It is assumed that now you have developed the necessary taste, understanding and appreciation of the Oriental carpet and that you no longer have to solely depend on the expertise of other sources.  You have acquired the needed knowledge and experience and are now ready to sally forth in reliance on these!  Now, you are prepared to take the risks thereunto pertaining!!  Purchases, made under these circumstances are usually as-is and NOT returnable.  The reward, for the risks which are taken, is that you may buy cheaper; sometimes even below wholesale!!  What are the relevant sources available to you.  The remainder of this article is devoted to their itemization and the traps that await the unwary  In general, these are: Auction Galleries, Estate Buyers, Antique Dealers, Pickers, Rug Dealers, Government and Private Sales and Warehouses.

Auction Galleries
These, large and small, abound here and in Europe and which may vary from those who handle everything to those who specialize.  In general, the best buys will NOT be found at well-publicized auctions, specializing in antique Oriental rugs!  The reason for this will become obvious.  To any dealer, time is money!  When he attends an auction, he must have the opportunity to buy SEVERAL lots, otherwise he will not be able to earn enough to cover the day's expenses.  He may often bid above the wholesale price because he fears that he might be wasting his time.  An auction, where few Oriental carpets are offered, is not worth his time!  This usually occurs at sales of sundry items or estate sales.  Here, "NO DEALERS, NO COMPETITION!"  Specialized knowledge will give you a great advantage over those bidders who are interested in floor-coverings. Your first obligation is to obtain a catalogue, if one exists.  It behooves you to peruse it very carefully to discover exactly what obligations, if any, the gallery is prepared to assume.  Usually, the catalogue will contain a section, "Conditions of Sale", which will state, among other things, that the descriptions given to their best knowledge and that "No guarantees are granted of implied"!  It is customary for all lots are to be exhibited and open to inspection before the sale.  IF THE GALLERY MAKES IT DIFFICULT TO THOROUGHLY EXAMINE TO INSPECT A LOT, LEAVE IMMEDIATELY AND NEVER RETURN!!!  NEVER BID ON ANYTHING  THAT YOU HAVE NOT INSPECTED CAREFULLY FIRST!!!  Note the date, time and place when and where the auction will be held.  List the relevant lot numbers and exactly what these are worth to you.  Having made this decision, STICK TO IT!  Resist the temptation to over-bid.  THERE ALWAYS WILL BE OTHER OPPORTUNITIES!!!  As a beginner, I learned this lesson early in career.  I saw two women bid competitively   for a used refrigerator until the victor obtained it at about 50% ABOVE list price.  She could have bought the same model, brand-new, at an appliance store, a hundred feet down the street below list and with a full guarantee!!!  AUCTION-FEVER CAN BE VERY EXPENSIVE!!!  In order to understand the reason for the shady practices of some auctions, you must realize that a big problem for them is to secure sufficient lots to produce a profitable sale.  In this connection, it should be noted that this problem is unrelated to the size of the gallery and may exist in all categories.  The latter may have a special arrangement with certain dealers.  In order to get enough lots, they may accept these from them at vastly reduced commissions which supplement those that were accepted in the normal course of business.  There is a German auction-house which has such a relationship.  From their catalogues, you may see the same item traveling back and forth to a related dealer!  In addition, some will permit preferred dealers to establish spurious high prices through collusive bidding.  This practice is part of a process called "PROMOTION"!  The last may be defined as "Taking an unpopular item of little value and making it popular and of high value!"  Webster's New Collegiate Dictionary states its substance as "the furtherance of the acceptance and sale of merchandise through advertising and publicity."  Webster didn't know the half of it!!!  The gallery may try to establish a business relationship with attorneys who handle probate so that they can auction an estate.  It may be assumed that the involved lawyers do NOT give their cooperation gratis.  In addition, the gallery may BUY items from small dealers or at other obscure auctions.  I remember reading in International Herald Tribune that a gallery had auctioned off entire collection which they had auctioned off entire collection which they had BOUGHT from the heirs!  I always thought that this was illegal because it competed unfairly with dealers.  The bidder is deluded into thinking that he is engaged in open, competitive bidding and that the auctioneer is totally objective.  Instead, the gallery has probably has set its own reserve on THEIR  lots and the auctioneer will pull spurious bids "out of the air" until it is reached!  Here, the gallery is in unfair competition with legitimate dealers using the auction as a gimmick !!  Let us imagine that the gallery has bought a rug for $1,000 and has decided that it should get $3,000 for it.  The auctioneer may start  and then, pointing his finger in various directions, run the bidding up to $2,900.  This is done very rapidly so that the impression is generated that there is a great deal of interest.  The first and only bonafide bidder, who offers $3,000, is amazed at how quickly he has acquired the piece!  If no sucker is found, the auctioneer simply intones $2,900 three times, bangs his gavel down and declares "SOLD!".  If any embarrassing questions crop up in the future, the inevitable reply is that the successful bidder had returned it.

In the salesroom, it is best not to indicate a conspicuous interest in the rug of your choice.  Try to be as unobtrusive as possible.  If you are a regular patron, you may become well-known and, through your activities, acquire some enemies.  Some of these, when they notice that your bidding shows interest, will insert "nonsense" bids, in order to drive the price up!  They, personally, have no real interest in the carpet.  The way, to deal with this ilk, is to make your bids at a rapid rate as though you intended to go much higher.  When the bidding has reached an above-average price, suddenly stop and allow your rival to get stuck with the unwanted item.  After this happens a few times, your enemies will be more cautious about inserting gratuitous bids!!!  There also may be members of a "Ring", engaged in collusive activity, who feel that you are poaching on their territory.  They usually attend only those sales where many rugs are available.  A "Ring" is a group of interested parties, most often dealers, where one member bids for all of them.  This is done to avoid competition, keep the bids low and is at the expense of the consignors and the gallery for whom the ring is a bane!!!  Later, after the auction is concluded, a second exclusive auction is held wherein the members on the only bidders.  Now, the total spent at the first auction is subtracted from that achieved in the second and the surplus is divided equally.  It is quite possible that a member will not acquire a single item and still get a handsome return so that his time has not been wasted!

You may be approached by a "Hustler" who will ask which lots arouse your interest,  If you are foolish enough to tell him, it turns out that he has exactly the same interest.  For a small consideration, he will agree not to bid against you.  My advice is to tell him to jump in a lake!!!

In summation, there are two rules that absolutely are basic and extremely important.  The first is that you carefully examine all pieces that are intriguing and never, never, never bid on these without this inspection!!!  The second is that you decide beforehand precisely what the carpet is worth to you and never, never, never exceed this amount.  REMEMBER THE LADY AND THE USED REFRIGERATOR!!!

Estate Buyers
These are wholesale dealers who specialize in buying large estates.  They usually have a close, mutually-profitable relationship with lawyers dealing with probate!  The buyer has a list, in many categories, of specialist dealers with whom he has developed a good business arrangement.  When the buyer has bought an estate, which often is very varied, he divides into classes, in accordance with his list.  His customers buy most of the merchandise at wholesale prices and the rest is disposed of via auction galleries and secondhand shops.  It is an excellent procedure for both parties!  The estate buyer has a ready outlet which guarantees a quick turnover.  It provides  the liquidity which essential for him.  The dealers, on the other hand, have a ready source of merchandise that involves very little loss of time and energy.  As the estate buyer must advertise, the collector can identify this source in local newspapers and trade publications.  Once you have convinced him that you are a serious customer and are prepared to pay higher prices, he will be happy to give you first choice!  Since he is not a specialist, after he accepts your expertise, he often may call on you for an appraisal of weavings.  The estate dealer can be an excellent source for the knowledgeable collector!!!

Pickers
These are individuals who intimately know a particular area.  Often, he was born and spent his entire life there.  He usually is a social person, probably a member of local groups and has good relations with many families and knows their economic circumstances.  He has easy access, throughout the district, to homes where you or I could not get past the front door!!  He buys his goods privately and sells, at a small profit, to those retail dealers who are his regular clients.  Dealers love him because he brings the items directly to them and there is no time or money lost in hunting for merchandise.  In as much as you can outbid dealers, you are a valuable customer.  Very often, his dealers defer payment, pleading a cash shortage which may or may not exist, promising payment in the near future.  You, as a client who pays spot cash, can be assured of preference and good prices.  It may be difficult to find the picker but often he may be 
contacted at small auctions where he is disposing of material rejected by his regular customers. As a source, an arrangement with a picker can be mutually profitable!

The Generalized Antique Dealer
Since this category of dealers handles a great variety of goods, he usually has no specialized knowledge of Oriental rugs.  During the course of inventory-buying, he may pick up some good pieces at low prices.  A dealer does NOT pay much for items which he does not understand and for which he does not have a ready market!  You may get a "Sleeper" from him at a good price.

The Dealer in New Oriental Rugs
It is amazing how little these gentry know about antique rugs.  In fact, it is amazing how little they know about Oriental rugs, old or new, which they do not stock normally!  Occasionally, they may get an antique, usually a trade-in, which you can buy at a good price!

Warehouses
Merchandise, given for storage, is sometimes forgotten by its owners who can not be contacted.  After, a stated period, such material is assembled for a sale, which may or may not be advertised, by the firm to obtain its storage fees.  It is a good idea to communicate with such outfits, from time to time, to learn when such sales are pending and the merchandise will be exhibited.

Government sales
In the course of their activities, the Police, the Customs and Bankruptcy Courts are left with items which, by law, must be sold at public auction.  For reasons, too numerous to mention and all unethical, the involved officials try to confine all relevant information, concerning these sales, to a favored few!!!  It is customary that a list of the items with the date, time and place of the auction and its exhibition is published.  All of these sales require spot cash!  For the ordinary citizen, it is very difficult to obtain this information.  At the exhibition, the merchandise is strewn about in such a way so that it almost impossible to examine it adequately!  However, it is my understanding that a privileged preview can be arranged!!

Private Sales
I care not what others may say, but I never had any luck with these sources!  My usual experience has stemmed from answering an advertisement to find a person with a badly worn recent modern carpet who knows nothing about Oriental rug, who thinks he has a rare antique and asks a ridiculous price!  I wish my readers better luck!!!
To conclude my dissertation on sources' it should be noted that this is something that the collector discovers for himself.  Which of these will be worthwhile will depend on the individual aficionado and on the particular environment.  All of us are secretive about our sources.  However, if you could get a number of our clan to reveal these (very doubtful), it would be amazing how their lists would differ!!  You, dear reader, must find your own!!

The Buyer's Profit-Sharing Plan
As a buyer, one must remember that there are TWO prices!  These are the "Asking Price" and the other is the "Getting Price".  Sometimes these are identical.  This is rarely true!  The dealer's "Asking Price" is contingent on a number of factors.  These are: (1) His cost, (2) How good business has been lately, (3) The salability of the rug, (4) How badly the dealer needs money, (5) How high he estimates your interest and your bank-account, (6) The psychological interaction between him and yourself and (7) The dealer's mood at that particular moment.  It is axiomatic that you have done your homework!!  You have decided on the category that you desire, its necessary qualities and have established a fair market value by reading priced auction catalogues and visiting many dealers.  Now, you are prepared for serious procurement!!!  You have been to a shop where a cursory examination has indicated that his prices are reasonable.  Glancing at his window-display, when he was closed, you saw exactly what you have been looking for!  The next morning, bright-eyed and bushy-tailed, you enter his emporium.  After examining several pieces, and NOT the Kasak, in which you are really interested, the following dialogue might take place:
DEALER: "Are you looking for anything in particular?"
YOU: I could use a really nice Caucasian.
DEALER: I have several good ones.  Here is a lovely Shirvan, there is a great Karabagh and this white-ground Kasak has just returned after being washed.
YOU: I might be interested in the Kasak if the price is right.
DEALER: That's one of the best Kasaks I've had in a long time.  It was very dirty when I bought it from an old lady who said that she was tired of looking at it.  It's over a hundred years old and in very good condition.  I got it at a bargain price and I will sell it very reasonably.  My motto is, "Buy Cheap, Sell Cheap!"

YOU: It's not bad. (Doesn't pay to be too enthusiastic)  How much!!!
DEALER: Like I said, "Buy Cheap, Sell Cheap"  $4,000 and that's a great price!  I could get that any day from a dealer.
YOU: I like the rug, but I can't afford that!  It's just too steep for me!!
DEALER: How high can you go??
YOU: How about $2,000??
DEALER: No way!  But I like you and I will let it go for a bottom price of $3,500 because this is my first sale today.
YOU: If I raid the piggy bank, it is possible that I can go $2,600.
DEALER: Not a chance!
YOU: (Walking toward the door) I just can't hack it at that price!
DEALER: Wait a minute!!  How about $3,600?  My last price, that's cutting it to the bone!!!
YOU: Let's split the difference and make it $3,000 even!
DEALER: You just bought yourself a great rug at a fantastic price!!!  I hope to have you as a steady customer!

BARGAINING IS A VITAL PART OF BUYING!!!!
 

Sam