Becoming a gun show seller.

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bohab1969

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I've decided to clean out my library of all the gun books and magazines that I've saved since 1983.

I reserved a couple of tables at the last local show and did fairly well selling vintage American rifleman, Mas Ayoob, Bill Jordan and Ian V. Hogg books.

By coincidence, someone heard what I was doing and offloaded their whole gun book library on me as well...for free so it looks like I am in business for at least the next few shows.
I'm also going to sell a few vintage guns that I bought in the 2000-2005 era that have increased in value 2-5x

Any advice for someone just starting out?
I would like to not make mistakes that can be easily avoided.
Thanks in advance.
 
I buy old gun books for my library. I prefer the older writings, so I think you will continue to do well. But I would suggest that books and magazines are likely secondary purchases. Don't be disappointed if many folks want to look for a certain arm or ammo before checking books.

Other suggestions:
Usually price is based on cost to the seller (you) and knowledge of desire (a book by Elmer Keith would likely be more in demand than a book by me). As in all books, 1st Editions tend to bring a premium, as do autographs by the author. If you cannot remember your cost, (I can't either) you just have to wing it.

At gun shows, everyone seems to want to haggle - including most vendors. So have the marked price more than you expect. I tried marking some items with what I expected and found I was constantly offered less. And vendors would almost always take less than the asking price. It's the game.

Decide beforehand about prices. I put hang tags on items to show asking prices. On books or magazines, this may not be desired. (I would be disdainful of a Shakespeare early folio with a gummy sticker on one corner. Nor do I want to rip half the cover off an August 1923 edition of American Rifleman while removing a price sticker.) Have two lists; one to allow buyers to see what you want for each book, gun or doo-dad. Have a separate list (not to be seen by customers) of both what you want and for what you will take. It will speed up your thought process and transaction times.

Find a nearby show and meet the promoter. Our gun club sponsors the local show, but there is a member of our club who is the permanent 'ram rod' of our shows. Book as far in advance as you can; you'll get better table choice. Typically you don't want to be next to more book dealers. Or whatever you focus on selling. At first at least (maybe always) pay up front for your table or tables. It just gives you a better feeling.

Bring your own folding chair. Normally the venue will supply chairs. The metal folding sort that pinches fingers and gets hard by day's end. Have a blanket or table cloth to cover the table before you put your wares out for display. It really gives the appearance of being prepared not a fly-by-night. You might consider bringing your own coffee and cup. My club gun show offers free coffee to vendors but it comes in a styrofoam cup. If one requires a special diet (Kosher, salt free, vegetarian or vegan, halal, diabetic, etc) fix your own lunch prior to starting the day. If one knows one is going to be gone for any reason, let the promoter know prior to departing. (Heart attacks don't require advance notice.)

Above all, be polite, friendly and honest. Stand up people and scalpers both get identified and known very quickly.
 
As much as I hate to say such a thing, have a friend/significant other accompany you to the show. (It's nice to be able to walk through the show and see what other folks have, and can help give you an idea where your prices are). But mostly because...

It helps to have another set of eyes at your table. My dad, brother, and I used to take stuff we'd accumulated and set up about once a year. Last 2 times we had a firearm stolen from the table when there were multiple customers. Both times were when only one of us was at the table.
 
As much as I hate to say such a thing, have a friend/significant other accompany you to the show. (It's nice to be able to walk through the show and see what other folks have, and can help give you an idea where your prices are). But mostly because...

It helps to have another set of eyes at your table. My dad, brother, and I used to take stuff we'd accumulated and set up about once a year. Last 2 times we had a firearm stolen from the table when there were multiple customers. Both times were when only one of us was at the table.
That also allows bathroom breaks and someone to go get lunch
 
JMHO- I haven't had any tables nor
have I attended any gun shows for
some time.
The number one reason for me for
that is the drastically higher number
of tire kickers and looky loos that are
attending gun shows these days.
Not that a person that's genuinely and
honestly perusing the goods bothers
me, but after a while you can tell those
that have no intention whatsoever of
buying anything from you or anyone else
but likely went to the show just to get
away from mama and the screaming kids.
Probably only has ten dollars or less in
their pocket anyway.
Watch for this- one late middle aged guy
at point, looks like an LL Bean clothing ad.
Eyeglasses in hand, busily sucking on the
earpiece. Two or three of the peanut gallery
in tow. Stops dead center of your table with
the others on either side blocking your goods from a genuine buyers view.
Takes glasses from mouth and places them on face and picks up your best item
without asking, and turns to one peanut
gallery and says " This guy thinks he's gonna sell this for XXXXX. I saw one online last
night for @@@@@
Replaces your best item haphazardly and turns and moves along with peanut gallery in tow without saying anything to you.

Seen it a bunch.
 
I buy old gun books for my library. I prefer the older writings, so I think you will continue to do well. But I would suggest that books and magazines are likely secondary purchases. Don't be disappointed if many folks want to look for a certain arm or ammo before checking books.

Other suggestions:
Usually price is based on cost to the seller (you) and knowledge of desire (a book by Elmer Keith would likely be more in demand than a book by me). As in all books, 1st Editions tend to bring a premium, as do autographs by the author. If you cannot remember your cost, (I can't either) you just have to wing it.

At gun shows, everyone seems to want to haggle - including most vendors. So have the marked price more than you expect. I tried marking some items with what I expected and found I was constantly offered less. And vendors would almost always take less than the asking price. It's the game.

Decide beforehand about prices. I put hang tags on items to show asking prices. On books or magazines, this may not be desired. (I would be disdainful of a Shakespeare early folio with a gummy sticker on one corner. Nor do I want to rip half the cover off an August 1923 edition of American Rifleman while removing a price sticker.) Have two lists; one to allow buyers to see what you want for each book, gun or doo-dad. Have a separate list (not to be seen by customers) of both what you want and for what you will take. It will speed up your thought process and transaction times.

Find a nearby show and meet the promoter. Our gun club sponsors the local show, but there is a member of our club who is the permanent 'ram rod' of our shows. Book as far in advance as you can; you'll get better table choice. Typically you don't want to be next to more book dealers. Or whatever you focus on selling. At first at least (maybe always) pay up front for your table or tables. It just gives you a better feeling.

Bring your own folding chair. Normally the venue will supply chairs. The metal folding sort that pinches fingers and gets hard by day's end. Have a blanket or table cloth to cover the table before you put your wares out for display. It really gives the appearance of being prepared not a fly-by-night. You might consider bringing your own coffee and cup. My club gun show offers free coffee to vendors but it comes in a styrofoam cup. If one requires a special diet (Kosher, salt free, vegetarian or vegan, halal, diabetic, etc) fix your own lunch prior to starting the day. If one knows one is going to be gone for any reason, let the promoter know prior to departing. (Heart attacks don't require advance notice.)

Above all, be polite, friendly and honest. Stand up people and scalpers both get identified and known very quickly.

Great tips, thank you. I really need to work on my pricing. I've been using post it notes to avoid ruining covers but charging enough to haggle from is important.
 
I did a couple of gun shows a few years ago after I retired. It was mostly an enjoyable experience. I went in with a buddy so that someone could man the table while the other looked around and for bathroom breaks. We used a blanket as a table cloth, took some comfortable folding chairs and took a few hundred dollars in small bills for making change. I researched prices and priced my stuff to sell. A 2 wheel cart or wagon was helpful for moving stuff in and out.
 
All of the above.
Having a second person there to help you unload on Friday night is worth what it costs to take them to supper afterwards.
Having a second person means being able to get to a bathroom to need, too.

10X on comfortable chair. A barstool height chair gets you to eye level with the passers-by, and lets you see further than the other side of the aisle.

A tablet or laptop can come in handy, too. Entertainment for one. But, also, a handy spot to poke a spreadsheet for all your goods and wares. Being connected to some kind of electronic payment system can be handy--if you wish to make that sort of time/effort investment.

Bring two blankets per table rented, a third not a horrible idea, as the show may spot you a table to keep the aisles complete if they don't all rent. You will want to have the second blanket to cover up your wares, should you need to leave the table (which includes leaving early).

Bring a trash can of your own. You can dump it where ever the venue's trash is taken away, but you might as well do that on the way out. Not a horrible idea to have some number of grocery bags for those making multiple purchases.
Oh, and if you have a junk drawer of trinkets, geegaws, and the like, with no value to you, bring those, too. They can sometimes get a person to stop and look at the rest of the stuff. Or, you might find an interested dealer on Friday night.

Have cash to make change.

But, mostly, take the right attitude. Which can be the steepest hill to climb. Especially early Sunday morning. Make it an opportunity. To grab meals where you might not; to meet people you might not. You don't want to be that grumpy old unapproachable curmudgeon--not one will bother approaching you.
 
I did overlook (forget?) to mention having a second person. Great idea. Having one's own trash can is a good idea as well (there's a venue trash can a few feet from my usual place).

And I forgot to mention talking to other vendors. They know a lot and have a different point of view about some things.
 
We only did 2 shows and they were mostly enjoyable. We got rid of a bunch of stuff. We secretly cataloged some of the people. You had Mr Know It All that knew more about your stuff than you did. It was mostly wrong but he knew what her knew! You had Mr Lowball that offered you 25% of your asking price and got angry when you declined. You had Mr indecisive that agonized over the prices of your smallest or cheapest item. And we had a lot of like minded people that we enjoyed talking with.

A funny story. I had a bunch of belt buckles and knives for sale. A young couple kept coming by and the girl kept looking at one of my belt buckles. They would talk between their selves and then leave. About the 4th time she ask me if I would take less for it. I picked it up and put it in her hand and told her "you'll look good wearing this, why don't you just take it"? The smile was worth it!
 
You have to consider local laws on private sales. Do you intend to ask for ID when you sell a gun? Is this a one off? If you go to the gun show several times with guns to sell, you might run into the ATF. Have you priced the guns on various resources to have a good estimate of value?

You can do the same for gun books. Look at used book sites to see what they are going for. Amazon, Ebay, etc.
 
Gun shows these days are nothing more than rummage sales, that's why there are so many just there looking.
I still go the gun shows in my area just to keep them alive. I just wish they would go back to the old style gun show where they had specials & low prices just to get people in to them.
 
A second person is a huge bonus, or make friends with a neighbor that can watch your tables if you want to look around . My son and I have done some and had great success , doing NICS checks is another time having two people is nice .We soon found out who the tire kickers will be...we give them the "no eye contact " so we don't waste our time with a senseless conversation of nothing . We stay upbeat best we can, some folks can make that hard.
 
You must be careful of the BE BACKS .I could have made MILLIONS If they would come back
 
The classier your table cover is, the nicer and more desirable your merchandise will look.

A cheap table cover will sour the nicest setup.

I go to the local fabric store and buy solid color table cloths. Worth the price IMO.
 
The classier your table cover is, the nicer and more desirable your merchandise will look.

A cheap table cover will sour the nicest setup.

I go to the local fabric store and buy solid color table cloths. Worth the price IMO.
Thanks, Right now I'm using my wife's white banquet tablecloths. I may switch to red per your suggestion. Thank you!
 
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