This antiques dealer knows the world’s best markets—here are the tips she swears by

The early bird gets the wares.

Provence and Round Top, as different as they might be, both have a gravitational pull for antique lovers. Their markets bring in serious collectors and dealers looking to fill their shops with sought after finds, as well as design enthusiasts hoping to glean a little bit of the antique expertise by osmosis. 

But, for those who are dipping their toe into these massive markets for the first time, the experience can be overwhelming, even intimidating. There are seemingly miles of vendors and antiques experts speeding their way from booth-to-booth with a Hulken bag of their wares trailing behind. Where do you start? Do you negotiate? How do you figure out which tents or dealers are worth visiting when you’re staring down hundreds and hundreds of possibilities?

To find out, we chatted with Catherine Tassin de Montaigu, an antiques dealer and interior designer who leads trips in both Provence and Round Top. She’s traveled with dealers looking to fill a container with one-of-a-kind furniture and first-timers who are hoping for a guide to help them navigate exactly how to get a piece of furniture home. And there are few people better suited to guide antiques seekers through trips abroad, particularly if they have aspirations of selling their wares when they arrive back stateside—Catherine was an international trade attorney before she dove headfirst into antiques and design.

Here’s what she shares with her antiquing guest, and what she thinks you should know, too.

Know The Cadence Of The Market

Whether you’re headed to the south of France or the hill country of Texas, every market has a different cadence. In Provence, there are markets year-round, but they’re only open on certain days. Catherine notes that while Round Top shows are only three times a year—winter, spring, and fall—they run daily up to two weeks during that time. In Provence, dealers will stock new goods weekly. But, as Catherine explains, “At Round Top, if you want first dibs on some of the most unique pieces, you need to arrive on the first day of each show.

Get Started Early

Antique markets aren’t for those who like to lay about in bed until mid-morning. If you go back day-after-day, you’ll find beautiful things, but, if you’re only there for a short period of time, you want to hit that morning rush before things clear out. “Most antique dealers will tell you the most important tip is to start early. In Provence, you should already be roaming the aisles of a brocante with coffee and croissant in hand by 7 AM,” says Catherine. She notes that many of the open-air markets in the South of France wrap up by 1 PM.

Markets like Round Top give you a bit more flexibility to grab a quick breakfast. Most open around 9 AM rather than with the sun.

Don’t Be Afraid To Negotiate

“While both have very different vibes, one thing they both have in common—you should always try to negotiate a better price. It can’t hurt and most dealers expect it!,” says Catherine.

To set yourself up for success, bring cash. A dealer will almost always be more open to negotiation if there’s cash on the table. Also, time your ask correctly. End of day or end of show, as the dealer is looking at their options—sell for a bit less or pack it up to go home, they may be more willing to lower their best price.

Go With An Open Mind…And An Open Wallet

You can’t predict what the markets will show you on any given day and, even when Catherine goes with a list of what she needs for clients and her own sourcing, it’s impossible to know what she’ll encounter. Sometimes that means going a bit over budget for an item that feels like it’s a once-in-a-lifetime find, even if it wasn’t on your list originally.

“I joke that you have to go antiquing with an open mind and an open wallet,” says Catherine. “ You never know what unique pieces will be available and if you love it, you should buy it then and there. If you don’t, someone else will.”

Build Relationships With Dealers

If you plan on making the pilgrimage to an antique market an annual thing, then Catherine explains that it’s worth building relationships with vendors. She has dealers in both France and Round Top that she knows and trusts, and she uses those booths and shops as her north star when she arrives at the market. She can stop by those places first, letting her get her antiquing legs under her before exploring all of the new (old) pieces the market has to offer.

For the first-timers, you can cultivate these relationships by doing your research online, following dealers on Instagram, and opening up the lines of communications before you arrive. This can give you a familiar face to look for, even as a market newbie.

Understand What You’re Paying For

There are deals to be found at markets—but they may not be as rock bottom low as you would expect. And that’s okay! Catherine explains that you’re not just paying for the item itself, you’re paying for a dealer’s eye and experience. “To understand pricing, it takes years of experience spotting fakes and understanding what characteristics a piece should have for its age,” says Catherine, who notes that she works with her trip attendees to learn how to identify originals versus reproductions. While reproductions can be excellent options, there should be a different price point. 

She also explains that pricing in Round Top is typically higher than what you would find in Provence, but there’s a good reason for the discrepancy. “I always remind clients that those dealers had to pay for travel, shipping, insurance, and now tariffs,” says Catherine. “Those are all costs that you would pay too if you bought directly from Provence, so if you can negotiate a good price in the U.S., you might even come out on top.”

Have A Plan To Get Items Home

Unless you’re coming from somewhere within driving distance, you’re going to have the challenge of figuring out how to get items home. Catherine suggests not waiting until after you’ve made your big purchases to figure it out. Even if you’re not 100% sure you’re going to end up with a marble top dresser, have an idea of the local shippers that are available, how much they cost, and what they’ll need from you to pick up and deliver your shipment. “While Round Top has many shippers available at the various locations, it’s always best to chat with them before you go to get an understanding of what it might cost,” says Catherine. She also explains that some dealers will take care of the logistics for you, but expect to pay a premium for that service.

As for those antiquing at the markets abroad, you may need to pull in an expert. Catherine says, “You should try to consult with someone who has done it before and start the conversation with on-site ‘transporters’ at least a few weeks before you arrive.” 

Consider Going With A group

Whether you’re a first-timer or a seasoned market veteran, Catherine recommends considering going with a group, both for the logistics and the fun of attending with built-in friends. She explains, “Both can become overwhelming pretty quickly given the size and schedules of various shows or brocantes. If you have been before but have never shipped items home or want better pricing, I would highly recommend going with a group or consulting with a guide.”

Read the original article on Southern Living