A reader who found the Coin Collectors Blog through a search came across the two-part series I wrote in 2012 about “How Are Coins Priced” (links to Part I and Part II). After asking a few questions this new reader asked me about the section about Negotiating in Part II.
My principles of negotiating are to be nice, do your homework, know when to stop and always be gracious. Although some of us consider negotiating a sport, there is no reason to be nasty. Always say “please” and “thank you” even if you did not buy the coin. Thank that dealer for taking the time to talk with you. Good will can go a long way!
As a new collector, this reader visited a few regional shows before going to the World’s Fair of Money. Thinking that as a big show there might be some good finds and can jumpstart an interesting collection. While this was not my reader’s first large show, it was the first time the family visited the World’s Fair of Money. It was also an excuse to go visit Mickey’s first theme park.
With his permission I am reprinting his note. I removed the section that described the dealer and his inventory:
My family and I went to Anaheim for the World’s Fair of Money. As we searched the tables looking for something of everyone’s interest we came across a table with books of coins. While I have seen notebooks like this with pages full of coins this was the first time we have seen so many. Each of us sat at the dealer’s table and started to look through the books.
My son is interested in Middle Eastern coins because my family emigrated from the Middle East after World War II. My daughter is fascinated by Queen Elizabeth and want to try to collect different coins with her picture. My wife’s family is from Japan and she has been picking up some older Japanese coins. As for me, I decided to try to complete a set of quarters after collecting the states quarters.
We are collectors. We are not putting the kids in front of the books to keep them occupied. At one point my son, who is trying to learn Arabic, was asking me what a few coins said and picked out a small handful for his collection. Nobody else found anything they liked.
We finished five minutes later and went to pay. My son has his own money and asked the dealer for the price. If we go by the numbers written on the coins, the price was $42. While that does not sound like much it is for a kid whose job is to cut grass and do odd jobs around the neighborhood. No discount was offered.
Standing next to my son I asked if he could do better on the price and that’s where the trouble began. He turned to me and said, “For what, hogging my table?” I was taken aback! Not only were we really looking to buy but my son was buying. As a matter of fact when my wife did not see anything she like she gave up her chair to another collector passing by.
I sort of stammered something about that we are all collectors and were looking but did not find anything and he said, then he said something like, “Then you should have gone somewhere else!” He was very rough.
I asked my son what he wanted to do. It was his collection and his money. With nobody else around this dealer’s table he blurts out, “yeah, kid, I don’t have time for this. Give me 40 and go away.”
I could see that my son was conflicted. While he wanted the coins he did not like the dealer. He then dropped his head and said in a soft voice, “No Thank you.” Although he looked like he wanted to cry the dealer responded, “great, now I have to figure out what book to put these coins in.” My son reached over and tapped the book and walked away.
I have never been embarrassed for my son like this. Why would a dealer treat a child or a customer like this?
I had no answers for these parents. Even though I do not deal with coins, when I do shows I try to treat everyone with courtesy, even when I can tell they have no intention of buying from my inventory.
When I am working shows, as I will be this weekend, days can be long and difficult. You have to be attentive to everything around you not just to complete the sale but to also prevent theft. Even on the slowest day, it does not pay to get nasty with a customer or potential customer.
This is not the first time I have heard stories like this and based on this reader’s description, it is not the first time I have heard this type of story about the dealer. I know for some it is just a job and like many jobs, after a while there are aspects that can be frustrating.
But this is a job that is about customer service for a product people do not have to buy. Coin collecting is a luxury, not a necessity. Even if you are frustrated, showing it to customers will give you a reputation and hurt business. Then what will you do when the customers do not show up?
There comes a point in time when you have to ask yourself whether it is worth the investment in time, money, and your sanity to continue or would it be better to just retire? Unfortunately, when it comes to some of the very long-time numismatic dealers who attend some of these major shows, there are too many that should consider retirement.