How to Sell Antique, Vintage and Classic Cars and Trucks.

Selling a collectible vehicle can be difficult and you should therefore
expect to spend some time and money in the effort. If you expect top dollar,
you must first prepare yourself and the vehicle for showing and then
implement a well thought out marketing plan.
Here are some suggestions to help:

1. Your first task is to assure that your knowledge is up to date. You should be an expert on your vehicle and the company that produced it so start by reviewing your reference library and other sources of information. (A good library will also be seen as a huge bonus to buyers.) You might:

• - Subscribe to specialized magazines.
• - Purchase a good historical book on the manufacturer.
• - Purchase documents and books on your specific vehicle.
• - Establish a list of appropriate organizations and car clubs.
• - Establish a list of owners of similar vehicles.
• - Establish a list of available resources on the Internet.

2. Research all aspects of the general market, the appeal for your specific vehicle and all the factors that might affect its sale. For instance:

• - Search the Internet for classified ads, organizations, collectors and museums, then create a list of similar, available vehicles and their asking prices.
• - Use the 'Favorites' function of your browser to set up a file system to organize your newfound links.
• - Decide how your vehicle will compare to others and where it would fit in categories such as 'Excellent/Show', 'Good/Drivable' and 'Poor/Project' condition.
• - Join at least one historical registry. The more the better.
• - Use the Vehicle Identification Number to check the vehicle's history so you know what a buyer might find.
• - Join at least one car club or similar organization.
• - Find some similar vehicles for sale, present yourself as a buyer and note the pros and cons of their approach.
• - Look up the 'Blue Book' value, using one of the many vehicle value guides.
• - Have the vehicle evaluated by a qualified, professional appraiser.
• - Be prepared to share information about your vehicle insurance.
• - Get all the required forms from your state Department of Motor Vehicles.
• - Consider using an escrow company to verify the title and assure payment.
• - Be prepared to give the buyer information about appropriate finance companies.
• - Be prepared to suggest the name of a professional, bonded transportation company.
• - Establish your 'asking price' and lowest limit, and whether or not you will be willing to pay for any of the testing or validations requested by the buyer.
• - Consider environmental influences. For instance, a convertible will be more appealing when the sun is out but a 4x4 truck might sell better with snow on the ground.

3. A good marketing campaign is probably the most important aspect of the sale process so give it a lot of thought, a reasonable amount of time, and some money. This what we suggest:

• - Study the market and create a profile of the anticipated buyer - such as age, sex, education, worth, location, etc.
• - Make sure that your initial research of what's available and the going prices is up to date and accurate.
• - Create a list of potential markets, such as Internet sites, classified ads, car clubs, etc.
• - Study current ads to get ideas.
• - Create signs for the vehicle windows and flyers for local advertising. (This is a free and easy feature of AntiqueCar.com, when you place an ad.)
• - Collect information about how to advertise in areas that fit your profile.
• - Prepare promotional packets with pictures, description, issues, location and price and send them to appropriate clubs and organizations. Include a cover letter that offers a generous incentive for the members to help you.
• - Prepare a portfolio of good quality pictures, appropriate for your buyer's profile. For instance, affluent buyers will expect high quality pictures.

4. Prepare for the first visit and initial inspection.

• - Move the vehicle to an appealing site.
• - Have tools handy, such as a flash light, tire gauge, pliers, screwdrivers, adjustable wrench and rags.
• - Make a list of all the significant, unapparent problems you know of and the approximate cost to remedy them. Be ready to discuss this with buyers.
• - Prepare the above list as a formal document and include a disclaimer such as: "I attest that the above information is accurate to the best of my knowledge but make absolutely no guarantees or warrantees. The vehicle is being sold 'as is' and the buyer assumes all responsibility for its condition upon receipt of the title document." Include signature and date lines for both you and the buyer. (Note: We do not warrant this as a legally binding document. If you want more assurance, discuss it with a lawyer.)
• - Complete the Vehicle Inspection and Test Drive Checklist with the eye of a buyer, so you are prepared to discuss their concerns.
• - Hire a professional mechanic to run a diagnostic test on the engine and evaluate performance.
• - Clean and polish the vehicle inside and out, from top to bottom.
• - Remove everything that does not go with the vehicle.
• - Have copies of your best pictures or promotional packets available for prospective buyers.

5. When the call comes from a prospective buyer:

• - Set up a time and place that will be conducive to discussion and inspection.
• - Be prepared to facilitate the needs of a mechanic and appraiser.
• - Be prepared to allow the buyer and his representatives drive the vehicle, without you.
• - Have all the necessary papers and documents ready for review and signatures.
• - Have information about vehicle insurance companies, title insurance companies, transportation companies, local mechanics, appraisers and appropriate financial institutions at hand.
• - Be prepared to accept or reject different forms of payment (such as checks, money orders, etc.) or to require the use of an escrow company.
• - Have your library and resource materials ready to share.
• - Know what your minimum price is and be prepared to negotiate.

6. When you make the deal:

• - Do not sign or release the title until you have received payment in full.
• - Retain copies of all pertinent documents.
• - If the vehicle is to be left in your care after the purchase is complete, take lots of pictures and give the chip or film to the buyer to hold until the vehicle is picked up, to assure there is no question about new damages.
• - Require a substantial, non-refundable deposit, perhaps 25%, if the buyer wants you to take it off the market before committing to the purchase.
• - Require a smaller deposit, perhaps 10%, to hold the vehicle for a day or two, but do not take it off the market.

7. If the buyer leaves without committing to buy the vehicle:

• - Get their phone number, "so I can let you know if someone else shows an interest".
• - Give them pictures or a promotional packet.

8. If a prospective buyer does not return:

• - Give them two days and then call to see what they think.
• - Be prepared to renegotiate the price.

9. If the vehicle is to be picked up by a transportation company:

• - Require that the buyer sign a document releasing you of all liability.
• - Take pictures during the loading process.