Newest Information on PA`s Electronic Auction Broker Legislative
Transcription
Newest Information on PA`s Electronic Auction Broker Legislative
Celebrating Our 60th Year in 2008 Av Ma ail ga ab zin Sig Auc n u le e tion p to On mo ney eer” o receiv lin , sa nlin e “T v e e h e ma a tree . Save e Key s ilbo t t a h o x! S nd u e PA ne n A ee pag clutte som e7 r yo e . ur Spring 2008 Official Publication of the Pennsylvania Auctioneers Association IN THIS ISSUE... Feature Articles Electronic Auction Broker Legislative Initiative – FC The Great War – FC PAA News Receive Your PAA Magazine Electronically – 7 President’s Message – 8 2008 Executive Officers – 8 PAA Directors, Committees – 10, 11 PAA PAC Contributors – 15 Members and Benefits – 16 Chapter Events – 18 Farm Show Scholarship Donation – 23 Sherm Allen Feature – 25 2008 PAA Conference 2008 PAA Winners – 27, 29 Champion of Champions – 31 Ad/Marketing Contest Winners and Recommendations – 33, 34 Conference Speakers – 34 PAA Sponsors – 35 Newest Information on PA’s Electronic Auction Broker Legislative Initiative by Jay A. Layman, President and CEO Capital Associates, Inc. The Electronic Auction Broker Legislative Initiative is progressing well. The stakeholder process convened by Representative Mike Sturla has been actively engaged the past several months. The significant news is that the outcome of this process will be a new proposal to register these brokers and to require bonding, escrow, education, and related conditions to their electronic auction activities. In addition, Senator Rob Wonderling and Rep. Sturla have agreed that the Senate will act upon this matter first, probably as an amendment to Senate Bill 908 sponsored by Senator Wonderling. As this report is being written, Senator Wonderling and Senator Tommy Tomlinson, Chair of the Senate Professional Licensure and Consumer Protection Committee, which has Senate Bill 908 in its committee, are working the Jay A. Layman details of this new proposal on. It is premature to give a detailed report on what may happen and what the next draft of the proposal may contain; however, this latest development is a major step forward for both traditional auctioneers and electronic auction brokers. – continued, page 5 The Great War by Peter Swift Seibert, President, Heritage Center Museum, Lancaster Collecting military memorabilia remains one of the true constants of the antiques trade. Whether it is veterans seeking mementos of their own service or armchair soldiers (like me) who are fascinated with the pageantry, valor and impact of war, the sale of military items is perhaps the biggest hedge against inflation in all antiques. It is an area where we see few items that go down in value and most continue to rise in price on an annual basis. This field further feeds a huge publishing industry where thousands of reference books are produced for collectors, dealers and the casually interested. In fact, speaking with a niche publisher, I was told that military books have been generally untouched by the recent recession in the book trade. Militaria is Still Hot Part of the popularity of military an- tiques is that there are tremendous ranges of material to select from if you are a collector. From flea market finds of patches and insignia to suits of armor and Roman swords purchased at high stakes European auction houses, there is something at every price point for novice and experienced collectors. Yet not all military collectibles are priced or valued the same way by collectors. Some wars are more popular than other others! It seems strange to talk about popularity of a war, but in the great world of military antiques, not all are equal in their appreciation by collectors. Items relating to the Civil War and World War II are among the most widely collected. Why? Probably because of the shear numbers of American participants, these wars ultimately touched every family. Thus there is a large quantity of items to acquire and an even hungrier pool of collectors. – continued, page 5 ALSO IN THIS ISSUE... Auction Industry News Merchandise Information – 36 Bid Rigging Discussion – 37 Importance of Eye Exams – 38 Proffitt Profiled – 39 NAA News President Williams’ Message – 40 Nashville Keynote Speaker – 40 Official Publication of the Pennsylvania Auctioneers Association Daniel A. Trace President P.O. Box 299 Elysburg, PA 17824 800.577.6801 570-672-9618 fax email: [email protected] www.paauctioneers.org Robert A. Ensminger Treasurer Jeanie M. Crowl Administrator, Editor PENNSYLVANIA AUCTIONEERS ASSOCIATION MAGAZINE ADVERTISING RATES/CONTRACT – 2008 Buy-Sell Agreements – 41, 42 Commandments of Good Business – 42 Our Advertisers 800-THE-SIGN – 26 Alderfer Auction Co. – 22 All Points Sound Co. – 33 AntiqueWeek – 19 Antiques & Auction News – 28 Auction Flex – 30 Auction Zip.com – 17 Andi Charkow – 11 Farm & Dairy – 43 J. Gemberling Labels – 33 John R. Huey & Sons – 14 Lancaster Farming – 4 Mendenhall School – 23 E. R. Munro & Co. – 3 Nashville Conference & Show – 42 National Auction Supply House – 15 Pearson Insurance Associates – 21 John Welcer – 20 Wienken & Associates – 41 Business Name Contact Person Address City State Telephone Fax Email Mechanical Requirements: Printed Offset. 133-150 Line Screen. Trim Size 8-1/2” x 11”. Ad design is available and will be billed separately. Ad prices are per issue. Issue Camera-Ready Art Due Fall 2008 August 1 Winter 2008 November 1 Issue Date(s) check all that apply 2 - Spring 2008 • www.paauctioneers.org Fall Winter Ad Price $_______ x ____ (# of issues) = $ _________ NEXT DEADLINE: AUGUST 1, 2008 The Keystone Auctioneer is published for members of the Pennsylvania Auctioneers Association, the association of professional auctioneers in the Commonwealth of Pennsylvania. Members concerned with the development, promotion and advancement of the auction profession can publicize news events, unique auctions, or editorials by providing details of the information to be published. We reserve the right to edit materials submitted to meet space requirements. The PAA disclaims any responsibility for statements made or opinions expressed in articles appearing herein unless otherwise stated. Products or services advertised in The Keystone Auctioneer are not directly or tacitly endorsed by the Pennsylvania Auctioneers Association. The statements and materials represented in the advertising are the responsibility of the advertiser. Information printed in The Keystone Auctioneer comes from press releases, Internet searches, and member input. Zip Total Enclosed $ _________ Checks & Money Orders: Payable to PAA Bill me after each issue _______ Bill me at the end of the year _______ $ ______________ Credit Cards: ❏ Visa $ ______________ ❏ MasterCard Name (as it appears on card, printed) ________________________________________ Account # ______________________________________ Exp. Date ___________ Signature ____________________________________________________________ To Purchase Advertising Please complete and return this form with check to the address above or fax form (credit card orders only, please). 2008 ADVERTISING RATES/CONTRACT Business Operations 1-800-577-6801 • The Keystone Auctioneer - 3 4 - Spring 2008 • www.paauctioneers.org FEATURE Newest Information on PA’s Electronic Auction Broker Legislative Initiative continued from page 1 Although registration is different from licensure, the PAA has agreed that it is a good compromise to achieve the objective of identifying and appropriately regulating individuals receiving property from other parties and selling it for compensation utilizing online auction processes. The PAA Legislative Committee and the PAA Board of Directors reached this conclusion after diligently reviewing Rep. Sturla’s latest draft and submitting comments to him recently. This process also involved review and advice of George Michak, Esquire, who was retained by the PAA Board to consult on this latest Sturla Draft. Attorney Michak’s participation and suggestions were very helpful. The PAA’s comments have also been forwarded to Senators Wonderling and Tomlinson for their consideration. Capital Associates is working with all three of these elected officials, their staff and representatives from the Bureau of Professional and Occupational Affairs in the Department of State. The next step is review and preparation of an amendment by Senators Wonderling and Tomlinson, probably to Senate Bill 908 or they might introduce a new bill. Either way, the PAA is requesting prompt action on this proposal so that it can be passed by the General Assembly and sent to Governor Rendell for his signature before the legislature adjourns for its summer recess on or about the end of June. The PAA will provide regular updates and action alerts to members with specific actions that they can take in The Great War continued from page 1 Other conflicts such as the Spanish-American or Mexican Wars are somewhat esoteric as to their origins, did not have large numbers of men fighting in them and thus are not collected highly. The American wars of the late 20th century (Korea, Vietnam, the Gulf wars) have not benefitted from enough historical distance and perspective to know exactly the fate of military memorabilia from those periods. Also, surplus gear from those eras still comes on the market so that scarcity—an important determinate of value—has not yet been determined. The Peter Seibert Seal of Approval on WWI! The one time period, however, that has remained undervalued and thus open to being collected is the First World War. The complexities of the events leading up to the Great War… the War to End all Wars….are difficult to understand for us today. Interestingly, we can look at the headlines of 1914 (Russia defending historic allies, concerns over access to Middle Eastern oil fields by competing powers, assassinations of leaders destabilizing countries, Pan Serbianism) and see nearly identical parallels today. It was also a war that saw the death-knell of the Victorian pageantry in conflicts where brightly uniformed soldiers fought bravely by hand and with sword and musket to maintain an empire or serve a distant monarch. Instead, it was a war filled with random death by gas, aerial bomb and machine gun. The brilliant uniforms that began the war disappeared within a short time and were replaced by khaki, olive drab and helmets that looked like coal scuttles. It was the birth of the modern war, and many a small town suffered the loss of dozens, perhaps even hundreds, of its sons in nameless trenches stretching along the western front of Europe. In fact one of the great tragedies of the war were the “Pals” brigades that encouraged families and friends to join and serve together. Sadly, with the first gas attacks or burst of machine gun fire, an entire town or family could lose everyone. We are within six years of the one hundredth anniversary of the beginning of the war, and I predict that interest in World War I memorabilia will grow and increase. Just as there was a wave of fascination with the centennial of the American Civil War back in 1960-65, support of this effort. The member support received to date has been invaluable and appreciated. A special thanks is extended to Bob Clinton (Chair of the PAA Legislative Committee), Bob Ensminger and Phil Wesel for their many hours of work leading the way to this latest PAA response sent to Rep. Sturla, Senator Wonderling and Senator Tomlinson. In addition, we continue to have a productive dialogue with Rep. Mark Keller (Pennsylvania licensed auctioneer and PAA and Central Chapter member) who is a leader in the General Assembly on auction issues and who supports our efforts to regulate electronic auction brokers. so there will be an equal interest in the 100th anniversary of the beginning of World War I in 2014. In evaluating military memorabilia from the First World War, there are certain areas that have grown in value more quickly than others. These areas of high popularity are of course among the most intrinsically valuable and thus more open to fakes and forgeries— which do abound in this area and for that matter among all periods of military antiques. The following are a few of the highlighted areas that are currently hot in collecting the First World War. War Souvenirs from the Enemy. As the Allied armies (England, United States, France, and others) swept across Europe pushing the Central Powers (Germany, AustriaHungary and others) back, veterans began collecting souvenirs from the vanquished. The photograph shown here is of a proud American doughboy of the period. He wears a regulation pistol and 1-800-577-6801 • The Keystone Auctioneer - 5 FEATURE The Great War continued from page 1 holster on his web belt. However, look closely at this photograph and you will see a second belt beneath his regulation one. It is an Imperial German Army soldier’s belt and buckle. Perhaps our young soldier captured it from a German soldier or maybe he found it in an abandoned bunker. Whatever the story, it is just the sort of souvenir that collectors love today. The belt and buckle would not be terribly rare today (perhaps under a hundred dollars) but add in the story and the price triples. Thus, provenance (history of descent and associated stories) is prized among military collectors now more than it was twenty years ago. Combat Gear vs. Dress Uniforms. This is one of those debates that divide collectors quickly. Some want the clothing of battle—the uniforms worn on the field, the helmet scratched by shellfire, the bayonet, and the rifle. The items worn in battle connect the collector of today with the soldier on the field in the past conflict. In fact, many World War I uniforms were used up until recently by re-enactors trying to get a true feel for the era and the conflict. Collectors of combat accoutrements are usually American or British collectors who often will set up dioramas or manikins with such uniforms in combat poses. The dress uniform collector wants the elaborate. He seeks the formal uniforms right down to the medal bars and elaborate leather helmets. The collectors of Central Powers (Germany and others) memorabilia particularly focus on this area. It should be noted, in particular as it relates to American medals, that federal regulations do prohibit the sale of American Federal military medals and awards. So collectors of dress uniforms and medals need to be aware of the law. The Art of War. This subject sounds like a contradiction in terms, but collectors in this area seek out the 6 - Spring 2008 • www.paauctioneers.org hand-painted camouflage helmets, the nose art from biplanes, or the artillery shell cases that were hammered into shapes by soldiers stuck in the trenches for months on end. While the First World War was arguably the first modern military conflict, it still had ties to the 19th century. Trench art and painted helmets are part of that tradition and are actively collected today. It is important to note that this area, because of its popularity, and the subsequent scarcity of original items, is filled with fakes and forgeries. I have seen trench art made of shell casings which are being newly-produced en masse and imported from France for resale in the states. A Picture is Worth a Thousand Words … Especially in the Trenches My own collecting interest in the First World War is photography. Unlike earlier wars where the photographer was restricted to working before or after the battle, the First World War saw an amazing number of amateur and professional photographers who captured actual moments of conflict. The result is that collectors have a tremendous treasure trove of photographs that show nearly every aspect of a soldier’s life in this period. In particular are the images of the trenches that are so telling of the horrible conditions of the period. The example shown here depicts a group of French soldiers in the background, peering over the walls of the trenches looking toward what are the distant German lines. In the foreground is a poliu or French soldier, sitting with his head on his arm...clearly showing his own personal exhaustion after what probably had been months of fighting in the trenches. This image, like no other in my collection, bears permanent testimony to the horrors of trench warfare. An image such as this would retail for around $45-$55 to a serious collector. The Human Element is Key Other images of the Great War include these next two images of German soldiers. One shows a young infantry officer with perhaps his new wife standing next to him in a Berlin photogra- pher’s studio. One can see the shine on what was probably his new sword scabbard in obviously a very proud moment for him. The left image shows an equally proud soldier, albeit for a different reason. He is wearing a bayonet and leaning on a podium or pedestal. In the second buttonhole of his tunic is the Iron Cross (second class) given for valor on the battlefield. His face shows a degree of exhaustion that only can come from time in combat. The comparison between these two images is amazing! A fourth image of German soldier is also shown here. This is a carefully staged photograph taken in a studio, perhaps on the eve of the soldier’s departure for the front. The soldier is decked out to fight with his Mauser rifle and knee-high boots. Of particular interest is the canvas cover on his spiked helmet. A reality of modern warfare was that sunlight glimmering on a polished helmet plate made an excellent target! Images such as this are wonderful tools for uniform collectors to see in order to understand how a soldier’s “kit” was The Great War continued from page 6 put together. Post cards like these are retailing for around $20-25 each. This image is that of General John J. “Blackjack” Pershing, Commander of the Allied Expeditionary Force, present- ing the Distinguished Service Medal to one of his men, probably in late 1918. It is a popular image, and one that was reproduced numerous times for the folks back home. Still, it remains an iconic photograph of the Great War. To read more about Pershing and his role in the Great War, I would suggest reading Joseph E. Persico’s 11th Month, 11th Day, 11th Hour. This post card would bring around $20 today. A Glimpse into the Author’s Personal Favorite The final image is priceless to me— it is an image of my grandfather—Captain Harley L. Swift of the 16th Engineers. The Great War, for me, was an incredibly personal experience and part of the daily life in my home as I grew up. My grandfather, a handsome young captain, was detailed to escort a group of US Army Nurses to a base hospital near Paris in 1918. One young nurse he found particularly striking. They took a fancy to each other and began writing after the war. Letters turned into visits and in 1920, they were married. Captain Swift, Army Engineer Corps., married Lt. Mary Harris Barr, United States Army Nursing Corp., and thus from the battlefields of France came a romance and marriage that endured until they both died (he in 1978 and she in 1969). So, for many families, my own included, the Great War was the seminal event of the century. Some have argued that World War II was in fact an extension of the issues raised in World War I. If so, then the events of 1914-18 have an even greater relevance for all of us today. T h e Great War remains one of the most fertile areas for collectors to pursue. I would encourage anyone interested in collecting to read up on the history of the war. There are many new books that have been written about it, and an equal number of reference guides to uniforms, medals and insignia of the period. Fakes are being made, so study well and buy only from reputable dealers or auctioneers. PAA IN THE NEWS Receive the PAA magazine electronically In order to relieve the somewhat beleaguered PAA budget deficit, a suggestion came from Tom Gazvoda of the Southwest Chapter (although the PAA Board of Directors has considered this idea in the past) to offer the PAA magazine as an online option to those PAA members who don’t need or wish to receive a paper copy. As most of us feel the pinch of increasing costs in all arenas, including printing and postage, reading the magazine electronically would be a small way to financially help the PAA without reaching into your pocket. The board has already eliminated the Summer issue of the magazine over the past two years to cut costs, so you would be receiving the Fall and Winter 2008 issues online. Of course, you would need to download and print much of the Winter (conference) magazine to have access to all the registration information contained in that particular issue. We would appreciate your feedback and response to this idea! Please email the PAA executive office ([email protected]) if you wish to be placed on the online magazine notification list. A simple statement indicating you would prefer this option will be sufficient. Thank you for helping to make the PAA more responsive to our members’ needs by creating more tangible member benefits with the money saved by eliminating printing and postage costs. Rule of thumb. In the 1400’s, a law was set forth in England that a man was allowed to beat his spouse with a stick no thicker than his thumb. Hence, we have ‘the rule of thumb.’ Makes me glad I wasn’t a medieval wife. • Money, money, money. Every day more money is printed for Monopoly than for the US Treasury. • 90% of you will try this. It is impossible to lick your elbow. • Metal mentality. Intelligent people are believed to have more zinc and copper in their hair, but who really cares? 1-800-577-6801 • The Keystone Auctioneer - 7 PAA IN THE NEWS Executive Officers’ Bios 2008 Daniel A. Trace, PAA President Daniel A. Trace was born in Saegertown, PA, in 1944. He graduated from Saegertown High School, and then went to work at the local factory, American Viscos, as a welder. He worked there until the plant closed. He raised and showed both sheep and border collies. He also had a boat dealership and an Arctic Cat dealership for a few years. He is active in the local 4H and county fair as co-chairman of the sheep lead line. Dan is chairman of the Friends of NRA Committee, past exalted ruler and life member of the Elks, member of Grace Methodist church, and past pres- ident of North West Fireman’s Association. He was an EMT, EMT instructor, CPIA, and served 25 years in the local fire department. Dan graduated from Reppert School of Auctioneering in 1994 and served his apprenticeship with C. Sherman Allen Auctioneer. He then founded his own auction company and has been a contract auctioneer and does several benefit auctions each year. He is past president of the Northwest Chapter of PAA, past chairman of PAA PAC, and a member of PAA and NAA. Dan is married to his wife Connie and has 3 sons, a stepdaughter and stepson and ten grandchildren. His hobbies include hunting, fishing, NASCAR, and spending time with his family. – continued, page 9 PAA President’s Message Trace reviews past year and outlines plans for 2008 I would like to thank the membership of the PAA for allowing me to represent the PAA as your president. The PAA is a great organization for promoting the auction industry. This is going to be one of the most important years in recent history. The online issue has been the main focus for us this year. Thanks to the legislative committee, chaired by Bob Clinton and our lobbyist Jay Layman of Capital Associates. The committee has gone above and beyond to prepare the very important HB1899 to submit to Representative Sturla. This bill will clarify the language for online brokers. It has been a time consuming endeavor, and the PAA is very fortunate to have these insightful individuals working on our behalf. I want to personally thank them. As you know our conference and trade show held in January was our 60th anniversary. I believe everyone found the seminars to be very helpful. We hope you enjoyed “Why Behavioral Selling Works” presented by John Schindler. The massage therapist was well received, and we thank Sherman 8 - Spring 2008 • www.paauctioneers.org Allen for initiating this enjoyable attraction. The bid calling champion this year was John Hess, and the champion of champions was Nevin Rentzel. A fun time was had by everyone at the fun auction, also. I want to thank the Southeast Chapter and Kevin Smith for their efforts in raising over $9,000 to donate to the Farm Show Scholarship Fund on our 60th anniversary. I also want to thank the Northeast and Southwest Chapters for the Fun Auction and the Champion of Champions contest. We have started working on next year’s conference and trade show already during the first PAA meeting held in March. Bill Anderson, Sr., our president-elect, is the conference chair. If you have anything special you would like to see featured in January 2009, I’m sure he would be delighted to hear from you. We will be having our first FREE DAY on Wednesday, January 14, sponsored by the PA Department of State, Bureau of Professional and Oc- cupational Affairs, with the input and organization of the PAA. We also are going to have a brand new web site. Sue Ivankovich has put many hours into its design and content. Auction Zip will be hosting it and as you all are aware, they have become a very helpful partner of the PAA The PAA Political Action Committee (PAC) will be headed up by Chairman Bill Howze. They did a fantastic job last year by contacting all PA-licensed auctioneers for financial support. They will be doing this again in hope of attaining 200 members. Thanks, Bill, for your support during this year with HB1899 as it is vital to our profession. My main goal for this year is to finalize HB1899 and to increase our membership. Feel free to contact me with any problems or suggestions. Dan Trace PAA President 2008 PAA IN THE NEWS Gerald A. Rader, PAA Vice President Bill Anderson, Sr., PAA President-Elect Bill Anderson has been extremely active within the local, regional, state, and national auction industry. Over the past ten years he has served as president, vice president and director of the Southwest Chapter. Under his leadership, Bill Anderson Auctioneers has grown into a good and respectable auction company. He conducts between 80 and 100 auctions per year along with his son Bill Jr., including personal property, estates, business liquidations, and real estate. He has attended many seminars and is always open to new ideas. Bill is active in professional areas outside of the auction business. He has served as president and captain of a volunteer fire department and still currently serves as administrator. He is a past Boy Scout leader and a member and president of church council. He attended Penn State Real Estate and Business Administrative courses. He worked as district manager for a large rubber company for 25 years. Along with his auctions, he finds time to conduct many benefit auctions for churches and battered women, among others. He is a senior auctioneer who has contributed to many through hard work and generosity. Bill belongs to many local organizations which value his opinion. He is a well-respected member of the community. Gerald A. Rader of Skippack, Montgomery County, PA, was elected as PAA Vice President at the 60th PAA Conference and Trade Show in January 2008. His experience within the association includes four years as the Southeast Chapter secretary-treasurer, two years as the SE vice president, two years as president of the Southeast Chapter, and finally two years as the Southeast representative to the PAA Board of Directors. Gerry was instrumental in the first PAA fun auction that was computer interactive, implementing the services of ProxiBid, served on the PAA continuing education committee at its inception in the mid-1990’s, helped to conceive and organize this year’s Champion of Champions Bid Calling Contest, and assisted with the planning and execution of the Auctioneer and Rookie Championship for the PAA’s 60th anniversary in 2008. He was also largely responsible for the PAA 60th Anniversary logo which will be used throughout the year on printed materials. Gerry’s auction experience began in the 1980’s when he attended Alderfer’s sales at the Skippack firehouse, was an amateur car trader with his brother, and sold and bought cars at the Gilbertsville Auto Auction as a teenager. He attended and graduated from RACC and became a Pennsylvanialicensed auctioneer in the ‘90’s. He first worked with his wife’s cousin, Ken Geyer, at auctions of slot machines and carousel horses, as well as real estate auctions throughout the region. He subsequently sold equipment for Vilsmeier Auction Co., and also trav- eled New Jersey, Delaware, New York, and Pennsylvania, selling computers at auction for Northway Computers and Co-Part (a salvage sale operation before it went nationwide with computer-based auctions). Gerry comments this was long before you could buy a computer just about anywhere! He has been selling full time for the past 13 years as an auto auctioneer, working 3 to 4 sales a week. In his ‘free’ time, Gerry’s hobbies include trail riding bicycle, home improvements and renovations, being a parent to soon-to-be 12-year-old daughter Gillian, and keeping a pulse on local politics. The latter was sparked by his background in the public works sector through the ‘80’s into the early ‘90’s, when he started auctioneering part-time. When asked why he wanted to devote the next several years to the PAA and the auction industry in Pennsylvania, he stated, “I feel compelled to keep working with this organization since we have significant obstacles to overcome. The organization needs individuals to step up and contribute anyway they can for the good of the industry. I will continue to listen to concerns and address them. And with the support of this group, we should search for ideas to implement positive change.” Robert A. Ensminger, PAA Treasurer It’s in the blood. Bob is a fifth-generation auctioneer in one of America’s oldest continuously operating auction companies. Ensminger Auctioneers 1-800-577-6801 • The Keystone Auctioneer - 9 PAA IN THE NEWS Executive Officers’ Bios 2008 was started on February 1, 1836, in Harrisburg, PA. Bob worked his first auction as a runner in 1962 when he was just high enough to see over the top of the auction block. Today, Bob operates the auction company along with his brother. Pop (John T. Ensminger), at age 90, still attends many auctions, just to make sure his sons are doing it right! Bob graduated from West Virginia University with a BSBA (Accounting) degree and earned a Certificate of Proficiency in Auctioneering from Harrisburg Area Community College. After college he spent five years as a field auditor for the PA Department of Revenue and then embarked on a career in real estate. After five years in sales, a friend asked him to help out in the appraisal field and he has been doing that ever since. More education yielded a real estate broker’s license and upon federal mandates, he became a certified residential real estate appraiser and just before the deadline added a brokerappraiser certification from the state. Education is always a continuing pro- continued from page 9 cess in the appraisal field and just this year Bob has completed the coursework for the GPPA designation from the National Auctioneers Association Education Institute. Another item on Bob’s plate is software development. Although he does not actually write programs, he is both an alpha and beta tester for the nation’s largest appraisal software provider. As one of 50 nationwide testers, he provides insights into the development of software packages and through everyday use, helps to squash bugs and fix unexpected glitches before public release of monthly software updates. Bob has also obtained ‘guru’ status with a major provider of sketching software for appraisal, real estate, insurance, and other industries. These activities take him to many regional and national training seminars and conventions. And did we mention family? Both Bob and his wife Gale are the fourth of seven children. They have four children and six grandchildren. A daughter, with four kids, bought the house next door. “Mia” and “Pop” are looking for a new place to live – not. The oldest one is 10 and will be ready to start working in the auction business in a few years. In his current position as PAA Treasurer – now in his third year – Bob has fully computerized the treasurer’s office. For the first time, financial condition is known at any given time and reports on any or all PAA activities can be generated at any time. Bob has also been a frequent contributor of articles for The Keystone Auctioneer and has been presenter and round table panelist at several conferences. During the past year he could often be found deeply involved in the legislative process at the state Capitol on behalf of the PAA and the PAC. And what does he do in his spare time? “I love to loaf and take long walks. One of my favorite places to do this is Edisto Island, SC, a place that time forgot for the past 45 years. The closest thing there is to a national chain is the Gulf gas station and the Piggly Wiggly (grocery chain in the South) … it’s just like walking into 1960. Modern conveniences but a really laid back place.” 2008 PAA State Directors Central Chapter John Ensminger Ensminger Auctioneers 415 Bernheisel Bridge Rd. Carlisle, PA 17013 (717) 691-5598 (717) 319-1611 cell (717) 718-8800 fax [email protected] Northwest Chapter Michael J. Calvert, Jr. Richmond Auction Service 751 N. Main St. Meadville, PA 16335 (814) 683-4809 (814) 282-9488 cell (814) 333-1927 fax [email protected] Lehigh Valley Society Lon M. Clemmer, CAI, CES, GPPA Sanford Alderfer Auction Co. 501 Fairgrounds Rd. Hatfield, PA 19440 (215) 393-3008 (215) 368-9055 fax (267) 446-8351 cell [email protected] Southeast Chapter Katherine “Sparky” James, CAI Dingman & James Auction Co. 59 Spruce St. Ephrata, PA 17522 (717) 733-1289 (609) 443-0652 fax (609) 820-8852 cell [email protected] Northeast Chapter James C. Young Jim Young Auctioneer PO Box 158, 23 Church St. McEwensville, PA 17749 (570) 538-1620 (570) 538-4644 fax (570) 778-5628 cell [email protected] Southwest Chapter James A. Clayton Clayton Auctions 130 Kennel Rd. Waynesburg, PA 15370 (724) 627-8364 (724) 852-1661 fax (724) 747-9369 cell [email protected] 10 - Spring 2008 • www.paauctioneers.org PAA IN THE NEWS 2008 PAA Executive Committee PRESIDENT Daniel A. Trace Trace Auction Service 13348 Calvin St. Meadville, PA 16335 (814) 336-4160 (814) 671-1005 cell (814) 336-3940 fax [email protected] PRESIDENT-ELECT Bill Anderson, Sr. Bill Anderson & Associates Auctioneers PO Box 107 Harrison City, PA 15636 (724) 327-3344 (800) 923-6727 (412) 389-1622 cell (724) 327-3344 fax [email protected] VICE PRESIDENT TREASURER PAST PRESIDENT Gerald A. Rader PO Box 877 Skippack, PA 19474 (610) 584-8058 (610) 584-3118 business (610) 613-2766 cell (610) 584-7272 fax [email protected] Robert A. Ensminger, GPPA Ensminger Auctioneers 3557 Elmerton Ave. Harrisburg, PA 17109-1132 (717) 652-4111 (717) 877-7350 cell (717) 835-0638 fax [email protected] Sandy Brittingham, CAI, GPPA Rittenhouse Auction Co. 90 Belmont Circle Uniontown, PA 15401 (724) 438-0581 (412) 582-3427 cell (724) 677-2884 fax [email protected] ADMINISTRATOR, Jeanie M. Crowl MAGAZINE EDITOR Pennsylvania Auctioneers Assoc. PO Box 299, 128 Turkey Hill Rd. Elysburg, PA 17824 800-577-6801 (570) 672-9618 fax (570) 274-6081 cell [email protected] 2008 PAA Committees Audit: Kim Hemingway, LV Chair; Chapter Secretaries: Edie Lesh, Central; Carlene Weaver, NE; Karen Patterson, NW; Audrey Anderson, SE; Linda Lunt, SW Conference: Bill Anderson Sr., Chairperson; 2008 PAA Board of Directors, and Jeanie Crowl Advertising Committee: NE, Jim Young, Chair Member Benefits: John Ensminger, Chair Membership: Gerald Rader, Chair Historian, Photography: Ashley Owens, Kevin Smith, (2-year term for 2008-09) Nominating: Sandy Brittingham, Chair, Larry Lefever, Sr., Sherman Allen, Olen Knecht, Vernon Martin Hall of Fame: Past Hall of Fame members, Jim Lewis, Coordinator and Secretary PAC: Bill Howze, Chair: Tom Saylor, Central; Phil Grosh, Treasurer; Joe Herr, NW; Rich Townsend, NE; Jerry Lessard, LV; Tom Gazvoda, SW; Phil Wesel, SE; Ad hoc Dan Trace, Jay Layman. Nonvoting members - Bob Vanatta, Jim Young, Kevin Smith Auctioneer & Rookie Championships: NW, Mike Calvert, Chair Publications/Magazine: Gerald Rader, VP; chapter directors and chapter secretaries Fun Auction: SW, Jim Clayton, Chair Technology: Mike Calvert, Chair; Sue Ivankovich, Kim Hemingway, Matt Hostetter, Jerry Lessard, Brent Souder Auctioneer of Year: SE, Sparky James, Chair Rotation & Sergeant of Arms: LV, Lon Clemmer, Chair Vendors/Sponsors/Welcome Booth Committee: C, John Ensminger, Chair Constitution & Bylaws: NW, Randy Zufall, Chair; NW, Sherman Allen Education: Mike Ivankovich, Chair; Charlene Caple, Sparky James Grievance: Nevin Rentzel, Chair Legislative Committee: Bob Clinton, Chair; Ken Hansell, Keystone PAC Chair; Phil Wesel; Nevin Rentzel; Joe Herr; Sandy Brittingham; Bill Anderson, Sr; Bob Ensminger; Sparky James; Dan Trace; Bill Howze, PAA PAC Chair Budget & Finance: Dan Trace, intermediate chair; Sandy Brittingham, Jim Lewis, Sandy Alderfer, Bob Ensminger, Wayne Patterson, Larry Lefever Auctioneer subcontractor available. Andi (Adrienne) Charkow, an auctioneer in the Hatboro, Montgomery County area, is available to assist you with your auctions. She has over 30 years experience in the antique and auction business, with an excellent knowledge of smalls, textiles and vintage clothing plus a good eye and great customer relations skills. Her subcontract rates are reasonable, and she is willing to travel. If your auction has need of a good, honest, fast, and entertaining auctioneer for the day or for a weekly auction ... call her! Short notice... no problem! She will provide references upon request. Email [email protected] or call 215-773-9176. For auction info: http://www.auctionzip.com/cgi-bin/auctionlist.cgi?vuid=36331 1-800-577-6801 • The Keystone Auctioneer - 11 PAA IN THE NEWS 2008 PAA Chapter Officers CENTRAL CHAPTER President Vice Pres. Sec. Treas. Director Harry H. Bachman, 2051 Horseshoe Pike, Annville 17003. (717) 867-1809; (717) 821-1638 cell; (717) 867-1279 fax; [email protected] Charlene A. Caple, 213 Broadway, #1, Hanover 17331. (717) 632-8494; (717) 521-3018 cell; [email protected] Edie Lesh, 3540 Newport Rd., Newport 17074. (717) 567-3182; fax (717) 567.7888 [email protected] John S. Ensminger, 415 Bernheisel Bridge Rd., Carlisle 17013; (717) 691-5598; (717) 319-1611 cell; (717) 718-8800 fax; [email protected] PAC Treasurer Phil Grosh, 15 Hykes Mill Rd., York Haven 17370; (717) 268-0020; fax 266-2614; [email protected] PAC Rep. Tom Saylor, 520 Hengst Ct., Hellam 17406; (717) 846-7153; (717) 880-9989 cell; [email protected] LEHIGH VALLEY SOCIETY President Vice Pres. Sec. Treas. Director PAC Chair PAC Rep. Kevin Smith, 1901 S. 12th St., Allentown 18103. (610) 797-1770; (215) 421-7431 cell; (610) 797-1770 fax. [email protected] Arn B. Malmberg, PO Box 404, Bally 19503. (610) 845-2594 Kim Hemingway, 816 Layfield Rd., Perkiomenville 18074. (215) 541-4025; [email protected] Lon M. Clemmer, Sanford Alderfer Auction Co., 501 Fairgrounds Rd., Hatfield 19440; (215) 393-3008; (215) 368-9055 fax; (267) 446-8351 cell; [email protected] Bill Howze, 1404 Friedensburg Rd., Reading 19606. (610) 370-2879; (610) 763-5959 cell; [email protected] Jerry Lessard, 102A Deerpath Ln., Lansdale 19446. (215) 822-2286; (215) 778-7791 cell; (215) 283-6343 fax; [email protected] NORTHEAST CHAPTER President Mike Weaver, 17696 Russell Rd., Allenwood 17810. (570) 538-2227; (570) 713-5199 cell; (570) 538-2227 fax; [email protected] 12 - Spring 2008 • www.paauctioneers.org Vice Pres. Sec. Treas. Director PAC Rep. Dennis Hassinger, 1276 Kissimmee Rd., Middleburg 17842. (717) 837-3159 Carlene Weaver, see above; [email protected] Jim Young, PO Box 158, McEwensville 17749. (570) 538-1620; (570) 778-5628 cell; (570) 538-4644 fax; jimyoungauction@windstream. net Richard Townsend, Jr., 726 Stokes Mill Rd., East Stroudsburg 18301. (570) 421-6320; (610) 517-2077 cell; (610) 756-6807 fax; alternate fax (888) 712-7803; [email protected] PAC Rep. SOUTHWEST CHAPTER President Vice Pres. Sec. Treas. NORTHWEST CHAPTER President Vice Pres. Sec. Treas. Director PAC Rep. Wayne Patterson, 452 Auction Ln., New Castle 16101. (724) 654-7933; (724) 730-6125 cell; same fax; [email protected] Beth Hillmar, 410 Vogan Dr., Mercer 16137. (724) 662-4039; (724) 967-4039 cell; (724) 662-4039 fax; bhillmarauctioneer@ zoominternet.net Karen Patterson, see above; [email protected] Mike Calvert, 6481 Harmonsburg Rd., Linesville 16424. (814) 683-4809; (814) 282-9488 cell; fax (814) 683-4809; another fax (866) 838-0776; [email protected] Joseph Herr, 736 Cook Rd., New Galilee 16141. (724) 336-1111; 333-7051 cell; [email protected] SOUTHEAST CHAPTER President Vice Pres. Sec. Treas. Director Eric Lefever, 404 Stanton Rd., Quarryville 17566. (717) 786-6161; (717) 989-5110 cell; (717) 786-9005 fax; [email protected] Patrick Morgan, 208 Locust St., New Holland 17557. (717) 354-6939; (717) 278-9202 cell; (717) 354-0190 fax; [email protected] Audrey Weaver Andersen, 1647 N. Reading Rd., Stevens 17578-9305. (717) 336-4825; (717) 979-1280 cell; (717) 336-7125 fax; [email protected] Katherine ‘Sparky’ James, 59 Spruce St., Ephrata 17522. (717) 733-1289; (609) 820-8852 cell; (609) 443-0652 fax; [email protected] Phil Wesel, 112 Ridgewood Circle, Downingtown 19335. (610) 873-0605; (610) 202-7872 cell; (610) 430-2579 fax; [email protected] Director PAC Rep. Bill Anderson, Jr., PO 107, Harrison City 15636 (724) 327-3344; (724) 331-6773 cell; fax (724) 744-4100; [email protected] Tom Gazvoda, 1969 St. Rd. 980, Canonsburg 15317. (724) 745-4537; (317) 459-8811 cell; [email protected] Linda Lunt, 1156 Willowbrook Rd., Belle Vernon 15012. (724) 872-7431; (724) 331-2561 cell; (724) 872-1018 fax; [email protected] Jim Clayton, 130 Kennel Rd., Waynesburg 15370. (724) 627-8364; (724) 747-9369 cell; (724) 852-1661 fax; [email protected] Tom Gazvoda, 1969 St. Rd. 980, Canonsburg 15317. (724) 745-4537; (317) 459-8811 cell; [email protected] State Board of Auctioneer Examiners Penny Walker, Board Administrator State Board of Auctioneer Examiners PO Box 2649 Harrisburg, PA 17105-2649 (717) 783-3397, (717) 705.5540 (fax) [email protected] David Markowitz, Attorney-at-Law Board Counsel Governor’s Office of General Counsel 2601 N. Third St., PO Box 2649 Harrisburg, PA 17105-2649 (717) 783-7200, (717) 787.0251 (fax) [email protected] Mark Goodwin, Attorney-at-Law Assistant Counsel (Prosecuting) Contact info same as above [email protected] Capital Associates, Inc. Jay Layman President and CEO Capital Associates, Inc. PO Box 1085, 200 N. Third St. Harrisburg, PA 17108-1085 (717) 234-5350, (717) 234.2286 (fax) [email protected] PAA IN THE NEWS Zelmore inducted into Pennsylvania Auctioneers Association Hall of Fame The following presentation was delivered by Wylie Rittenhouse, CAI, of the Southwest Chapter on behalf of Jake Zelmore at the 2008 PAA Conference: “Born in the years between the Great Depression and World War II, this man followed in the footsteps of his father. By his side, he began auctioneering in 1952 at the tender age of 16. His father was an influential businessman and owned and operated one of the landmark auction barns in the area. Over 40 years since its doors were closed permanently, folks still reminisce about the days of the old auction barn, remembering the fine assortment of items and produce and, in some cases, their first date! At 18 this young man conducted his first auction with his proud father looking on. Many of his early sales were done for free, donating his time to worthy causes. Selling anything from soup to nute, to shoes out of the bed of a pickup truck on the main street, he became very well known, not only to auction patrons but also for pulling out his Gibson guitar and doing a little ‘picking and grinning,’ as he refers to it. It wasn’t long before his pap handed him the checkbook to do the buying for the auction bar. Forty-five years ago he married his wife who has remained by his side all these years. As newlyweds, they attended many auction association meetings, making bonds of friendship that have lasted the test of time. PAA 2008 Auxiliary Officers of the auxiliary for 2008 are Edie Lesh, president; Joann Slosberg, vice president; and Linda Lewis, secretary-treasurer. Chapter representatives are Paulette Toomey (Central), Joann Slosberg (Lehigh Valley), Gail Burke (Northeast), Karen Patterson (Northwest), Nancy Zelmore (Southwest). Auctioneers, spouses, auction personnel, if you would like to become a member, please sign up and join us! Dues are $5 per year. Why not include them every year in your PAA membership when he/she renews? Please complete the application and send to Linda Lewis at the address opposite. In 1965, with two small children in the growing family, they attended their first NAA Convention in Philadelphia. Many of the elder statesmen of the PAA sitting among you here tonight were at that very convention, as well. With his guitar in hand, many hours were spent entertaining and having a good time. Hundreds of auctions have come and gone over the years, with his faithful family assisting in any way they could. No computers here – the business was and still remains conducted completely on paper by hand, the way his father taught him. Unfortunately, his father ad mentor passed away in 1966. There is no doubt he is smiling down from heaven as we speak. In 1958 this man and three of his brothers started a towing business that has evolved into a huge family enterprise. Now owned and operated by him and the oldest of his three sons, the business even employs his eldest grandson. Throughout the years, he has served as Southwest Chapter President numerous times. During one of those terms of office, he organized and held a summer convention attended by several auctioneers from across the state. This man has distinguished himself, not only in the auction community, but also through many other avenues. Aside from being a PAA and NAA member, he also belongs to Rotary International and is a Paul Harris Fellow. He is a 32nd Degree Mason and member of the Syria Shrine. He belongs to the Mount Pleasant Church of God and has sung in nearly every church for many miles around his home. His wife of 45 years in Nancy, and he has four children – Kim, Randy, Jason, and Rob – two daughters-in-law – Janice and Tammy – eight grandchildren – Philip, Jacob, Andrea, Kylee, Zoey, Sarah, Jordan, and Brady – as well as a granddaughter-in-law Holly who is expecting his first great-grandchild. The family has been supportive of all of his endeavors throughout the years and is extremely proud to be here tonight to see this most important event. Without further adieu, I present to you this year’s inductee into the PAA Hall of Fame, a man who’s made good use of the slogan “Sell More with Zelmore,” Mr. Eugene ‘Jake’ Zelmore.” PAA Auxiliary Renewal 2008 Please complete and return to: Linda Lewis, Secretary, PAA Auxiliary 557 Wyoming Avenue, Wyoming, PA 18644 Make checks payable to the PAA Auxiliary. Thank you!! Annual Dues are $5 per person Name ________________________________________________________________ Address ______________________________________________________________ City ______________________________________ State ______ Zip ____________ Phone _____________________________ Fax ______________________________ Cell ________________________________ Email _____________________________ Chapter ______ Auction Co. ____________________________________________ 1-800-577-6801 • The Keystone Auctioneer - 13 148 Stoughton Road Slippery Rock, PA 16057 tel (724) 863-4961 fax (724) 794-6044 14 - Spring 2008 • www.paauctioneers.org PAA IN THE NEWS Maximizing the Voice of the Auction Industry Through PAC Donations The PAA wishes to thank the following PAA members and friends who contributed to the PAA Political Action Committee in 2008: Central Chapter Mervin Adams Rodger Arndt Robert Bair Robert Benchoff Stan Bucher Charlene Caple McCormick Coble David Conley David Deibler Michael Deibert John S. Ensminger John T. Ensminger IV Robert A. Ensminger Phillip Graybill Zachary Gross Alan Hall William Hobbie Matthew Hurley Rod Keister John F. Kohler, Jr. Ralph J. Lesh, Jr. S. Brian Magaro Kenneth G. Miller, Jr. Charles C. Mong Roger Myers Carl Ocker Douglas Panasiti Larry Peters C. David Redding Judy Rentzel Nevin Rentzel Edward Rowe Myron Rudy Thomas Saylor Denny Stouffer Raymond P. Stump Marlette Thomas Fred Toomey Trent Wagner Charles Wehrly Scott Wehrly Dennis Welker Jay Ziegler Lehigh Valley Sanford Alderfer August Binder John E Black Omar Bounds Douglas Clemens Robert Clinton Stanley W Dilliard Jr Wil Hahn William T. Hall Kimberly Hemingway Douglas Houser William Howze Richard Townsend Robert Vanatta Michael Weaver William Wolfe James C Young Michael Hunyady Arn Malmberg Kathy Maurer Wilson Ted Maurer Ken Reed James Ritter Joyce Ruth Kevin Smith Jack Stull Lester Zern Eric Zettlemoyer Woody Zettlemoyer Northwest Chapter Northeast Chapter Gerald Burke Gele D. Derr George Henry Donald E. Hock Mark Jones Gordon Kinzinger Daniel M. Knecht Olen Knecht James Lewis Linda Lewis James C. Lovins, Jr. Gerald Pennay, Sr. Kenneth Rivenburg, Jr. Richard Roan Robert Shaylor C. Sherman Allen Charles Baker William Bellis, Jr. Joseph C. Blasco Michael Fink Robert Fink Dean Gearhart Joseph Herr Matt Hostetter Jerome Motko W. Bruce Nicolls J. Wayne Patterson Roger Roae Tim Rocco R. Fred Shohayda Daniel Trace Randy Zufall Southeast Chapter Audrey Andersen Ed Barkowitz Stephen J. Barr Calvin Beamesderfer William Bering Karl Boltz Daniel F. Comly, Jr. James S. Davis, Jr. Michael Firestone Michael Fortna Roy E. Good, Jr. Jon Hummer Katherine James Harold Keller Tim Keller Randall Kline Michael Martin Alvin Miller Michael Morris Rodger Paisley Arthur Pannebecker James B. Pendleton R. Carl Pickel Eric Probst Al Reist John Jacob Rutt Thomas Sechrist Harold Shaffner Curtis Shenk Michael Stermer John Stolzfus Paul M. Storm Jan Waltz Robert Zogorski Southwest Chapter Bill Anderson, Jr. Bill Anderson, Sr. Sandra Brittingham James A Clayton Pat Errigo Mark Ferry Mark Glassburn Samuel Glassburn Christopher H. Rowe Donald Strickler 2008 PAC Board of Directors Chair – Bill Howze Treasurer – Phil Grosh Central – Tom Saylor LVSA – Jerry Lessard NE – Richard Townsend NW – Joseph Herr SE – Phil Wesel SW – Tom Gazvoda TRY THESE NEW “LAW LABEL” UPHOLSTERY STICKERS Approved by the Pennsylvania Department of Labor and Industry for tagging used upholstered furniture. Yellow 2 by 4 inch stickers come on sheets - 10 per sheet. Extra sticky backs – JUST PEEL, STICK & GO! Or you can still apply them with safety or straight pins. STOCK STICKERS (Fill in your registration numbers) 100 Stickers -----250 Stickers ------500 Stickers ------1000 Stickers ------ $9 $19 $35 $68 NATIONAL AUCTION SUPPLY HOUSE P O BOX 46 MIFFLINBURG PA 17844 CUSTOM STICKERS (Printed with your numbers, name & address) TO ORDER CALL US AT 1-800-326-7484 100 Stickers ------ $15 250 Stickers ------ $29 500 Stickers ------ $49 1000 Stickers ------$85 FREE CATALOG OF AUCTION SUPPLIES CLERKING TICKETS - BID CARDS - SOUND SYSTEMS PH: 1-800-326-7484 * FAX 570-966-3674 * www.nash.cc 1-800-577-6801 • The Keystone Auctioneer - 15 PAA IN THE NEWS PAA New Members The Pennsylvania Auctioneers Association is proud to welcome these members to the association. PAA would like to take this opportunity to thank them for joining their fellow auctioneers statewide in helping to build a stronger auction industry. PAA’s members look forward to a long affiliation with these new members. Central Chapter Bush, James Diller, Philip D. Dreibelbis, Skip Foster, Dean Imes, Lyndon Keebaugh, James Martin, Neil Maust, Merlin Rowe, Edward Tolby, Barry Fairfield Akron State College State College Port Royal Warfordsburg Shippensburg Forthill New Cumberland Etters Lehigh Valley Dann, Robert Ehmer, Richard Kratz, Jeffrey Kratz, Joshua Levan, Barbara Rooth, Randy Wakeley, Thomas Whitebread, Michael Wilson, Curtis Clinton, NJ Delran, NJ Harleysville Souderton Wyomissing Lansford Oakford Delran, NJ Pottstown Northeast Chapter Lambrecht, Jared Madden, Timothy Pepper, Edward Younkin, Michelle Walton, NY Lake Ariel Canton Linden Northwest Chapter Baer, Wade Kelley, Clifford Mowry, Charles Paranzino, Thomas Reeder, Daniel Stout, Gregory Rogers, OH Pittsburgh Sandy Lake North Lima, OH Beaver Falls Williamsport, IN Southeast Chapter Beiler, Austin Gaines, Kaila Keller, Andrew Keller, Michael Leaman, Jay Leary, Jay Moles, Charles Taylor, Christ Lancaster East Berlin Lancaster Lancaster Willow Street New Holland Norristown Quarryville Southwest Chapter Antonnaceo, William Burdette, Randy Howard, Aaron McCracken, Mark Morris, Michael Morris, Harry Novak, Karen Omalacy, William A. Omalacy, William R. Teets, Kevin Yoder, Freeman Verona Alderson, WV Mount Pleasant Vanderbilt Perryopolis Vanderbilt New Paris Connellsville Smithfield Mt. Morris Rossiter 16 - Spring 2008 • www.paauctioneers.org Get the Most from Your PAA Membership When you enthusiastically support PAA, great things happen! You grow professionally, your business grows, and the whole auction industry benefits! Here are several simple ways to help the PAA and yourself! • Proudly display your PAA membership certificate and logo in a prominent place in your office. • Always use the PAA logo on your printed materials. • Attend your chapter meetings whenever possible. • Frequently, call someone who is not a PAA member and invite him or her to a chapter meeting. • Read The Keystone Auctioneer as soon as it arrives in the mail. • Share your expertise by writing an article for the magazine. • Encourage your employees and family members to attend PAA conferences or chapter meetings. • Get to know your state and federal representatives and senators. • When asked to send a letter supporting a particular legislative position, do so promptly. • Keep your annual PAA Membership Directory and Resource Guide handy for contact purposes. • List all your auctions on the PAA’s website — www.paauctioneers.org - where you can advertise your sales for free to an unlimited audience. • Take advantage of the PAA’s educational programs and seminars at the annual conference. • Use the ideas you learn at the PAA conference and let others know how they helped you and your business. • Volunteer to serve on at least one committee. • Offer new ideas for the PAA’s future to officers, board members or administrator. • Make a regular contribution to the PAA political action committee – they’re working to maintain regulation and licensing you can live with! • Participate in chapter special events, such as holiday parties, which provide great ways to keep in touch with your fellow PAA members. • As much as possible, do business with advertisers, suppliers and sponsors who regularly and generously support the PAA. Be sure to visit PAA website www.paauctioneers.org 1-800-577-6801 • The Keystone Auctioneer - 17 PAA IN THE NEWS Southeast Golf Outing to be Held June 23 The 4 Annual Southeast Chapter PAA Golf Tournament will be held Monday, June 23, at 1:00 pm at Foxchase Golf Club in Denver, PA. Sponsorship packages are available as usual with the entry fee per golfer is $75. The registration fee includes practice range, golf, tee gifts, dinner, beer, soda, and water … an unbeatable deal at a fabulous course! Dinner will served in the outdoor pavilion at Foxchase at 6:00 pm, and a live fun auction will take place during the meal. A “dinner only” guest is $20 for the non-golfer who wants to come out and eat. Foxchase always serves a good dinner, so make plans to attend now! Jon Hummer is chair of the event again this year. All PAA members are invited and welcome to attend. Contact Jon for additional details and registration information at (717) 629-6682 (cell) or [email protected]. th Your invitation to join the PAA western chapters at a gala meeting on the Gateway Clipper The Southwest and Northwest Chapters have invited all PAA members to a dinner cruise on the Gateway Clipper in Pittsburgh on Sunday, June 22. The cost will be $33 per person, and a senior discount may be available. The group will board at 5:30 pm and depart at 6:30. A delectable buffet will be served, enhanced by live music and the sunlit skyline. The cruise will return at 8:30. If 40 couples register, we will have a deck of our own. Reservations must be made in advance with a deadline of May 24. Call or email Karen Patterson at 724-654-7933 or [email protected]. THE GATEWAY CLIPPER FLEET STORY The year 2008 marks the 50th Anniversary of the Gateway Clipper Fleet. A symbol of Pittsburgh’s river renaissance, it has grown from a one boat, 100-passenger operation to the five boat, 2,500-passenger fleet of today. Sailing from the Southern Bank of the Monongahela River at Historic Station Square, the Gateway Clipper Fleet sails all year and offers a wide variety of dining, sightseeing and entertainment cruises. More information can be found at http://www.gatewayclipper.com. Ongoing PAA Member Benefit To encourage PAA members to read and use the PAA news magazine, we have been offering FREE classified ads! That’s right...any member can submit a business-card-size ad for publication in one (1) issue annually of The Keystone Auctioneer at absolutely no cost. Send, fax or email the information to be printed to the PAA office. The deadline for the next issue of 2008 is August 1. 18 - Spring 2008 • www.paauctioneers.org Northwest PAA holds annual benefit auction and educational training seminar The winning bid goes to Shriners children The Northwest Chapter of the PAA held its annual benefit auction to support the Shriners Children’s Hospital in Erie in February at The Rosemont located in Sharon, PA. Since 1999, the Northwest Chapter has raised more than $65,000 for the hospital which treats any child with orthopedic conditions and provides this service free of charge for children from birth to the age of 18. The treatment area covers a 350-mile radius of Erie. In 2007 the Shriners performed 700 surgeries at the hospital, and their outpatient service had 10,000 visits. The Erie hospital is one of 22 North American facilities operated primarily on donations. Consignment merchandise for the benefit auction is accepted on a commission basis or can be sold with 100% of the proceeds going to the hospital. Proceeds of $2,800 will be presented to the hospital this year. The Friday auction was a 225-lot coin auction, and the Saturday sale boasted a large selection of antiques, glassware, collectibles, new Amishmade furniture, quilts, wall hangings, and general merchandise. The chapter held its annual educational seminar at The Radisson Hotel in Sharon on Sunday, February 10. Brian Rigby, founder and chairman of the Professional Ringmen’s Institute (PRI) in Rogersville, MO, hosted the seminar. The motto of the PRI is “Teaching Skills to Make Every Auction a Better One.” -story partially submitted by Allied News All in, All done? Not without an ad in AntiqueWeek ®® • The most read, weekly antiques & collectibles newspaper in the US • The tightest deadlines: when you just have to get that last-minute ad in • Multiple electronic marketing options, including: website banners, e-mail blasts and more! • AntiqueWeek now offers each full edition online for subscribers. With the addition of an online-only subscription, we are adding more virtual eyes, daily! We guarantee our results, period. AntiqueWeek ® 800-876-5133 www.antiqueweek.com PO BOX 90 • KNIGHTSTOWN IN 46148 1-800-577-6801 • The Keystone Auctioneer - 19 PAA IN THE NEWS PAA Members in the News PAA and Northeast Chapter member Theresa Burke Dudock was named the New York Champion Bid Caller in the Women’s Division at their recent convention. Additionally, PAA member Jared Lambrecht was elected to a 3-year term on the New York State Auctioneers Association Board of Directors. CAI Designations Awarded Three PAA members have recently attained the CAI (Certified Auctioneers Institute) designation from the National Auctioneers Association. They are: • Joseph Herr, AARE, CAI, New Galilee • William D. Howze, AARE, CAI, CES, GPPA, Reading • Rodger Paisley, CAI, GPPA, Downingtown According to the NAA website, the CAI is an “executive development program focused on developing the skills and providing the tools necessary to run a top-notch auction firm.” Congratulations to these PA auctioneers for achieving this prestigious designation. Another Successful St. Jude Event by Wehrly’s Auction Wehrly’s Auction in Glen Rock, York County, conducted their annual St. Jude Auction on Tuesday, April 1, along with their regular weekly auction. Scott and Charles Wehrly, joined by several other Central Chapter members, raised $6,175 for St. Jude Hospital by selling homemade cakes, pies and candy and donations of dinner certificates, craft items and cash. Auctioneer available if you need Full or Part Time Help During the week or Sat./Sun. John Welcer Home phone: 610-275-8885 [email protected] Norristown, PA, area 20 - Spring 2008 • www.paauctioneers.org Proclaiming April 2008 as National Auctioneer Month and April 19 as National Auctioneer Day in Crawford County, PA, are, back row l., Dan Trace, PAA President and Northwest Chapter member, and Gary King, also a Northwest Chapter member. Pictured in the front row, l. to r., Jack Preston, Morris Waid, and C. Sherman Allen, PAA member and Crawford Co. Commissioner GPPA Course Offered in PA The GPPA (Graduate Personal Property Appraiser) course was offered in Pennsylvania prior to the PAA’s 60th Annual Conference and Trade Show in January. There were 14 attendees, including nine PAA members: • Charlene Caple, Hanover • Edwin Dietrich, Pine Grove • Robert Ensminger, Harrisburg • Matt Hostetter, CES, Beaver Falls • Michael Ivankovich, Doylestown • Wayne Patterson, New Castle • Daniel Reeder, Beaver Falls • Kevin Smith, Allentown The GPPA class examines the responsibilities of the appraiser and discusses the factors affecting the value of appraised items. During the program, presenters and students discuss industry trends, the function of the appraiser, identification, valuation and methodology of appraisals, as well as the responsibility the appraiser has to the client. The GPPA course also provides basic information about appraisal work including teaching you how to search for comps, what to look for as far as condition, identifying marks, and other conditions. Auction specialty areas include personal property, antiques, machinery, equipment, farm, and construction equipment. The instructors provide examples as well as materials to help students establish an appraisal business; additionally, students learn about the GPPA appraisal template and practice preparing an appraisal report using the template. Upon completion of the course, auctioneers will be able to customize a standardized appraisal format, market their appraisal services, enhance their research skills, and improve their appraisals. Following successfully passing the exam at the conclusion of the program, students must complete an appraisal which is submitted and graded, joined by two other permission slips for appraisals. There is a time limit of 90 days to complete the appraisal and obtain the permission slips. These requirements must be met in order to receive the GPPA designation. Proud member and partner of the Pennsylvania Auctioneers Association 1-800-577-6801 • The Keystone Auctioneer - 21 22 - Spring 2008 • www.paauctioneers.org PAA IN THE NEWS PAA Donates 2008 Bid Competition Proceeds to Farm Show Scholarship Foundation In conjunction with the 60th anniversary of the PAA conference and to show the association’s appreciation to the Pennsylvania State Farm Show for its continued support over the years, the PAA Board of Directors voted to dedicate all profit derived from the ’08 bid calling championship to the Farm Show Scholarship Fund. The Southeast Chapter of the PAA spearheaded and conducted the event with assistance from many members and chapters but especially from Kevin Smith of the Lehigh Valley Society of Auctioneers. In past years the designated chapter responsible for the competition purchased all the merchandise used in the contest and reimbursed itself from the proceeds, usually ending up breaking even. Kevin’s idea last year was to purchase a few items, secure donations and sell several quality items on consignment, a concept which netted a profit of several thousand dollars. The goal for 2008 was a profit of $5,000 which was nearly doubled as evidenced by the check presentation of $9,502 to the Farm Show Scholarship Foundation. Twenty-five students received $3,500 scholarships totaling $87,500 in 2008 from the Scholarship Foundation. Since its inception in 1993, the Foundation has awarded $632,000 in scholarships to 273 junior Farm Show exhibitors. In addition, Delaware Valley College and Penn State University’s College of Agricultural Sciences offer matching grants to full-time students, doubling their scholarship to $7,000. Harrisburg Area Community College (HACC) also offers a matching grant PAA members Robert Ensminger, front row left, and Ralph Lesh, Jr., front row right, present a check for $9,502 which represents profits derived from the 2008 auctioneer championship to Agriculture Secretary Dennis Wolff, front center. Other participants include Farm Show Scholarship Foundation Directors (back row, l. to r.) Charles Itle, Joan Grim, Paula Vitz, Duff George, Bill Henning, and Bill Fox. of $500 to students participating in the agribusiness program. To be eligible for a scholarship, students must be enrolled in a postsecondary educational institution and have been a Pennsylvania Farm Show exhibitor of junior market sheep, steers, swine, or goats. Junior breeding and dairy exhibitors also are eligible. Awards are based on academics, financial need, 4-H or FFA involvement, and community service as determined from the application and letters of support. The Pennsylvania Auctioneers Association is proud to be a leading contributor to the scholarship awards which enable youth to play an active role in Pennsylvania’s number one industry. www.mendenhallschool.com [email protected] 1-800-577-6801 • The Keystone Auctioneer - 23 GENERAL FACTS: • Date: Saturday, May 10, 2008 • Times: Appointments will be scheduled from 9 to 12 and 1 to 5. Lunch will be provided for appraisers. • Location: PBS 39, 123 Sesame Street, Bethlehem, PA 18015. Event will be held in the Studio • Maximum number of appointments: 150 • Research area, with laptops, will be provided in separate room • Volunteers will be available for assistance • Invitations will be sent to all our 13,000 members; we will open up invitation to general public if not sold out. BENEFITS: Lehigh Valley Auctioneers Chapter: • Name and logo will appear on event signage at entrance and appraisal area • Opportunity to display banner at event • Recognition on all print material • Acknowledgment with company name, logo and hyperlink on Antique Appraisal Fair page of wlvt.org • On-air interview and acknowledgement • Acknowledgement on the invitation Appraisers: • Company name and logo will appear on event signage at appraisal area • Acknowledgment with company name and logo on Antique Appraisal Fair page of wlvt.org • On-air acknowledgement • Hyper link to appraisers website • Acknowledgement in all E-communications • Acknowledgement on the invitation CONTACT FOR ADDITIONAL INFORMATION: Sandy McKinney, Auction & Special Events Manager Mail: PBS 39, 123 Sesame Street, Bethlehem, PA 18015 Phone: 610.984.8254 Fax: 610.694.1954 Email: [email protected] or Cathy Keys at Tom Hall Auction Phone: 610.799.0808 Email: [email protected] 24 - Spring 2008 • www.paauctioneers.org PAA IN THE NEWS PAA and Northwest member is a 2008 PAA Hall of Fame inductee Renaissance man turns his passions into rewarding careers by Ann Wishart reprinted with permission from Farm and Dairy, Salem, OH After more than a quarter of a century as an auctioneer, Sherman Allen knows the value of being flexible. Besides his regular performances as an auctioneer in Crawford and surrounding counties, Allen, 53, runs his own business, trains apprentices, is a partner in a 600-acre farm near his home in Conneaut Lake, and recently joined the political realm as a Crawford County commissioner. Busy guy. January was quite a month for Allen who was inducted January 11 into the PAA Hall of Fame, four days after being sworn in as commissioner. While the two honors may seem unrelated, Allen’s disparate activities over the years have culminated in this double-barreled recognition of his popularity. It’s clear Allen isn’t just a fast-talking salesman – he listens and cares about what people want. That kind of sensitivity, along with a budding business drive, affected Allen at a fairly young age. His grandfather, J. Everett Allen, sold farm equipment and took him along to farm sales. The boy ate it up. “It was just interesting to watch the auctioneers at work,” Allen said. First auction. He particularly remembers an auction at the Porter farm where he took the opportunity to sell a litter of mixed-breed puppies. He was 8. He worked his way through the 4-H program, showing and selling swine. When he was 12, he went to live with his grandfather and great-aunt and by the time he was 16, he was transporting stock for area farmers. Allen never lost his interest in auctioneering, so his grandfather arranged with Earl Nicolls, who owned Auction Hat Services, to take the young man on as an apprentice. – continued, page 27 Pennsylvania Auctioneers Association holds members to high standards by Thomas L. Barnes NW Chapter Alternate Director (Editor’s note: This story, written by Tom Barnes, PAA and NW Chapter member, was circulated and printed by several dozen newspapers in Western Pennsylvania in February 2008 and showcases the auction method of marketing.) The Pennsylvania Auctioneers Association (PAA) was formed by a group of successful businessmen who knew that in order t o p ro v i d e a b e t t e r business environment for themselves and to strengthen their share of the auction market, they needed to work together. They invested in their future by forming the PAA. The association is organized into six chapters with the Northwest Chapter serving 14 counties in the northwestern region of the state. Their purpose is to speak with one voice to the action industry across the Commonwealth of Pennsylvania, to the public, to governmental agencies, and to others and in the process obtain tools to help them make sound and profitable decisions in their businesses. For 60 years the PAA has been one of the best investments an auctioneer can make. The selection of an auctioneer is the most important factor in ensuring that your auction will be a success. The auctioneer you choose must be honest, motivated, knowledgeable, and flexible. He or she must recognize his or her responsibility to both seller and buyer and adhere to a strict code of ethics. The PAA provides its members with a wide range of educational seminars to keep them informed concerning the latest innovations in the field and raise enthusiasm about the results that can be achieved through the auction method of marketing. Some of the benefits of having an auction compared to other means of selling your merchandise are: ◆ An auction is a quick and effective means of converting your property, possessions or inventory into cash. ◆ An auction offers you the flexibility of deciding what and when to sell. Anything in real or personal property can be sold at auction. ◆ Auctions create a sense of urgency which results in a maximum return of the property (quick disposal reduces long– continued, page 27 1-800-577-6801 • The Keystone Auctioneer - 25 26 - Spring 2008 • www.paauctioneers.org 2008 PAA CONFERENCE PAA Members Come Up Winners at 60th Annual Conference Five PAA members were honored in different fields for their expertise, commitment and skills during the 60th Annual PAA Conference and Trade Show earlier this year. Robert H. Clinton, CAI, CAGA, of Robert H. Clinton & Company, Inc., Ottsville, PA, was named 2008 Pennsylvania Auctioneer of the Year for an unprecedented second time by the 581-member Pennsylvania Auctioneers Association for his contributions of excellent leadership, tireless devotion to Pennsylvania’s legislative effort concerning the electronic internet situation in the Commonwealth, PAA IN THE NEWS Renaissance man turns his passions into rewarding careers continued from page 25 Career building. Allen’s and Nicolls’ nephew, Bruce Nicolls, went into business together, and their green and orange signs became well known around the area. In 1989, he broke away and started C. Sherman Allen Auctioneer and Associates. That was when he established his signature orange signs and appurtenances. At auctions, he stands out because of his neon orange cap and jacket, as well as bright orange suspenders and tie. Visibility, in either the auction or political world, is vital. “Bruce liked the green – I kept the orange. It’s kind of a trademark,” Allen commented. Having been raised on the 600-acre family farm, he was well versed in agriculture parlance, and he made the most of that connection. He also expanded to auctioning for businesses, real estate, households, and antiques, with a number of benefit auctions and fair sales. PAA involvement. In addition to the well-deserved recognition by his peers into the PAA Hall of Fame, Sherman has served as PAA President in 1997, state director for the Northwest Chapter, many chapter offices and committees, and contributing to the PAA and the auction industry at every opportunity. Pennsylvania Auctioneers Association holds members to high standards continued from page 25 term carrying cost, including taxes and maintenance). ◆ Re s e r v e a u c t i o n s a l l o w a confidential minimum set by you, the seller. ◆ Absolute auctions guarantee a new owner by the end of the auction, which tends to bring the highest fair market value by producing serious buyers, greater broker participation and more spirited competitive bidding. ◆ Terms are set by the seller with no mortgage contingencies. ◆ The auctioneer will work with you to get the best possible results at your auction. T h e PAA i s a n o rg a n i z a t i o n of dedicated men and women working together to maintain the highest standard of excellence available in today’s world. Our mission reflects our attempt to establish a standard of excellence in the auction industry. If you’re planning an auction or know someone who is, make sure you ask the potential auctioneer if he or she is a member of the Pennsylvania Auctioneers Association. You will find this person to be a leader in the auction industry. commitment to the auction method of marketing, and high ethical standards. Bestowing the award on behalf of the PAA was Brent Souder of the Lehigh Valley Society of Auctioneers. His presentation follows: “Tonight we recognize a seasoned professional auctioneer with almost 3 decades of full time experience in the auction profession. Beginning as an employee, then progressing into ownership of an independent auction company, conducting 15-25 public auctions per year, this recipient is engaged in the liquidation of a wide variety of personal property including antiques, collectibles, fine and decorative arts and tools. His clientele include attorneys, bank trust officers, estate executors, municipalities, small business owners and individuals. The recipient has also worked as an independent contractor on a regular basis, auctioneering construction equipment, industrial machinery and automobiles at the major Mid-Atlantic facilities. Over the years the recipient has conducted charitable/fund-raising auctions for national organizations as well as numerous local and regional service organizations. He has earned several advanced professional designations and has served his local chapter as president and also chaired and served on numerous committees. He has served the Pennsylvania Auctioneers Association as a member of the board of directors, president and has chaired and served on numerous state committees. Of the many applicants, the committee felt that this gentleman was the one member who really exemplified the requirements of ‘outstanding contributions to the PAA and to the auction profession during the past year which project honesty, high ethical – continued, page 29 1-800-577-6801 • The Keystone Auctioneer - 27 Serving Auctioneers In and Around Pennsylvania for Over 38 Years! 39 Two special seminars will be held on Saturday, January 12, 2008, following the 60th Annual PAA Conference and Trade Show at the Sheraton Harrisburg Hershey. The Pennsylvania Auctioneers Accredited Continuing Education (PAACE) Program will offer fully accredited seminars worth a total of 4 CEUs. Verification and monitoring of attendance will be strict in order to be accurate. Name tags will be checked upon entering and leaving the seminar room; " " Advertise Your Sales In The Paper That’s Seen Everywhere! For AD RATES and Deadline Information, Phone Our OfÄce 1.800.800.1833 ext. 2541 Antiques & Auction News Is Published Weekly and Circulated Throughout The East ANTIQUES & AUCTION NEWS IS A PROUD MEMBER OF PAA Write: P.O. Box 500, Mount Joy, PA 17552 E-mail: [email protected]; or Visit Us On The Web At: www.antiquesandauctionnews.net 28 - Spring 2008 • www.paauctioneers.org 2008 PAA CONFERENCE PAA Members Come Up Winners at 60th Annual Conference continued from page 29 standards, willingness to share with others, and a genuine devotion to and for the betterment of the auction industry.’ This recipient is supported by his wife who works as his office manager and his two children. Please join me as we bestow an unprecedented second award for auctioneer of the year … Mr. Robert H. Clinton.” C. Sherman Allen, of C. Sherman Allen Auctioneer, Conneaut Lake, Crawford Co., PA, and former PAA President, was inducted into the PAA Hall of Fame, joining a list of 35 other respected and distinguished Pennsylvania auctioneers since 1990. Please see related article on page 25. Eugene “Jake” Zelmore of Mount Pleasant, Westmoreland County, was also a recipient of the PAA Hall of Fame award, having been in the auction business nearly 53 years. His father was an auctioneer, and he has followed in his footsteps since he was ten years old. His specialties include garage and tools, farms, auto salvage, and estates. He claims the most unique item he ever sold was a box of 1940’s chewing gum! In addition to being a member of the Southwest Chapter of the PAA and his local Rotary Club, Jake is a Paul Harris Fellow and 32nd Degree Mason. Much of his spare time is occupied by music and singing in his church choir. Jake’s faithful appearances singing favorite hymns at the President’s banquet at PAA Conferences are an annual delight. Jake owns a scrap yard and is the manager of Zelmore Brothers (see banquet award presentation on page 13). John M. Hess, of Manheim, was judged the best bid caller in the 2008 PAA Auctioneer Championship held at the State Farm Show in Harrisburg, competing against several dozen other auctioneers for the coveted title. John M. Hess Auction Service, Inc. found its beginnings in the early 90’s in several small leased facilities as the epitome of a small familyrun business. In its beginning John was not only the lead auctioneer, he was the only auctioneer. John’s wife Jacy and sister Elizabeth clerked and cashiered every sale. Slowly, over the course of time, the small business gained momentum with the construction of their Manheim facility and the completion of an extremely successful year of marketing real estate at auction in 2003. Hess Auction Service began to resemble the company that it is widely recognized as today. To date, Hess Auction Service employs 3 full time auctioneers and a wide range of support staff that enables the company to function efficiently, marketing a wide variety of real estate and commercial and personal property. In 2007 John M. Hess Auction Service, Inc. conducted well over 100 individual auctions. Michael Morris of Elizabethtown, PA was the winner in the fourth annual ‘Rookie Auctioneer Championship,’ a competition for newer auctioneers to showcase their bid calling skills. He was raised in the small farming community of Norrisville in northern Harford County, Maryland. As a youngster, Mike was active in 4-H on the county and state levels, showing beef cattle, sheep, and hogs, as well as holding several leadership roles. Mike went on to major in Animal Science at Delaware Valley College in Doylestown, PA, where he received his Bachelor’s Degree in Animal Science. Mike was active in DVC’s Block and Bridle Club, served as co-chair of the school’s A-Day Exposition, and was a member of the school’s Intercollegiate Livestock Judging Team. Mike is also a graduate of Reading Area Community College’s Auctioneer Certification Program. Mike’s career path has included working as a county extension Agent in Virginia and selling farm equipment, parts and supplies in Maryland and Pennsylvania. Mike has spent his entire adult life involved in agribusiness. Currently Mike is a self employed certified appraiser of farm equipment and livestock, as well as a licensed and bonded professional auctioneer. TOP 10 WINNERS 2008 — PAA Bid Calling Championship Place Winner 1st Runner Up 2nd Runer Up 4 5 6 7 8 9 10 Name John Hess Chet Geyer Kevin Teets Mike Weaver Mike Martin Curtis Shenk Sanford Alderfer, Sr. Matthew S. Hostetter C. Ivan Stoltzfus Sue Houck City Manheim East Greenville Mt. Morris Allenwood New Holland Manheim Harleysville Beaver Falls Honey Brook Reedsville 1-800-577-6801 • The Keystone Auctioneer - 29 30 - Spring 2008 • www.paauctioneers.org 2008 PAA CONFERENCE PAA Hall of Fame Members A stellar lineup of PAA auctioneers who have been inducted into the PAA Hall of Fame since it was begun in 1990. Front row, l. to r., Ralph Zettlemoyer (1994), Jerry Burke (1998), Jake Zelmore (2008), Sherm Allen (2008), Mervin Adams (2000), Simon Miller (2004). Back row, l. to r., Jim Lewis (2005), Wylie Rittenhouse (1996), Ralph ‘Pete’ Stewart (1994), Don Hock (2001), Charlie Baker (1993), Jerry Schwenk (2006), Larry Reed (2000), Fred Toomey (2007), Wayne Patterson (2002), Jim Young (1996), Vernon Martin (2000), and Charlie Moyer (1997). PAA Champion of Champions Contest and Trophy by Gerald Rader, Southeast Chapter 2008 PAA Vice-President In order to add a new flair to the 60th Anniversary PAA Conference, a Champion of Champions Showcase and Bid Calling Contest was planned by the Southeast Chapter to be held during the fun auction on January 10. The goal of the contest was for all past bid calling winners and attendees of the fun auction to have just that … FUN and celebrate our professional association and its 60 years of existence. Overall, the total concept and criteria for the champions’ contest was Josh Rhoades’ idea. Our chapter took his idea and ran with it. Invitees included the past 28 bid calling champions since the contest was begun in 1980, and 20 of the 28 champions registered for and participated in the competition including: • • • • • • • • • • John Lindley – 1980 Harry Anderson – 1983 Robert Clinton – 1984 Kerry Pae – 1986 Larry Lefever, Sr. – 1987 David Yearsley – 1988 Ken Hansell – 1990 Sherman Hostetter, Jr. – 1992 Michael Fortna – 1993 Gerald Pennay, Jr. – 1994 • • • • • • • • • • Nevin Rentzel – 1995 Sherman Allen – 1996 Frank Trunzo – 1997 John Rutt II – 1998 Randy Betton – 2001 Ryan Groff – 2002 H. Brent Souder – 2003 Matthew Hurley – 2004 B.J. Jennings – 2005 David Conley – 2007 Championship Contest Judges Six chapter secretaries from the PAA served as judges for the competition and rated the following categories: • Clarity and articulation; • Salesmanship and attitude; – continued, page 32 1-800-577-6801 • The Keystone Auctioneer - 31 2008 PAA CONFERENCE PAA Champion of Champions Contest and Trophy continued from page 31 • • • Professional appearance Ease of listening pleasure Overall general impression Unique Trophy Idea The idea behind the “40’s” style “pill” microphone was to tie it to the era, 60 years ago, for the 60th anniversary of the Pennsylvania Auctioneers Association. The microphone on the trophy is actually a restored RCA 77C1. After searching for weeks for a decent used one, and the deadline looming, I found a gentleman in Indiana who restores these and sells them from his home. It is actually an empty body that could be fitted with all the original guts to make it a working microphone (the empty body is more affordable!). This is the same microphone seen on Larry King Live, numerous talk shows and music videos. I felt the gavel was so overdone and the “gold globs” trophy stores sell would not cut it for a group of people who take pride in selling originals. The concept and carrying out of the first-ever Champion of Champions event also lent itself to require a special trophy, even though auctioneers of the 1940’s probably didn’t use a mic frequently. When I pitched this idea to Southeast Chapter member Jon Hummer (our already appointed MC for the competition), we sketched a concept of the body of the trophy with its three-tier look, which was like a square wedding cake with a microphone on top), on the back of a lane schedule (from the Manheim Auto Auction). I decided to have black plates with chrome letters to match the microphone, and the rest is history. Our chapter sold PAA 60th Anniversary hats and shirts to raise funds for the event. Additionally, each contestant received, compliments of the Southeast Chapter, a white oxford buttondown shirt embroidered with the 60th Anniversary Conference logo on the chest and Champion of Champions Contestant designation on the back. Nevin Rentzel Named Winner Following the appearance of more than a few tense moments, pacing back and forth and nervous conversation and laughter, the contestants queued for their chance to achieve the Pennsylvania champion of champions bid caller by selling three items consecutively. When the competition was over, there were three names announced … Sherman Hostetter, Jr. of Beaver Falls was the second runner-up, Kenneth Hansell of Perkiomenville was the first runner-up, and Nevin Rentzel of York was chosen as the Champion of Champions bid caller in Pennsylvania for 2008. Congratulations to Nevin and to all contestants in the PAA Champion of Champions competition! PAA Auctioneer Champions 1980 1981 1982 1983 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 John Lindley Richard Moyer Mark Rohaly Harry Anderson Robert Clinton James Gibson, Sr. Kerry A. Pae Larry Lefever, Sr. David Yearsley Ed Miller Ken Hansell Bradley Smith Sherman Hostetter, Jr. Michael Fortna Gerald Pennay, Jr. Nevin Rentzel C. Sherman Allen 32 - Spring 2008 • www.paauctioneers.org Prosperity Reading Pleasant Unity Georgetown Ottsville Pottstown Harrisburg Quarryville Kemblesville York Perkiomenville Brogue Beaver Falls Annville Hop Bottom York Conneaut Lake 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 Frank Trunzo John Rutt II Thomas Abruzzese Mark Ferry Randy Betton Ryan Groff H. Brent Souder Matthew S. Hurley B. J. Jennings Tim Rocco David Conley John M. Hess Apollo Ephrata Bath Latrobe Greensburg Manheim Sellersville Greencastle York Haven McKean York Manheim 2005 2006 2007 2008 PAA Rookie Auctioneer Champions Phil Grosh York Haven Matt Hostetter Beaver Falls Kylee H. Reeder Beaver Falls Michael Morris Elizabethtown 2008 PAA CONFERENCE PAA Advertising/Marketing Contest Winners 2008 One Color: Personal Property/Estate Liquidation Rentzel’s Auction Service Multi-Color: Real Estate & Personal Property Combined Barry S. Slosberg, Inc. Specialty: Commercial/Industrial Real Estate Hurley Auction Co., Inc. One Color: Farm Equipment Rentzel’s Auction Service Personal Property/Estate Liquidation (non-commercially produced) Hurley Auction Co., Inc. Specialty: Newspaper Display Hurley Auction Co., Inc. One Color: Residential Real Estate Shamrock Auction Service One Color: Collectibles/Antiques Fortna Auctioneers One Color: Real Estate & Personal Property Combined Shamrock Auction Service Multi-Color: Personal Property/Estate Liquidation Yoder & Frey Auctioneers, Inc. Multi-Color: Farm Equipment Rentzel’s Auction Service Multi-Color: Residential Real Estate Fortna Auctioneers Farm Machinery & Equipment (non-commercially produced) Shamrock Auction Service Specialty Catalogued Auction Shamrock Auction Service Auction Firm Promotional Fortna Auctioneers Residential Real Estate (non-commercially produced) Shamrock Auction Service Stationery Fortna Auctioneers Farm Real Estate (non-commercially produced) Robert W. Zogorski Real Estate Collectibles/Antiques/Specialty (non-commercially produced) Barry S. Slosberg, Inc. Business Card Thomas Saylor Auctioneer Internet Website Fortna Auctioneers Photography Tim Keller, Keller Auctioneers Multi-Color: Farm Real Estate Hurley Auction Co., Inc. Real Estate & Personal Property Combined (non-commercially produced) Rentzel’s Auction Service Multi-Color: Collectibles/Antiques Rentzel’s Auction Service Specialty: Commercial/Industrial Fortna Auctioneers BEST OF SHOW Roan Auctioneers Judges: Kathleen Pratt, Pratt Marketing Group, Part-time HACC Faculty, and Diane Mauro, Assistant Professor of Marketing, HACC Faculty WIRELESS PORTABLE PA SYSTEMS MIPRO 101, 101A & 404 MEGA VOX PRO-LIBERTY BEHRINGER EPA-40 & 800 SEILER VA 25 & VA 80 (weighs only 4.2 lbs.) 1713 Rt. 522 N., Lewistown, PA 17044 Phone (717) 248-0867 LONG RANGER 1/2 MILE HAILER XTREME-BELTPACK BLASTER (units with rechargeable batteries some systems with 16 channels) REPAIRS – PARTS – BATTERIES – CHARGERS ALL POINTS SOUND CO. 951 South 14th Ave., Lebanon, PA 17042-8852 (717) 270-4555 or (717) 222-6191 CHANGEABLE LETTER SIGNS FOR SALE 1-800-577-6801 • The Keystone Auctioneer - 33 2008 PAA CONFERENCE Advertising Recommendations for Future Contests by John Ensminger and Charlene Caple, Central Chapter Advertising/Marketing Contest Co-Chairs 2008 * Don’t crowd information or make your ads too “busy” and hard to read or unreadable. * Verify all information before printing. * Please check for spelling errors!! * Create bold or underlined headings for categories CONGRATULATIONS to all of the winners in the 2008 PAA Advertising and Marketing Contest!! Thank you to all who entered. With 27 categories and well over 100 entries, Pennsylvania auctioneers proved the cream of the crop always rises to the top. Competition was sharp and keen to say the least. What a job for the judges!! We wish to thank Kathleen Pratt and Diane Mauro, Marketing Professors from the Harrisburg Area Community College. They did a tremendous job. We also asked them to provide us with feedback regarding the contest and tips for advertising after judging and reviewing all the entries. rather than a run-on paragraph with long lists, so that types of items stand out (i.e., separate glassware, furniture, etc.) * DON’T TYPE YOUR AD IN ALL UPPER CASE LETTERS – THIS FORMAT IS HARD TO READ. * Be consistent with the logo and/or name of the auction company. Use the same color, font letter style, and placement for every ad. * Make sure pictures are sharp and clear. * If pictures are on the back of the flyer, make sure it directs customers to the back of the piece. * If a two-color ad is possible, make the headline a color that stands out, such as bright blue or red on white. Overall feedback: Both judges felt that the contest was well organized and had great participation from members. They enjoyed looking at all the different ads. Advertising Tips: * Use more white space. If a lot of information is necessary, use a larger sheet of paper – 11 x 17, instead of 8-1/2 x 11. GOOD ADVERTISING DOES NOT COST … IT PAYS!!!! 2008 PAA Conference Speakers Listed here for your information and future reference are the names and addresses of all speakers and participants in the 2008 Annual PAA Conference. Decorated Stoneware David Cordier Cordier Antiques & Fine Art 2151 Market St. Camp Hill, PA 17011 717-731-8662 [email protected] Equipment Auctions & Appraisals Michael Hunyady, CAI, ASA Hunyady Auction Co. 1440 Cowpath Rd. Hatfield, PA 19440 215-361-9099 [email protected] Booking Your Next Auction Tommy Williams, CAI Williams & Williams 5705 E. 121st St. Bixby, OK 74008 918-369-0472 [email protected] Product Roundtables Silver and Silver Markings Barry S. Slosberg, ASA, CAI Barry S. Slosberg, Inc. 2501 E. Ontario St. Philadelphia, PA 19134 2150783-0215 [email protected] Gold Wood Recognition & Identification Internet Auction Legislative Update Real Estate 101 Randy A. Betton Randy A. Betton Auctioneer 25 Nottingham Dr. Greensburg, PA 15601 724-837-7948 [email protected] Robert Ensminger, GPPA Ensminger Auctioneers 3557 Elmerton Ave. Harrisburg, PA 17109 717-652-4111 [email protected] Matthew S. Hurley, CAI, AARE Matthew S. Hurley Auction Co. 2800 Buchanan Trail E. Greencastle, PA 17225 717-957-9100 [email protected] Diamonds Kenneth Hansell, Jr., CAI 923 Kulp Rd. Perkiomenville, PA 18074 267-640-2201 [email protected] Selling with Personality – Why Behavioral Selling Works Early Photography Kimberly Hemingway, GG 816 Layfield Rd. Perkiomenville, PA 18074 215-541-4025 [email protected] Robert Goldstein [email protected] Internet Auction Legislative Update Joann C. Slosberg [email protected] Early Prints H. Brent Souder, CAI, GPPA Sanford Alderfer Auction Co. 501 Fairgrounds Rd. Hatfield, PA 19440 215-393-3000 [email protected] 34 - Spring 2008 • www.paauctioneers.org Robert H. Clinton, CAI, CAGA PO Box 29 Ottsville, PA 18942 610-570-2488 [email protected] Jay Layman Capital Associates, Inc. PO Box 1085 Harrisburg, PA 17101-1085 717-234-5350 [email protected] Rep. Mark Keller PA House of Representatives HB 202086, Rm. 5EW Harrisburg, PA 17126 717-783-1593 [email protected] Phil Wesel 112 Ridgewood Circle Downingtown, PA 19335 610-202-7872 [email protected] John Schindell Institute for Motivational Living 3307 Wilmington Rd. New Castle, PA 16103 800-779-3472 [email protected] Using the Internet to Enhance Your Live Auctions Ellen Miller Cordier Antiques & Fine Art 2151 Market St. Camp Hill, PA 17011 717-731-8662 [email protected] 2008 PAA CONFERENCE PAA sponsors generously help to underwrite cost of annual conference For those who were unable to attend our conference in January, you missed a golden opportunity to visit with our conference sponsors. Our sponsors have made considerable contributions to the PAA and are again thanked for their part in making our 60th Annual Conference a success. Some of those sponsors also advertise in our magazines and directory. When you are shopping for services you purchase in your everyday business transactions, please make sure these folks are on your short list for consideration. E.R. Munro & Co. is the “go to” company for providing bonds for PA auctioneers. They also provide insurance services tailored specifically for auctioneers. Last year the PAA switched all our insurance coverages to Munro and saved over $350. I just changed my business liability policy at a savings of more than $300 with double the amount of liability protection. Antique Week (DMG Media) has been a solid contributor to the PAA over the years. They distribute a weekly antique, auction and collectibles newspaper in regional and national editions and have a far-reaching circulation. I have advertised in this publication and have received excellent results over the years. Pearson Insurance Agency has returned for the second year as a conference sponsor. Maureen’s primary emphasis is on dental and health insurance for individuals, sole proprietors and groups. Life, disability and long-term care policies are also available. Last year I asked for a quote on health coverage, and she provided about 20 different plans to choose from. Alderfer Auction Co. goes above and beyond in support of the PAA and the auction profession. Our past presidents, Auctioneers of the Year, and the PAA Hall of Fame are loaded with members from the Sanford Alderfer Companies. They are always willing to help! Rounding out the list of our Platinum Sponsors are the Central and Northeast Chapters. As always, their support is appreciated! 1-800-THE-SIGN, a gold sponsor, provided all conference signage, including eye-catching hanging vinyl banners. Their auction signs are quite impressive and reasonably priced. Generic signs can be used over and over. Our newest gold sponsor and PAA partner for a myriad of financial services is Wienken and Associates. They will provide auctioneer-specific employee benefits, business planning, financial planning, investment management, estate planning, trust/philanthropic services, and charitable giving. Allen Carr is one of this group’s executives. I have known Al for 30 years and can attest to his good character. He was also the chairperson of the Mennonite Relief Fund Quilt Auction for many years. Many thanks to these sponsors for the major support to the PAA. And thanks to our other sponsors, Northwest Chapter, Southeast Chapter, Lancaster Farming, Harry Bachman, Hunyady Auction Co., Hurley Auction Co., Nevin Rentzel, Jim Young, Jim Clayton, Rittenhouse Auction Co., Lesh Auction Co., and Olen Knecht. You have all helped make our 60th Anniversary Conference a success! -by Bob Ensminger PAA Treasurer PA Farm Show 2009 Pennsylvania State Farm Show will be held in Harrisburg January 10-17, 2009. The PAA Bid Calling Auctioneer and Rookie Competitions will be held Wednesday, Jan. 14. For more information, visit http://www.agriculture.state.pa.us/farmshow 1-800-577-6801 • The Keystone Auctioneer - 35 AUCTION INDUSTRY NEWS Enlightening, Engaging and Extremely Exceptional Things to Know About Stuff You Sell Favrile - Favrile iridescent glass is a type of art glass patented in 1894 by Louis Comfort Tiffany. The iridescent effect of the glass was obtained by mixing different colors of glass together while hot. The trade Blown favrile glass, name Favrile was 1896-1902, Louis derived from Comfort Tiffany an Old English word, fabrile, meaning handcrafted (or ‘French’ as per the reference in the Louis Tiffany biography, but means the same). Favrile glass is distinguished by brilliant or deeply toned colors, usually iridescent like the wings of certain American butterflies, the necks of pigeons and peacocks, the wing covers of various beetles. In 1865, Tiffany traveled to Europe, and in London he visited the Victoria and Albert Museum, whose extensive collection of Roman and Syrian glass made a deep impression on him. He admired the coloration of medieval glass and was convinced that the quality of contemporary glass could be improved upon. In his own words, the “ … rich tones are due in part to the use of pot metal full of impurities, and in part to the uneven thickness of the glass, but still more because the glass maker of that day abstained from the use of paint.” Tiffany wanted the glass itself to transmit texture and rich colors and as such developed Favrile. Gustav Klimt – Gustav Klimt was an Austrian symbolist painter who was a controversial figure in his time. His work was constantly criticized for being too sensual and erotic, and his symbolism too deviant. Klimt’s work is distinguished by the elegant gold or coloured decoration. Today, they stand out as the more important 36 - Spring 2008 • www.paauctioneers.org paintings ever to come out of Vienna. Perhaps his most notable work is The Kiss,” shown below in left column. Faberge. The House of Fabergé is a jewelery firm founded in 1842 in Imperial Russia, famed for designing elaborate jewel-encrusted Fabergé Eggs for the Russian Tsars. Since January 2007 the Fabergé brand has been under the ownership of Fabergé Ltd. In 1885 Tsar Alexander III commissioned the House of Fabergé to make an Easter Egg as a gift for his wife, the Empress Maria Fedorovna. Its ‘shell’ is enameled on gold to represent a normal hen’s egg. This pulls apart to reveal a gold yolk, which in turn opens to produce a gold chicken that also opens to reveal a replica of the Imperial Crown from which a miniature ruby egg was suspended. Although the Crown and the miniature egg have been lost, the rest of the Hen Egg as it is known is now in the collection of Victor Vekselberg. The tradition of the Tsar giving his Empress a surprise Easter Egg by Carl Fabergé continued. From 1887 it appears that Carl Fabergé was given complete freedom as to the design of the Imperial Easter Eggs as they became more elaborate. According to the Fabergé family tradition, not even the Tsar knew what egg form they would take: the only stipulation was that each one should contain a surprise. The House of Fabergé completed 54 Imperial Eggs for Alexander III to present to his Empress and for Nicholas II to present to his mother, the Dowager Empress Maria Fedorovna and his wife, the Empress Alexandra Fedorovna. Of these, 42 have survived. The eggs for 1917 were never completed but have been discovered in recent years. The House of Fabergé also stocked a full range of jewelery and other ornamental objects. There were enameled gold and silver gilt, as well as wooden photograph frames; carved hardstone figures of people, birds and animals; vases of flowers crafted in hardstones and precious metals, some perhaps enhanced by precious stones; gold and silver boxes; desk sets and timepieces. On November 27th, 2007, the Rothschild Fabergé Egg was auctioned at Christie’s for $16.5 million. The Rothschild Fabergé Egg became the highest price ever paid for a Russian jewelry item, as well as the most expensive jewelry clock in the world to date. It is one of the few eggs that was not made for the Russian Imperial family, and has remained in the Rothschild family since 1905(see photo in middle column). Bas-relief. A Bas-relief, French for “low relief,” derived from the Italian basso rilievo, or low relief, is a sculpture which is not free-standing or in the round, but has a background from which the main elements of the composition project. Basrelief is very suitable for scenes with many figures and other elements such as a landscape or architectural background. A basrelief may use any medium or technique of sculpture, but stone-carving and metal-casting are the traditional ones. If more than 50% of most rounded or cylindrical elements, such as heads and legs, project from the background, a sculpture is usually considered to be “alto rilievo” or “high relief,” although the degree of relief within both types may vary across a composition, with prominent features such as faces in higher relief. The advantage of the natural contour of the figures allows the work to be viewed from many angles without distortion of the figures themselves, but the background depth is only suggested. There is a continuum of the bas-relief technique into the next category, altorelievo, or high relief. AUCTION INDUSTRY NEWS The perpetual consumer question regarding auctioneers … bid rigging, false bidders, cappers or puffers The following email was received by the PAA office recently, requesting our input and interpretation; as always, the PAA does not offer legal opinions but does attempt to respond to consumer questions to the best of our ability. “Can one please tell me if this practice (refer to published Terms and Conditions below) is acceptable, and how it differs from ‘rigging the bid?’ I have been to many, many auctions, and it has been my experience that if the reserve price is not met, then it is a ‘pass.’ Please advise if this is normal practice?” ”TERMS AND CONDITIONS... All items in the auction will be sold with reserve, if a lot is offered subject to a reserve (the confidential minimum price below which the lot will not be sold), the (auction company) may implement such reserve by bidding on behalf of the consignor or owner, whether by opening bidding or continuing bidding until the reserve is obtained, by placing consecutive bids, or bids in response to other bidders. Consignors shall not be permitted to bid on their own items.” Response from Central Chapter Member “This is a tough one. First of all ‘bid rigging’ (in a strict sense) is an activity conducted by buyers to limit competition. Typically, a group of buyers get together and agree not to bid against each other. Later, they may distribute the spoils of their toils amongst themselves with each member of the group realizing the profits of limited competition. I take the question to be false bidders, cappers or puffers (a person employed to bid at an auction in order to raise the prices for the auctioneer or seller) rather than rigging. The Pennsylvania Auction Law says that an auctioneer shall not “knowingly use false bidders, cappers or puffers.” But extenuating circumstances exist, in that this practice is disclosed in the terms and conditions so that all buyers are aware of the practice. But in actuality, the seller is bidding up to the reserve amount if there is only one interested bidder. eBay – the great wonder of the online auction community – engages in this practice. In an undisclosed reserve price auction on eBay, if a party’s max bid is less than the reserve, the bidding is advanced to party’s max bid. If the party really wants the item, he can bid again and eBay will advance the bid to the maximum bid or to the minimum set by the seller which ever is lower. Other bidders are free to make offers but if there are no other bidders and the reserve price hasn’t been met, the item will not be sold. If the one bidder meets the seller’s minimum, the item will be sold. Now, things are about as clear as mud. The PA auction law says thou shalt not knowingly misrepresent and thou shalt not knowingly use false bids, cappers or puffers. On one hand a practice is used, but it is not misrepresented because the practice is disclosed to all parties. An auctioneer may have a lot of wiggle room under PA law and could present a convincing argument to the State Board of Auctioneer Examiners and probably has favorable grounds for appeal if he does not like the decision of the auction board. My opinion (although not a legal opinion) is that we must look beyond PA auction law to the Uniform Commercial Code. If the auctioneer declares an item as SOLD, even though the reserve price was not met – he may have used a false, ‘house’ or seller’s bidder number – he could be in a world of hurt. There are several ways an auctioneer can declare an item as sold without specifically declaring “sold”. He could ‘drop the hammer” or strike the podium with a gavel, declare a buyer by instructing the clerk to record a bidder number, or some other means that the auctioneer typically uses to indicate an item was sold. If he declares NO SALE, PASS or simply moves on to the next item, there is clear indication the reserve price was not met. (All auctions are considered to be with reserve unless specifically stated otherwise.) There are a lot of other ‘ifs’ and ‘buts’ that I could go into, so here is the bottom line. There are good arguments on both sides of this issue. A challenge of the law could be costly and time consuming to both sides. In the meantime, the practice has been disclosed, so bid accordingly.” Southeast Chapter PAA Response “I tried not to respond to this email, but after reading some of the responses, I feel compelled to throw in my two cents. My first impression of this “Terms and Conditions” statement is that someone got confused at auction school with reserves and absentee bids. The procedure they describe perfectly describes how to handle an absentee bid, when there is a reserve, until live bids expire. The law is very clear that we should not bid items up, whether it is disclosed or not. In fact, disclosing it in terms or email is incriminating to all, in my opinion. It would be one thing to witness this and try to figure out what happened, and another to spell it out in your terms and conditions and blatantly do it on auction day. I would have to say it is not “normal practice.” It is my practice to simply say pass or no sale if an item does not meet reserve. I don’t think ebay advances the bid to meet reserve price, either. You can see many items “reserve not met” with no or very low bids when you view expired or sold items. I will also add, how we handle these situations on our own is our business, and we personally take responsibility. How we respond to questions posed – continued, page 38 1-800-577-6801 • The Keystone Auctioneer - 37 AUCTION INDUSTRY NEWS Eye Exams for Auctioneers As an auctioneer, you may take many health issues for granted, including your vision and eye health. It’s important to have checkup eye exams on a regular basis to determine any eye problems. Regular exams are critical for detecting: • Glaucoma • Age-related macular degeneration (AMD) • Cataracts • Hypertensive or diabetic retinopathy * How often should you have an eye exam? Here’s what the American Academy of Ophthalmology recommends: • Ages 20-29 – at least once during this period • Ages 30-39 – at least twice during this period • Ages 40-64 – every 2-4 years • Ages 65 and over – every 1-2 years * Retinopathy is a problematic eye situation stemming from two very common health issues – high blood pressure and diabetes. In addition to causing heart and kidney problems, untreated hypertension can also affect your eyesight and cause eye disease. Hypertension can cause damage to the blood vessels in the retina, the area at the back of the eye where images focus. This eye disease is known as hypertensive retinopathy, and the damage can be serious if hypertension is left untreated. Diabetic retinopathy occurs as a result of high blood sugar and can cause blindness if left untreated. This condition affects people with diabetes who have high blood glucose, or sugar, over a prolonged period of time. Too much blood glucose can destroy the blood vessels in the back of the eye, preventing the retina from receiving the proper amount of nutrients it needs to maintain vision. The retina is a light-sensitive nerve tissue at the back of the eye. As light enters the front of the eye, the retina coverts the light rays into electrical impulses that travel along the optic nerve to part of the brain called the visual cortex. The brain then combines images sent from both eyes to interpret them as a single, three-dimensional image, allowing us to perceive depth and distance. Without the retina, the eye cannot communicate with the brain, making vision impossible. World Wide College of Auctioneering to Celebrate 75th Anniversary World Wide College of Auctioneering, Mason City, IA, will celebrate its 75th anniversary on August 15, 2008, with a full day of events scheduled. World Champion Auctioneer Ralph Wade will give a free bid calling seminar in the morning. An auction to benefit children receiving treatment for cancer at St. Jude Children’s Hospital will be held in the afternoon. In the evening there will be food, fun and fellowship. For more information and a complete schedule of events, go to www. worldwidecollegeofauctioneering. com or call 800-423-5242. World Wide has trained over 35,000 auctioneers in its 75-year history. It figures. Q. What do bulletproof vests, fire escapes, windshield wipers, and laser printers all have in common? A. All were invented by women. The perpetual consumer question regarding auctioneers... continued from page 37 to us, about situations like this should be based on law and require a legal opinion, which is better left to lawyers, not auctioneers.” Auctioneer from Lehigh Valley area: “Differs from bid rigging as bid rigging is an activity among bidders to “fix” the bidding in their favor. Bidding on behalf of the seller to reserve is acceptable so long as it is disclosed - and in this case it is. 38 - Spring 2008 • www.paauctioneers.org This is common. I have used same in real estate.” Response from Auctioneer in Northwest PA: “I agree with the first answer above for the most part. It is interesting that eBay’s process was also brought into the discussion, although eBay does not repeatedly enter the seller as a bidder until the reserve is met. Only those bids from bidders other than the seller are received and registered to drive the price to the reserve and beyond. As I understand it, in a reserve auction, the seller is permitted one, and only one, reserve bid. It seems that by repeatedly entering a bid for the seller until the reserve is reached, whether disclosed in the terms or not, does expose the auctioneer to claims that the seller had more than just one reserve bid.” AUCTION INDUSTRY NEWS PEANUTS OR PROFIT by Steve Proffitt, Attorney-at-Law I am blessed to work for two of the finest gentlemen in auctioneering: Dennis Kruse at Reppert School of Auctioneering (Auburn, IN), and Forrest Mendenhall at Mendenhall School of Auctioneering (High Point, NC). These men and their schools are tops, and it’s a privilege to be associated with such professionals. Auction school is an exhilarating time whether you’re a student or a teacher and I love working with the new minds that will eventually drive our industry. They are a joy to work with and they are always hungry to learn. When I speak about professionalism, I emphasize that auctioneers are not professionals because they’re auctioneers. The label, “auctioneer,” or a paper license, never made anyone a professional. Auctioneers become professionals only by working honestly and ethically to be the best that they can be, not sometimes, but all the time. And with top performance should come top pay. Years ago when I was a new lawyer, I was taught professional work commands professional fees. “If you don’t value your work, Steve, no one else will,” my mentor advised. That was good advice then, and it’s good advice now. Professions and industries attract and keep the best people by rewarding their efforts with the best pay. If this doesn’t occur, practitioners will abandon their fields to go elsewhere and earn their economic worth. This is not only natural, it’s required when it comes to supporting modern families. People show the same appreciation for money when it comes to spending. We all want to save a buck where we can. That’s why folks commonly shop for commodities (i.e., groceries, gasoline, office supplies, and other staples) on the basis of price. But who goes shopping for the cheapest dentist in town … a bargainbasement cardiologist … or the economy model trial lawyer? That would be about nobody! So why are auctioneers’ services shopped so hard and valued so low? The answer is simple – we did it to ourselves. Worse yet, we’re still doing it. I’ve never known of an auctioneer making too much commission, but I frequently see them suffer for making too little. The public believes auctioneers make easy money – hold a microphone, chant, and the cash rolls in. We know differently. The only thing easy about an auctioneer’s money is spending it. As hard as auctioneers work for their dollars, that hasn’t deterred many from continually under pricing their services. These auctioneers do a dollar of work for a dime of reward and make little or nothing for their expertise and labor. Much of this “give-away” auctioneering originates with those who could care less about professionalism. These fellows routinely quote bottom-dollar commissions just to get work. Of course, their sellers then receive what they paid for – sub-par auctions. Unfortunately, auctioneering is so competitive that professional auctioneers frequently get pulled into these price “wars” and respond by cutting their fees as well. This is a serious mistake that leads to auctioneers working more for less, and the inevitable resentment that grows from inadequate compensation. It’s a major problem in the industry today, and it must be cured if auctioneers are to take their place alongside other successful professionals. Adequate commission rates can’t be plucked from thin air and what works for one auctioneer won’t work for all. Like any business, each auctioneer must determine how much income is needed on a job to cover overhead and return a worthwhile profit after considering investment, risk undertaken, work to be done, and the value that will be achieved for the seller. It’s a necessary calculation. So how does an auctioneer convince a seller to pay the full commission the auctioneer wants, as opposed to the discount the seller seeks? By competing on quality factors such as competence, integrity, service, experience, professionalism, and ultimate value – not price. I once heard a North Carolina auctioneer say he has two answers for sellers who want him to discount his commission. First, he explains that the seller’s assets deserve more than a discounted selling effort. To get a first-rate effort, a seller must pay a comparable commission. Second, if the seller refuses, the auctioneer politely declines the auction. He’s content to wait for a better auction that will allow him to do the job right and be fairly compensated, too. Alderfer, Butterfield, Christie, Julia, Skinner, Sotheby, Weschler and other top auction houses are not going to give their services away like a chain store discounts dated merchandise. These upscale auctioneers have positioned themselves to serve a market that will pay premium commissions for premium work. Such fees should be the goal of every auctioneer and, like our colleague from North Carolina knows, no one will ever earn them by discounting professional services to a commodity level. Ask yourself – do you want to work for peanuts or profit? (Steve Proffitt is general counsel of J. P. King Auction Company, Inc. (www.jpking.com) in Gadsden, AL. He is also an auctioneer and instructor at both Reppert School of Auctioneering in Auburn, IN and Mendenhall School of Auctioneering in High Point, NC. This information does not represent legal advice or the formation of an attorney-client relationship and readers should seek the advice of their own attorneys on all legal issues. Mr. Proffitt may be contacted by email at sproffitt@ jpking.com.) Copyright 2008 1-800-577-6801 • The Keystone Auctioneer - 39 NAA IN THE NEWS Structuring the business model for the long haul by Thomas L. Williams, CAI, President, National Auctioneers Association Structuring our businesses and charges in a manner that will be sustainable for the long pull is our most critical business decision. The main street of America is littered with businesses that suffered or are suffering from short-term vision. Long-term business vision is essential, not optional. Compare the business giants K-Mart and Wal-Mart; their business models were almost identical. I think the key to their success, or lack thereof, was their long-term vision. Your ability to become more efficient and hence more competitive in your auction delivery systems from marketing to day-ofsale activities is crucial. Price does dictate success when the client is paying the price. Wal-Mart delivered similar goods for less than the competition. I’m not telling you to cut commissions; I’m telling you to be aware that competition will be coming from every direction, putting pressure on pricing structures. Possibly the greatest pitfall for an auction entrepreneur is the windfall sale where everything seemed easy and very profitable. However, careful examination of the situation points to elements of extreme good luck that led to the huge success. This example is very much like the first-time gambler who hits the jackpot. It looks easy, and bolstered with false confidence the player loses it all back and then some. The normal expected factors usually operating in the marketplace might have taken a day off in this rare instance. When normal expected market conditions prevail, happy often turns to sad. The auctioneers in for the long haul know their business and the product they handle. They know current market trends and all the factors that affect product value. They don’t survive on hype; rather it is the professionalism that can be delivered each and every time that sets them apart. Successful auction businesses are not measured by the last commission check. That is only one of many factors and is well down the list. Number one, by far, will be a successful report card from the client. Every service was delivered as expected and on time. The charges seemed fair, appropriate and, most importantly, exactly as understood on listing day. Your clients and consumers will be your judge and jury. The greatest opportunity offered by the auction profession is the ability to chart one’s own course, to pursue our dreams as individual entrepreneurs. No one has the ideal road map for you. Only you know your ideal path. The ability to chart your course and control your destiny highlights the uniqueness of every auction marketer. You are the decision maker, and your ultimate success rests solely on your decisions. Until next time, give life and your auction the very best you have to offer every minute of every day. 2008 NAA Conference & Show Keynote Speaker Overland Park, KS -The National Auctioneers Association is pleased to announce the keynote speaker for the 59th International Auctioneers Conference and Show, US Navy Commander Scott Waddle (Ret.). In a matter of minutes, Commander Waddle’s life and the lives of his 140 man-crew changed forever on February 9, 2001. What was planned as a routine training session ended in disaster as the USS Greeneville, a Los Angeles class fast-attack submarine, breached the surface during an emergency test run, tearing through a Japanese fishing boat and killing nine innocent people. Commanding the largest naval submarine accident in American history, Cmdr. Waddle was the center of international attention. While many leaders choose to deny or make excuses for their behavior, Cmdr. Waddle stood boldly and took complete responsibility for his actions. Against the advice of his lawyer and the direction of the Navy, Scott followed his conscience. An inspirational leader with uncompromising ethical standards, Cmdr. Waddle and his pursuit of integrity against all odds provides an inspiring challenge to anyone facing difficult choices in life. Cmdr. Waddle will tell his compelling story about his tragic ordeal and the choices that followed. It’s a lesson about integrity, faith, and resilience. Bob Shively Announces Resignation After eight years serving the members of the NAA, Bob Shively announced recently that his last day as the chief executive officer with the NAA will be August 31, 2008. The NAA Board of Directors has expressed their sincere gratitude and appreciation for all his years of service, leadership, and dedication to the association and its members. 40 - Spring 2008 • www.paauctioneers.org According to Tommy Williams, CAI, NAA President, “As a responsible leader, Bob believes it is an opportune time for change in the chief executive officer’s office at the NAA. Bob firmly believes that with new leadership at the helm, a new perspective can be had, as well as the creation of new ideas and innovations to move the association forward.” BUSINESS OPERATIONS Structured Buy – Sell Agreement Can Help Buyer and Seller Alike by Wienken & Associates, Allen W. Carr Sr. and Matthew Kell I’m sure you’ve run into a situation like this before. An individual 65 years old, wants to sell his/her business and has identified two other individuals as the prospective buyers. The current owner stands to receive approximately $750, 000 in cash but is concerned about the potential tax consequences of the transaction. In addition, the seller also is concerned about locking in a source of replacement income, since he/she no longer will have the business profits to draw upon. In such a situation, you might want to propose the concept of deferred compensation as part of a structured and insured strategy for the business acquisition. Instead of simply taking a full purchase price buy-out approach, the parties could elect to make a “structured” proposal that may dramatically reduce the real cost of the acquisition, but that may be even more attractive to the Allen W. Carr Sr., CLU, ChFC, MSFS 717-760-5362 seller. In effect, there would be three components to the buy-sell offer: 1. An agreement to purchase all of the assets of the corporation or perhaps all of the corporate stock for a generous amount of front-end cash, but for less than what the seller would have received if there had been a total lump-sum purchase. 2. A transitional two – or – threeyear employment contract during which the seller is debriefed and his/her customer contacts and business insights are assimilated by the buyer. 3. A retirement income for the seller-individual for a length of time that approximates his/her life expectancy. The up-front cash required has to bear some reasonable relationship to the liquidation value of the balance sheet items. In many instances, we’re talking about cash and accounts receivable. Any fixed assets probably have been aggressively depreciated below their true useful value. What must be taken into account is that the after-tax value of the liquidated firm will increase since the buyer can expect to acquire a new basis in any such fixed assets and will gain downstream tax deductions for depreciation of those fixed assets. Seller becomes employee The two- or-three-year employment contract is a wind down for the seller while the new owner is tooling up. The seller is a critical “employee” at this juncture; hence the payments to him/ her are tax-deductible expenses. The same can be true for the subsequent deferred compensation payments. When you add together all the various components, it’s easy to see Retirement, Estate, Business Planning, and Wealth Management – continued, page 42 Matthew A. Kell, ChFEBC, CFBS 717-760-5371 Dedicated to providing solutions to complex financial challenges unique to Auctioneers Family business specialists, Matthew Kell and Allen W. Carr Sr., have teamed up to offer their expertise in making sound and profitable decisions in the auction business with a focus on: • Estate Planning • Investment Management • Charitable Planning • Employee Benefits • Financial Planning • Insurance Services Allen Carr and Matthew Kell are registered representatives of and offer securities and investment advisory services through MML Investors Services, Inc.ƒ Member SIPC Supervisor Office:100 Corporate Center Drive, Camp Hill, PA 17011 717-763-7365 Insurance offered through Massachusetts Mutual Life Insurance Company and other fine companies 1-800-577-6801 • The Keystone Auctioneer - 41 BUSINESS OPERATIONS Structured Buy – Sell Agreement continued from page 41 that the seller probably will end up with more money than if he/she simply took a lump sum. The actual dollar figures depend upon the facts of each particular case. However, even in the current tax environment that provides a somewhat marginally better rate for capital gains over ordinary income as well as a graduated rate for income taxes, “structuring” might still be more attractive, depending upon the total amount of benefits that will be provided (and over what period of time). The “structural” approach has numerous advantages for the seller, including the potential for a much larger total payout, easy career wind down, income to the age of life expectancy, etc. Of course, against these obvious good things we need to weigh the loss of the immediate gratification of selling the business for one lump sum and being done with it. The other side of the coin (the buyer’s position) is however, just as important. In effect, the buyer can be given an opportunity to get a part or full cost recovery of the purchase price for the business through what we commonly refer to as one of the living benefits of life insurance. Using life insurance Don’t forget, the objective is to improve any structured offer by employing deferred compensation. If properly arranged, we can make cost of the business acquisition disappear entirely- actually making a profit on the funding of the acquisition, adding untaxed profits to the balance sheet (except for potential alternative minimum tax, or AMT, exposure) and prefunding the long pay-out that might be required to reach the seller’s life expectancy. How do you do it? Simple. The business will buy life insurance on the The 11 Commandments of Good Business For those of you who have worked in the auction profession for even a short period of time know how important your buyers and sellers (customers) are. We hope, if you’re not already following these rules, you will try to incorporate and implement them in your auction business. They can only result in increased profits: 1. 2. A customer is the most important person in your business. A customer isn’t dependent on you … you’re dependent on him/her. 3. A customer isn’t an interruption of your work but the purpose of it. 4. A customer does you a favor when (s)he calls you … you’re not doing him/her a favor by serving him/her. 5. A customer is a vital part of your business, not an outsider. 6. A customer is not a cold statistic but a flesh and blood human being with feelings and emotions like yours. 7. A customer is not someone to argue with or match wits against. 8. A customer is a person who brings you his/her wants and needs … it’s your job to fill those wants and needs. 9. A customer is deserving of the most courteous and attentive treatment you can give. 10. A customer is the individual who makes it possible to pay your salary or commission, whether you’re the auction business owner, lead auctioneer in a facility, a clerk, or other auction employee. 11. A customer is the lifeblood of every auction business. 42 - Spring 2008 • www.paauctioneers.org seller and then enter into the deferred compensation agreement with him/her. Needless to say, tax-efficient policies will be utilized. The deferred compensation payments will create a tax deduction to the business, and the death proceeds will be free of ordinary income tax (with some exposure to AMT) when subsequently received. Thus, we have tax-free or minimal tax, inflow to the business and a tax-deductible outflow as the deferred compensation payments are actually made. The prospects for a profit to the business are extremely good. Summary This solution doesn’t work in every case. Still, given the right set of facts, you have the opportunity of proposing a creative strategy that also will result in substantial advantages for both buyer and seller. "6$5*0/4t"6$5*0/4 ("-03& 5)&53*45"5&4"6$5*0/ "%7&35*4*/(-&"%&3 t*/13*/5 t0/-*/& ÀÜÊ9ÕÀÊÕ`iViÊ/`>Þt '"3.BOE%"*3: */$-6%&4 t5IF"VDUJPO(VJEFt5IF"OUJRVF$PMMFDUPS t5IF3VSBM.BSLFUQMBDF XXXGBSNBOEEBJSZDPN 1MBDF:PVS"E*O'BSNBOE%BJSZ "OE7JFX*U0OMJOF'3&&6OSFTUSJDUFE"DDFTT $"--'03"4".1-&$01:"/%3"5&4 "-"6$5*0/4 0/-*/& &NBJMBVDUJPOT!GBSNBOEEBJSZDPN 5IF"VDUJPO(VJEF5IF3VSBM.BSLFUQMBDF &BTU4UBUF4USFFUt10#PYt4BMFN0IJP 1-800-577-6801 • The Keystone Auctioneer - 43 Jeanie M. Crowl, Administrator Pennsylvania Auctioneers Association P.O. Box 299, Elysburg, PA 17824 800.577.6801 [email protected] www.paauctioneers.org Registration ends soon for the NAA C & S in Nashville, July 7-12, 2008. Register now! R EMIN D E R ! If you h addr ave chan e latel ss or oth ged your y, p em er l e a s e let contact i ail nf th know e PAA of o fice .