Auctions - Shows - Antiques - Collectibles
That's the first thing I tell a potential new-dealer to our mall: use book/retail prices as reference but never as actual cost. I always say something akin to "this is the price a person would pay if they had one piece left to complete their collection and absolutely could not find it anywhere else." I actually, myself, do a lot of pricing based on ebay sales/completed listings as it adjusts with the economy.
I notice this is an old topic but the same thing happened with our shop before (and still) the economy's "fall." The dealers I have will typically run a sale to literally clear the shelves for "new" items to come in. Some do it with everything, some only bigger pieces. It all depends on the dealer's/owner's personal habits of buying, selling, and re-selling. We used to have a rule in the mall that only during selected months could you run a sale (this was an effort to give everyone a fair-chance as we were noticing new customers passing booths to get to the one with a sale sign). Since everything went downhill we let dealers run whatever sales they want and have made one of our three rooms into a 50/50 consignment room (where you can sell new or old). It will all be better soon, I reckon [and hope] :)