• <b>Bonhams, Feb. 11:</b> A Rare 3-rotor German Enigma I Enciphering Machine. $70,000 to $90,000
    <b>Bonhams, Feb. 11:</b> Important collection of correspondence between Werner Heisenberg and Bruno Rossi. $40,000 to $60,000
    <b>Bonhams, Feb. 11:</b> Walt Whitman Autograph manuscript containing his thoughts on death. $20,000 to $30,000
    <b>Bonhams, Feb. 11:</b> David Roberts. <i>Holy Land</i>. Six volumes. 1842-1849. First edition. $15,000 to $25,000
    <b>Bonhams, Feb. 11:</b> Extensive collection of Ray Bradbury's primary works, most signed or inscribed. $15,000 to $20,000
    <b>Bonhams, Feb. 11:</b> Peter Force. Declaration of Independence. $12,000 to $18,000
    <b>Bonhams, Feb. 11:</b> Steinbeck. <i>Grapes of Wrath</i>. A fine copy of the first edition. $10,000 to $15,000
    <b>Bonhams, Feb. 11:</b> Lewis & Clark. <i>Travels to the Source of the Missouri River</i>... First English edition, extra-illustrated. 1814. $10,000 to 15,000
    <b>Bonhams, Feb. 11:</b> Manuscript document signed by Nuno de Guzman relating to Hernan Cortes, 1528. $8,000 to $12,000
    <b>Bonhams, Feb. 11:</b> “Nos los inquisidores..." The first book in English printed West of the Mississippi. [1787]. $5,000 to $8,000.
  • <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>
  • <b>Case Antiques: Historic Winter Fine Art and Antiques Auction<br>January 27, 2018</b>
    <b>Case Antiques, Jan. 27:</b> <i>The Massachusetts Magazine: or Monthly Museum of Knowledge and Rational Entertainment,</i> 1789. Signed by George Washington. $28,000 to $32,000
    <b>Case Antiques, Jan. 27:</b> George Washington Signed Letter to John Marshall. $12,000 to $14,000
    <b>Case Antiques, Jan. 27:</b> Picasso Signed “Vallauris” 1952 Exhibition Poster. $6,000 to $8,000
    <b>Case Antiques: Historic Winter Fine Art and Antiques Auction<br>January 27, 2018</b>
    <b>Case Antiques, Jan. 27:</b> Military appointment commission document signed by both President Thomas Jefferson and Secretary of War Henry Dearborn, dated January 27, 1803. $2,400 to $2,800
    <b>Case Antiques, Jan. 27:</b> Doris Ulmann and Julia Peterkin. <i>Roll, Jordan, Roll.</i> New York, 1933, deluxe edition, preceding first edition of the same year. No. 74 of 350. $5,000 to $6,000
    <b>Case Antiques, Jan. 27:</b> John Marshall. <i>The Life of George Washington,</i> Philadelphia, 1832. Signed by author. $5,000 to $7,000
    <b>Case Antiques: Historic Winter Fine Art and Antiques Auction<br>January 27, 2018</b>
    <b>Case Antiques, Jan. 27:</b> Samuel L. Margolies (American, 1897-1974). Aquatint and etching, "Builders of Babylon," 1937. $4,000 to $4,500
    <b>Case Antiques, Jan. 27:</b> Two Robert E. Lee (1807-1870) signed documents as President of Washington College. $3,000 to $3,500
    <b>Case Antiques, Jan. 27:</b> William C. Harris. <i>The Fishes of North America That Are Captured on Hook and Line</i>, Vol I., New York, 1898. 40 chromolithograph plates. $2,000 to $2,500
    <b>Case Antiques: Historic Winter Fine Art and Antiques Auction<br>January 27, 2018</b>
    <b>Case Antiques, Jan. 27:</b> $100 "Date Back" bank note 1902 from the Clarksville National Bank, Clarksville, Tennessee, depicting the portrait of John Jay Knox, Jr. $1,400 to $1,800
    <b>Case Antiques, Jan. 27:</b> View of the University of Virginia, Charlottesville and Monticello, Taken from Lewis Mountain, drawn and lithographed by Edward Sachse. $800 to $1,000
    <b>Case Antiques, Jan. 27:</b> Large Civil War photograph mounted on card stock depicting Rossville Gap in Missionary Ridge. $400 to $450
  • <b>Potter & Potter Auctions: Fine Books & Manuscripts. January 27, 2018</b>
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 39: Presidential Pardon Signed by John F. Kennedy. November 1962. $7,000 to $9,000
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 537: Marc Chagall. <i>Illustrations for the Bible</i>. Features 28 lithograph plates. First American edition, 1956. $2,000 to $3,000
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 252: Jack Kerouac. <i>On the Road</i>. 1957. First edition. $5,000 to $7,000
    <b>Potter & Potter Auctions: Fine Books & Manuscripts. January 27, 2018</b>
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 143: Arthur Rimbaud. <i>A Season in Hell</i>. With photogravures by Robert Mapplethorpe. The Limited Editions Club, 1986. $600 to $800
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 72: Group of 11 Harry Truman Signed Letters. Typed & signed by the former President. 1962-1970. $1,500 to $2,000
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 157: Arthur Conan Doyle. The Complete Works of Sherlock Holmes by The Limited Editions Club. 8 vols. 1950-52. $300 to $500
    <b>Potter & Potter Auctions: Fine Books & Manuscripts. January 27, 2018</b>
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 173: Jacob Lawrence. <i>The First Book of Moses, Called Genesis</i>. Illustrated with silkscreens by Lawrence. 1989. $2,000 to $3,000
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 239: William Faulkner. <i>Sartoris</i>. First edition. New York: Harcourt, Brace, & Company, 1929. $2,000 to $3,000
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 286: Walt Whitman. New Year’s Eve Postcard Signed, “Walt Whitman,” to the poet Gabriel Sarrazin. January, 1891. $4,000 to $6,000
    <b>Potter & Potter Auctions: Fine Books & Manuscripts. January 27, 2018</b>
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 351: Pair of European Fine Bindings. Including Gesanbuch (1831) & Naboznych Vylevov (1911). $200 to $300
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 423: August Luben. <i> Naturhistorischer Atlas der Saugethiere </i>. Includes complete set of 30 loose plates. Leipzig: 1858. $1,000 to $1,500
    <b>Potter & Potter Auctions Jan. 27:</b><br>Lot 386: <i>Famous Monsters of Filmland No 1</i>. Art by Will Elder, text by Forrest Ackerman. Warren’s first monster magazine. Feb, 1958. $2,000 to $3,000

Rare Book Monthly

Articles - December - 2017 Issue

Book Trade Manners in the 21st Century - “Courtesy to the Trade” has Many Meanings

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“Courtesy to the trade” has many meanings in bookselling.

“Courtesy to the trade:” That’s the old school way of saying that a dealer will give a discount or be more flexible in pricing and terms if you declare yourself as a fellow bookseller. The best way to find out is to politely ask up front if any trade benefits are offered.

 

If you’re an older dealer you know the drill. If you’ve come more recently to bookselling or only know it in its Internet incarnation, remember that “courtesy,” aka discounts and other benefits, are optional and not mandatory and that there are many different versions of what kind of a deal you can expect as there are dealers. So make sure to spell out the specifics whether you are a buyer or a seller.

 

In prior times, when shops were real instead of virtual, it meant prospective buyers called in advance to make an appointment and brought cash. On the buy side they mentioned up front they were in the trade and were looking for a discount and did not wait until the very end after a dollar amount had been discussed to try to shave the price by asking for a trade discount - definitely bad manners and not appreciated.

 

Even in the Internet age some things never change: Booksellers still dote on cash or cash equivalents. They still like to sell by the lot. They still enjoy seeing boxes go out the door as visions of dollars, euros or yen float in their head.

 

In the old days the favorite way to indicate this was to say to the buyer: “Why don’t you make a pile,” which meant in American English, “I will price these books as a lot once I see what you actually want. Therefore you can mostly ignore the individual prices penciled in each volume. The final price will be based on how many you take and what you offer in cash to take them all away with you right now.”

 

The internet version of “making a pile” is to identify yourself as a fellow dealer and ask if there might be a better price if you take a substantial number of books. The standard discount to the trade is usually about 20%, but that is not firm and it can go up or down depending on the parties and the value of the transaction.

 

In the etiquette department it is OK to haggle, but the object of the discussion is to come up with an offer that is good for both sides, not to beat the other party down.

 

It is never OK to denigrate either the merchandise, the buyer or the seller. Remember that while a certain amount of negotiating is enjoyable, too much and too cut-throat is a turn off. My dad’s rule was when he reached his limit his prices went up, steeply up, not down.

 

When doing business with a fellow dealer, especially an area specialist, it’s never out of line to mention you have something interesting or unusual to trade. If you do have such an item or items, bring it with you, or mention it in your email and send a few photos. If you’re shopping in person a business card, a current catalog and a small token of your esteem is never unwelcome.

 

In the manners department for live visits don’t bring rambunctious little kids, a bored spouse or a gabby friend. It never hurts to bring your own boxes.

 

Also in the manners department no matter how slammed you are always acknowledge a quote or an offer, even if it’s not solicited, even if it’s not for you, an email back saying “Thank you for thinking of us” is always in order.

 

And then there’s shipping.

 

Remember that while the price of the books and book related material may be negotiable, the cost to pack and ship them is seldom (make that never) included. Be prepared to pay shipping at actual cost plus labor and insurance if necessary. Shipping is not negotiable and it’s not included, so don’t ask the seller to include it. Show you are a pro and don’t go there.

 

Also not negotiable are credit card surcharges and Paypal fees, the seller is going to factor those in and pass those costs along to the buyer, every penny - no exceptions, so if you don’t want to pay the vig use cash or check.

 

Can these books be returned? You’ve got to be kidding. There are no returns on discounted deals. That means inspect the merchandise before you take it and expect if you buy a substantial quantity some will exceed your expectations and others might not be up to par. It is also unlikely that you will get an itemized receipt or invoice. The better the deal the shorter the paperwork.

 

This rule is sometimes bent if the buyer is really unhappy, or some important fact was omitted from the initial discussion, but those circumstances have to be compelling and it almost always means you won’t do business with each other under favorable terms again.

 

For people who have known each other a long time and have done business frequently there are sometimes situations where one party just gives the other party the merchandise and gets paid the agreed upon percentage as they sell. In those situations there are no records or paperwork. It’s unusual even to get a receipt. It’s all on the honor system; if it works it goes on for years and provides a steady stream of income and/or inventory for both sides.

 

Just remember as some of us older folks move into the geezer bracket -- if one or the other kicks the bucket it can be truly hellish to sort out who owns what. Anyone who remembers the late Peter Howard of Serendipity in Berkeley knows that after his death it was very difficult to determine what belonged to him and what he had on handshake consignment from others. Your heirs will not appreciate it, but that doesn’t mean a lot of old timers don’t do it this way.

 

Another thing to bear in mind is that those letters after a bookseller’s name are an important character reference. Maybe you don’t belong to the the ABAA, or any of the other trade associations, but the fact that person you are negotiating with does usually signifies that they are likely to uphold basic professional standards.

 

We’ve all been in the scenario where you receive an offer and you don’t want the books at any price, not even free. Just say so politely. Don’t run down the books, or the person offering them. You don’t need to give a reason beyond, “I don’t think they’re for us.”

 

I seldom bring books in on consignment from other dealers. I prefer to ask for a fee on referral leading to sale. That usually means you know someone you think will buy something expensive, the only problem is you don’t happen to have that item in stock, but you know someone else who does.

 

My experience is it’s easier to ask for a referral fee for introducing a potential buyer to the seller. Asking for a referral fee takes less time and exposes you to less risk than taking the expensive book on consignment. A referral fee, like a discount is not automatic and the amount varies from a fixed sum to a percentage of the selling price. A referral fee is only paid after the sale has concluded, and the terms are always set up and agreed to in advance. No advance agreement - no referral fee.

 

Sometimes it’s worth it to pay extra. People who like to do business with each other often sweeten the initial deal with a post transaction monetary boost. Did you make serious money on the lot? Did something you got from a fellow dealer turn out to be a bonanza? One way to express your appreciation is to send some extra dollars along as a thank you. This is not mandatory, but it helps people remember you as a good dealer and as you probably already know nearly all dealers believe in karma.

 

Deals made at shows are seldom typical deals. First of all the prices at the shows are either very high or very low. If low you won’t need to haggle. If high, you won’t want to buy, but you might want to get better acquainted. I have been to many shows, but I can only remember one or two of the snooty variety where I got something spectacular at a good price, and that was not during the show, it was before or after.

 

Packing: I hate when people send me things that aren’t carefully packed. Even if the items arrive in good shape it makes me not want to buy from them again. If you’re going to call yourself a bookseller learn how to pack, and pack everything you ship the way you’d like to receive it.

 

And a final cautionary note: If you have any reputation at all as an "expert," customers and other dealers will come to you asking for an “appraisal.” The word “appraisal” never leaves my lips. I always use the term “evaluation,” sometimes in combination with the word "free." I say up front I’m not an appraiser and recommend if someone actually needs an appraisal for insurance or other purposes, that they consult with someone who is an actual professional appraiser and to expect to pay a fee for that service.


Posted On: 2017-12-02 03:31
User Name: davereis

Here's another one- If a referral commission is agreed to, referrals should be rewarded just once. Dealers have referred me to a seller, and every time I buy something, they want another commission!


Rare Book Monthly

  • <b>Swann Auction Galleries, Feb 15:</b> Icons & Images: Photographs & Photobooks
    <b>Swann Auction Galleries, Mar 1:</b> Vintage Posters Featuring Highlights from the Gail Chisholm Collection
    <b>Swann Auction Galleries, Mar 8:</b> Early Printed, Medical, Scientific & Travel Books
    <b>Swann Auction Galleries, Mar 13:</b> 19th & 20th Century Prints & Drawings
    <b>Swann Auction Galleries, Mar 22:</b> Autographs
    <b>Swann Auction Galleries, Mar 29:</b> Printed & Manuscript African Americana
    <b>Swann Auction Galleries, Apr 12:</b> Printed & Manuscript Americana
    <b>Swann Auction Galleries, Apr 26:</b> Fine Illustrated Books & Graphics
    <b>Swann Auction Galleries May 3:</b> Graphic Design
    <b>Swann Auction Galleries May 15:</b> 19th & 20th Century Literature
    <b>Swann Auction Galleries, Jun 7:</b><br>Maps & Atlases, Natural History & Color Plate Books
    <b>Swann Auction Galleries, Jun 21:</b> Revolutionary & Presidential Americana from the Collection of William Wheeler III
  • <b>Arader Galleries Auction<br>January 27, 2018</b>
    <b>Arader Galleries, Jan. 27:</b> Snowy Heron, Plate 242. John James Audubon (1785-1851). First Edition Engravings with Original Hand Color. London: Robert Havell, 1827-1838.
    <b>Arader Galleries, Jan. 27:</b> Great Blue Heron, Plate 211. John James Audubon (1785-1851). First Edition Engravings with Original Hand Color. London: Robert Havell, 1827-1838.
    <b>Arader Galleries, Jan. 27:</b> The Clouded Leopard. Charles Robert Knight (1874-1953). Oil on canvas.
    <b>Arader Galleries Auction<br>January 27, 2018</b>
    <b>Arader Galleries, Jan. 27:</b> A Bouquet of Daffodils and Other Flowers with a Butterfly on the Stem. Pierre-Joseph Redouté (1759-1840). Black Chalk, Watercolor And Gum Arabic On Vellum.
    <b>Arader Galleries, Jan. 27:</b> CELLARIUS, Andreas (ca 1596-1665). <i>Harmonia macrocosmica seu atlas universalis et Novus</i>. Amsterdam: Pieter Schenk and Gerald Valk, 1708.
    <b>Arader Galleries, Jan. 27:</b> HOMANN, Johann Baptist (1663-1724). <i>Grosser Atlas über die gantze Welt</i>. Nuremburg: J.H.G. Bieling for the heirs of Homann, 1737.
    <b>Arader Galleries Auction<br>January 27, 2018</b>
    <b>Arader Galleries, Jan. 27:</b> LEVAILLANT, Francois (1753-1824). <i>Histoire naturelle des perroquets</i>. Paris: Levrault frères (later Levrault, Schoell & Co.), 1801-1805.
    <b>Arader Galleries, Jan. 27:</b> FUCHS, Leonhard (1501-1566). <i>De historia stirpium commentarii insignes. adiectis earundem vivis plusquam quingentis imaginibus</i>… Basel: Michel Isingrin, 1542.
    <b>Arader Galleries, Jan. 27:</b> Original Manuscript Map "Plano De Una Parte De La Provincia De La Luisiana..." AN EXCEPTIONALLY FINE AND HISTORICALLY IMPORTANT MAP SHOWING THE ORIGINS OF THE STATE OF TEXAS AT THE TURN OF THE 19TH CENTURY.
    <b>Arader Galleries Auction<br>January 27, 2018</b>
    <b>Arader Galleries, Jan. 27:</b> J. De Cordova's Map of the State of Texas Compiled from the records of the General Land Office of the State by Robert Creuzbaur, Houston. Hand-colored lithograph. New York: J. Atwood, 1850.
    <b>Arader Galleries, Jan. 27:</b> Texas. David Burr (1803-1875). Engraved Map with original hand color in full. New York: J. H. Colton & Co., 1834. Second Edition.
    <b>Arader Galleries, Jan. 27:</b> Map of Texas with Parts of Adjoining States Compiled by Stephen F. Austin. Engraved Map with original hand color. Philadelphia, 1830. First Edition.
  • <b>Forum Auctions: Fine Books and Works on Paper. January 25, 2018</b>
    <b>Forum Auctions, Jan. 25:</b> <i>Verve: Revue Artistique et Littéraire/An Artistic and Literary Quarterly,</i> nos.1-38 in 26 vol [a complete set], numerous colour lithographs by Picasso, Chagall, Matisse & others. £8,000 to £12,000
    <b>Forum Auctions, Jan. 25:</b> Wesley (John, Church of England clergyman and a founder of Methodism, 1703-91). Autograph Letter signed to Rev. John Bredin, 1782. £8,000 to £12,000
    <b>Forum Auctions, Jan. 25:</b> Austen (Jane). Brock (Charles Edward). A group of seventeen ink and watercolour drawings for Dent's edition of Jane Austen's <i>Sense and Sensibility,</i> 1908. £6,000 to £8,000
    <b>Forum Auctions: Fine Books and Works on Paper. January 25, 2018</b>
    <b>Forum Auctions, Jan. 25:</b> Tibullus (Albius) and Gaius Valerius Catullus. <i>Elegiae, sive Carmina,</i> Venice, Andreas de Paltasichis, 1487. £5,000 to £7,000
    <b>Forum Auctions, Jan. 25:</b> Doves Press. English Bible (The), 5 vol., one of 500 copies, signed and inscribed by Laurence Hodson, Doves Press, 1903. £5,000 to £7,000
    <b>Forum Auctions, Jan. 25:</b> Africa. Smith (Andrew). <i>Illustrations of the Zoology of South Africa,</i> 5 vol., first edition, original cloth, [1838-50]. £4,000 to £6,000
    <b>Forum Auctions: Fine Books and Works on Paper. January 25, 2018</b>
    <b>Forum Auctions, Jan. 25:</b> Longitude. <i>An Act for providing a Publick Reward for such Person or Persons as shall Discover the Longitude at Sea,</i> first edition of this highly important act, John Baskett, 1714. £3,000 to £5,000
    <b>Forum Auctions, Jan. 25:</b> Shirley (James). <i>Six new playes, viz. The Brothers. Sisters. Doubtfull Heir. Imposture. Cardinall. Court secret,</i> first edition, 1653. £3,000 to £4,000
    <b>Forum Auctions, Jan. 25:</b> Heaney (Seamus). <i>Ugolino,</i> number 77 of 125 copies, Dublin, Dolmen Press, 1979. £3,000 to £4,000
    <b>Forum Auctions: Fine Books and Works on Paper. January 25, 2018</b>
    <b>Forum Auctions, Jan. 25:</b> Lasinio (Carlo, 1759-1838). <i>[Ritratti Originali de Pittori Esistenti Nella Reale Galleria de Firenze],</i> 99 engravings, circa 1791-96. £1,800 to £2,200
    <b>Forum Auctions, Jan. 25:</b> Japan. Kusakabe Kimbei. Photograph Album, 50 hand-coloured albumen prints, oblong folio, [c.1890-1900]. £1,500 to £2,000
    <b>Forum Auctions, Jan. 25:</b> Polar. Expedition in search of Sir John Franklin. Arctic Expedition in search of Sir John Franklin, printed flyer, 1852. £1,000 to £1,500

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