Fair’s Fair “For Book Lovers”

The side of the book business of primary interest to me – the used books business – seems to be being taken out of the hands of the people who picture themselves as the truest of the book lovers, the hobbyists who set up a shop because they love books and then, for the mostpart, sit in their shops reading books and wait for the customers to come in.

Several years ago I had another book dealer, who had previously worked for me, for some unknown reason say to me “I am in the book business because I love books but you are in the business because you love money.” I was shocked and said to him “You worked for me – what did I ever do to indicate to you, in any way, that I love money?” He then said “Well, maybe it is just that I got the impression you love business more than books!” My response was “I think you got me! I do love studying the book business and trying to figure out how to improve not only what we do ourselves, but the book business in general. There is still the thrill of looking through the thousands of books we are exposed to every year and deciding which ones to buy but that is something I can teach others to do reasonably well. I so believe that what we are doing is worthwhile that I am intent upon learning how to operate this business as efficiently as possible and then expanding upon it to serve more and more customers – that is what has captivated me. So, I think you are right, I do love the business aspect of books more than the books themselves but I also know the people who love books are more important than either books or business. Without them nothing else works.”

*** Loving books, for someone in the book business, is not enough.

The hobbyists, as a group, have contributed much to the world of books as we now know it. Over the years they have saved thousands and maybe millions of books from being thrown into the nearest garbage can and lost forever. They also served as a fount of knowledge for the people who happened to find their shops because they knew a great deal about many books and were not usually shy about expressing the opinions they had formed. Many of them developed a loyal customer base and often they served as a customer’s first introduction to the possibility they could buy books at bargain prices. 

*** A book dealer’s best interests (and those of his customers) are best served by his being alert at all times to all that the customers are saying. They will tell you what to buy both specifically and generally. If a book dealer is not open to buying books on an every day basis they are missing opportunities to get the books their customers will buy. It is also extremely important to have some way of tracking sales in each and every genre. 

As more and more customers became aware of the used books business some of the used books dealers began to realize the commercial possibilities of the business but still very few of them adapted and seized the opportunity even though it was right there in their hands. Sitting in your own shop reading books and enjoying conversations with wonderful people has its own rewards. 

*** But … there is quite often a huge difference between book buyers and people who are willing to engage in long conversations. Potential customers who may not be aware of your shop will stumble across you accidentally – but once they enter they are there hoping to find a book or several books. All your preparatory work to make a good first impression must be done in advance.  

A useful attitude might be to approach the customer with the idea they are there to teach us something.  If the right questions are asked, often enough, of enough people, there is a strong possibility we can keep abreast of where the book business is and where it is going. 

Saying hello is common courtesy and should never be forgotten or overlooked except when the busyness of the business makes it impossible or awkward.   

Hopefully some of this is of some help.