Back when I had more time I did seminars on Custom Knife Collecting at some of the larger knife shows and Hammer-ins around the country.
Below are notes I followed when presenting my section on "Collectors Selling Custom Knives". I've had success over the years following the below
in selling knives as I adjusted my collection. May or may not work for you.
I have Ten Guidelines I Follow for Selling Custom Knives, I would like to share them with you.
First, realize you can make money selling custom knifes. If you buy the right knives from the right makers at the right price theres always someone who will pay what theyre worth.
What is the 'right knife'? Usually, a time proven classic design that stands out among the others (for a number of reasons) today and will most likely do so in 2-5 years.
Who is the 'right maker'? Usually, a maker who not only makes well designed and well executed knives, but relentlessly promotes himself and his knives and knows how to run his business thus achieving a favorable and sustainable position in the market.
What is the right price? Usually, at or below the price at which the maker offers the knife to his buyers. In other words, avoid dealer mark-ups, existing owner mark-ups above market price value and flipper premiums.
Second, be continuously making a market for your knives. You can achieve this by getting good photographs taken of your knives and getting them "out there" to be seen by as many potential buyers as possible. You can attract buyers from all over the world by simply having your collection on a good photo site for about $25 a year. Fototime, Photo Bucket, Flicker and others offer this service. You can also take if to the next level of building a good collector website. Photo sites and custom websites will have buyers coming to you. These contacts are great to have if or when you do decide to sell a knife.
Third, send photos to other collectors who have the same knife interest as you, letting them know you are offering knives for sale.
Forth, don't let anyone know you want or need to liquidate your knives. The savvy collector will be finished liquidating before anyone knows they have started.
Fifth, represent your knives accurately. Advertising your knives as something theyre not will not only hurt your chances of selling a knife, but knives in the future as well.
Sixth, don't listen to others telling you that you will always lose money consigning custom knives through dealers.
Find which web dealers have a following for the specific maker's knives you own. For example web dealer X may have a strong overseas market for say Fisk knives. Even after paying consignment fees which generally run from 10% to 30%, you could very well come out ahead over finding buyers yourself. Remember, dealers have access to a much larger pool of buyers than you. In other words, I would much rather share profit with a dealer than lose money selling on my own.
Seventh, sell knives individually not in lots. If you are in a hurry to sell, list them in multiple places. For example, I wouldnt list 6 knives for sale on the same day on the same forum exchange. This indicates a Fire Sale and buyers will expect discounts.
Eighth, many forum for sale or exchange areas are often best suited for buyer's rather than sellers. You may be successful if your knives are from the right makers and you acquired them at the right prices.
Ninth, dont appear desperate. Give your knives a chance to sell at your initial price. Frequently dropping your price only makes potential buyers hesitate in anticipation of additional reductions.
Tenth, use eBay if you are prepared to discount your knives.
