Million Dollar Handshakes in the Rare Coin Industry

Posted by Jeff Garrett on the Numismatic Guaranty Corporation Weekly Market Report …..

In the rare coin industry, a coin dealer’s word is one of his most valuable assets.

Around this time of year my bank requires an annual review of my credit line. They want my last two years of tax returns both personally and corporately. I need to provide a detailed personal financial statement and information about recent activity in my company.

The information is reviewed carefully, and hopefully, sometime in July, my credit line will be renewed. This is an annual occurrence, and this is with a bank that I have been with for over thirty years! I have actually had the same checking account number for the same time period. You would think they trust me by now.

handshake11 Million Dollar Handshakes in the Rare Coin IndustryContrast this with the credit environment at a typical coin show or auction. I can safely state that I could easily do a million dollar deal with credit involved on a handshake. No messy paper work, financial statements, or tax returns involved.

My thirty years in the business counts for much more in the numismatic industry than it does with a financial institution. A coin dealer’s word is one of his most valuable assets.

Many rare coins deals involve large sums of capital and the parties need to know they can trust one another. The coin business is quite large but most of the long term players know one another. The same can be said for many long time collectors. I would have no problem sending a $25,000 coin to someone I have dealt with for years.

Credit in the coin business is a very important part of the industry. When Heritage Auctions conducts a $50,000,000 sale, much of that business will be done on terms. Years ago the standard in the industry was to get 30 days interest free to pay for auction purchases. In recent years, that has been modified by most companies to 15 days interest free or 45 days for a 1% fee. The auction companies typically pay consignors in 45 days, so they are picking up an extra point in fees. Every little bit adds up when selling hundreds of millions each year at auction.

Years ago, most auction houses were pretty loose with credit. This had predictable consequences and many auction houses lost considerable money when the market would decline. Bad credit from customers is one of the reasons I exited the auction business 25 years ago. From what I can tell, the auction houses have all become more sophisticated and they monitor credit much more carefully. This can be a huge task when conducting a large sale. The credit manager at Heritage has my deep admiration.

garrett Million Dollar Handshakes in the Rare Coin IndustryAny collector purchasing large amounts of coins needs to understand how credit in the numismatic industry works. I have seen more than a few passionate collectors purchase coins on credit cards when they felt they absolutely had to buy a certain coin.

More than a few had to pay the credit cards back in installments with huge fees attached. These same collectors could probably have purchased the coins from dealers with credit terms if they had asked. It would pay for any serious collector to establish credit well in advance with dealers who specialize in the material they collect. This way they can pull the trigger with less financial pressure when that “must have” coin shows up.

Occasionally, when a blockbuster auction sale is conducted, the company will suggest to the consignor that extended terms be offered to preferred customers. Although the market for rare coins is quite large, auction companies feel that by offering extended terms, dealers and collectors might bid more aggressively. It is not unusual to see terms of 30, 60, and 90 days offered. This means you will owe 1/3 in 30 days, another 1/3 in 60 days, and the final payment due in 90 days. Remember, these terms are only offered to rock solid clients, and if you are interested in this sort of arrangement you should contact the company well in advance of the sale.

A few times in the past there have been major sales with absolutely no credit involved. This is usually at the request of the consignors who have no interest in having an issue with getting paid. I remember bidding in the 1982 sale of the Eliasberg Collection conducted by Bowers and Merena.

The economy was on the rocks and many dealers and collectors were having financial issues. There was no credit extended and you were required to have a letter of credit from your bank just to bid. When Dave Akers sold the Pittman Collection in a series of sales in the 1990s, it was on a cash and carry basis— no credit extended. Both sales did well in spite of these restrictions, but that is definitely not the norm.

Another issue that seems to come up quite often is asking a dealer to accept your check during a coin show. At every convention, I have absolute strangers coming to my table to buy coins. Many want to pay by check. Our company policy is to accept personal checks, if we are provided with a solid reference.

Hopefully, this reference will be on the bourse floor for a quick check. Luckily, our casual acceptance of checks has been quite successful over the years. So far we have not experienced a loss from bad checks. One aspect that gives me some comfort when accepting checks, is that local law enforcement usually takes bad checks very seriously. Prosecutors will put someone in jail for writing a bad check. They will not, however, help you if you have offered any credit terms. Regardless of the amount, this would be a civil offense, and your only recourse is in the courts. No fun there!

As most long term players in the numismatic industry can tell you, the business is a close knit group. If someone goes bad, the word spreads quickly. Unfortunately, there are a few bad apples in the business and everyone does their best to avoid them. The coin business is forgiving however, and it’s surprising how some guys have deep financial troubles and a few years later are back in the thick of it. Years ago the dollar amounts were much smaller than today. I predict that many more in the industry will begin to adopt more rigid financial controls. The auction companies have already started this process and others are sure to follow.

Collectors should work to establish themselves in the industry. This will save considerable money and provide more acquisition opportunities. Even the richest collectors can sometimes have trouble moving money around for a purchase. Most rare coin companies will work with you if you have prepared in advance. Some may even offer generous terms cost free, if asked. The business is competitive, and credit is just one aspect of any transaction. The next time that really cool coin shows up, you might reconsider how you pay for it!

About Jeff Garrett

jeff garrett Million Dollar Handshakes in the Rare Coin IndustryJeff Garrett, founder of Mid-American Rare Coin Galleries, is considered one of the nation’s top experts in U.S. coinage — and knowledge lies at the foundation of Jeff’s numismatic career. With more than 35 years of experience, he is one of the top experts in numismatics. The “experts’ expert,” Jeff has personally bought and sold nearly every U.S. coin ever issued. Not a day goes by that someone doesn’t call on Jeff Garrett for numismatic advice. This includes many of the nation’s largest coin dealers, publishers, museums and institutions.

In addition to owning and operating Mid-American Rare Coin Galleries, Jeff Garrett is a major shareholder in Sarasota Rare Coin Galleries. His combined annual sales in rare coins and precious metals — between Mid-American in Kentucky and Sarasota Rare Coin Galleries in Florida — total more than $25 million.

Jeff Garrett has authored many of today’s most popular numismatic books, including Encyclopedia of U.S. Gold Coins 1795–1933: Circulating, Proof, Commemorative, and Pattern Issues100 Greatest U.S. Coins;and United States Coinage: A Study By Type. He is also the price editor for The Official Redbook: A Guide Book of United States Coins.

Jeff was also one of the original coin graders for the Professional Coin Grading Service (PCGS). He is today considered one of the country’s best coin graders and was the winner of the 2005 PCGS World Series of Grading. Today, he serves as a consultant to Numismatic Guaranty Corporation (NGC), the world’s largest coin grading company.

Jeff plays an important role at the Smithsonian Institution’s National Numismatic Department and serves as consultant to the museum on funding, exhibits, conservation and research. Thanks to the efforts of Jeff and many others, rare U.S. coins are once again on exhibit at the Smithsonian Institution’s Museum of American History. We urge everyone who visits Washington, D.C., to view this fabulous display.

Jeff has been a member of the prestigious Professional Numismatic Guild (PNG) since 1982 and has recently served as president of the organization. In 2009 and 2011, Jeff ran successfully for a seat on the Board of Governors for the American Numismatic Association (ANA), the leading numismatic club in the world. He plans to run for ANA vice president in 2013.

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NGC was founded in 1987, and for coin grading, its opening heralded the introduction of a new standard of integrity. From the beginning NGC focused on only one objective, a standard of consistent and accurate grading. As NGC has grown to become the leader in third-party grading services, we have maintained a steadfast and uncompromising commitment to this standard. The knowledge, integrity and dedication of NGC's team of grading experts ensures you a level of grading consistency unparalleled among grading services. This record of consistency, built over the years, has helped to foster greater stability throughout the rare coin marketplace.

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