So for me here are the things I look for and the ones that I avoid:
-- Organization --> I don't expect much, but if you have your cards at least sorted into sports I WILL spend more time there. I hate going up to a booth and seeing a bunch of cards just thrown in a box. Take a couple of hours and sort them a little.
-- Pricing --> Enough said about that, give me an idea of what you want and we can go from there. I don't have to agree to it, but it gives me something to start with. I also agree, if you pull out a Beckett I am usually done right there. I know when I set up I do my best to be up on pricing, if not we can look at eBay and see, and if not there I will give you a price.
-- Bulk deals --> If you are willing to work with me, I WILL buy more. I like to buy in quantity and get a little off the top. You would be surprised how many times I have bought stuff I did not really want, but in bulk it was worth it.
-- Sale on a scale --> I like to look at cards in on the scale from a dime and up. If you only bring high-end, chances are I won't spend much time. If you have a good scale, I will spend a lot of time. I once spent 4 hours at one booth at the Philly show, because they were organized and had stuff to look at. Seem to remember walking away with at least a couple hundred cards and a very light wallet.
-- Memory --> Try and remember past customers, it makes things go so much faster. Around the region I am known as the Mario guy, for good reason, that is what I buy. I know dealers from Boston, Detroit, Philly, Pittsburgh, DC and the Carolina's (they all remember me).
-- Be nice --> If you are a jerk to me, I WILL NOT be back. I remember dealers who I have worked with and those who are only there for the mighty dollar. There are a couple of guys I will not deal with anymore, they make you feel small and their crap is always better.
I have MANY stories about shows but the one that sticks with me was at the National in Chicago (many years ago). Dealer had some nice stuff, prices were a little off but I figured I could get it to where I needed it to be. I don't remember the card but I made an offer and the guy laughed at me, and said I had no idea what the card was and what it was worth. I did not say a word, just walked further down the aisle, without spending a penny.
This happens and I get it, my skin is pretty tough now so I just blew it off. I continued to shop and was spending some money. Not more than 10 minutes later in a different aisle, I hear someone yelling "Hey, hey you Lemieux guy!". I turn around and there is the dealer from earlier. He was apologizing for how he acted and asked that I come back to his booth. As we approach the booth I see one of the national dealers I know (and spend good money with) standing at this guys booth. I said my hello's to him and ask how he was doing and then turn back to the dealer. His words were "I am sorry, I did not know who you were until he (the national guy) told me, sorry about that".
From that point on we talked and discussed what he had, and yes I bought that card I was looking at before. I also remember dropping a couple hundred more at least with the same guy. Every year I see that same dealer, and his eye's light up when he sees me and we have a good time. Every year he gets some of my money and I have no issues with it. So it pays to be nice and realize that you might be talking to someone who will become a customer for life.
Have a great day and stay safe!!
Thad