A Conversation with an Auctioneer: Jason Roske of KC Auction Company and Host of “Behind the Gavel with Jason”
Jason Roske is the owner of the KC Auction & Appraisal Company LLC, which was recently voted the Best Auction House in Kansas City. He is also the producer and host of the show “Behind the Gavel with Jason,” which interviews a wide range of figures from the art and antique world. In this conversation, Worthwhile Magazine turns the tables on Jason with an interview of his own. We learn more about the day-to-day routine of running an auction house. Jason also shares his innovative approach to making art and antiques exciting for a 21st-century audience.
The Conversation
Worthwhile Magazine (WM): What first drew you to the world of art and antiques? Was it a childhood love or something that developed later?
Jason Roske (JR): I grew up in Minnesota where my mother would drag my brother and I to garage sales. We could sit in the station wagon, in the heat with no air conditioning, and complain, or we could see what was for sale and beg mom to buy us a toy. That was my first introduction to “Stuff” as it were, and I have been hooked ever since.
(WM): What does a typical day look like for you as the owner of KC Auction & Appraisal Company in Kansas City, Missouri?
(JR): After I take my youngest to school my days have a couple of overarching themes.
Jason Roske at work at KC Auction Company, image courtesy of Jason Roske
Looking through estates and collections is the most fun part of the job. When a family calls me in to look through an estate of art, jewelry, antiques, and ephemera I get excited because I know our customers will love it. I look at 5-10 estates every month and hundreds of individual items every week for potential clients.
As our business, and the industry, has evolved we spend more time studying, analyzing, and implementing marketing strategies. Not that long ago, an ad in the local paper and a good chant were all that was needed to be a successful auctioneer. Now we are really marketing companies whose assets are estate items and our means of sale are online auctions. Understanding how to reach interested, motivated and capable buyers is what drives us now and what I spend most of my days doing.
(WM): We understand you just bought a new building for your business—congratulations! How will the new home for KC Auction Company allow you to better serve your clients and customers?
(JR): We did just buy a new building. New to us anyway! Our new location was built in 1900 to be a grocery store, and today it looks like an art gallery. The main space is 25’ X 50’ with 12’ ceilings.
The new location of KC Auction Company, image courtesy of Jason Roske
Our previous building, a Victorian house that was converted into office space, was in the heart of a mixed residential/commercial neighborhood. We loved it. Our customers loved the building. Logistically it just did not work that well.
Our customer experience will improve dramatically for several reasons. We are two blocks from a major highway. We have more parking. Open houses will be more accessible. Buyers can also pull up right next to the building to load their items.
For us we will be able to have dedicated photography areas for furniture, artwork, jewelry, and smalls. We will have space to display items with better sight lines. Everyone wins.
(WM): As former auction house specialists ourselves, we both understand just how much work is involved in the auction industry, with a never-ending cycle of auctions and grueling preparatory cataloging before every sale. How do you like to approach your workflow for all the sales in your annual auction calendar?
(JR): That is one area where our new building will really be beneficial. As you said, the work is never-ending and a big challenge currently is simply having the space to work. More space will make that a much easier proposition. By and large our workflow is determined by the type of auction/auctions we are working on but essentially, we process inventory as it comes in and place it in the appropriate auction catalog. After the catalog is complete, we publish it online, schedule open houses, shoot virtual preview videos and open it up for bids. The bidding window is generally two weeks followed by one or two days of scheduled pickups. After the building is empty, we fill it back up and start again.
(WH): Has the COVID-19 pandemic significantly changed operations in the auction house, or did your online-only format allow you to continue without the disruptions that so many businesses have experienced this year?
(JR): We were shut down completely for about two months at the beginning. Kansas City was aggressive in its attempts to flatten the curve and it seemed to work at the time. In addition, our clients were extremely apprehensive about what the market would look like and were very reluctant to sell items. Because we have been online for years, and have kept data from previous auction events, we were able to present data to our clients of what previous auctions looked like on the back end.
What I mean by that is we were able to tell them that after three days of being online we should have X number of bidders, Y amount of lot views and Z number of bids placed. We compiled these types of numbers for several metrics covering the entirety of the auction event. With this information, we could go to our client and say, “If we aren’t performing near historical levels, we can make adjustments.” We exceeded historic averages, and the auction was a success for them and for us. Plus, our customers loved having auctions to look at again.
We have implemented several COVID-19 protocols to keep everyone safe like curb-side pickup, appointment only previews and pickup, masks, hand sanitizer stations and more.
(WM): What other ways has COVID-19 affected the auction business?
(JR): One of the areas that has been most affected are benefit auctions. These are generally held at big galas with large groups of people. Of course, those are not possible now. We have been working with several non-profit groups this year by placing their auctions online. That way they can still raise some money and create awareness for their mission. We have also worked with some specific antique dealers by giving them access to our bidding platform because their shows are basically shut down as well.
(WM): What is the most important thing you feel someone who feels intimidated about buying at auction should know?
(JR): Buying at auction has never been easier or less intimidating! If you are comfortable buying on Amazon or eBay, then online auctions are a snap. Find an auction house that is reputable, peruse their catalog and decide what you like. Make sure it works in your space if it’s furniture or décor, set your price and bid that amount. If you win, great! If not, something else will come along. The days of old where a bunch of dealers would glare at you if you thought about bidding on a piece are long gone with online platforms. One more point is to make sure you consider shipping costs or factor in the time to retrieve your item if it is local to you. New buyers often overlook the logistics of getting the item after the auction.
Jason Roske recording an episode of “Behind the Gavel with Jason,” image courtesy of Jason Roske
(WM): As host of your show Behind the Gavel with Jason, you are a gifted interviewer in your own right! Sarah had the pleasure of appearing with you earlier this year, and we’d love to learn more about what inspired you to create Behind the Gavel with Jason?
(JR): That is so kind of you to say. Thank you.
When we had an in-person auction gallery we were the first company in our area to use YouTube videos to preview our auctions. Back then it would take up to 8 hours to upload 8 minutes. No kidding! Using video has always been an important part of what distinguishes us from our competition, and I love to do it.
A couple of years ago I realized that I missed interacting with people and started to do a weekly show where I would just talk about auctions, antiques, estate management, etc., but without any guests. It was fun and interesting but very limiting. Earlier this year, because of COVID, I had time to investigate the logistics of hosting an interview type show and have done dozens of them since March. They have been so much fun, and I have had guests from across the country and around the globe! Toma Clark Haines, The Antiques Diva, joined me from Italy and Curtis Dowling, Art Forgery Expert, joined me from London.
I really wanted to create something that would show people that there is more to estate planning, auctions, and antiques than a simple catalog. By interviewing people like Sarah and others in related industries, we can create a much more developed picture of what the entire process looks like. We can also show antiques in a way that is really inviting to young buyers.
(WM): What is your process for selecting guests for the show? Who would be some future dream guests?
(JR): My first thoughts about guests are does this person have something interesting or important to tell my followers, clients, and customers. Although sometimes I just want to learn more about them myself and hope others find them interesting too.
I would love to interview people like the Keno Brothers, Karen Keane, Arlie Sulka, or Lark Mason. Not because they have been on Antiques Roadshow, but because of their passion for antiques and the depth of their knowledge. One of the ideas that I am trying to develop is having experts on who can show examples of items for viewers to learn from. It can be so difficult for people to know if their 18th-century chest on chest is an original or if it is a mid-twentieth century reproduction. If it is an early piece where was it made?
I would also love to talk to Martha Stewart but not about what she thinks is hot or trendy. Her ability to remain relevant is amazing to me! My questions for her would be what led her to decide that Snoop Dogg would be a great partner? What was she thinking with the poolside picture that she posted earlier this year?
I also think it would be amazing to talk to people like Beyonce, Jay-Z, Leonardo DiCaprio and others about their art collections and what inspires them to collect and what do they look for. Not simply because they are famous and collect but because it would open the doors to their followers to start collecting as well.
(WM): The archive of past shows is such a valuable resource for people looking to learn more about the art and antique field. Clearly, like us, you are motivated to provide useful educational information! What are your goals for the show? How would you like to see it evolve in the future?
(JR): Thank you. My biggest goal is to produce a quality show that people find value in. I really enjoy doing it and I think my guests enjoy being on so now it is about spreading the word to those who want to watch something like this. As for evolving, the idea of showing specific items with experts is the direction I’d like it to pursue.
(WM): How can people subscribe to the show and receive updates of future episodes of “Behind the Gavel with Jason?”
(JR): The latest episode is always on the front page of www.KCAuctionCompany.com. People can always sign up for email updates, follow us on Facebook, Instagram, Twitter or YouTube, and we even have a business page on LinkedIn. Those locations have previous episodes and more information about our company, estate liquidation, upcoming auctions and other interesting tidbits.
(WM): In addition to your show, you are very active educating online through your Instagram profile. You’ve also had innovative collaborations with figures in the design and fashion fields. What are your philosophical and guiding approaches to social media?
(JR): Social media should be fun as well as informative. Our collaborations with design, fashion, dance troupes and others are a way to bring fun to our lives. Antiques, artwork, jewelry, estate items and the other things we sell are part of our lives, not the entirety of them. We want people to associate those things with all parts of their lives.
Having models do photo shoots on 19th-century furniture sounds amazing to me! Showing a dancer performing on an oriental rug would be awesome! We are talking to a local food influencer about doing a photo shoot with us when we have something fun for a dining table. I want people to at least consider estate items as a part of their everyday life, and this seems like a perfect way to illustrate that.
(WM): How can people learn more about your business and find all your creations online?
(JR): Facebook is our most used social media platform, but we are active on Instagram, YouTube, Twitter, and LinkedIn as well. Our website www.KCAuctionCompany.com has links to all those platforms and our current auctions as well.
Just look for KC Auction Company wherever you are, and we should show up. Look for the blue gavel!
Many thanks to Jason Roske for chatting with Worthwhile Magazine™! You can learn more about Jason’s business at www.KCAuctionCompany.com
© Worthwhile Magazine 2020