Summer 2016 eGavel in PDF - Michigan Auctioneers Association

Summer 2016
Midwest Auctioneers
Roundup
June 15-16, 2016
Shipshewana, Indiana
Register Now!
The PURE Experience
NAA
NAA Conference
Conference 2016
2016
in
in Grand
Grand Rapids,
Rapids, Michigan
Michigan
Auction Contracts
What you’re doing wrong
Time is Money
How to save both!
Avoid One Issue Negotiating
A Dangerous Situation
Super
Super Summer
Summer Slam Down
Bid
Bid Calling
Calling Championship
Championship
&& Kids
Kids Auction!
Auction!
June 15, 2016
Shipshewana, Indiana
Register Now!
Midwest Auctioneers Roundup * Shipshewana, Indiana
Viewing Instrucions: If you ind that some secions are too small to read easily... Go up into your VIEW menu at the top of
your screen and scroll down to zoom, or even turn on the “View at Full Screen” opion. These are just a few of the simpler opions
available. Plus, don’t forget you can also print the document. A Digital Publicaion of the Michigan Aucioneers Associaion. www.
FindMichiganAucions.com, Email: [email protected]
Featuring The Super Summer Slam Down Bid Calling Championship!
Wednesday, June 15, 2016
9:00 AM ~ Golf Outing
2:00 PM ~ Clay Shoot
Shipshewana Auction!
6:30 PM ~ Welcome Party, Fun Auction, Kids Auction, Exhibits
& Networking Fun!
* Super Summer Slam Down Bid Calling Competition!
Thursday, June 16, 2016
8:00 AM - 3:00 PM ~ Exhibits Open!
Seminars!
11:30 AM Exhibitor/Sponsor Recognition Luncheon
3:30 PM ~ MAA Board of Directors Meeting
*All Times/Events are subject to change.
Calling ALL Bid Callers!
Show up in Shipshewana this June for the roughest Bid
Calling contest hosted anywhere. Ever. We don’t care
who you are, what you’ve won before, or how fancy your
shoes are. You get two minutes to sell what ya’ brung.
Bring your own items, bring your own Ringmen, and you
better bring your A-game. Have what it takes to be the
best?
Who Can Enter? Anyone. Period. No Restrictions. You
must pay the registration fee for the Midwest Auctioneers
Round-Up, and the contest entry fee.
Hotel Info...
Farmstead Inn & Conference Center
370 S. Van Buren St, Shipshewana, Indiana
260-768-4595
Hotel Reservations must be made BEFORE May 31, 2016
Single/Double Room Rates:
Tuesday or Wednesday Night: $99
Thursday Night: $89
What is the format? One round. No questions. Just
straight up bid calling.
Special Requirements? Casual attire and a hat. No
fancy suits, spit polished shoes, or fear of a ight.
Prizes: Cash payouts up to the top 5 inishers. Trophy
and bragging rights to the Slam-Down Champion.
**Prices do not include state & local taxes
For Reservations, Call 260-768-4595
Group Name: Midwest Auctioneers Roundup
Room Block Cutoff: May 31, 2016
*Please contact hotel for policies
Get More Info & Register at
www.MidwestAuctioneersRoundup.com
June 16, 2016 * Speakers
Scott King, CAI, AARE, ATS
Principal, Executive Vice President, J.P. King
Gadsden, Alabama
June 16 * 8:30 AM - 10:00 AM
Scott is a 4th generation auctioneer. He graduated World Wide College of Auctioneering in 1980. Over
the years, Scott has taught at AARE, CAI, Conference & Shows and state associations. He currently
serves on the AARE Specialty and Membership Task Force committees, and is an instructor at the
CAI and is on their Panel of Examiners for Class III business plans. Over the last 34 years, Scott’s
direct sales efforts have been instrumental in the irm listing and selling over $2 billion of property at
auction. As Executive Vice President for J. P. King, Scott’s corporate responsibilities include sales force
training and management and oversight of the irm’s institutional advertising and public relations.
Lessons from Granddad
In this session Scott shares many of his family’s advanced auction strategies passed down over a 100 years- 4 auctioneer
generations- relating to running a live auction, both from the auctioneer and ringman’s point of view- all to make the auction bring
more money and reducing the seller’s risk. The session includes topics: Negotiating and securing opening bids from the bidders
prior to the auction and creating bids during the auction- both from the loor. How to establish a bidder’s Price Range and then use
it to sell the bidder into bidding during the auction. How to “hold an opener” and then how to increase the average selling price
when using the Bidder’s Choice Method, and many other practical, yet timeless auction strategies.
Chuck Haarer
Shipshewana Trading Place
Shipshewana, Indiana
June 16 * 10:30AM - 11:30 PM
Chuck has been involved with Shipshewana Auction for the past 40 years. He has worked in most
areas of the business over the years, always, from the start (1975), with the Misc. & Antique Auction.
He is currently managing the Shipshewana Antique Mall (since 1998), as well as the weekly misc. &
antique auction. He enjoys the auction business, buying and selling antiques, riding bike, traveling
with his wife and playing with the grandchildren.
An Inside Look at the Shipshewana Flea Market & Auction
The Shipshewana Auction is a unique auction experience. Six to ten auctioneers simultaneously
auction antiques, vintage collectibles, architectural salvage, industrial, refurbished and other
miscellaneous items in the Shipshewana Antique & Misc. Auction Building. Every week they draw attendance from all across the
country moving from ring to ring catching the best deals on every type of merchandise you’ve ever imagined. Attend this session
for an inside look to how it all works.
Joseph Saine
Joseph Saine Toy Soldiers
Rossford, Ohio
June 16 * 1:00 PM - 3:00 PM
Joseph has been an auctioneer for 25 years and selling toys and pop culture items for 35
years. He specializes in toys, toy soldiers and pop culture. The most expensive toy he’s
ever sold was a toy boat for $52,500, dating from the 1890’s, although he has sold well
over a dozen toy boats in this price range. Joseph has written 4 chapters Of the “Collecting
Foreign Toy Soldiers” by Richard O’Brien and has been Senior cataloger for the “Old Toy
Soldier Auction Company” for 7 years. He is a regular ixture at the Old Toy Soldier Show,
the Chicago Toy Show and the Allentown PA Toy Show. Joseph’s toy shop is full of high
quality manufactured toys prior to 1950, with the emphasis on items 1890’s through 1940.
They include Toys made in Europe and America and Japanese toys post WWII including Toy Soldiers, Toy Boats, Wheeled
vehicles, Early German Tin, Cast Iron, Whimsical Wind Ups, Pressed Steel Trucks and more. Joseph is a member of the Antique
Toy Collectors of America, Still Banks of America Club, Mechanical Bank Collectors Club, Toy Soldier Collectors of America and
the National Auctioneers Association.
TOYS IN THE ATTIC: Understanding & Selling Vintage Toys
Never before in the history of our association has a world renowned expert in vintage toys given a presentation to our practitioners.
This will also mark the irst time that Mr. Saine has agreed to provide such a seminar. Saine will be discussing a historical overview
of toys dating back to the 19th century to around mid 20th century. Customized with the professional auctioneer in mind, Saine
will provide helpful tips on how to recognize counterfeit vintage toys from authentic versions. You will also learn his perspective
on how to properly catalog and market vintage toys for auction.
www.MidwestAuctioneersRoundup.com
Aucioneers: always writen contracts
by Mike Brandly, The Ohio Aucion School
This is a blog I thought I never would have to write.
That’s because I thought every auctioneer knew this, and such writing would be largely
uninteresting; however, I have been convinced of the contrary.
We previously wrote about the 29 things that should be in a contract between an auctioneer
and seller (known also as owner or consignee) here: https://mikebrandlyauctioneer.wordpress.
com/2012/08/20/the-29-things-that-should-be-in-an-auctioneers-contract-with-a-seller/
In that “29 things” blog, I noted at the bottom of that treatise:
“It’s probably worth saying again … every auctioneer — with every seller — every auction —
every time — and prepared by an attorney for that auctioneer to use.”
In other words, don’t work as an auctioneer (hired by a seller nor another auctioneer) unless you have a written contract
in place outlining your agreement. Further, some states mandate that such a contract is in place citing penalties for
noncompliance.
Why enter into a written contract if your jurisdiction doesn’t mandate one? Because without it, misunderstandings occur
— for instance, you think you’re being paid $1,000 for your contract auctioneer services, and yet at the end of the night,
you get a check for $500.
And why is it prudent to not enter into a written contract every time? There are really no reasons … if you’re working as
an auctioneer hired by someone else and don’t have a meeting of the minds about that work, what’s that reason?
Some states not only mandate a written contract, but also certain contract components are required — such as date of
auction, location of auction, all fees, type of auction, etc. In jurisdictions without such requirements contracts aren’t hard
to ind; an attorney can prepare, or an online search can produce a reasonable sample to use/modify.
Using a written contract? Good; make sure it’s compliant and up-to-date. Not using a written contract? You’ve got
something to get resolved today.
Mike Brandly, Auctioneer, CAI, AARE has been an auctioneer and certiied appraiser for over 30 years. His company’s auctions are located at: Mike Brandly, Auctioneer, Keller
Williams Auctions and Goodwill Columbus Car Auction. His Facebook page is: www.facebook.com/mbauctioneer. He is Executive Director of The Ohio Auction School.
The 29 things that should be in an aucioneer’s contract with a seller
by Mike Brandly, The Ohio Aucion School
All auctioneers and all auction
sellers — no matter the
auction — should enter into a
written contract outlining their
agreement.
Every time, no exceptions.
This contract (and the particulars
of such) may be mandated by
state law.
Every auctioneer is advised to
seek legal counsel and have that attorney draft a compliant
auction contract for their speciic circumstances, business
structure, market area and jurisdictions.
Nevertheless, we propose that these twenty-nine (29)
provisions constitute the minimum of any auctioneer
contract:
1. The date of the agreement
2. The owner of the property to be sold or the owner’s
agent, and the name of the auctioneer
3. The court or public authority overseeing this auction
and case number, if applicable
4. The date and time of the auction or a termination date
of the contract or agreement
5. The location of the auction
6. A description of the real or personal property to be sold
7. The terms and conditions of the auction
8. A statement indicating whether the auction is a reserve
auction or a without reserve auction
9. All of the fees to be charged the seller by the auctioneer
and/or paid by the auctioneer, which shall include
commissions, rentals, advertising, and labor
10. A statement afirming if a buyer’s premium will or will
not be charged, and if so, in what speciic manner and
how any buyer’s premium collected will be disbursed
11. A statement indicating where and how the auction will
be advertised
12. A statement afirming if and how sales tax will be
charged, and who is responsible for collection and
disbursement
13. A statement indicating if proceeds of the auction are
provided the seller immediately following the auction, or
if an escrow account is utilized
14. A statement indicating if interest is earned on any
escrowed funds, how that interest is disbursed
15. An explanation of the settlement of the auction that
includes when/how settlement will be made
16. A statement establishing the responsibility for bad
checks, debts, and unpaid auction items
17. A statement establishing a policy regarding any property
which doesn’t sell at the auction
18. A listing of all liens on any property being sold, including
all lien holders, contact information, and all amounts
owed, and a description of the manner in which these
liens will be satisied
19. A statement of the auctioneer’s policy regarding
absentee bidding
20. A statement indicating if the auction is (a) live only (b)
online only (c) live and online, or other format as noted,
and associated costs/fees herewith
21. The names of all online providers being utilized for this
auction, if applicable
22. A statement of the auctioneer’s policy concerning the
auctioneer and/or auctioneer’s staff bidding at the
auction
23. The auctioneer’s license number, if applicable
24. Afirmation that the auctioneer is bonded, or part of
a state managed recovery fund, and the associated
coverage
25. A statement indicating if this property will be the only
property sold at this auction, or if other owners’ property
will be sold at this same auction
26. A statement noting the names, and license numbers if
applicable, of all other auctioneers who will be assisting
in the selling this property at auction
27. A statement indicating who is responsible for insuring
the property through title transfer
28. An afirmation that this auction will comply with the
UCC 2-328 as adopted by the state where the auction
is being conducted, or agreed-to jurisdiction
29. An afirmation that the auctioneer will retain a complete
accounting and ile concerning this auction for 5 years,
or per state law, as adopted
There are generic auctioneer-seller contracts available from
auction supply houses and the like; we suggest something
much better and here’s why.
Such contracts are largely incomplete and noncompliant,
especially in the approximately 25 license states in the
United States, the various business structures auctioneers
operate within and considering the litigious society in which
we live.
It’s probably worth saying again … every auctioneer — with
every seller — every auction — every time — and prepared
by an attorney for that auctioneer to use.
Mike Brandly, Auctioneer, CAI, AARE has been an auctioneer and certiied appraiser for
over 30 years. His company’s auctions are located at: Mike Brandly, Auctioneer, Keller
Williams Auctions and Goodwill Columbus Car Auction. His Facebook page is: www.
facebook.com/mbauctioneer. He is Executive Director of The Ohio Auction School.
www.FindMichiganAuctions.com
Avoid One Issue Negoiaing by John Hamilton
I’d be speaking the obvious if I reminded you that negotiating is typically a matter of give
and take, offer and counter offer. We’ve all been there and done that.
What we might be missing out on is the ability to get the best deal possible because of how
we might allow the negotiating issues to become limited. As the title of this tip shares, we
should avoid negotiating over just one issue. Without planning, most negotiations default
to that state.
One issue negotiating almost always - no, I’ll say ALWAYS produces a win-lose result.
When there’s only one issue on the table, for one party to gain an advantage on that
issue, the other party has to yield or make a concession.
On the other hand, if there are multiple issues, one party could gain on one while their
opponent gains on another. Each party tends to be a hard bargainer on issues they value
heavily, while they’re willing to make concessions on other issues they may not value so
heavily.
That’s all theory, to this point, so how does one actually avoid single issue negotiating. It’s as simple as being alert to
the beneit of having multiple issues and being creative in introducing multiple issues.
Example
A fellow is out to purchase a new appliance. The one issue that’s most obvious is the price. Our fellow wants a low
price. The store manager wants full price. A gain by one only is possible by a loss by the other. That’s win-lose at
its core.
Our keen fellow recognizes that limiting the negotiations to just price is something to be avoided. So, as he drives to
the store he diligently seeks to identify other issues to add to the discussions (negotiations). What would you suggest
he consider?
Our fellow has identiied a few, including:
1. delivery of the new appliance (which might be an extra cost item),
2. the removal and disposal of the old appliance (another extra cost possibility),
3. extended warranty (almost always an extra expense), and
4. purchasing another item at a signiicant discount (quantity discount).
There certainly can be others.
Now when the bargaining begins between our key fellow and the store manager, they’re not just negotiating price, but
other items come into play. Without the other issues, the bargaining would proceed quite quickly to the highest price
our fellow would pay and the lowest price the store manager would accept. Heading to an impasse or a ‘cave in’ very
quickly.
Don’t forget that beyond the price and ancillary issues, our fellow can always ask for the ‘courtesy discount’ or ‘repeat
customer discount’ (if that applies) and he can ask, “What do I have to do to get a better price on this item?” One is
often surprised at what their opponent inds valuable and what they’d like from a customer.
So what’s your next negotiation going to be? Will it be a major purchase where extra issues might be easily identiied?
Or will it be a family negotiation with a teenager where you have to be creative to inject additional issues.
Even if the extra issues don’t result in a major price concession by your opponent, at least you’re in a position to gain
some other items of value and be assured that you did achieve the best deal possible. Isn’t that always our goal?
Whatever the situation, good negotiators know that limiting negotiations to one issue is a dangerous situation and
creative efforts should be made to add other items to the bargaining list.
TIME IS MONEY – The MAA’s CPM program can save you both!
by Jack Guza, Execuive Director, Community Papers of Michigan
With spring and your busy auction season upon us, Community Papers of Michigan (CPM)
welcomes the opportunity to serve your advertising needs. We are pleased to announce
that we just about doubled the amount donated to MAA in 2015 than we did in 2014, as a
direct result of more MAA members purchasing our advertising packages. I believe we can
far surpass the 2015 amount this year as we have added an additional package for MAA
members.
We are pleased to continue to offer our Michigan MegaMarket Statewide Classiied
Network that features our advertisers’ messages in over 1.5 million copies of highly-read
local newspapers and shopping guides delivered to homes across the state each week.
We are continuing to provide a $20.00 discount off of the regular $249.00 per-ad, per-week
pricing, and in addition, for every 25-word classiied purchased, CPM donates $40.00 back
to MAA to help fund their great work. ALSO, for every 3 ads you purchase in this network,
you earn 1 FREE statewide classiied ad! Keep in mind that these ads are best for large
live and online auctions with specialty items or large equipment that buyers will travel across
the state to take part in. In particular, irearms; antiques; collectibles; classic cars; farm equipment; coins; and other
items that have a broad appeal, do well with these ads. You will want to feature a few key words and drive readers to
your website for a complete listing of items, photos and details of the auction. It’s also important to note that if you were
to take the time to contact each publication that features our statewide classiied ads and place the same size ad in each
publication, the retail value is over $1,200.00, not to mention the amount of time it would take and the added work and
expense of multiple invoices you would encounter.
New this year, CPM has launched our Display 5 Buy + The State program. These deeply discounted advertising
packages provide 5 display ads in 5 different publications plus 1 statewide classiied ad for ONE LOW PRICE! You
can choose from three different sizes of black & white display ads: eighth pg.; quarter pg. or half pg. packages and
also receive one statewide classiied ad. Once you choose your size, you then choose ive of the seventy participating
publications from our membership to feature your display ad in. You can also purchase any number of additional same
sized display ads for a listed per-paper price. We have had a lot of positive comments about these packages and have
already begun selling them. Due to the rock bottom pricing of these packages, CPM will donate $20.00 of each sold
package to MAA.
Both of these pre-paid advertising options can help drive more people to your auctions this year. In addition, we take the
hassle out of advertising by placing the orders for each publication; providing a proof to you and handling all individual
billing to our members and provide you with one invoice with a line item description of what you purchased to present to
your clients – It doesn’t get any easier than that!
Only Members of the Michigan Auctioneers Association qualify for these deep discounts. For more information, contact
the MAA Ofice at 616-785-8288.
#AucionsWork!
The Michigan Aucioneers Associaion’s Aucions Work Campaign is promoing Aucions Worldwide!
The MAA has many member beneits & discount programs!
Michigan Aucioneer Municipal License Guide
MAA members have access to a comprehensive guide of nearly 800 pages
of local regulaions and licensure in Michigan pertaining to the Aucion
Industry.
Oice Depot Oice Max
Save big money with this new MAA Discount Program!
Community Papers of Michigan
CPM is pleased to ofer a discount to MAA Members.
Constant Contact Email Markeing
The MAA has secured extra discounts for MAA Members over many “other”
programs out there!
Send Out Cards
MAA Members get access to this great contact management program with
Send Out Cards.
TSYS Merchant Soluions
MAA Members get discounted rates with TSYS on your Credit Card
Processing.
Discounted Faxing
MAA Members can take advantage of online faxing and save $3 of published
rates with this program.
Members Only Discussion Forum
MAA Members are able to share ideas, ill staing needs and network with
other MAA Members on the MAA Members Only Discussion Forum on
Facebook.
Contact the MAA for more info about these programs!
*Several of the MAA’s Member Discount programs also provide residuals to the MAA, which is used to promote aucioneers in Michigan! Get great
deals and help promote your industry all in one! Not a Member? Join TODAY to get access to these great programs!
Not a Member? Join Today!
www.FindMichiganAuctions.com