Dealers from my experience at shows make their bread and butter through long time-connections, previous customers, and walk ups who bring them stuff to buy. Ever since I'd say 2014/15 with the big spike in card sales through auctions along with all the Majors Setting Up at these shows with Nice Big Booths in Prime Spots it's gotten harder and harder for these dealers to buy collections at shows from walk up's/private collectors. The auction houses get most of the goods at these shows....however sometimes connections matter and these private deals to dealers still happen, many collectors want cash, they don't want a check from auction house. In the long run though AH's usually win out due to the fact that they have been able to accomplish higher returns to the seller regardless of seller/fee's/bp ect. The good good stuff usually goes to them they also have powerhouse marketing, websites, social media, smr, ect.
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