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>Bonhams: Exploration and Travel, Featuring Americana, Part I. September 25, 2018</b>
    <b>Bonhams, Sep. 25:</b> Shackleton, Ernest. <i>Aurora Australis.</i> Printed at the sign of 'The Penguins'; East Antarctica, 1908. $70,000 to $100,000
    <b>Bonhams, Sep. 25:</b> Shackleton, Ernest. <i>South Polar Times.</i> 1st edition, limited issue. from the library of Michael Barne. $20,000 to $30,000
    <b>Bonhams, Sep. 25:</b> General Washington's <i>Proceedings of a General Court Martial... of Major General Lee.</i> Philiadelphia, 1778. 100 copies printed for Congress. BOUND WITH: ...Court Martial... of St Clair and ...Schuyler. $25,000 to $35,000
    <b>Bonhams: Exploration and Travel, Featuring Americana, Part I. September 25, 2018</b>
    <b>Bonhams, Sep. 25:</b> <i>The Voice of the People.</i> Boston, 1754. Rare pamphlet on the Excise Tax. Nathaniel Sparhawk's copy. $4,000 to $6,000
    <b>Bonhams, Sep. 25:</b> Autograph Letter Signed ("S.L. Clemens"), offering extensive hard-earned advice on writing, 5 pp, 1881. $30,000 to $50,000
    <b>Bonhams, Sep. 25:</b> After Fra Egnazio Danti. <i>L'Ultime Parti not:e nel Indie Occid:ntli" [The last known parts of the Western Indies].</i> Painted Map of California, Western Mexico, and Japan. $70,000 to $100,000
    <b>Bonhams: Exploration and Travel, Featuring Americana, Part I. September 25, 2018</b>
    <b>Bonhams, Sep. 25:</b> Ptolemaeus, Claudius. <i>Geographie opus nouissima...</i> 1513. The most important edition of Ptolemy, containing the Admiral's Map. $250,000 to $350,000
    <b>Bonhams, Sep. 25:</b> De Arellano, Don Alonso. Manuscript, his <i>"Relación mui singular y circunstanciada... Capitán del Patax San Lucas,"</i> manuscript copy from the Sir Thomas Phillips collection. $50,000 to $80,000
    <b>Bonhams, Sep. 25:</b> Purchas, Samuel. <i>Purchas his Pilgrimes.</i> First edition. With John Simth's engraved map of Virginia. $70,000 to $100,000
    <b>Bonhams: Exploration and Travel, Featuring Americana, Part I. September 25, 2018</b>
    <b>Bonhams, Sep. 25:</b> Lewis, Meriwether. Contemporary manuscript true copy of his final power of attorney, 1809. $8,000 to $12,000
    <b>Bonhams, Sep. 25:</b> <i>A New Method of Macarony Making, as Practiced at Boston in North America.</i> Mezzotint. London, 1774. $5,000 to $7,000
    <b>Bonhams, Sep. 25:</b> <i>Scientific Base Ball Pitching: A Treatise on the Pitcher, Pitching, Origin and Philosophy of the Curve.</i> Chicago, 1897. $2,000 to $3,000
  • <b>Swann Auction Galleries Sep 27:</b> Franklin H. Brown, <i>State Sovereignty, National Union,</i> Chicago, 1860. $6,000 to $9,000.
    <b>Swann Auction Galleries Sep 27:</b> Thomas Paine, <i>The American Crisis,</i> Fishkill, NY, December 1776. $25,000 to $35,000.
    <b>Swann Auction Galleries Sep 27:</b><br>The Aitken Bible, Philadelphia, 1781. $20,000 to $30,000.
    <b>Swann Auction Galleries Sep 27:</b> Francisco Loubayssin de Lamarca, probable first edition of the first novel set in the Spanish New World, Paris, 1617. $15,000 to $25,000.
    <b>Swann Auction Galleries Sep 27:</b> Juan de la Anunciación, <i>Sermonario en lengua mexicana,</i> first edition, first book of sermons in Nahuatl, Mexico, 1577. $30,000 to $40,000.
    <b>Swann Auction Galleries Sep 27:</b> Maturino Gilberti, <i>Thesoro spiritual en lengua de Mechuacá,</i> first edition, Mexico, 1558. $15,000 to $25,000.
    <b>Swann Auction Galleries Sep 27:</b> Commission of William O. Stoddard as secretary to the president, signed by Lincoln, Washington, 1861. $7,000 to $10,000.
    <b>Swann Auction Galleries Sep 27:</b> <i>Clay and Frelinghuysen,</i> flag banner, circa 1844. $8,000 to $12,000.
    <b>Swann Auction Galleries Sep 27:</b> Daguerreotype of a man believed to be Frederick Granger Williams Smith, son of Joseph Smith, circa late 1850s. $10,000 to $15,000.
    <b>Swann Auction Galleries Sep 27:</b> John C. Wolfe, <i>Portrait of Abraham Lincoln,</i> oil on board in period wooden frame, circa 1860s. $12,000 to $18,000.
    <b>Swann Auction Galleries Sep 27:</b> Francis W. Winton, manuscript on pow-wows with indigenous Canadians, 1881. $15,000 to $25,000.
    <b>Swann Auction Galleries Sep 27:</b> Family letters from two young daguerreotype artists, 1826-79. $10,000 to $15,000.
  • <b>Leland Little: Important Fall Auction. September 22, 2018</b>
    <b>Leland Little, Sep. 22:</b> Published Half Plate Ambrotype of a North Carolina Confederate Officer. $2,000 to $4,000
    <b>Leland Little, Sep. 22:</b> Two 19th Century Books Pertaining to Canada's Red River Settlement. $400 to $800
    <b>Leland Little, Sep. 22:</b> Two Books With Fore-Edge Paintings of British Architectual Landmarks. $400 to $600
    <b>Leland Little: Important Fall Auction. September 22, 2018</b>
    <b>Leland Little, Sep. 22:</b> Andy Warhol (American, 1928-1987), "Torte a la Dobosch" from <i>Wild Raspberries</i>. $1,000 to $3,000
    <b>Leland Little, Sep. 22:</b> Keith Haring (American, 1958-1990), <i>Pop Shop II,</i> One Plate screenprint in colors, on wove paper, 1998. $8,000 to $12,000
    <b>Leland Little, Sep. 22:</b> Thomas Rowlandson (British, 1756-1827), Twenty-Two Prints from the <i>Tours of Dr. Syntax</i>. $500 to $1,000
  • <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>

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