Using Trade At Card Shows
 

I’ve been to four major shows this year. I’m amazed at the amount of material card attendees bring to trade with dealers or other attendees. They’re carting in or carrying lock boxes suit, cases, pelican boxes ect. Has anyone else noticed this trend ?

There's always been a steady stream of sellers and traders at shows; it's often the profit of the day. We've had nearly two years of collecting w/o shows, so I bet there's a lot of sell/trade boxes that are filled to the brim right now.

Yep
 

Always looking to trade for or purchase new inventory. In fact some of the best shows I have had, I have bought more than I have sold!

I noticed those things but actually thought it was either dealers bring stock to their tables or people using them to bring carry there purchases home.
I have seen many collectors sit for hours at tables going card by card and walk out with piles.
Pretty interesting and sometimes the cards they find that they have been looking for years for and they are beyond excited.

It’s my belief that attendees are using trade in because they’re low on funds from the FOMO Late Feb-July Run. Or they way overpaid for their cards and want to trade around their losses.

trades at shows
 

I've been to a couple live shows in the past 5 months. I take trade material
with me that is legitimate. If I ask about trades and the seller doesn't even
express curiosity ("what do you have"?), it's not likely I'll buy from him. I
went to a show in August and told a seller I had a graded Christy Mathewson
I'd be willing to trade. He told me "not many people know Christy Mathewson".
I looked at him like he had rocks in his head and walked away...

Finally, I don't propose trades because I lack money. I propose trades for
two reasons. First, I may like a card but it doesn't fit my specific wants, so I'll
propose a trade rather than a buy. Second, the seller's asking price may be so
far off that even negotiation won't make it right- so, I ask if he'll trade. Some
say yes, some say no:)

Trent King

I've always brought cards with the intention of trying to make a trade but I haven't actually pulled off a trade at a show. It's too difficult to negotiate when you're not working with a collector.

I think most collectors bring cards to trade with other collectors. Dealers probably don't want to deal with the hassle of trading and would only buy outright for items they can sell.

trading at shows continued
 

Packs- definitely agree it's tough to trade with someone who is merely a
dealer, not a collector; specifically, the dealers who have a limited
knowledge of the hobby itself. I've done it successfully at shows with good
folks, though.

Parkplace33- I think you're illustrating a point for me. Any dealer who thinks
it's a "hassle" to look at a handful of cards- at a card SHOW- is part of the
problem. Lots of savvy collectors know dealers expect to come out ahead in
trades to make it worthwhile and, like me, are willing to take the financial
loss to acquire a card they want more. So if, for example, I'm willing to
trade a $150 card that a dealer can sell, for his $120 card that I need, I'd
say it's not a hassle. It's away for both to win. Too many dealers close off
this possibility from the start at shows, despite being voluntarily present at a
venue where the behavior is historically normal and valid. Trent King

Been going on since the 70’s.

This couldn’t be further from the truth. While YOU may understand this, the majority does not.

Most collectors are actually part time dealers now. It seems like every collector has a trade or sale pile and they aren't just going in a different direction. The cards were bought to hopefully turn a profit and acquire something else.

Trades are the way to go. Unfortunately for me they are few and far between. Had a nice one about 6 months ago.

Notfast- what "this" are you referring to? That dealers expect to come out ahead in
trades, or that collectors are willing to take a "loss" in the trade to get what they want?
Both are in fact true- at least, in 40 years of collecting I've consistently observed it.
People (collectors and sellers) know what they have financially in their cards, which gives them room to make deals of all sorts- trade, sale, buy. If the "majority" doesn't
understand this simple concept, then the majority have their heads in a bucket. Trading
is a massively popular way to acquire cards, so those who don't accept it out of hand
are shorting themselves in the end. You can't make someone trade, but when someone
dismisses it from the start, they limit themselves. Trent King

Trades are the way to go. I even started a thread a while ago. Unfortunately, trading usually requires talking to people, which people don't like to do anymore.

Let me know when a major auction house takes trade....wonder if I could trade cards for my winnings.

trading at shows
 

The topic was trading at shows...Trent King

Concerning not having the $$, sometimes isn't that what the cards represents?

I like to trade occasionally.

If it is a big time acquisition that I really want , I am more than willing to "lose" some $$.

A 1952 Topps Mantle I traded for around 6 years back, I probably lost $2500 in trade at the time. Well worth it , sold 2 years later for $5k more than the "trade" and now ,of course, wish I had it back.

Trading is fun , but be realistic , sometimes you may lose for a card you really want, but in the end , do you really "lose"?

I've made plenty of trades at shows as a customer (and as an occasional dealer) over the years. I always try to bring a pack of stuff. Been doing it since the 80's, nothing new.

I've also made a few here on Net54. A memorable one is when I traded a 1954 Bowman set for a T206 red Cobb. It was a great deal that worked out for both of us.

The majority of people do not expect the dealer to “win” the trade. That’s why trading is very hard.

If by win you mean double up. I used to do a lot of trading at shows on both sides of the table. My experience has been as values have gone it has become more difficult to trade. Many people aren't happy just getting the better end of the deal, they are trying to crush the other person.

I have been attending card shows actively since 2011 and nobody was carrying pelican type cases back then. Even when I attended the 2019 National, it wasn't enough as to where anyone really noticed. Fast forward to the 2021 National, it felt like everybody had a pelican case full of cards. I would attribute this to trade nights going on all over every night. Even at the small local show I attend, people are carrying them now. The game has changed.

Agree Foo that’s what I have been observing at shows of late as well.

You trade with a dealer, then you're gonna' lose badly, period!

It’s easier to throw around stupid prices when no money ever changes hands.

From my experience, the majority of dealers expect to win the trade. That's why trading can be hard, unless the collector is willing to accept that.

The dealer still has to sell the card he received back in trade that’s usually why they expect to win by 20-30% I get that especially if he is working with the customer excepting trade and cash on an item back in trade that is not as easy a sale as the card going to the customer in the deal.

Also a lot of times dealers don’t even want to entertain they deal when they find out what the attendees says he values his card at. If it’s out of this world price it’s not going to work, it’s just not why waste anyone’s time.

Yes, and a lot of traders want to trade a bunch of unsellable cards for your quality items.

Exactly

If I am not mistaken, I think one board member here trade out majority of his collection (probably plus cash) for a PSA2 Wagner when the card was still under quarter Mil$

I have had cards I traded for cards I wanted at the National. I bring my duplicate cards and If I find something I really want or is on my want list, propose something like a 2 for 1 deal. I have fewer cards to carry around And I get a card I want. They win and I win.

In my opinion, trades work best between two collectors, because collectors are going to be searching for particular things, and if you find someone who has what you want, and you have something they want, it is easier to just swap your products.

Dealers are looking to make profit, because it is how they make their living. Swapping their $300 card for someone else's $300 card, especially if we are talking vintage where the expected growth will be slow, doesn't really make sense for the dealer, unless he is trading a card that isn't very liquid and is more obscure and he'll have a tougher time selling.

I consistently look for cards that are undervalued or priced incorrectly, because if I can pick them up and then either trade them or sell them for a profit, I can use that profit to buy something I am looking to keep permanently in my collection. Cards are my hobby, not my job, but I have a finite card budget, so anything that helps me add money to my card budget is a win for me.

Just a quick note from a "dealer" viewpoint
 

Let's look at the NSCC.

I had a brief chat with one of my dealer friends at the recent NSCC who broke down for me his costs.

Booth
Hotel
Food
Renting Showcases
Travel
MISC

And he's not cheap but for him setting up at the NSCC was approximately 3K and frankly he's doing it at a reasonable cost.

If you are spending 3K for a week any trade better darned well be in your favor before you as a dealer does that trade

Now, if it's a small local show where the tables cost $40-50 then trading becomes financially easier for a vendor.

That's why you always must look at trading from the dealer financial viewpoint not just from what we as collectors wish to do

Rich

now im no tax expert...dammit Jim...I'm just a dentist! But...arent these expenses tax deductible?

Even if they are, you just spent 3K and won't get that money back for 6-10 months. It's still an out of pocket expense. And that's what dealers think about.

Rich

Great point. Collectors who trade rarely think about the additional costs. And time spent.

PWCC accepts trades sometimes.

To trade or not to trade?
 

Question which one of these two cards graded a 3 would a dealer rather want in trade for resale?--A tough decision--

1) T205 Cobb

2) 1940 Playball Joe Jackson

cobb all day

Cobb +1

Cobb, Ruth, Mantle, Jackie, and Mays are the ones dealers want.

Agree with Cobb.

Dealers definitely want Joe Jackson too. The problem is the 40 PB is not a playing days card. What about 1914 or 1915 CJ Cobb or Jackson? That is a not an easy choice.

Agreed
 

Between the T205 Cobb and PB Jackson - Cobb all day, every day

1914 or 15 CJ - MUCH tougher choice, but I think I still lean toward Cobb.

I think part of the disconnect is that the leverage dealers have over buyers in today's market is quite a bit different than it was back in the 80s, 90s, and even the 2000s. Back then, if you wanted to sell your cards, you either had to find a friend to sell it to or take it to your local card shop/show and take whatever you could get for it. They had a lot of leverage over you. They knew they could resell it for X, so they gave you some significantly lower percentage of its value in order to turn a profit. It's a business after all. But in today's market, collectors no longer need dealers or card shops to buy their cards. The only thing a dealer offers them today by buying their card is the convenience of not having to deal with eBay or a consignment company. We don't "need" a dealer to buy our cards nowadays, so that leverage is lost. But most of the dealers I've encountered don't acknowledge this. It's like they still think they have power over the market/buyers because they've somehow "earned" it with their decades of experience. I find most (not all) card shop owners that I've encountered to be extremely arrogant.

The only leverage they have now, in the case of a trade, comes from them having a particular card that you want, not from them being in the position of being a dealer. Sure, some people are desperate enough to acquire a particular card that they're willing to take a loss on their trade in value to get it, but it's not because the person on the other end of the transaction is a dealer, but rather because they have what the other person wants. I think most trades at shows nowadays probably occurs between collectors away from the tables. Trade night is a big deal at the larger shows.

But the cards seem to lose weight once in their possession. Trades are always easier with collectors.

To most of us it is not a tough question at all.

Dealers wants what is easier to turn and more in demand.

T205 Cobb great looking card and playing day card and is easier to turn.

The 1940 Playball Joe jackson is 20 years after after he played and more common then the T205 (especially if you consider the various backs)

I am a Joe Jackson Addict but for me T205 Cobb all day based on this question.

If it was the T205 Cobb vs the 1916 Joe Jackson alot tougher question

This reminds me of my last couple Nationals. I was buying a card from a dealer and asked if he was interested in taking partial trade. He just said flat out no. When I got home I listed the card on BST and it sold within a few hours for more than what I would have taken from him since he was a dealer.

In another case I had a card that a dealer wanted and he had something I was interested in, but he decided to low ball me on my card so I just walked away and sold it on eBay for a fair price.

I set up at shows for 30 years. I don't understand the attitudes of many dealers as pointed out above. I would never turn down a trade before seeing what the collector had. Doing trade or cash trade deals offers the dealer an opportunity for more profit. You make a profit off the card you are trading away and then you make a profit off the new card you receive.

In the Cobb vs Jackson trade, both are easily sellable cards. The Cobb is more desirable, but no dealer should turn down the Jackson at the appropriate price. As a dealer are you in business to make money or are you just a collector disguised as a dealer looking to have the best display?

I am one of those National dealers that says "no" as soon as you ask me for a trade. With booth fee, employees, hotel, food, and gas, I'm deep in the hole long before the show even starts. I don't need cards to sell on eBay or shows down the line, I have a huge inventory. If it is a post-war card, I always have five to 10 of these cards anyone offers to trade. I need cash to cover my expenses. I need cash at the end of the show to determine whether it was a successful show and whether it was worth my time. I also need cash for all the deals I have lined up after the show.

In addition, in my 40 years of setting up at shows I can only recall maybe two occasions where the trade was worth my while. Usually someone will offer me four or five 1963 or 1964 Topps baseball league leaders cards in exchange for my 1963 Mantle. I mean, nine times out of 10, it is just a horrible offer.

I just don't bother any more, especially at the National, where I will probably lose a paying customer while wasting my time with someone offering a trade. You've got just a short time to catch the attention of the paying customer who will move on to the next table if you're too busy or seemingly ignoring them.

On the rare occasions I do engage in a trade, I have to consider the amount of money I have into the card and how much money I foresee earning on the eventual sale of the new card I obtain in the trade. It just rarely, if ever, works out in my favor.

Here is my advice for someone who believes they are offering something really good for trade: don't ask the dealer if he trades. The word "trade" is a red flag for dealers. Instead, show the dealer the card before saying anything and ask him if he is interested. If you have something good, not league leader cards, then the dealer will work something out with you.

Nice to hear information on this subject from a National dealer.

Very Good Advise and makes sense with all the upfront costs with the event and the need to focus on paying customers that the person wanting the trade may not realize

Love it! Love getting the perspective from the other side of the table. Collectors don't want to hear this but it's the reality of the situation, lots of additional costs involved for the dealer.

This is very helpful. Thank you for the perspective, Tony!

trade at shows
 

To Tony Gordon, et al-

I am amazed (but not surprised) by your attitude. A potential customer-
someone who could BUY from you in addition to asking to trade- is a
"waste of time"? Hmmm...think I found a problem. Judging a card(s)
before you have even seen it, and telling the holder which words to use
(don't use the word "trade"?) Think I found a second problem...

Bottom line is that offering to trade is a common practice at shows and on
sites like this one. The holder of the cards doesn't have ESP and, frankly,
does not care about a seller's expense list. All the collector knows is to ask
the dealer if they trade. It's not an insult, in my case it's not an attempt to
defraud the dealer, and it certainly isn't a "waste of time" merely to ask a
simple question that could benefit the dealer(!!). I buy a lot of cards and
trade as well, and one thing I've learned for sure is this: a dealer who
thinks he can dictate every detail to a person he depends on for business- a
potential customer- is in for a rude awakening. There's too much
competition for that approach. I am reminded of the Caddyshack line,
"Lighten up, Francis". Sheesh.

Looks like I picked the wrong time to check net54:) Trent King

A dealer may be more willing to trade if your offering a big card for several smaller cards but not the other way around. Say you have a Jackie Robinson and your willing to trade it for an Ed Mathews, Warren Spahn, Whitey Ford, Phil Rizzuto, Preacher Roe, and Johnny Podres. Let's say book value works out fairly close for both parties.

From the dealers perspective, it's a lot easier to sell the Jackie than the six other cards to make the same money. Chances are he can move the Jackie at the same show, but he's probably unlikely to sell all 6 of the others. So if time is money you make that deal as the dealer and take your profit to reinvest elsewhere.

Best advise, sell your cards yourself or through consignment well before a large show so you have cash. That's how you'll get yourself the best deal.

That's from Stripes, not Caddyshack.

trade at shows
 

1954 Topps- I agree with you on the notion that a dealer is more likely to
trade a handful of lesser value cards, for one higher value. However,
your point about selling the card before a show so "you have cash", isn't
the case (at least for me). I offer to trade if, for example, the other card
isn't in my normal wheelhouse, if the card isn't quite the grade I wanted, or
sometimes if I think the sale price is so high that negotiation won't work. There
are lots of valid reasons to trade that have nothing to do with lack of cash
(which is indeed a reason some wish to trade, I am sure:) Trent King

trade at shows
 

Jay Shumsky- thanks for the correction. Hope my actual point got through.

Trent King

trade at card shows continued
 

Jay Shumsky- I'm in the process of negotiating a trade, so I am distracted:)

Trent King

Trades like this are the main way I've had success when trading with a dealer at a show. One even told me what you are saying, that it would be easier for him to sell the one card I was offering in trade than the multiple cards I was getting from him.

While it may seem to be poor customer relations to just flat out say no to trades, I'm guessing that so many offers that are made to dealers are so clearly not worth it, that it is just easier for them to just say no from the start. The advice to show the dealer what you have first makes sense to me since they then know if they even want to entertain a trade offer later.

I like the Airplane reference as well.

I get what you are saying, but I also understand the dealer side as well (I'm not a dealer, but I've talked to enough of them over the years about trades). After hearing so many ridiculous offers for trades, most of them just aren't worth their time listening to if they are busy and could lose a potential sale to someone else. It's kind of like the trades people call into sports talk shows and suggest their team should make only to be told by the host that team x isn't going to give up their potential Hall of Famer who is still only 28 for 2 middle relievers. GMs don't want to be bothered listening to offers like that any more than dealers do when someone offers to trade 100 commons for a Mickey Mantle.

trades at shows
 

Jay- "Airplane" is my favorite comedy, nice catch...

Let me say that I completely agree that it's not in a dealer's best interest
to consider a trade of his 1972 Topps Hank Aaron for 500 NM Ron Oester
rookies. That's not really my point, though. It's up to the show attendee
to demonstrate to the dealer that he has quality, either by showing the
cards he has up front, or by explaining his intentions ("I've got high grade
72 Topps examples of Mays, Bench, Carew, and Rose I can offer for your
72 Aaron"). If the dealer cuts that off at the knees, he has no idea what he
is missing AND may miss the opportunity to come out ahead. If the
customer has any pride when a dealer is so dismissive, the dealer will also
miss out on any possibility that the customer will buy any other card(s) from
the dealer- "if he won't even let me finish a sentence, he's not getting my
money". The smallest combination of hobby knowledge and basic courtesy
is all I look for when I am at shows, and if a dealer can't provide these
basics, we have zero chance of doing any business. Trent King

I thought it was from Airplane.

I tend to take Tony's side on this argument because as a person who does time at both sides of the table I understand the issues. I pointed out my friend, with one booth and moderate expenses who spent 3K on his NSCC booth. Give him a 2nd booth and one person to help and it's 5K. You got to make up that 5K in some way and trading unless it's way in the dealer's profit is not going to help him with that.

I will tell you that about 95 percent of time I get offered cards there is not a chance in heck that I would ever be able to re-sell those cards at any sort of a profit. Granted I get offered newer cards at time since my table does feature both old and new but still,, the dollar figures asked for by most people just astound me. I usually tell people to remove 2 zeros from their price point and then we might talk about the real values.

What I would do sometimes is offer to purchase cards and then tell the person walking around you now have the option to either buy the card (s) from me or from other people in the room. In a sense you turned your cards into trade but just not directly

N.B. Now this is the rare example of a situation working out. A couple of Kyle's fine DFW shows ago (the smaller one he runs) I took a card in trade because the price point was OK and it seemed like a cool card to have in my showcase. That specific card, and I knew not a darned thing about it, was the 1st card to sell at the latest Allen show and for what I was asking.

Shocked me how quickly it moved and yes, to answer some questions, it was a modern card and while no specific comp was available the general comp worked out. So one can bend and can look but about 95 percent of the time I know better than to expect much of anything.

I will also re make the point that a show with a lower price point for the dealers might make them more accessible for trading. I know when I ran my shows pre-Covid two tables at my one-day shows cost all of $75. Well, I can assure you that with a $75 expenditure, dealers might be much more willing to take trades than for a 3-5K expenditure.

trade at card shows continued
 

Hi Rich- I don't believe we have ever spoken on net54, good to meet you.
Your story about accepting a card in trade at a show, then turning it around
later at auction, is exactly what I'm talking about. Dealers who say "no" out
of hand will never experience that, and- I keep pointing this out- also lose
a potential customer who may have bought something else from them apart
from trade. A couple dealers have essentially stated they judge a trade offer,
and the collector, without any knowledge of that person or their cards. As a
buyer, I can only say that the opposite holds true. The buyer/trader/customer
also judges you- and there are LOTS of other sellers he can engage.

Trent King

Trent:

Yes about 10 percent of the time I accept some trade, usually with some cash for the cards involved and those do tend to work out.

But that is also because I have a pretty good idea of what I have in inventory and what might sell so I do focus on that. But Tony's point is for him it's about 95-99 percent of the time it's not worth it for him and I get that totally.

As I also pointed out, from a vendor perspective, when I was doing my monthly 1-day shows and 2 tables were $75 a dealer might look more favorably at trades than spending $3-5K for a NSCC booth or two.

Rich

My attitude is based on my experience. I set up at card shows most every weekend and in my experience the folks that want to trade are almost never good customers. The good customers are the ones that offer cash, not trade. I have a large following at my local shows, no shortage of customers. Thankfully success as a dealer is not even remotely based on whether the dealer accepts trade or not. In my 40 years of setting up at card shows, I found that success comes from inventory and pricing, not trades. Now, more than ever, I turn people away who offer trades and am having a banner year. You can dismiss my advice all you want but if you really want to trade and have a good item, you need to avoid the word "trade" because 9 times out of 10, in my experience, when someone asks me to trade, they are offering me five beat up and water-logged Jim Bunnings for a clean Koufax rookie. You can smell the mold on the Bunnings when they pull them out. No thanks.

My usual response when someone asks if I'm interested In trade is maybe, may I please see what you have. When shown I either consider or kindly hand them back and say I'm sorry these are nice cards but not for me. That's all.

No hard feelings it's just business. I'm much more apt to trade or trade and cash when a card has nice eye appeal/centering and is a super star, Mantle, Mays, Jackie ect. I can see both sides from Trent and Tony, as a seller I do agree with Tony that 9x's out of 10 it does not work for me.

trades at shows
 

To Tony Gordon- I found your reply to me almost by accident, assumed
this topic was exhausted and was wrong. This is my final go round...

It sounds to me like you have a grim outlook. At a show, ANY action for a
dealer is better than no action. I've been a collector for 40 years and
attended many shows, and I've never seen a show where a dealer is so busy
he has to beat back attendees with a stick. We have all been to shows where
a couple dealers draw more traffic than the others, so approaching a dealer
with less traffic at his table, is hardly an imposition. It is in the dealer's best
interest to treat a potential customer with some modicum of respect (ie, not
telling them how best to phrase their remarks , or indicating they have
worth only if they ask no questions and give him money). I have also never
approached a dealer with "moldy" cards in the hope of trading for one of his
that is beyond the price point. In other words, your characterization of
people who merely propose trading as being a "waste of time" is insulting,
wrong, and also possibly self defeating (remember, the guy who proposes
trade has money as well- I'm one of them).

So, in conclusion I am definitely dismissing your advice. There's too much
selling competition for me to subject myself to rude treatment by a
stranger. I've said it before on this site in different context, but it merits
repeating- the folks on the other side of your table are a tiny bit important
to the hobby. 'Nuff said, Trent King

Jackpot. This is exactly right. So many avenues to move cards these days, the leverage is just not there. Which also goes with the other point that trading with dealers is not advantageous or preferred. Most trading I see is between people walking around. Another reason why I don’t understand the term “trade value” these days. I value a card for exactly what I could sell it for when it comes to trading for something I want. If they bump up for “trade value”, then I will too… so I don’t see the point.

I don't understand how table fees, hotel fees, airfare, etc. enter someone's calculation on whether or not they would want to engage in a trade with a customer or in how much they sell a card for. I also don't understand how the amount you paid for a card would come into the equation either. Those factors have no bearing on the value of cards incoming or outgoing. The market dictates what every card is worth; buy, sell, or trade. If the amount you pay to set up at the National affects your decisions at the table with customers, perhaps you might benefit from changing your approach?

I get that your time as a dealer is valuable though. I fully understand not wanting to lose a potential customer because someone else just handed you a stack of random low-end cards to go through that he hopes to trade up for a Mickey Mantle. Clearly that's a waste of your time. But it's so easy to convey this message in way that eliminates 95% of the garbage trade offers while letting through 100% of the good ones. Just reply with something like, "I only accept trades of graded blue chip cards of all-time greats or high demand cards that are easy to sell, and I offer 70% of comps for trades". Something along those lines. I would think you wouldn't want to push away the guy who has a Gretzky RC, Aaron RC, and a 53 Mantle to trade. Most people I know who bring cards to shows are pretty selective about what they put into their backpacks or Pelican cases. They're not carrying around a case full of junk cards at big shows hoping to find a sucker. Surely there are some, but my guess is the majority of those interactions occur at the local card shops, not at the National.

I've heard a few dealers recently saying things like, "I just say no to traders" or "Don't say the word 'comps' at my booth". Then they sit there and look up how much they paid for a card before determining whether or not they'll accept someone's offer on it as if that has any relevance to the card's current value whatsoever, or they'll put 95% of their net worth into cardboard, always desperate for cash and wonder why they're struggling to profit after paying $5k in dealer fees to set up a booth at the National. Why not give yourselves more buffer room and keep a larger portion of your assets in cash so that you can take advantage of opportunities as they arrive rather than handcuffing yourself financially to your inventory?

Agree in this era its my belief that the AH's now have most if not all of the leverage. It's my belief that maybe some of the big auction houses also have leverage over the TPG's in terms of pricing and turn around times.

Although I know this for a fact over the years some people only go to one show during the whole year and they bring lots of cash for one reason and one reason only to spend money on the cards at the show. Most are not going to come back with the cash they want the cards. I've seen a lot of stupid buys over the years at the National, that show has the most leverage for the dealer.

I can see that. I just think that’s a dying breed. I just went to Chicago show this past weekend with a lot of cash. Left with all of it. Prices were too high.

What I find amusing is when a dealer is selling a card for, say, $100, and you offer to trade them the same exact card in comparable condition for a card they are selling for $75, and they turn you down.

No, I don't have a grim outlook. I look forward to setting up at shows each weekend. I usually have a lot of fun, but I am a realist. Most every time someone offers a trade it is not fair. Like I said, I am at shows just about every weekend and this is what occurs week after week. I am often very busy. Many times during each show there is a line of people waiting to speak to me. You can come out and see for yourself this Sunday where I will be set up at the Buenavista Banquet Hall in Milwaukee.

Guys that want to trade are almost always bad customers. It is not just me. Dealers let out a collective groan when they see certain customers walk into the room, these are the customers that want something for nothing. Maybe you have never approached a dealer with moldy cards but I guarantee you somebody this Sunday is going to offer me either moldy cards, creased up cards, junk era cards and the like in exchange for something like a Bob Gibson rookie. It happens at each and every show.

I'm not trying to insult any one. I am just explaining my regular experience as a dealer. You are free to ignore my perspective.

I found it fascinating to read this thread. The subject matter was almost secondary to the revealing nature of certain members' posts.

The conversation is interesting

But I am following 1 of Leon's Rules or Traditions (not sure which)

But Every Thread Needs a Card

or in this case Postcard

This doesn't surprise me. It obviously would depend on the demand for the specific card, but I would think a dealer would rather obtain a card they don't already have than get a duplicate of something even if it had a slightly higher value than the card they would be trading away.

As a dealer, you have to make a profit or you won't be a dealer for very long. So you must consider your expenses and the amount of money you spent on your inventory to make a determination as to whether you had a profitable show. If a show is not profitable, I need to change my inventory and pricing or just maybe find a different show where I might have better luck.

Again, as a dealer, you must make a profit so you can't solely consider the value of the card (which has so many variables), you must take into consideration what you paid for your inventory. You can't trade a card that you initially paid $75 for a card you know you can only sell for $50, even though the supposed value for each card is $100.

Unlike "Trade," "Comps" is not a dirty word at my booth or tables. I welcome folks to look up recent sales. I have and I know I won't make a sale if I'm priced over comps.

I don't know how other dealers operate but I don't put any of my personal funds into buying cards. I fund my purchases through my sales.

I am not a full-time dealer. I do it for fun. I have a good day job and get paid well. Setting up at card shows each weekend is my form of stress release. I don't need the money I earn at shows other than to use it to purchase more cards which is more fun than selling cards. I have a steady stream of sales so I always have cash to purchase cards.

One last thing that I would like to stress is that I don't need any cards. So whatever you are offering to trade, I don't need it. Most long-time dealers are just like me and we each have massive inventories. I also have an endless stream of folks that want to sell me cards, which is my preferred route. The only thing handcuffing me is time. It takes a great deal of time to organize and price inventory. I'm paying employees to post cards on eBay because I just don't have the time to do it myself. I am contemplating hiring folks to price my inventory for the shows. Time is the biggest problem and the major handcuff.

This thread has been very entertaining. I love seeing both sides of the trade discussion.

One thought about trading at shows is that I believe collectors generally overvalue their cards. I can understand why, they have either a monetary or emotional attachment to them. But they should realize that dealers do not have that attachment to them, it is simply another card.

Some people think that every post needs a card. I’m of the belief that every post needs the truth. Reality is always something that goes astray when feelings are involved.

Tony thanks for explaining the reality of situation so well. It’s a business decision for you, it’s your prerogative and you have exercised that option by not trading. Good Luck with the show this weekend !!!