What'll Ya Bid For It?
The Ins and Outs of Auction Bargaining
© Barbara McQuain. EMAIL for permission rights to reproduce.

Everybody likes a bargain and while a country auction is a perfect place to find great treasures, first time bidders should be both prepared and aware. Country auctions generally involve the settling of an estate, are held on location and are typically referred to as estate sales. Because estate sales, or auctions, serve as a quick and easy means of liquidation, they have become a preferred method of selling.

Despite its popularity, the country auction is a new experience for many people. As the daughter of an auctioneer, I have often seen newcomers arrive on the morning of the sale only to discover that they lack the essentials for a successful day. From not knowing how to bid to not knowing what to bring with you, the inexperienced buyer can be caught by surprise. By remembering and following a few simple suggestions, the buyer's outing will prove to be a much more pleasant and profitable affair.

DO YOUR HOMEWORK. Auctions are advertised via flyers and classified newspaper ads for several days or weeks before the actual day of the sale. These ads list the date, time and place of auction; give directions and provide the auctioneer's name and license number. In general, many of the items to be sold are also listed along with a contact phone number or address for more information. Call or write the auction service if there are any particular items that interest you. Inquire as to the value and condition of the items. This information will be very helpful the day of the sale. Many auctioneers provide or post a list of all items to be sold, and sometimes an open house is held the day before particularly large auctions. Above all, get to an auction early! Look over the merchandise and know what you are bidding on.

BRING IDENTIFICATION such as a drivers license or other photo identification. Before bidding on items, auction customers are required to present identification and register their names and addresses with the cashier. In return, a customer is issued a personal bidder number upon which he or she may bid. Upon completion of an item for sale, the auctioneer identifies the high bidder by this bidder (or buyer) number. No bidder number, no purchase. As the bidder number serves as a sort of temporary credit card for that particular auction, most auctioneers require picture identification to receive a number, not just simply your address and telephone number. If you do not have a picture I.D.. most states offer non-driving picture identifications for purchase. Several forms of I.D.. may be required if a no picture I.D.. is available.

HAVE PAYMENT ON HAND whether it be in the form of cash, personal check or cashiers check. As a rule, credit cards are not usually accepted as a form of payment at estate sales. If you have a tax exemption slip, remember to bring it along, especially if the auction is a liquidation sale of merchandise for resale. Make sure you have checked with the auctioneer as to what forms of payment will be accepted. Many auctioneers do not accept out-of-state checks without a current and notarized bank letter of credit. This assures the auctioneer that your credit and check are good and is particularly helpful when purchasing large amounts or "big ticket" items, such as a car or property. Above all, formulate a mental budget of how much you want to spend and STICK TO IT! The old adage "don't stick any more in your pocket than you're willing to spend" applies here. Also remember that a "high bid" constitutes an offer to buy. The actual purchase of an item is not completed until merchandise is paid for in full.

LISTEN TO THE AUCTIONEER'S OPENING REMARKS. Opening remarks are very important. The auctioneer will generally explain how an auction is run and will give specifics about that day's sale. These remarks include the type of auction (absolute or reserve), the name of the owner of the merchandise for sale, the payment terms and any additions or withdrawals of items for sale. This is the time to ask questions. There can be groundless misconceptions about the auction process. If you don't understand something, don't be shy, speak up! The auctioneer, like you, knows that a well informed bidder makes a better buyer.

BIDDING. Auctioneers will start to cry (or call) for a high amount and work their way to an opening bid. From there, the auctioneer will work upwards in definite increments such as dollars, two and a half dollars or five or ten dollars until he or she has reached a closing bid. The auctioneer will cry, "going once, going twice," or some similar statement to give anybody a last chance before closing the bidding with "sold to buyer number X for $X.XX." Once the buyer number is called, the bidding is closed and will not be reopened. Until the buyer number is called, however, the bidding is still open.

IF YOU ARE A BEGINNER, try and let someone else start the bid and allow yourself to take cues from more experienced buyers. If the auctioneer is asking or crying for a particular price (such as $20.00) don't be afraid, however, to shout out a slightly lower bid (such as $15.00). Remember, auctioneers can always work their way up from your bid. If you are unsure if the auctioneer has you as the high bidder, don't be shy. Often a sale is crowded and two people standing close together may both be bidding on the same item. It is easy to believe you are in as the high bidder when, in fact, it is the person behind or in front of you. Sometimes an object such as a tree may also obscure you and your bid from the auctioneer. If you have doubts, make your bid known before the buyer number is called and it is too late to reopen the bid.

GOVERNING LAWS & CONTRACTS. Most auctions are governed by the Uniform Commercial Code and other applicable state laws. Most states require auctioneers to be licensed, bonded, pass a written examination and work with a written contract. Many states also require continuing education classes for auctioneers on a yearly basis. Auctioneers are professionals who conduct business for a client under adverse conditions and within a limited time frame. Always remember that while the professional auctioneer will make every attempt to deal fairly with the buyer (the auctioneer needs the confidence of the customer in order to be successful) he or she also has a contract with the client, or seller. In the end, the auctioneer works for the seller, not the buyer. The auctioneer has a contractual obligation to get as much money for the merchandise as possible, not to provide a bargain for the buyer.

DRESS FOR THE OCCASION. Check the weather report the morning of the sale. Most estate auctions are held outdoors and an umbrella comes in handy for shielding both rain and sun. Most auctions begin around 10 a.m. Jackets and sweatshirts are great for cooler weather or nippy mornings. If the sun becomes too hot, these items can be easily removed. Keep in mind you will probably be in a stationary position for several hours and you should dress with this in mind.

BE COMFORTABLE. Take a chair and thermos of coffee or tea for those long days of buying. Auction services generally don't provide a place to sit. Refreshments and toilet facilities are sometimes provided, but don't count on it. Come knowing these facts and be prepared. The time you take to go buy a soft drink a mile away might be the exact time they decide to sell the one item you came looking for. You may also want to bring paper and pen to keep track of your purchases.

REMOVAL OF PURCHASES. Auctioneers sell merchandise "as is, where is" and once an item is sold, YOU are responsible for your purchase. When you come to an auction, come with the means of removing your items from the premise. Don't expect the auction service or someone else to carry your boxes, protect your purchase or haul that new couch to your home--you'll have to do it yourself. Bring a box, newspaper, rope, padding and tarps to wrap and protect items such as glassware and furniture. Most items are required to be removed from the premise the day of the sale. Don't expect to be able to come back tomorrow or in a week to pick up items bought today--they may not be there. Prior arrangements should be made with the auctioneer if you feel you will not be able to remove your purchases the day of the sale.

AUCTION PERSONNEL & COURTESY. There are generally many people working with the auctioneer at a sale including a cashier, clerk, ring person, handlers and a runner. Allowing these individuals to do their jobs is essential if the auction is to run smoothly. Remember, these individuals have a variety of tasks they must complete and handle before, during, and after the course of a sale. A patient and courteous manner is always appreciated.

Be prepared to show identification to the cashier and provide proper payment. Providing tax exemption slips and bank letters of credit at registration speeds up your check-out time at the end of the day. The clerk is responsible for accurately recording what is sold, to whom, and for how much. He or she sits near the auctioneer and must be able to hear. Do not stand or talk near the clerk. An auction is a fast-paced environment and the clerk's job is one of the most important. Do not ask the clerk questions such as what sold last, what did something bring or when an item is going to be sold. He or she is following the chant of the auctioneer and generally does not have your answer. When the clerk has to stop to answer a question, it holds up not only the auctioneer but the entire sale. Runners carry sales sheets and information between the clerk and cashier. They must have a pathway between these two people in order to provide prompt filing of your bid and fast check out time.

Handlers hold items up for display, get the next item ready and deliver items to buyers out in the crowd. Handlers need easy access to buyers in the crowd and the items they will be holding up next. Estate auctions generally necessitate carrying out items as the auction is going on and as space is available. These items may be awkward or large, such as furniture. It is prudent that customers keep a clear pathway for handlers to do their job and ensure safety.

In addition to duties similar to handlers, the ring person acts as a sort of sales manager and helps the auctioneer spot bids. The ring person, or sales manager, is the person who can best answer most of your questions as he or she is generally as familiar with the items for sale as the auctioneer. From how to bid, to what's up next, to where a certain item is located, the ring person can generally answer your question as he or she acts as a liaison among all auction personnel.

By following these suggestions, an estate auction can be not only a place of great bargains but also enjoyment and fun. Listening to and watching others can also prove beneficial. More often than not, they will furnish you with clues about a great many items. The more you learn, the better your buying habits become and you learn more each time you go to an auction. Having worked a lot of sales in my time, I can tell you that an auction is a wonderful place to meet people, find good deals, make connections and learn a lot about buying, selling and collecting. So grab your thermos, umbrella and wallet and meet me at the auction!