Professionalism in the book trade...

I've been thinking about issues of "professionalism" in the book trade over the last few day, triggered most recently by the shipping fee discussion here and at Fine Books. I should probably restate my dark, personal shame, before proceeding: I am a lawyer by training and license. It taints my views, on occasion. I am still recovering.

The taint of this marks my starting point: There has been a long-running debate at the ABAA, MABA and, I am confident, at nearly every other major and minor bookseller organization as to whether the given organization is a "Trade Organization" or a "Professional Organization." While this may seem like a semantic debate, there are some major differences and they highlight the problem the profession (ok, I'm showing my bias, it's my blog...) is facing in this area:

A Trade Organization's general purpose is to promote a given industry through PR activities (e.g. advertising, education, trade shows/fairs).

A Professional Organization exists to further a particular profession, to protect the public interest and the interests of the organization's professionals (e.g. by maintaining and enforcing ethical guidelines, training and certainly promote the profession through various means).

The *real* advantage to the ABAA is not being allowed to show at its annual book fairs (sorry, couldn't resist plugging them all), but the ABAA crest membership entitles members to show and what it means to and for clients. More broadly, it is what the organization as a whole promotes to the book buying public...a baseline level of conduct and professionalism that one can expect from members (and those who strive for membership).

Yes, I know, it is only a bunch of words, and there are sharks (and snakes) in the organization...but the organization strives to purge those elements promptly (and has on several occasions). Overall, I think the ABAA has held up its social contract better than my ex-org, the ABA (I am reminded of the old joke that the only way a lawyer might be disbarred is is to shoot a judge, at noon, in the middle of a public street, in full view of the entire ethics committee). The *real* value of the ABAA is in its efforts to nurture, promote and protect the "reputation" professional book dealers, through clear ethical guidelines, education and lobbying (e.g. promoting the professions issues with organizations like ebay).

I, personally, think that we do ourselves, as book dealers, a great disservice when we try to argue (or do not dispute) that our organizations are mere "trade groups". Doing so certainly easier...the bar, for conduct and expectations, is much lower. I suggest, however, that the more "professional" the trade becomes, the better it will be for all parties...even those who want to be left alone (this, of course, is one of the great sticking points in getting any group of more than 2 book dealers to agree on anything...we are, more often than not, wildly independent folk...being told what to do, how to behave, etc. tends to draw a strong, negative reaction...rationality being irrelevant *perky smile*).

"Professionalism" as embodied in online behavior is more of a "bright line" issue, I think. It can be seen reasonably clearly in the quality (or lack thereof) of a dealers' descriptions, their printed shipping and return policies and the general tone and tenor of their online "face." Obviously, there are exceptions in both directions. There are great dealers who do not take the time to carefully describe all their material (especially lower priced material) and there are seemingly well crafted descriptions that are flat out stolen from other's work. This is, frankly, why I pretty much always call (or at least email) a dealer before buying from them the first time (and if they make it difficult/impossible to contact them...that is a red flag).

I purchased two items this past week, both reasonably significant items. In both cases, I was dealing with dealers I had not ever purchased from previously. I called both to "meet" them and to resolve some minor questions about the books. In both cases, the dealers *offered* to send me the books on approval and/or net30. Both were older, well established dealers...who have undoubtedly sending books in such a manner to their brethren for decades. It is interesting, however, how few "new" dealers are willing to do so (for the record, we do). This, to me, is a great example of "professional" conduct. You trust members of your profession. You work with them. In the end, helping them, helps you. I would have purchased these items, regardless. However, I now have *extremely* positive feelings about both these dealers and will purchase from them before any other when I am able.

It is possible to "display" aspects of one's professionalism though your online conduct. I send a quick follow-up email as soon as I get notice of an online sale from one of the aggregators (we list on Biblio, TomFolio and ABE). Basically, I write a short, personal note, offer a .pdf catalogue of related material where it is appropriate, thank them for the order and offer my assistance in future bookish endeavors. I receive a response nearly every time, many ending up in interesting conversations, many ending up in either up-sells or requests to find related and/or additional material. It does not take me a great deal of time...and the feedback I get is remarkably positive. I also send out occasional newsletters (via email), usually regarding upcoming fairs and/or recently added collections. I have had very positive feedback from this as well...both from clients telling me that they like to know what's happening and where they might find us and from people going to my site, finding items they are interested in and asking me to bring them with me to given shows.

Shows are an entirely different matter. When you sell online...or through a catalogue...the tone and tenor of your "presentation" can be carefully crafted (even while you are wearing your favorite toga and "Braveheart" blue facepaint (ok, maybe it's just me)). At a bookfair, people can actually *SEE* you (this is obviously true for open shops and/or appointment shops). I suggest that how you present yourself at a fair is...er...important. Do you need to be wearing coat and tie? No (though, admittedly, I usually do). "Dress casual" is probably just fine. I do not believe, however, that ratty shorts, a soiled t-shirt and worn flip-flops is appropriate when you are trying to sell reasonably (to very) valuable books. The issue is to actually think about the quality of what is in one's booth and try to reflect it.

We attended the Baltimore Antique and Antiquarian Book Fair for the first time this year. The show was in a transition year. It had just been bought by a new operator, booth fees had been increased by about 1/3 and the show had been extended by 1 day. Now, because we had no history at all, things were lovely...we thought the booth fee was a *bargain* for a four day show (and still think so), we thought the new operator did one of the best jobs "promoting" the show we have seen (this, alone, is fodder for at least one other verbose post) and we really liked the extra day (admittedly, setting up our booth is...er...complex and the longer I can leave it standing, the happier I am). It is an interesting show, because in addition to the 60 or so book dealers, there are about 550 fine antique dealers. For the record, every single one of the antique dealers I saw was dressed extremely well (to healthily overdressed) every single day.

The book dealers, on the other hand, were a motley crew...running the gamut from coat and tie down to the aforementioned soiled t-shirt. Between "CHANGE" (something anyone who has spent any time at book shows knows drives many in the profession to distraction) and the fact that the antique side of reality had carpets and the like (and several orders of magnitude the booth fee, but that is irrelevant), there was a great deal of muttering among some of the tribe about our great mistreatment. One reasonably oft repeated statements was that the book dealers were "second class citizens". This led one of the nattier dressed dealers (whom I just love) to comment, "if they don't want to be considered second class citizens, perhaps they shouldn't dress like refugees."

There is an issue that book fairs do fall somewhere in between Fine Art shows and flea markets. That said, I still think that presenting yourself "professionally" helps you and helps the profession as a whole. This means dressing like you give a damn, not talking about how much the show "sucks" IN FRONT of customers, not talking about other dealers in front of customers, not bitching, in front of customers, about how slow a show is, how no one is spending money, etc, etc, etc. My grandmother used to say (as recently as last week), "If you don't have anything nice to say, don't say anything at all." If you must cavetch about a show, do it after when everyone is gone...or at least when no customers are around. I have had a number of people in my booths who have complained about the way dealers were complaining (subtle irony, I know) and have had at least two, in chatting about such things, tell me that they specifically leave booths when they hear dealers having such conversations. Oh, and for god's sake, don't count money when you have customers in your booth...it is not only unprofessional...it is rude and just plain icky (I've watched this a lot...very strange).

It really is in our best interests, as a profession, to hold ourselves up in the best light possible. Whether you are selling nice reading copies of much loved volumes or the haughtiest of material, presenting yourself in a manner that shows that you *care* (in dress, decorum, press and prose), will go a very long way to build a reputation and customer base that will serve you well throughout your professional career.