On one of his occasional forays through furniture consignment shops in Annapolis, interior designer Gary Lawrik spied an impressive block-front chest.
"It was a cherry reproduction piece made by a well-known furniture house, and it was priced at $400," he recalls. He didn't hesitate to buy it. "A brand new chest would cost four times as much," explains Lawrik.
When designer Tina Wojtal has a client with a tight budget, she frequently browses consignment shops. She finds these stores particularly good for picking up traditional furniture like the classic, federal-style sofa she found for a couple who wanted one for their living room, but who had blown most of their money on new furniture for their family room. Wojtal is also intrigued with the unusual pieces she discovers.
For Joyce Griffith, co-owner of Papier Interiors, consignment shops are a great source for small, unique accessories. "I especially like to browse consignment stores when I am looking for objects to use in rooms like libraries," she notes. "You can often find interesting things that lend a little character to bookshelves, something more than just books."
Spurred by designer interest and growing public support, consignment shops have become upwardly mobile. Originally considered kin to junk shops, flea markets, garage sales and second-hand furniture stores, "the market is now definitely upscale and the customers affluent," says Cass Pappas, co-owner of the Consignment House Ltd. in Ellicott City.
"Of course, we still get kids outfitting their dorm room or newlyweds furnishing their first house," explains the Clearing House owner, Jan Wittenbach, with a laugh. "But we also get a lot of customers, including interior designers and antique dealers, looking for very fine household items." Dealers are often the first customers to arrive when estate items hit the sales floor.
To satisfy this growing demand for better merchandise, stores are carefully reviewing what they take to sell. "At the Clearing House, we are constantly improving the quality of the merchandise we carry, and we are very selective about what we take," adds Wittenbach.
Selectivity is the word echoed by many of today's consignment-shop owners as they seek a tonier image. They admit they are picky. "We don't guarantee to take every item that is brought to us," says Camille Quillen, co-owner of Great Finds and Designs. "We will say no to some really great things simply because they don't fit into our concept of our store," which she describes as geared to the traditional, high-end market.
Consignment stores - establishments where the owner (consignor) of an item contracts with an agent (consignee) to sell the consignor's merchandise - have been around for years. The Turnover Shop in Roland Park opened in 1943, making it the granddad of furniture-selling consignment stores in Baltimore. Owner Alice Ann Finnerty has seen generations of the same family buying and selling "stuff" in her shop.
The benefits of consignment are mutual. The consignor has a clean, safe (items are usually insured) place to sell his or her household goods at a mutually agreed-upon price without the hassle of a yard sale or the uncertainty of an auction. For the loan of floor space, advertising and sales help, the consignee gets a percentage of the selling price of the item and a store full of inventory without a major investment.
This arrangement has become very appealing in recent years, a trend that is predicted to continue, according to Entrepreneur magazine. "And, people are much more informed than they used to be," adds Finnerty. "They have done some research and are much more aware of the value of items."
Interior designers Tom Williams and Robert Hale have shopped consignment for at least 11 years for both themselves and their clients. They like the eclectic decor where a fine antique can be discovered right around the corner from a vintage modern piece. "In Baltimore, most people search out the traditional mahogany pieces in consignment shops," says Williams. "But I say keep an eye out for the oddball piece, especially something contemporary."
Like all consignment shoppers, Hale and Williams are excited when they discover a real bargain. "When we first moved to Baltimore, I saw this wonderful settee in a small consignment shop," recalls Williams. "It was a Louis XV reproduction piece made by Trouvailles. I realized that the frame alone was probably worth $2,000." Williams paid $225.
So who sets the price? "At our store, and in most stores, the price is determined by the store," says Leah Deane, co-owner of Echos and Accents in Annapolis, "but we always take into consideration what the seller thinks the price should be." The negotiations can be delicate.
"Some people come into our shop with a price in mind for their merchandise. Sometimes we agree. Sometimes we don't," she continues. Usually the price issue is settled with diplomacy. "If we can't agree on price, we just suggest the person try another store," she adds.
In general, on newer items, the price is usually 50 percent to 60 percent of the original cost. On vintage merchandise or antiques, consignors must rely on the experience and knowledge of the retailer. Most reputable consignment stores will call an appraiser if they are unsure about the value of an item. Sometimes there is an appraisal fee; sometimes there isn't.
The standard consignment break is 60 percent to the consignor and 40 percent to the consignee, or sometimes two-thirds to one-third. Items are usually held for 120 days. Standard practice is to mark down after the first 30 days, and mark down again after 60, and then 90 days. The markdown varies, but it is usually between 10 percent and 20 percent.
Unlike the practice at flea markets or garage sales, bargaining on price is usually not considered good form. "Remember, we have signed a contract with the seller for a certain price," says Quillen. "We just can't accept offers." If the item just doesn't sell after 120 days, it is given to a charity - with the consignor's permission - or the owner reclaims it, or bargaining begins.
Fortunately for the seller and unfortunately for the buyer who waits for a markdown, turnover is usually quick. Most items sell within the first month. "Get it as soon as you can," says interior designer Kim Coale, who often shops consignment shops for ottomans, porcelain and room accessories. "If you really love an item, you should buy it when you first see it," agrees Deane. "I've seen many customers come back to get an item and be really disappointed to discover it is gone."
Browsing is also part of the consignment game. Store owners expect it. Designer Lawrik recommends stopping by at least once a week when looking for something special. Repeat visits are always interesting, as store owners attempt to attract customers by presenting them with merchandise displayed with flair worthy of a fine furniture store rather than the hodgepodge so often associated with used furniture or junk stores.
At Great Finds and Designs, visitors are treated to vignettes of furniture and accessories arranged to resemble dining rooms found in Guilford mansions, dens reminiscent of Maryland's hunt country and sun rooms filled with white wicker and wrought- iron furniture, a practice repeated in other stores as store owners go after the buyer accustomed to shopping in high-end stores and upscale malls. At Echoes and Accents in Annapolis, customers are even treated to cookies, tea and soothing music as they browse.
With the public in a recycling mode, well-to-do retirees moving from large homes to smaller quarters, and people tuning into Rachel Ashwell's "Shabby Chic" decorating style, the scaling up of consignment stores is sure to continue. The old adage "one man's junk is another man's treasure" is still true, but the "junk" has gone from the consignment business.
Tips for the seller:
Item information, including original price, is important. A receipt is helpful.
Price is determined by the store, with the help of a professional appraiser if necessary.
A written, itemized consignment contract is standard.
The price split is usually 60 percent to the seller, 40 percent to the store; or two-thirds to the seller and one third to the store.
Items typically may remain in stores for up to 120 days. Prices drop at 30-day intervals.
Consignors are paid when the merchandise sells.
Calling to see if an item has sold is OK. Many stores have computerized inventories, so checking can be done easily.
Some stores require an appointment to accept consignment items. Some do not. Check before showing up with merchandise to sell.
Store owners will come to your home to see large items like sofas, dining-room tables, beds, chairs. Most offer some type of pickup service. They can also work from photos.
Items must be in good condition. Think - would I buy this if I saw it in a store?
Be prepared for disappointment. Consignees sometimes refuse items.
Tips for the buyer:
Most consignees (retailers) will not bargain, because they have a written contract with the consignor to sell an item at an agreed-on price.
If you buy it, you own it. Most stores will not accept returns.
Some stores do have a 24-hour approval policy, but you must request it. They will also "hold" an item in the store for 24 hours.
Turnover is usually fast. Most items sell within the first month.
If you are looking for particular items, visit consignment stores at least once a week.
Many stores keep a "wish" list for their customers. If you know what you want, tell a salesperson, who will call you if the item arrives at the store.
Delivery service is available, usually for a fee.
Check new furniture and antiques stores for their prices on similar items before visiting consignment shops.
The busiest time is the weekend. Most stores are closed on Mondays.
If you love an item, buy it. Chances are it will be gone when you return.
Pub Date: 11/15/98