How do specialty antique shops decide what to pay for my items?

Most specialty shops buy items to resell, so the price they offer reflects what they expect to sell the item for, minus their costs and a margin for profit. Those costs include overhead, the time it may take to sell, any cleaning or repair, and the risk the item may not sell. That is why a dealer offer is usually well below the retail price you might see in the shop.

Other factors include condition, demand for that category right now, how much similar inventory they already have, and whether the piece fits their customers. A shop that specializes in your type of item may value it more accurately and offer more than a general shop.

It is reasonable to get offers from more than one dealer and to ask whether they offer consignment, which may bring a higher return if you can wait. For valuable items, an independent appraisal can help you judge offers.