Late last month Al Rosen lost a long-term battle with leukemia. He was 71 years old and although two decades past his peak as a card dealer, much of his influence remains in the sports card and memorabilia business. Since I lived less than a half hour from Al, I would see him quite frequently at local New Jersey/New York events and seeing him in action was a site to behold. Many collectors and dealers both bought and sold from Al over the years. I did a few small deals with him and every one was handled very professionally.
He could be abrasive to people who offended him in some ways and, as arguably the most powerful card dealer of the 1980’s, when Al spoke the card collecting community listened. But I prefer to think of the positive aspects of his personality. If you had a chance to talk to Al, as I did, without the benefit of a large crowd at a show or when he felt he had to perform, you talked to a man who understood his business and his role within the card collecting community. I knew I was seeing the real Al Rosen when we sat next to each other flying home from the National Convention in 1985, 1986 and 1987. This ended in 1988 when the National was in Atlantic City, a drivable distance.
During his peak, Al would get so many calls and letters that he was constantly on-the-go buying and selling. I know members of his coterie who would finally get home for a day of rest and be called to go back on the road. Al never seemed to tire of looking at new collections as each deal truly excited him.
How did he know what to pay for collections? It all came down to the simplest terms he once imparted on me nearly 35 years ago. The most important aspect of this business is knowing what to pay for material. That simple sentence is pure genius. Why? Because if you pay correctly for an item, even if the value (real or perceived) goes down, you still have room to make a profit. And if you are a dealer, knowing how much room you have into an “piece” allows you to make a deal which may seem equitable for both buyers and sellers but also allows you to put money into your pocket. Sounds simple, but in actuality, it is the hardest thing for most dealers who are collectors to understand because they get smitten by seeing additions to their collections.
Rich Klein is a catalog maintenance expert for COMC and lives in Plano, TX with his wife and two dogs.