How I Use eBay
Article originally published in eBay's Antiques Newsletter in December 2003.

When norwinda opened her small antiques store in Epsom, N.H. in 1976, she never dreamed she'd one day be selling antiques all over the world.

Six years ago her computer programmer son urged her to create a web page. She was skeptical about the prospects for selling antiques on the Internet but was encouraged by the results. Then her son suggested she try eBay. Still skeptical, she decided to give it a try and thus became one of the pioneers on eBay in the antiques category.

The very first listing opened her eyes and broadened her horizons. One item was won by a Japanese bidder. Another piece went to Canada and a third to Alaska. A short time later she closed her doors and opened shop full time on eBay.

Today she sells antiques of every kind, from pianos and Victrolas to Mission-style furniture. After decades of out-of-state dealers coming into New England to pick over the region's estate sales and auctions, the local supply of fine antiques has slowed to a trickle. But she's made up for it by acting as a broker for two dozen sellers who travel around the country and as far away as Europe and South America to bring back prized items for sale.

The market for these antiques continues to grow, especially in recent years as so many people have focused their energies on feathering their nests and, in the process, come to appreciate the enduring value of fine antiques.

"The stuff you buy new from big furniture stores is like buying a new car--it starts depreciating the moment you buy it," says norwinda. "With antiques, you can almost guarantee you'll get your money back and then some."

The growth of the antique category on eBay has provided more competition, but norwinda says she's succeeded by emphasizing quality over quantity. The first thing you notice about norwinda's listings is the incredible amount of detail and care taken with each item she puts up for sale. A spectacular Black Forest-style furniture set she listed recently, for example, featured no fewer than 162 photos, music and an elaborate description of the entire set and its provenance.

"When you're selling fine antiques online, you owe it to the buyers to provide the most information you can," she says. "I'm a big believer in accuracy and completeness."

norwinda could probably sell most of her items on the basis of her carefully crafted descriptions alone. The colorful language and florid prose engages the reader while also revealing the passion with which she approaches her business. Although many of her listings are consignment items from other dealers, it's obvious that she takes a real interest in every item she sells.

She also takes great care in showcasing her items with high-quality photography. By staging each item to look like it might in someone's home and carefully choosing backgrounds and props, her images present every item in the best light.

The result is pieces that sell themselves. Though she generally uses reserve prices, most of her listings generate heated bidding. The Black Forest set, for example, garnered 29 bids and a final selling price of $55,000.

The reach of eBay has made her friends all over the country--and the world. Last year she listed a 19th-century German rosewood piano, complete with built-in candle holders. The piano was found in England. The winner of the listing on eBay had it shipped to Abu Dhabi in the United Arab Emirates where it's displayed prominently in a room overlooking the street. Visitors frequently ask how a German piano found in England and sold in America made it to Abu Dhabi. The answer is eBay.

One of the more unusual and endearing aspects of norwinda's business is her one-of-a-kind delivery service. For buyers who want to save a lot of money--and can wait a few extra weeks--her daughter, Wendy, will deliver your item personally. Each month Wendy loads up the truck and starts a cross-country journey dropping off items to winning bidders along the way.

It can be grueling work, but it's earned her a network of friends across the country, many of whom offer to put her up. Still, there are times when Wendy wishes her mother had chosen another field.

"She came home from one trip and said, 'Mom, can't you start selling jewelry instead?'" says norwinda with a laugh.