AboutRichard Sutton Expertise As a direct reservation trader in all aspects of American Indian arts since 1985, I've answered questions regarding cultural property issues, origins of traditional crafts, materials and techniques, collecting, authenticity, symbols and, of course, repairs!
Experience My primary focus is on Southwester American Indian Nations and their people, but I also have experience in Plains and Northeastern traditions, having engaged in active trade and retail since 1985 and study for most of my life.
Publications I was a guest on Fox Network "Lifestyles" program, during the 1990s, to discuss how to tell forgeries, and authenticating jewelry as Native American work. I have also written extensively for our website, www.kivatrading.com and our Ebay Store.
Expert: Richard Sutton Date: 5/6/2008 Subject: rugs and pottery
Question I have several pottery pieces and 2 rugs that were bought in the So. West in the early 1900's. I need help in valuing these for an estate sale.
Answer You need an appraisal. It takes an experienced eye to determine the origin, quality and "saleability" of American Indian art, as well as an up-to-date understanding of the condition of the markets and "local" knowledge regarding specific collectors' needs. All considered, this is the best way to maximize your return when selling estate items, no matter which kind they may be.
The first step, is to assemble any "provenance" for each item, that you may find or have access to, including old receipts, travel notes or notes of your own memories of the item. Some things to especially look for are dates, prices originally paid and locations. Specific artist's names, signatures and hallmarks as well as original price tags are all very helpful to an appraiser to determine value. The appraiser will engage in research to find the best market niche for your individual item, and will charge a fee based on either a flat rate or a percentage of the total value. This fee may be negotiable.
By paying an appraiser, you will help create a documented statement of value by a "disinterested" third party with specific knowledge of the genre of arts. This document can be used to provide valuation for insurance coverage, etc.
Next, you should locate the closest respected dealer in American Indian arts, and ge6t their recommendation as to an appraiser. Some dealers also are qualified to appraise value, but your most accurate valuation will often come from an appraiser who does not also sell at retail. One good resource for finding a dealer or appraiser is the Indian Arts & Crafts Association (www.iaca.org) -- an all volunteer association of craftspeople, artists and dealers who promote authenticity and cultural property issues in the marketing of American Indian handmade arts. They can provide a list of member dealer/appraisers in your state.
Another option is to consign the items to one or more auction dealers such as Sotheby's or Christies, offices located in several major cities here and in Europe (which can be beneficial if the items are highly valued examples -- the weak dollar coupled with good interest by European collectors can raise auction results). Both of these houses have special departments for Tribal Arts, and have many years' experience in these areas, both in sales and in appraisal.
One more option would be contacting a domestic auction house that specializes in American Indian arts, such as Col. Doug Allard. (www.dougallard.com) The latter will have several catalogues available online with recent auction results so that you can begin your own research into market conditions. Often auction dealers will fold the appraisal fees into the general auction fees. These vary widely, from 30% to 50% including the premiums, reserve fees, etc. Many of these fees may be negotiated depending upon the object's value.
Finally, you may wish to consign your items to a local dealer. Retail consignment can be an effective way to sell your objects, if the local market is in good shape. Bear in mind, that the dealer will retain up to 50% of the selling price (the normal fee for consignment), so you may wish to discuss whether the retail price will be set by a "Fair Market" reckoning, based upon current conditions, or by what you need to receive as return upon the sale. Make sure that every possibility is discussed, and that you receive a receipt for your items should you choose to leave them. Ask how your items will be protected against loss by theft, damage or fire. Get a statement of insurance in writing.
One last comment bears consideration. We watch market and auction results carefully, as we have been actively engaged in retail sales of authentic work since 1985. The past two years have seen a 25% to 35% decline in results for Southwestern American Indian arts in all but the very highest levels of collector-driven objects. All markets are cyclical, and we've seen this occur before, so it may be the most prudent option to do what research you can, watching recovered prices on auction sites and biding your time until the markets move upwards. Good luck, and we hope this helps you move forward.
