Option 1: Renting a Dealer Table
Selling as a dealer puts you in control of pricing and presentation. Here's what to expect:
Table Costs:
- Small local shows: $40-75 per table
- Regional shows: $75-150 per table
- Major conventions: $200-500+ per table
What You'll Need:
- Display cases or binders for cards
- Price labels or tags
- Card supplies (toploaders, sleeves, team bags)
- A cashbox and ability to make change
- Square/PayPal reader for card payments
- Business cards (optional but professional)
Pros:
- Keep 100% of sale price
- Set your own prices
- Build customer relationships
- Learn the dealer side of the hobby
Cons:
- Upfront table cost
- Full day commitment
- Need enough inventory to justify table cost
- Must handle all sales and negotiations
Option 2: Selling to Dealers
Don't have time for a table? Walking the floor and selling to dealers is faster and easier:
How It Works:
Bring your cards organized and priced. Approach dealers whose inventory matches what you're selling. Expect to receive 50-70% of retail value - dealers need margin to profit.
What Dealers Want:
- Clean, organized cards in protective holders
- Recent sales data to back up your prices
- Cards that match their customer base
- Willingness to negotiate
Best Cards to Sell to Dealers:
- High-value singles ($50+)
- Complete sets
- Graded cards (PSA, BGS, SGC)
- Vintage cards in good condition
- Popular current players
Cards Dealers Often Pass On:
- Common base cards
- Heavily damaged cards
- Obscure players
- Bulk lots without organization
Pricing Your Cards Correctly
Proper pricing is crucial for successful sales:
Research Before the Show:
1. Check eBay "Sold" listings for actual sale prices
2. Use 130point.com for historical eBay data
3. Check COMC, Sportlots, and other marketplaces
4. Consider PSA/BGS population reports for graded cards
Pricing Strategies:
For Your Own Table:
- Price 10-15% above your minimum acceptable price
- Leave room for negotiation - buyers expect it
- Use round numbers ($5, $10, $25) for easy transactions
- Consider "lot pricing" for bulk (3 for $10, etc.)
Selling to Dealers:
- Know your bottom line before approaching
- Expect 50-70% of eBay sold prices
- Higher value = higher percentage offered
- Rare cards command better margins
Presentation Matters
How you present cards affects what buyers will pay:
For Tables:
- Organize by sport, team, or player
- Use quality display cases for high-end cards
- Price everything clearly
- Keep cards protected from handling damage
- Have a "sale" section to attract traffic
For Selling to Dealers:
- Pre-sort by value tiers
- Use toploaders for anything $5+
- Bring printed comp sheets for expensive cards
- Have a quick summary of what you're offering
The 10-Second Rule:
If a buyer can't quickly find what they want or see a price, they'll move on. Make it easy for them.
Negotiation Tips for Sellers
When you're on the selling side, negotiation dynamics shift:
At Your Table:
- Greet everyone who stops
- Be ready to explain your pricing
- Have responses ready for lowball offers
- Don't take negotiations personally
- Bundle deals move inventory faster
Selling to Dealers:
- Start slightly high (but reasonable)
- Be prepared to walk away
- Hit multiple dealers to compare offers
- End of show = desperate buyers AND sellers
- Consider partial trades plus cash
Red Flags to Watch:
- Buyers who won't show ID for big purchases
- Dealers who pressure you to decide immediately
- Anyone disparaging your collection aggressively
- Offers that seem too good to be true
Frequently Asked Questions
How much can I realistically make selling at a card show?
It varies widely. Dealers with premium inventory can gross $1,000-5,000+ at major shows. First-timers with modest collections might make $100-500 at local shows. Subtract table costs and you have your profit. Most successful sellers treat it as a long game, building repeat customers over time.
Do I need a business license to sell at card shows?
Requirements vary by state and show. Many small shows don't require licenses, but technically you should report income and pay applicable taxes. For occasional selling, you're likely fine. Regular dealers should consult a tax professional and check local regulations.
What's better: eBay or card shows for selling?
Each has advantages. eBay reaches more buyers but charges 13%+ in fees. Card shows have no selling fees (just table cost) and you get paid immediately. For high-value cards, shows often yield better prices due to in-person trust. For common cards, eBay's larger audience may be necessary.
Should I grade my cards before selling at shows?
For cards worth $100+ raw, grading often increases value more than it costs. The PSA/BGS slab provides authentication and protects the card. For cards under $50, grading rarely makes financial sense unless you're building a personal collection.
How do I handle lowball offers?
Stay calm and professional. Politely counter with your actual minimum or explain why the card is priced as is. If they persist, it's okay to say "I'll have to pass at that price." Never let one difficult buyer ruin your day.
Ready to Find Your Next Card Show?