Rare Book Monthly

Articles - January - 2004 Issue

Beyond the Zero Sum Game: <br>An Approach to Creating Mutually Beneficial Supplier Relationships

Loc

I’ve stood awestruck in the Library of Congress.


Renée Magriel Roberts

Harwich Port, Cape Cod. Yesterday, I was speaking on the telephone with a very charming customer from the U.K. and he asked me if I remembered a movie about a bookseller who engaged in a lengthy, complex and very passionate long-distance relationship with a New York bibliophile. The movie, of course, was “84 Charing Cross Road”, with Anthony Hopkins and Anne Bancroft playing the ill-starred lovers, whose paths were, sadly, never to cross in “real life”.

Recalling the movie got me thinking about the nature of this business, of the ways in which we relate to our suppliers and client-customers, and (by no means least importantly) of the way we go about acquiring valuable stock. We understand (or ought to) the importance of a continuing relationship with our customers but, frankly, it is difficult to feel the same warm, fuzzy thoughts about our suppliers — after all, we need to take advantage of them in order to make a profit. I have personally been on the receiving end of an attempted-but-failed transaction where a bookseller told me with a perfectly straight face that my 10,000-some-odd collection of books on Comparative Mediaeval Literature was worth about $400.

The first time I even thought about books as inventory was after I was laid off from an executive position in the hi-tech biz. My severance pay and unemployment insurance were running out rapidly, and I knew that I had to generate some income quickly. Happily I discovered that being middle-aged, multi-lingual and well-educated, while detrimental to my prospects in the brave new world of low-paying, globalized McJobs, was a real plus in the world of books.

So the question was, how might I go about acquiring books to sell? What kind of books would I sell? And how could I make this happen quickly and profitably enough to keep my mortgage out of default? To complicate the matter, I was also kind of at odds with myself: my instinct to buy at the lowest possible price in order to make the most money was butting heads with my gut feeling that the best long-term plan was to develop mutually beneficial partnerships, as it is in other businesses. In the beginning I sidestepped this issue quite adroitly by simply not buying from others. I culled my start-up inventory from my collections of thousands of books. I realized that I owned many books that I simply was not attached to, had no intention of rereading, and did not need for my scholarly work. The key was evaluating them properly and then pricing them to sell.

Rare Book Monthly

  • <b>Bonhams, inviting consignments for Sep 27:</b> Newton. <i>Philosophiae naturalis principia mathematica</i>. London, 1687.
    <b>Bonhams, inviting consignments for Sep 27:</b> Josephus. <i>De antiquitate Judaica.</i> Lubeck, 1475-76.
    <b>Bonhams, inviting consignments for Sep 27:</b> Carlerius. <i>Sporta fragmentorum, Sportula fragmentorum</i>. Brussels, 1478-79.
    <b>Bonhams, inviting consignments for Sep 27:</b> Fridolin. <i>Der Schatzbehalter</i>. Nuremberg, 1491.
    <b>Bonhams, inviting consignments for Sep 27:</b> Pinder. <i>Der beschlossen gart des rosenkrantz marie</i>. Nuremberg, 1505.
    <b>Bonhams, inviting consignments for Sep 27:</b> Isidorus Hispalensis. <i>Synonyma de Homine</i>. Nuremberg, 1470-71.
    <b>Bonhams, inviting consignments for Sep 27:</b> Durer. Sammelband including <i>Underweysung der messing</i>. Nuremberg, 1525-29.
  • <b>Swann Auction Galleries: Fall 2017 Auction Schedule</b>
    <b>Swann Auction Galleries Sep 19: 19th & 20th Century Prints & Drawings</b>
    <b>Swann Auction Galleries Sep 28: Printed & Manuscript Americana</b>
    <b>Swann Auction Galleries Oct 5: African-American Fine Art</b>
    <b>Swann Auction Galleries: Fall 2017 Auction Schedule</b>
    <b>Swann Auction Galleries Oct 17: Early Printed, Medical, Scientific & Travel Books</b>
    <b>Swann Auction Galleries Oct 19:<br>Art & Storytelling: Photographs & Photobooks</b>
    <b>Swann Auction Galleries Oct 26: Rare & Important Travel Posters</b>
    <b>Swann Auction Galleries: Fall 2017 Auction Schedule</b>
    <b>Swann Auction Galleries Nov 2:<br>Old Master Through Modern Prints</b>
    <b>Swann Auction Galleries Nov 7: Autographs</b>
    <b>Swann Auction Galleries Nov 14: 19th & 20th Century Literature</b>
    <b>Swann Auction Galleries: Fall 2017 Auction Schedule</b>
    <b>Swann Auction Galleries Nov 16: Contemporary Art</b>
    <b>Swann Auction Galleries Dec 5:<br>Maps & Atlases, Natural History & Color Plate Books</b>
    <b>Swann Auction Galleries Dec 14: Illustration Art</b>
  • <b>Announcing a new Books for Sale platform hosted by Biblio</b>
    <b>List your books simultaneously on Rare Book Hub and Biblio</b>
  • <b>19th Century Shop’s Catalog 170 Great Books and Photos. Please inquire for a copy.</b>
    <b>19th Century Shop:</b> Exodus 10:10 to 16:15. Complete Biblical scroll sheet in Hebrew, a Torah scroll panel. Middle East, ca. 10th or 11th century.
    <b>19th Century Shop:</b> Copernicus Refuted. (Astronomy.). Scientific manuscript of a course of studies at Collège de la Trinité, Lyon. 1660s.
    <b>19th Century Shop:</b> Israel’s War of Independence and the Early Days of the IDF. 58 photographs presented to Israel Ber, IDF officer and later convicted spy.
    <b>19th Century Shop’s Catalog 170 Great Books and Photos. Please inquire for a copy.</b>
    <b>19th Century Shop:</b> Early Unpublished Darwin letter on the races of man. Autograph Letter Signed [to Henry Denny]. Down, Kent, June 1, [1844].
    <b>19th Century Shop:</b> Classic Image of American Slavery. Kimball, M. H. <i>Emancipated Slaves</i>. New York: George Hanks, 1863.
    <b>19th Century Shop:</b> (Underground Railroad.) Scaggs, Isaac. Important Runaway Slave Poster: $500 Reward Ran away, or decoyed from the subscriber…

Article Search

Archived Articles

Ask Questions