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Pittsburgh, Pennsylvania

A Positive Sign

by Beth Pulsipher

For the past couple of years, many shows, especially in the Midwest, have had a tough time bringing in buyers. It has nothing to do with how well promoters advertised or the quality of the antiques shown. The economic problems of the country have been reflected heavily in the antiques trade. Just about every show dealer around has seen a downturn in sales, often because the gate was down.

Dealers, however, are a hardy lot. After all, how many people do you know who would work 18-hour days for sometimes less than minimum wage? The current volatile antiques market has been marked with sluggish sales and no guarantees of income for dealers. Many work long hours exhibiting in shows where their sales don't even come close to matching their expenses. It can be a scary time for dealers wholly dependent upon their antiques business. Many are dropping out rather than fight the roller coaster of national economics.

The good news is that most of the dealers at the Fox Chapel Yacht Club antiques show were pleased with their sales. The gate at the beginning of the show was strong, and they were buying. Held February 21 and 22 in Pittsburgh, Pennsylvania, this show has gained a reputation of offering experienced dealers who bring fine antiques. The show does not have a high dealer turnover because so many of them have done well at this show in the past. Times have changed in the marketplace, however, and no one really knew what to expect during these difficult times.

Throughout the two-day show the customer traffic was steady. During the first few hours of the show the aisles were packed; dealers stood in the aisles, trying not to be in the way of their customers. From the start of the show, exhibitors noticed something different—customers carrying bags of new purchases. Even better, several were carrying multiple bags. Checkbooks were coming out, dealers were writing up sales receipts, and the show had positive energy everywhere. All those customers and all those bags—it was a sight some dealers hadn't seen in quite a while.

Unlike many shows, the initial rush didn't die out after the first two hours. Customers stayed the entire afternoon. Several of them took a lunch break at the in-house restaurant then came back for another go-around. They were happy that they didn't have to pay another admission fee to come back into the show, an unfortunate policy seen at some other shows.

Fox Chapel promoter Lynne Dingus makes sure that her shows' customers understand they are welcome to come back anytime during the show without extra charge. If only all promoters would recognize the importance of this simple policy, it would encourage buyers to return when some wonderful antique speaks to them. In tough economic times, potential customers are sometimes not willing to pay another entry fee if they desire something they'd viewed earlier. It's just easier to stay home.

Even foul weather didn't hold customers back. Much of Saturday was blustery with sleet and bitterly cold temperatures, but buyers attended Fox Chapel. Since the show isn't far from the state line, the majority of customers come from either western Pennsylvania or eastern Ohio. They're used to February weather, and it didn't discourage them from attending a good show. Sunday's weather was a bit nicer, which may have been a factor for the strong Sunday crowd.

This smaller-size show, about 50 dealers strong, attracts many of the Pittsburgh-area collectors who know their stuff. They are true collectors, not just folks who see an interesting antique fantasy in a magazine and want to duplicate the look. Although dealers do follow trends in decorating magazines, many would prefer to offer their favorite antiques to customers who understand and love them the way antiques dealers do—for style, color, form, texture, uniqueness. With dealers from 13 states from California to Maine, the selection of antiques at Fox Chapel was excellent, equaling the quality and variety seen at much larger shows.

Dealers reported sales across the board but repeatedly in silver, art, jewelry, linens, and American and European glass and china. Most of these items were fine quality late 19th-century wares in midrange prices. The customers who bought were knowledgeable and understood what they were buying. Small antiques were definitely the most popular. Only an occasional piece of furniture found a new home.

Some dealers brought earlier period antiques and found willing buyers for their late 18th- and early 19th-century items. The show carried items from approximately 1780 through the 1930's. There was a strong emphasis on mid-19th-century offerings.

By Sunday afternoon, Dingus was smiling broadly. At her shows she often is seen at the admissions table. This time, she noticed that the Sunday afternoon crowd was not after casual entertainment, typical at some shows. This show's Sunday crowd included many of the same customers who had come the previous day, and they were still buying. Some stayed again for several hours, happily bouncing around the show to make additional purchases. The second day of a show is not considered a strong sales day by most dealers, but this particular Sunday afternoon brought a welcome change. Dealers reported sales right through the last five minutes of the show.

Overall, the Fox Chapel show had a different, positive feel to it. If it's the sign of things to come, we are all ready for that good change. It's been a long road traveled for dealers, and many across the country are hoping this is the year for the business to rebound.

Lynne Dingus promotes shows throughout the year in Michigan, Ohio, Kentucky, and Pennsylvania. For more information, call (606) 561-9889.