How Does a Show or Auction House Become “In”?

Two months ago, I wrote about what contributes to “flat” antique shows.” Let’s look at the flip side this month.

I am reading the Wall Street Journal. One pricy high-rise condo building in New York City is almost completely sold out with limited discounts on prices. Another building in the same development down the street has deep discounts and a much lower sell rate. They are nearly identical, yet one is “in,” and one is not.

All of which made me ponder how it is some auction houses and antique shows become “hot” and the “in” venue, and others do not. What is the process by which people spend more, pieces bring more, and the word of mouth is more positive for one than the other? After all, isn’t it the American antiques that carry the day? It would seem not. Perhaps it is the ambiance, perhaps the pie – who knows?

However the process plays out collectors seem to have more trust, more excitement and more pay more at some auction houses and shows than others. Dealers often lament that it is not unusual for a piece to bring more (and oftentimes much more) at auction than a similar piece they have in stock. The same antique may be purchased at a show as soon as it is unloaded from a dealer’s van and move up the food chain, with the price increasing for each link it climbs. 

If anyone has any insight into this question of “in” versus not “in” I would love to hear your reasoning and insights.

Thanks.