From Inventory to Influence

Trends in Antiques

Just like in fashion or home decor - there are trends in antiques. And those trends often follow the runway. Make sure to be aware of what's hip, what's cool, what's new and what's next.

Pick up the occasional copy of Vogue and shelter publications. such as Architectural Digest or Elle Decor to see whats being featured in interiors. - and take note of which interior designers are leading the pack.

Make sure to follow those leading interior designers on Instagram to not only familiarize your eye with their style but also to give you an opportunity to sell to them. Interior Designers LOVE discovering new dealers that their competitors are not already sourcing from. So if you know a certain designer always uses Gustavian Clocks this knowledge allows you to slide into the DM's with that designer and pitch then your inventory. Send a DM and tell them... "It just so happens I have a great clock that made me think of you. It's on sale.. for sell for $1800"

If they don't respond, don't worry! Don't take it personally. They are busy. Next time you have something they might like, let them know again. Just like with traditional advertising where they say a consumer needs to see a brand at least 3 times before they remember it - connecting on social media also takes time for a designer to take notice and remember you.

Now - don't just follow the trends - set the trends.

When stocking inventory for their store antique dealers need to think smart. They have to be strategic. They need inventory with a good profit margin - inventory that is unique - and also visually represents their style.

When you follow the trends it can be difficult to make the right profit on selling antiques - but when you set the trends - you set the pricing model.

When taking clients on our antiquing buying tours I often speak about the gentrification of antiques. You know how the artists move into a certain low-cost neighborhood and make it cool... then the real estate in the area increases in price because suddenly everyone wants to go where the artist are? In the interior design world that's what you as an antiques dealer have the opportunity to do. You're a style maker. You're a cool hunter. You're a trend setter.

So - Follow Your Nose. Be a Truffle Hunter. Take a chance on something that you think is cool.

TV personality Mark Hill from BBC's Antiques Roadshow divides his time between London and Berlin. While shopping a flea market in Berlin he fell in love with Fat Lava pottery. He brought the pottery back home with him to Britain and the rest history.

Look at lower priced items - or items that have fallen out of fashion - and see if you can reinvent the way we see them. Perhaps they need repurposed or simply juxtaposed with a different back drop than traditionally seen. When you mix it up you have the opportunity to make certain inventory cool again simply by how to stage it!

You can listen to additional information on this topic on the Business of Antiques podcast Season 2: Episode 6 Cool Hunter James Gooch.

Remember antiques dealers are the arbiters of style- what they sell, interior designers buy, and home décor trends emerge.

Homework: Be the Trendsetter

Step 1: Study the Market

• Pick up a current issue of Vogue, Architectural Digest, or Elle Décor.
• Flip through and note 3 antiques (or antique-inspired items) you see featured.
• Write down which interior designers are being highlighted and what styles they’re promoting.

Step 2: Curate Your Feed

• Choose 5 leading interior designers to follow on Instagram.
• Observe their style. What antiques do they gravitate toward? What’s repeated in their projects?

Step 3: Build Connections

• Identify one designer’s “signature item” (ex: Gustavian clocks).
• Search your inventory (or sourcing list) for something they’d love.
• Draft a DM you could send that feels personal and specific: “I thought of you when I found this…”

Step 4: Practice Cool Hunting

• At your next market, look for 3 overlooked or lower-priced items that could be staged in a fresh way.
• Write down how you would reframe them (repurposing, unusual pairing, or a new backdrop).

Step 5: Reflection

• Ask yourself: Are you following trends or setting them?
• Write 2–3 sentences on how you can position yourself more as a trendsetter in the antiques world.