RINKER ON COLLECTIBLES — Column #1526

Copyright © Harry Rinker, LLC 2016

When Is It Time to Stop Beating a Dead Horse?

While told by my writing instructors to avoid clichés, idioms, proverbs, and folk/regional sayings, I find they allow me to express exactly what I mean.  I have to be careful.  Some of my favorite sayings, such as “I am taking a busman’s holiday,” are antiquated to the point where few individuals under 50 understand their implications.

Since “beating a dead horse,” one of my often used idioms, may be a victim of this same situation, a definition of the phrase is necessary.  Horse racing is the assumed origin of “beating a dead horse.”  Jockeys often use a riding crop to encourage race horses to go faster.  The negative is that if the horse is tired, he stops no matter how much the jockey flogs him/her.

In popular usage, “beating a dead horse” means that continuing a discussion about a topic that has been resolved or agreed cannot be resolved is meaningless.  Anything more that can be written or said is a waste of time.  The current crop of political commentators and pundits focusing on the 2016 candidates for president would be well served to think about this phrase.

“Rinker on Collectibles,” my weekly column, is nearing the middle of its 29th year.  I take pride in not repeating subject matter, fully realizing that more recent readers have missed some of my classic past columns.  If I revisit a previous topic, I try to add new insights.

Within the last year, two “Rinker on Collectibles” columns have focused on the decline of antiques sales venues – #1498, “What Is The Future Of The Antiques and Collectibles Show Circuit” and #1512, “London Bridge Is Falling Down.”   There is general agreement that the antiques and collectibles show circuit is facing serious challenges and that antiques shops are declining at an alarming rate.  What can be achieved by “pouring salt into an open wound,” a phrase used to indicate the infliction of unnecessary sadness or trouble in an already difficult situation?  The antiques and collectibles trade needs more good news rather than more bad news.

It is with some trepidation and dread that I revisit the issue of canceled antiques and collectibles shows.  I believe that understanding why events occur often leads to recognition of what can be done to stem the flow (yes, another idiom) and identify the necessary steps to reverse the situation.

In early February 2016, U. S. Antique Shows announced the cancelation of the November 2016 Pier Show in New York.  The following is an extract from the email sent by Dan Darby, General Manager, U. S. Antique Shows, to dealers: “As you may recall, following the 2015 November Pier Show, we surveyed dealers to determine the importance of the event to the marketplace as well as how the recent show performed.  Unfortunately, only 62 of the 306 exhibiting dealers responded (20%).

“And, while the majority of respondents indicated the November Pier Show is ‘very important’ or ‘critical’ to their annual show lineup, the number of responses is too low to be statistically reliable and seems to follow the trend of passionate support by a cadre of dealers countered by seeming indifference from the majority of past participants.

“Booth sales for the Pier Shows followed the same pattern: a small group of dedicated dealers were willing to contract space months in advance while the overwhelming majority waited until only a few weeks before the show to commit to participating.  This late commitment by exhibitors hindered our ability to plan marketing and operational efforts and, frankly, left us worried that we would not have enough dealers to host a successful show.

“At this time, we do not have any indication that the 10-year trend – that has seen the Pier Antique Shows reduced from a 2-weekend, 3-location event to its current 2-day run at Pier 94—will turn around.  Further, cancelations by other NYC show producers echo the conclusion that research is needed to determine exactly what type of event will succeed in the dramatically changed tri-state marketplace…"

Dan Darby deserves praise for his brutally honest assessment of the situation and for making what had to be a very hard business decision.  There are many salient points in his email that deserve comment.

Before doing this, it is necessary to identify the biggest dilemma in the antiques and collectibles trade – fierce independence versus the need for professionalism and unity of support for the industry as a whole.  Those seeking personal gain and protection far outnumber those who believe in the greater good.  The antiques and collectibles trade has never lost its frontier mental attitude.  Alliances are formed only when beneficial and quickly cast aside.  Loyalty is momentary.  Everyone’s best interests come before the interests of the whole.

[Author’s Aside:  The above paragraph is a perfect example of “beating a dead horse.”  Everyone understands and accepts this is not a healthy approach.  Yet, they accept this as a reality that is impossible to change.  Moving on….]

Dan’s identification of the decline of the Pier Show as a 10-year phenomenon is insightful.  It recognizes that the problem began before the 2008-2009 Great Recession.  Although the Great Recession did not cause the decline, it helped accelerate it.  The spending shift in discretionary income, a change in collecting focus among younger collectors, the digital age, the unwillingness of traditional dealers to adjust to changing times, and other factors were in place by 2000.  Change in the antiques and collectibles trade is a long-term process, steadily imposing itself upon participants with little recognition that it is happening until it is too late to reverse it.

In the last two decades, the lack of a waiting list to set up at antiques shows and steady decline of renewal rates has plagued antiques and collectibles show promoters.  These trends are not unique to antiques and collectibles shows.  They are commonplace in the trade show circuit.  A trade show needs a renewal rate in excess of 60 to 65 percent to be viable.  Most promoters strive for over 80 percent.  When the percentage falls below 40 percent, the show is in trouble.

Times change.  Nothing lasts forever.  [Okay, two more idioms.]  The traditional mid-20th century antiques and collectibles flea market and show circuits had a great run, perhaps longer than either had a right to expect.

Further, passion is time related.  It is hard to sustain the same passion level toward collecting or dealing antiques and collectibles for multiple decades.  Those who sustain it for more than 20 years are in the minority.  There is a physical, forget financial, limit to how many trade shows any one person can endure.  When something ceases to be fun and becomes first a business and then a burden, the end is near.  Darby’s email is a clear demonstration that the passion of a majority of the dealers doing the Pier Show has waned.

The March 2016 edition of the “Maine Antique Digest” included a story about the demise of the Hoosier Antiques Expo, founded in 1969 and held twice annually in Indianapolis.  The story by Don Johnson stated: “Over time, the number of dealers and shopper declined.”  The news was offset by the announcement of a new antiques show scheduled for October 15-16, 2016 in Portland, Maine.  It is not a fair trade.

The April 2016 “Maine Antique Digest” contained this letter to the editor: “I love “M.A.D” but what a downer issue this month [March].  Ten obits, three memorial letters, six accounts of thieves/fraudsters, and a number of show cancelations.  What next, earthquakes and locusts?”  Bummer!

Enough about the decline of the traditional antiques and collectibles show circuit and shops.  The decline will continue.  Continuing to point this out is meaningless.  Besides, it is depressing.

Harry L. Rinker welcomes questions from readers about collectibles, those mass-produced items from the twentieth and twenty-first centuries.  Selected letters will be answered in this column.  Harry cannot provide personal answers.  Photos and other material submitted cannot be returned.  Send your questions to: Rinker on Collectibles, 5955 Mill Point Court SE, Kentwood, MI  49512.  You also can e-mail your questions to harrylrinker@aol.com. Only e-mails containing a full name and mailing address will be considered.

You can listen and participate in WHATCHA GOT?, Harry’s antiques and collectibles radio call-in show, on Sunday mornings between 8:00 AM and 10:00 AM Eastern Time.  If you cannot find it on a station in your area, WHATCHA GOT? streams live on the Internet at www.gcnlive.com.