Art Dealer vs Auction House UK: Which Is Best?

Deciding between an art dealer and an auction house is one of the most important choices you'll make when selling artwork in the UK. Both have distinct advantages, costs, and timescales. The right choice depends on what you're selling, how quickly you need the money, and how much control you want over the process. This guide covers the real differences, actual costs involved, and practical advice based on how the UK art market works in 2025.

What Is an Art Dealer and How Do They Work?

An art dealer is an independent business or gallery that buys artwork directly from you, stocks it, and resells it to collectors, institutions, or other businesses. Unlike auction houses, dealers operate on a private sale model where you negotiate one-to-one and the sale price stays confidential.

In the UK, most art dealers are registered with professional bodies such as the International Association of Dealers in Ancient Art (IADAA), the Antiquities Dealers' Association (ADA), or specialist groups like the Association of Art and Antique Dealers (LAPADA). These memberships come with insurance requirements and ethical codes, so reputable dealers matter.

Here's how a typical dealer transaction works:

• You contact the dealer with images and details of your work
• The dealer assesses the piece, often requesting to see it in person
• They offer you a price, typically 40–70% of the retail selling price they expect to achieve
• If you accept, the sale completes quickly, usually within days to a few weeks
• The dealer owns the work and sells it at their own pace, often to private collectors or other dealers

The biggest advantage is speed and certainty. You know exactly what you're getting, and the money changes hands quickly. There's no waiting for a sale date, no buyer's premium to negotiate, and no public record of what you own.

What Is an Auction House and How Does It Differ?

An auction house is a licensed business that organises timed sales where multiple artworks go to the highest bidder. The major UK auction houses include Sotheby's, Christie's, and Bonhams, but there are also hundreds of regional and specialist auctioneers across the country handling everything from fine art to decorative pieces.

The auction process works like this:

• You consign your artwork to the auction house for a specific sale date, usually 6–12 weeks away
• The house catalogues, photographs, and markets the piece to its database and the public
• Your artwork is sold to the highest bidder on the sale date
• You receive the hammer price minus commission
• Settlement typically happens 4–6 weeks after the sale

Auction houses can achieve potentially higher prices if the market is competitive and they provide professional marketing to a wide global audience. However, there's no guarantee of a sale, a longer wait before payment, and you'll pay commission on top of the hammer price.

Art Dealer vs Auction House: Cost Comparison

This is where the real difference emerges. The fee structure between dealers and auction houses is dramatically different and directly affects how much money ends up in your pocket.

Art Dealer Costs

When you sell to a dealer, there are typically no explicit fees. Instead, the dealer offers you a fixed buyout price. Their profit comes from the gap between what they pay you and what they eventually sell it for.

You can expect to receive 40–70% of the estimated retail value, depending on:

• The artist's market demand and auction track record
• The condition and provenance of the piece
• Whether the dealer has an immediate buyer lined up
• Your negotiating power (dealers will offer more if you're flexible on timing)
• The size and liquidity of the market for that specific artist or period

For example, if a dealer estimates your painting could sell for £10,000 on the retail market, you might receive £4,000–£7,000 as an outright payment. What you pay for is peace of mind, speed, and no unsold risk.

Auction House Costs

Auction houses charge commission in two directions: seller's commission and buyer's premium.

Seller's commission (what you pay):

• Typically 10–15% of the hammer price on fine art
• Lower percentages (5–10%) on higher values due to scale
• Additional costs may include insurance, cataloguing, photography, and storage if the piece doesn't sell

Buyer's premium (what the buyer pays, doesn't affect you directly):

• Typically 20–25% on top of the hammer price for the buyer
• This doesn't go to you; it's the auction house's primary revenue stream

Real example using 2025 prices: Your painting achieves a hammer price of £8,000 at auction. You pay 12% seller's commission = £960. Your net is £7,040. If you'd sold it to a dealer for £5,600 (70% of estimated value), you'd be ahead by £1,440, but only if the auction price matched expectations.

Hidden Auction House Costs

These often surprise sellers:

• Reserve not met: If your piece doesn't sell, you still pay insurance and cataloguing fees (typically £200–£800)
• Estimate setting: Auction houses often set conservative estimates to attract bids, but this can anchor the final price lower than expected
• Withdrawing before sale: If you change your mind after consigning, you may be charged handling and photography costs
• Condition reports: High-end auctions may charge £50–£200 for detailed reports

Speed of Sale: Timescales You Need to Know

If you need cash quickly, the choice is clear.

Art Dealer Timescales

Total time from first contact to payment is 1–4 weeks.

• Initial assessment: 1–3 days (often same-day for established dealers)
• Negotiation: 2–7 days
• Payment settlement: 2–5 days (faster if using bank transfer)

Some dealers will collect the work themselves, reducing your hassle further. If you need to raise capital for probate, urgent bills, or relocation, a dealer is almost always your fastest route.

Auction House Timescales

Total time from consignment to payment is 12–20 weeks.

• Consignment agreement and transport: 1–2 weeks
• Cataloguing and photography: 3–6 weeks
• Sale date: typically 8–12 weeks after consignment
• Settlement: 4–6 weeks after the sale

This extended timeline suits sellers who can afford to wait for potentially higher returns. If your artwork is trendy or part of a themed sale, the auction house may prioritise it and shorten the schedule, but don't count on it.

Market Exposure and Price Potential

Auction houses have a genuine edge here, though the advantage varies depending on the artwork.

Auction House Reach

Major auction houses like Sotheby's and Christie's have:

• Global client databases of tens of thousands
• International marketing through art fairs, online platforms (Sotheby's.com, Christie's.com), and specialist publications
• Professional photography and curatorial write-ups that can increase perceived value
• The ability to attract institutional buyers, museums, and serious collectors in one competitive event

Auction houses often achieve higher hammer prices for sought-after artists, rare pieces, or works with strong provenance. A painting estimated at £5,000 might sell for £8,000–£12,000 if bidding becomes competitive.

Art Dealer Reach

Independent dealers operate on a smaller scale but often have specialist knowledge:

• Niche networks of collectors interested in specific artists, periods, or movements
• Personal relationships that can move stock faster
• No price ceiling from estimates; a dealer can mark up as much as the market will bear
• Long-term holding capacity, so pieces aren't forced to sell at a poor estimate

However, dealers aren't incentivised to maximise your price; they're incentivised to buy low and sell high. You won't see the same competitive bidding dynamic as at auction.

Control, Privacy, and Transparency

How much do you care about who buys your artwork and whether the sale becomes public knowledge?

Auction House Transparency

Auction results are permanently public. Every price realised is recorded in online databases like Artnet and Invaluable, searchable by anyone. Your artwork's sale price becomes part of the artist's market record. For some, this establishes value for insurance purposes; for others, it's unwelcome exposure.

Dealer Privacy

Private sales through dealers are confidential. Neither your name nor the sale price becomes public. If you've inherited artwork and prefer discretion, or you're a collector who values privacy, a dealer is your answer. This is especially important for high-value items where discretion protects your security.

Which Should You Choose? A Decision Framework

The right choice depends on five factors:

• Timeline: If you need money within a month, use a dealer. If you can wait 4–5 months, auction may yield higher returns.
• Artwork value: Works over £10,000 with strong provenance suit auction houses. Pieces under £5,000, or items without market history, suit dealers.
• Artist track record: Established artists with auction history? Auction house. Unknown artists or emerging work? Dealer (they can move it faster).
• Condition: Perfect condition favours auction (higher hammer price potential). Condition issues? Dealer can be more flexible.
• Volume: Selling one piece? Dealer is simpler. Selling a whole collection? Split between both, dealers buy faster and auction houses handle flagship pieces.

How to Find Reputable Dealers and Auctioneers

Not all dealers and auctioneers are equal. Here's how to protect yourself:

Reputable Art Dealers

• Check membership in LAPADA, IADAA, or the ADA — these bodies enforce ethical standards and require insurance
• Ask for references from other sellers
• Request a written valuation (this takes 1–2 days and usually costs £50–£150)
• Never hand over artwork without a signed agreement detailing the price, payment terms, and insurance coverage
• Verify their knowledge of the artist or period — a good dealer can explain market context

Reputable Auction Houses

• Check they're registered with the relevant trade body (auction houses are regulated under the Auctioneers' Registration Act 1949)
• Ask to see previous sale results for similar works to calibrate expectations
• Request a written estimate range, not a single figure
• Confirm whether they charge for works that don't sell
• For high-value items over £50,000, use only established houses with international reach: Sotheby's, Christie's, Bonhams, or major regional specialists

Frequently Asked Questions

Should I get multiple dealer valuations before selling?

Yes. Get valuations from three dealers if possible. Prices will vary by 15–30% depending on each dealer's current client base, cash position, and risk appetite. A written valuation takes 2–5 days and often costs £50–£150, but it protects you and allows comparison. Never sell to the first dealer without checking the market.

Can I negotiate the price an art dealer offers me?

Absolutely. Dealer offers are opening positions, not final prices. If they offer 50%, push back with market comparables (check Artnet for recent sales of similar work). Flexible timescales and condition certainty strengthen your negotiating position. Expect to land somewhere between their opening offer and 70% of estimated value if you negotiate well.

What happens if my artwork doesn't sell at auction?

You'll be charged seller's commission (typically 5–10% of the reserve price), insurance, and cataloguing costs, even if unsold. These fees range from £200–£1,500 depending on the house and estimate level. You can then reoffer to dealers, but they'll know it failed at auction, which weakens your bargaining position. Always set a realistic reserve to avoid this.

How do I know if an artwork is worth sending to a major auction house versus a regional auctioneer?

Rule of thumb: if the estimate exceeds £5,000, consider a major house (Sotheby's, Christie's, Bonhams) because they reach global bidders. Below £5,000, regional auctioneers are more cost-effective and often achieve better results for local artists or decorative pieces. Contact both and compare their estimates and fees before deciding.

Can dealers and auction houses sell the same piece for wildly different prices?

Yes. A dealer might acquire a piece for £3,000 (your 60% of estimate) but sell it for £6,000 to an overseas collector six months later. An auction might achieve £8,000 on the same piece if two collectors bid aggressively. This is why timing, market conditions, and luck all play a role. You can't predict which route yields the highest outcome, which is why speed and certainty (dealer) must be weighed against upside risk (auction).