By John F. Kohler, Jr.,  Gateway Gallery  Auction founder/auctioneer/appraiser

As I think back over the history of our business, I think not about the evolution of business or the stories of the items I’ve sold over the years, but rather the history of the relationships that have developed over the course of time.

I spend a lot of hours at the auction and relationships have become very important to me.

The auction business is and has been a rewarding endeavor in meeting people.

I’ve met a lot of people over the years and some of those relationships began during a dire time in someone’s life.

Maybe they had to close a business because it’s not been doing well or maybe they had to sell a farm because their children didn’t want that life, or perhaps they had just lost a parent and were overwhelmed with how to proceed.

In getting to know folks and what they are dealing with, it gives me the opportunity to understand different perspectives, and that’s something I think we really need with all that’s going on in our country today.

Understanding that every client’s situation is different is key in this business.

At this point in time in my generation, it seems we are flooding the market in death and losing loved ones.

Now, you have children and grandchildren who have the responsibility of liquidating estates and that can be challenging. We understand that.

I often tell clients we can pack this house in 10 hours, but if you start packing this house, it may take you 10 days, because you’re going to go to the closet and pull something out and say, “I remember when mom got this” and you start reminiscing and before you know it, the day is gone.

We understand how that happens.

And then there’s the other end of our business where we get to know our buyers.

Why are they here? What’s their goal?

Is it a retired couple who doesn’t want to sit home all day watching TV and decides to enjoy the thrill of the antique hunt or is it someone who is buying items to stock a business or someone who is doing this part-time to earn some additional income?

It can be helpful to learn about these individuals, their perspectives and how they live so you understand how best to meet their needs.

It’s these relationships that, for me, are important because it opens up an opportunity to serve our customers and build a history of good relationships and, hopefully, fond memories.

And that’s the beauty of a small business!