York, 1960-70s. $3,500 to $5,000.
    <b>Swann Auction Galleries Apr 26:</b> William Morris, <i>The Story of the Glittering Plain or the Land of Living Men,</i> illustrated by Walter Crane, Kelmscott Press, Hammersmith, 1894. $2,500 to $3,500.
    <b>Swann Auction Galleries Apr 26:</b> Gustave Doré, <i>La Sainte Bible selon la Vulgate,</i> Tours, 1866. $15,000 to $25,000.
    <b>Swann Auction Galleries Apr 26:</b> Gustav Klimt & Max Eisler, <i>Eine Nachlese,</i> complete set, Vienna, 1931. $15,000 to $25,000.
    <b>Swann Auction Galleries Apr 26:</b><br>Eric Allatini & Gerda Wegener, <i>Sur Talons Rouges,</i> with original watercolor by Wegener, Paris, 1929. $5,000 to $7,500.
    <b>Swann Auction Galleries Apr 26:</b><br>C.P. Cavafy, <i>Fourteen Poems,</i> illustrated & signed by David Hockney, London, 1966. $5,000 to $7,500.
    <b>Swann Auction Galleries Apr 26:</b> Jean Midolle, <i>Spécimen des Écritures Modernes...</i>, Strasbourg, 1834-35. $3,000 to $4,000.
    <b>Swann Auction Galleries Apr 26:</b><br>E.A. Seguy, <i>Floréal: Dessins & Coloris Nouveaux,</i> Paris, 1925. $3,000 to $4,000.
  • <b>Bonhams: Results from Fine Books and Manuscripts on March 9, 2018</b>
    <b>Bonhams, Mar. 9:</b> BEETHOVEN, LUDWIG VAN. Autograph Manuscript sketch-leaf part of the score of the Scottish Songs, "Sunset" Op. 108 no 2. [Vienna, February 1818]. Inscribed by Alexander Wheelock Thayer. SOLD for $131,250
    <b>Bonhams, Mar. 9:</b> Violin belonging to Albert Einstein, presented to him by Oscar H. Steger, 1933. SOLD for $516,500
    <b>Bonhams, Mar. 9:</b> EINSTEIN, ALBERT. Autograph Letter Signed ("Papa") to his son Hans Albert, discussing his involvement with the atomic bomb, September 2, 1945. SOLD for $106,250
    <b>Bonhams: Results from Fine Books and Manuscripts on March 9, 2018</b>
    <b>Bonhams, Mar. 9:</b> HAMILTON, ALEXANDER. Autograph Letter Signed, to Baron von Steuben, with extensive notes of Von Steuben's aide Benjamin Walker, June 12, 1780. SOLD for $16,250
    <b>Bonhams, Mar. 9:</b> NEWTON, ISAAC. Autograph Manuscript in Latin, being detailed instructions on making the philosopher's stone. 8 pp. 1790s. SOLD for $275,000
    <b>Bonhams, Mar. 9:</b> 1869 Inauguration Bible of President Ulysses S. Grant. SOLD for $118,750
  • <b>Doyle, April 25:</b> E.H. SHEPARD, Original drawing for A.A. Milne’s The House at Pooh Corner.<br>$40,000-60,000
    <b>Doyle, April 25:</b> BERNARD RATZER, Plan of the City of New York in North America, surveyed in the years 1766 & 1767. $80,000-100,000
    <b>Doyle, April 25:</b> THOMAS JEFFERSON, Autograph letter signed comparing Logan, Tecumseh, and Little Turtle to the Spartans. Monticello: 15 February 1821. $14,000-18,000
    <b>Doyle, April 25:</b> JOHN C. FREMONT, Narrative of the Exploring Expedition to the Rocky Mountains, in the Year 1842.. Abridged edition, the only one containing the folding map From the Sporting Library of Arnold “Jake” Johnson. $3,000-5,000
    <b>Doyle, April 25:</b> ZANE GREY, Album containing 94 large format photographs of Grey and party at Catalina Island, Arizona, and fishing in the Pacific. From the Sporting Library of Arnold “Jake” Johnson. $5,000-$8,000
    <b>Doyle, April 25:</b> WILLIAM COMBE, A History of Madeira ... illustrative of the Costumes, Manners, and Occupations of the Inhabitants. produced by Ackermann in 1821; From the Sporting Library of Jake Johnson. $2,000-$3,000
    <b>Doyle, April 25:</b> ERIC TAVERNER, Salmon Fishing... One of 275 copies signed by Taverner, published in 1931,From the Sporting Library of Jake Johnson. $2,000-$3,000
    <b>Doyle, April 25:</b> JOHN WHITEHEAD, Exploration of Mount Kina Balu, North Borneo. Whitehead reached the high point of Kinabalu in 1888. Part of a major group of travel books from the Sporting Library of Jake Johnson. $2,000-$3,000
    <b>Doyle, April 25:</b> JOHN LONG, Voyages and Travels of an Indian Interpreter and Trader, describing the Manners and Customs of the North American Indians... The first edition of 1791. $3,000-$5,000
    <b>Doyle, April 25:</b> SAMUEL BECKETT, Stirrings Still. This, Beckett’s last work of fiction with original lithographs by Le Brocquy, limited to 200 copies signed by the author and the artist. From the Estate of Howard Kaminsky.. $1,500-$2,500
  • <b>19th Century Shop:</b> Charles Darwin on sexuality and the transmission of hereditary characteristics: Autograph Letter Signed to Lawson Tait. Down, 17 January [1877].
    <b>19th Century Shop:</b> MILTON, JOHN. <i>Paradise Lost. A Poem written in ten books.</i> London: 1667. A very rare example with the contemporary binding untouched and with a 1667 title page.
    <b>19th Century Shop:</b> Hamilton secures the ratification of the Constitution: <i>The Debates and Proceedings of the Convention of the State of New-York, assembled at Poughkeespsie, on the 17th June, 1788.</i>
    <b>19th Century Shop:</b> The social contract “Man is born free, and everywhere he is in chains”: ROUSSEAU, JEAN-JACQUES. <i>Principes du Droit Politique [Du Contract Social]</i>. Amsterdam: Michel Rey, 1762
    <b>19th Century Shop:</b> “The first English textbook on geometrical land-measurement and surveying”: BENESE, RICHARD. <i>This Boke Sheweth the Maner of Measurynge All Maner of Lande…</i>

Article Search

Archived Articles

Ask Questions