I've been attending gun shows regularly since 1965, and along the way I've learned a few things. I'd like to pass these tips along. You're welcome to contribute more!
1. If you're a collector, take along a list of those guns you are looking to acquire. Try to stick to it, and not be tempted by "targets of opportunity" you'll see on the tables.
2. Take along reference material, even if you only leave it in the trunk of your car. The Standard Catalog of S&W Third Ed. should be a "must" for S&W collectors. If you need to refer to it on a specific piece, then run, don't walk to the parking lot and check your reference.
3. Take cash. Green talks. Go to your ATM and withdraw what you think you'll need at the highest level you're willing to spend. I find it useful to staple $20 bills into packs of five ($100) for ease in counting when you close a deal. Negotiate with "What's your rock bottom, cash on the barrelhead price?"
4. Get to the show so as to be among the first in the door. Then make a VERY quick sweep of the tables so as to nail something you want before anyone else sees it; and while the owner might not have a good idea yet as to what it's worth.
5. Conversely, go to the show on the last day a few hours before it closes. Vendors may be anxious to get rid of stuff that hasn't sold, and they don't want to pack it home. Good time to make a lowball offer.
6. ALWAYS negotiate. "That's more than I want to spend." "Do you have any wiggle room on that?" "I only have $X on me." "The guy down the way has one, and he's only asking $X"
"My wife (or husband) will only let me spend this amount." "Are you willing to trade for this Spanish .25 auto?" "I checked the SCSW and it says it's only worth $X in this condition." "It has a scratch... It has some pitting... The bore looks frosty... The stocks aren't original... You don't have an original box for it... etc. etc." Walk away with "Sorry, that's just too much," and see if you get called back with "How much did you want to spend?"
7. If you don't see something you like on your first quick sweep of the show, then take your time and check each table in detail. Sometimes a sleeper that you didn't see before will lie there waiting for you.
8. Take along a gun rug or rifle scabbard to protect your newly-bought firearm. You don't want it to pick up nicks and dings by leaving it in a plastic sack thrown in the trunk of your car.
9. Spousal relations: If at all possible, do NOT bring your spouse along. Like sausage making, negotiations are not something you want her or him to watch. Also the age-old cry of "I could buy a whole new formal outfit for that" could interfere with your zeal.
10. Wear a shirt with lots of pockets. Include in them: pen and paper to write down aisle locations of things you'd like to come back to, a small magnifying glass to check markings, a small battery-powered bore light or key chain light, money apart from that in your wallet, your want list, etc.
11. Buy ammunition last. It's a bear to carry it around the show all day. If there's a run on the ammo sales places, buy it, but take it out to your car right away and come back.
12. If at all possible, set up a vendor table of your own. You'll find interesting things at other tables during the set-up period (usually the day before) and you can beat the crowds.
13. Wear your most comfortable shoes - you'll probably be walking miles at the show.
14. On your initial sweep of the show, you may find two identical items at different prices. Play one against the other while negotiating.
15. Be sure you know how to check out used guns properly; I won't address it here, but revolvers in particular need to be checked on at least six particulars before buying. Please check the gun out mechanically before buying and be sure of what you're getting before shelling out hard-earned cash.
16. Condition is everything. Don't be tempted to buy a poor condition piece as a "representative example" until you can find a better one unless it's really rare. An excellent or NIB gun will always be worth more - both when you buy it and when you decide to sell it.
17. When you're standing in line for the show, have a buddy hold your place while you cruise the line looking for guns that are "walking in off the street." You may get first dibs on something you like. Remember that commercial vendors are only prepared to offer a fraction of what a gun is worth so that they can resell it for a profit. Remind the owner of that as a negotiating point.
18. Never buy anything from an attractive gal with lots of cleavage. You will be too distracted to think clearly....
19. It's usually best to buy from a private individual rather than a dealer. Show your required ID, but the less paperwork the better. No telling what this country may come to in the future. If you do buy from a dealer (some of my best friends are dealers, so no offense here), then be sure to record the fact you bought it from a dealer in your records. You should have two categories of guns: Those with paper trails and those without. Remember also that dealers have less negotiating room, and you'll always wind up paying a sales tax. Be sure you negotiate the "out the door" price.
20. If you don't KNOW what you're getting, and you don't have reference material on it, ask around - most gun shows are crawling with knowledgeable people on one thing or another. Check with a vendor specializing in what you're contemplating.
21. Buy the gun, not the story. "This gun belonged to Pat Garrett! It could very well be the one that shot Billy the Kid." Yeah, right. Get some provenance in the form of old notarized affadavits, factory letters, etc. to verify any story. Otherwise, just smile and walk away.
Hope these tips have been useful. I'm sure the members here can contribute many more. Good hunting!
John
1. If you're a collector, take along a list of those guns you are looking to acquire. Try to stick to it, and not be tempted by "targets of opportunity" you'll see on the tables.
2. Take along reference material, even if you only leave it in the trunk of your car. The Standard Catalog of S&W Third Ed. should be a "must" for S&W collectors. If you need to refer to it on a specific piece, then run, don't walk to the parking lot and check your reference.
3. Take cash. Green talks. Go to your ATM and withdraw what you think you'll need at the highest level you're willing to spend. I find it useful to staple $20 bills into packs of five ($100) for ease in counting when you close a deal. Negotiate with "What's your rock bottom, cash on the barrelhead price?"
4. Get to the show so as to be among the first in the door. Then make a VERY quick sweep of the tables so as to nail something you want before anyone else sees it; and while the owner might not have a good idea yet as to what it's worth.
5. Conversely, go to the show on the last day a few hours before it closes. Vendors may be anxious to get rid of stuff that hasn't sold, and they don't want to pack it home. Good time to make a lowball offer.
6. ALWAYS negotiate. "That's more than I want to spend." "Do you have any wiggle room on that?" "I only have $X on me." "The guy down the way has one, and he's only asking $X"
"My wife (or husband) will only let me spend this amount." "Are you willing to trade for this Spanish .25 auto?" "I checked the SCSW and it says it's only worth $X in this condition." "It has a scratch... It has some pitting... The bore looks frosty... The stocks aren't original... You don't have an original box for it... etc. etc." Walk away with "Sorry, that's just too much," and see if you get called back with "How much did you want to spend?"
7. If you don't see something you like on your first quick sweep of the show, then take your time and check each table in detail. Sometimes a sleeper that you didn't see before will lie there waiting for you.
8. Take along a gun rug or rifle scabbard to protect your newly-bought firearm. You don't want it to pick up nicks and dings by leaving it in a plastic sack thrown in the trunk of your car.
9. Spousal relations: If at all possible, do NOT bring your spouse along. Like sausage making, negotiations are not something you want her or him to watch. Also the age-old cry of "I could buy a whole new formal outfit for that" could interfere with your zeal.
10. Wear a shirt with lots of pockets. Include in them: pen and paper to write down aisle locations of things you'd like to come back to, a small magnifying glass to check markings, a small battery-powered bore light or key chain light, money apart from that in your wallet, your want list, etc.
11. Buy ammunition last. It's a bear to carry it around the show all day. If there's a run on the ammo sales places, buy it, but take it out to your car right away and come back.
12. If at all possible, set up a vendor table of your own. You'll find interesting things at other tables during the set-up period (usually the day before) and you can beat the crowds.
13. Wear your most comfortable shoes - you'll probably be walking miles at the show.
14. On your initial sweep of the show, you may find two identical items at different prices. Play one against the other while negotiating.
15. Be sure you know how to check out used guns properly; I won't address it here, but revolvers in particular need to be checked on at least six particulars before buying. Please check the gun out mechanically before buying and be sure of what you're getting before shelling out hard-earned cash.
16. Condition is everything. Don't be tempted to buy a poor condition piece as a "representative example" until you can find a better one unless it's really rare. An excellent or NIB gun will always be worth more - both when you buy it and when you decide to sell it.
17. When you're standing in line for the show, have a buddy hold your place while you cruise the line looking for guns that are "walking in off the street." You may get first dibs on something you like. Remember that commercial vendors are only prepared to offer a fraction of what a gun is worth so that they can resell it for a profit. Remind the owner of that as a negotiating point.
18. Never buy anything from an attractive gal with lots of cleavage. You will be too distracted to think clearly....
19. It's usually best to buy from a private individual rather than a dealer. Show your required ID, but the less paperwork the better. No telling what this country may come to in the future. If you do buy from a dealer (some of my best friends are dealers, so no offense here), then be sure to record the fact you bought it from a dealer in your records. You should have two categories of guns: Those with paper trails and those without. Remember also that dealers have less negotiating room, and you'll always wind up paying a sales tax. Be sure you negotiate the "out the door" price.
20. If you don't KNOW what you're getting, and you don't have reference material on it, ask around - most gun shows are crawling with knowledgeable people on one thing or another. Check with a vendor specializing in what you're contemplating.
21. Buy the gun, not the story. "This gun belonged to Pat Garrett! It could very well be the one that shot Billy the Kid." Yeah, right. Get some provenance in the form of old notarized affadavits, factory letters, etc. to verify any story. Otherwise, just smile and walk away.
Hope these tips have been useful. I'm sure the members here can contribute many more. Good hunting!
John
Now your table mate has managed to sell me a bunch of stuff over the years! 
