In the glory days of eBay, the marketplace was ripe for amazing profits. Grandma’s hand-knitted doilies sold for $10 each, vintage puzzles with two pieces missing sold for $25. Buyers were drunk on a heady concoction of new technology mixed with dot-com incomes and childhood nostalgia.
Those
days are gone. Today, eBay is a larger, but more somber virtual place.
Independent sellers who aren’t managing their own drop-ship businesses
struggle to survive. Making the hunt, listing, packaging, shipping, and
customer service worth our time is an ongoing challenge.
I’ve
been antique picking and reselling on eBay since those halcyon days —
1997, to be exact. After all the bubbles and bursts, I’ve settled into a
modest groove with eBay. Some days are certainly better than others,
but to stay consistently profitable in the new eBay era, I’ve embraced
some old concepts. (See also: Secrets of Top eBay Sellers)
Generalize
I
used to focus on antiques from the early-to-mid 1900s (think Fiesta
Ware, Bakelite jewelry, and the like). Today, I’ll sell anything from
cowboy boots and eel skin wallets to replacement gas caps. Times have
changed, and in order to consistently source goods, I have to know a
little bit about a lot of stuff. Appealing to a broad range of buyers
from different categories and interests also helps avoid market slumps
in a single area.
Be Ruthless About Overhead
I
get most of my shipping supplies from the recycling bin (thanks to a
large apartment building nearby) or from generous retailers who don’t
mind me rummaging through their aisles on stock day. $4 per roll for
packing tape is insult enough — I cringe if I have to pay retail for
bubble wrap. I stock up on boxes and supplies of all sizes and
quantities regardless of what my immediate needs are. Preparation is the
key in avoiding last-minute packing expenditures when I need to a get a
shipment out the door.
Research
Research
is vital to ensure profitability in nearly every business. eBay is no
exception. Prices fluctuate, tastes change, and new trends evolve nearly
every day. Understanding what my customers are after and/or what
they're having a difficult time getting is the groundwork that informs
every purchase I make. Thankfully, eBay has created tools that make this
research much easier. Sellers can view completed sales to investigate
final prices and save keyword search terms for ongoing sales research.
Stay Ahead of the Trends
Once
I know what’s selling and for how much, I can’t get too complacent. The
marketplace is fickle and trends are constantly changing. Staying ahead
of trends helps me be “first on the scene” for potential buyers and helps avoid paying more for these items when the word has gotten out.
Understand Your Area
Once
I know what’s selling online, I can see opportunities for profit around
my physical location. For instance, in the Midwest most people ignore
mid-century furniture or accessories. But online, there’s no category
that’s hotter right now. Though the locals may chuckle, I know that
finding a 1950s starburst clock or 1960s “BoHo” purse is money in the
bank.
Price to Move
Other
sellers may argue with me on this one, but I price my items to move
them quickly. For me, sitting on an item for two months while I wait to
get my ideal price is frustrating, time-consuming, and typically futile.
If an item doesn’t sell at my first listing price, I lower it until it I
can (still profitably) move it. Only as a last resort do I sell to
break even — and that’s just to recoup my investment and move on
something more profitable.
eBay
will continue to evolve and selling on eBay (or sites like it) will
continue to be a challenge as even more people get in the game and the
sources of good used items erode. But for the moment, there’s still a
bit of meat on the bone, as my grandfather would say. You just have to
look harder for it.
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