Winchester Repeating Arms Company. Herb Houze
part, but the results may prove worthwhile. The easiest method is to take space at a regularly scheduled gun show and display the arms to be sold as attractively as possible. A good opportunity is afforded to sell or trade there providing the price is realistic. Through actual show experience, where feverish trading often occurs, the collector will come across and very likely take for his own use much of the banter heard about the floor. Eavesdrop on any large gun show and chances are one will hear a chorus or two of the following elucidations during the course of the day, “... That’s less than I paid for it! ... I don’t care if I sell it or not! ... That’s less than I got in it! ... I got more than that in it! ... If it doesn’t move, you can bring it back!”
A second sales option available is the auction. This could prove both hazardous and expensive, and the collector should be well aware of the rules of the game. If the auction is “open” or “no reserve” (that is, one in which every item must be sold to the highest bidder) and it happens to be one of those bad days (influenced greatly by weather or economic conditions among other things), the gun could be sold for a pittance of its cost. Adding salt to the wound, the collector must pay the auctioneer’s commission, normally from 10 to 30 percent. In some cases auction houses allow a reserve figure (i.e., a price under which an object will not be sold), a means of protecting against an under-value sale. But, with a reserve, a commission usually must still be paid to the auction house. The “reserve price” has its strong detractors as well as supporters. Two key factors to its successful use are the quality of the other material in the sale and the reputation of the auction house. On the latter subject, it’s essential that the financial stability of auctioneers is verified and that they are bonded. Slow payments...and no payments...to consignors has been a cause for concern these past few years causing a few well known houses to enter bankruptcy proceedings. Other costs are likely to be incurred by the consignor, and these must be carefully weighed before entering into an agreement. Basic are such items as charges for insurance (know for certain who is insuring the items while in the possession of the auction house) and charges for cataloging, including extra reproduction fees for catalog illustrations.
Consignment is another method that can be utilized to realize a higher value from a collector’s gun. Many dealers will accept certain select pieces from their clientele to sell on this basis. Consignment allows the dealer to add to his stock, permitting a broader selection of merchandise, without having to invest capital. Because of this, the dealer is willing to realize more for the collector than he would be willing to pay cash on the spot. The collector agrees to leave his gun with the dealer for sale at an agreed upon retail price. Details should be clearly understood, and the agreement made in writing. The collector further agrees to allow the dealer a flat percentage fee (normally about 20 percent) of the retail price if the item is sold. Should the item not be sold after a specified time, the collector has the right to take it back and to dispose of it at his own discretion. Normally, no charges are made to the collector if the piece is not sold, unless previously agreed upon. All these factors, especially the matter of the commission fee, should be definitely committed to writing at the time the consignment is made. A great many fine firearms are sold by this method. Advantages are obvious for both owner and seller. However, to utilize this method successfully one must choose wisely the dealer who is to handle the item. Most dealers are not interested in taking insignificant, low value items on consignment; e.g., pieces worth $100 or less; nor questionable objects requiring guarantees to their clientele while the consignee is relieved of all responsibility. Important in the choice of a consignment dealer is one that is not only reputable, but is financially reliable. In many instances the dealer sells his items on a time payment method (that is, the money comes in in dribs and drabs), or a trade may be necessary to realize the best transaction. In such instances it is important that the dealer pays the consignee the full agreed upon price the moment disposal is made, regardless of how he was paid for it or whether a trade was involved. Regrettably in many instances, consignment has proven an unpleasant experience for the collector as it was found that the dealer selling on a time payment method could not come up with all the money by the time the final payment came in. A trade situation also can prove to be a similar problem. It may be necessary where trading is involved that the consignee must sweat it out until each of the pieces taken in trade are themselves sold; sometimes an almost endless process. Thus, choose wisely and be sure to commit the agreement to writing.
The sales option requiring the greatest amount of time, but reaching the widest possible audience, is advertising the gun in one or more of the collecting periodicals. These are widely circulated throughout the United States and abroad, and present the collector with the very best chance of finding the ultimate specialized buyer most actively seeking that particular piece. Bear in mind that a considerable time lapse exists in mail order selling, from placing the advertisement to the date of publication and circulation; normally a minimum of two months. The collector must be prepared to service and answer all inquiries as well as to give full cash refund should the piece be returned by the buyer if not found up to specifications. Not a few well-known dealers active today started off by dabbling in part-time mail order. A cautionary note must be made with regard to buying and selling firearms of all types—especially through the mail: One must be familiar with the text of the Federal Firearms Act of 1968, which regulates interstate trade in firearms, and to be equally familiar with local and state firearms ordinances— decidedly a mixed bag! In the most general terms, guns made prior to December, 1898 are free of regulations under the Federal Act, but they do not conflict with or cancel any existing state or local laws in effect in one’s area. The laws are readily available and their finer points can be checked with local gun clubs and organizations conversant with firearms regulations.
Trading as a final option. If all else fails, there’s always gun swapping! Probably no other collecting hobby affords as many opportunities to trade as does antique firearms. This time-honored method is also a means of sharpening one’s wits. With not a few collectors their major interest in the hobby is the action and satisfaction derived from the pure trading aspects. Depending on technique, it is very possible to amass quite an impressive collection with a minimum expenditure of cash and a little ingenuity and Yankee horse-trading. Likely superfluous would be a caution about trading values, but inasmuch as “... some never get the word” (to summarize an old story), only the reminder will be issued here that highly unrealistic prices are often encountered in the area where trading rather than sales is anticipated. The reason for this might possibly be the psychological advantage thought in allowing someone more for his gun in trade than could be attained for it in cash. The whole thing is based on both a not-too-cute or clever and often self-deceiving principle and brings to mind the classic story of the two $500 alley cats traded for the $1,000 mongrel dog!
GUN INSURANCE
Surrounded as we are with thieves, scoundrels, rogues, knaves, scalawags, prowlers and the light-fingered in this modern civilized era, the collector would do well to take safeguards to protect his valuable guns. The hazard of fire is also ever-present. Not a few articles have been written on insurance; the subject is well covered in the James E. Serven book The Collecting of Guns and in several American Rifleman articles. In broadest terms, antique and collectors’ firearms are not best covered under the most commonly used “Home Owners” policies. In most circumstances under that type coverage, a maximum fixed percentage (usually 10 percent) of the total value of the policy would apply to items such as firearms. Also, a limit or maximum dollar value would be set for any one piece, coverage generally applies only to guns actually on the premises and claims most often are paid on an actual cash or cost basis or even according to replacement cost less depreciation. Establishing some of these factors often entails considerable administrative as well as emotional problems after a loss has occurred. Special waivers and riders can cover some contingencies, but experience has shown that collectors rarely bother to adequately investigate their coverage for antique and collectors’ guns under a Home Owner’s policy. The result is very much a case of closing the barn door after the horse has gone.
One of the best and broadest types of coverage for antique and collectors’ firearms is under policies known as “Fine Arts Floaters.” Any good, knowledgeable insurance agent will be familiar with them. A number of attractive plans are even offered by some of the larger collecting organizations.