The 2025 tariffs have made a noticeable impact across multiple industries, including estate liquidation. These measures include a series of trade adjustments, such as reciprocal tariffs on specific countries like China, and a 10% baseline tariff on most foreign imports introduced in April.
When such tariffs are introduced, they often trigger broader economic shifts that influence consumer behaviour. For buyers and sellers in the secondary market, this creates both challenges and opportunities. This guide explores how tariffs affect the estate sale landscape, influence profitability, and how sellers can strategically adapt to thrive in this evolving market.
What Happens When Tariffs Are Introduced
Tariffs are essentially taxes on imported goods, and when they rise, prices of new items typically follow suit. Here’s how this plays out in the economy and the secondary market:
Higher Prices for New Goods
When tariffs increase the cost of imports, the prices of items like furniture, tools, electronics, and home goods climb. During the US-China trade war (2018–2020), we saw firsthand how consumers turned to pre-owned goods to save money. The result? Estate sales became a go-to source for quality, affordable alternatives.
More Demand for Second-hand Markets
Estate sales and auctions thrive when consumers look for value. Items that were once overlooked, such as vintage furniture, well-built appliances, and collectibles, skyrocket in demand. Resellers also become more active, snapping up items they can restore or resell for profit.
Economic Uncertainty Encourages Frugality
When tariffs lead to inflation, disposable income takes a hit. However, rather than stop spending altogether, buyers look for durable items that stretch their budget further. Estate sales fit perfectly into this value-driven mindset.
How the 2025 Tariffs Will Impact Estate Sales
The 2025 tariffs are already shifting consumer behaviour. Trade volumes are decreasing, and retailer lead times are increasing. Companies have reduced or in some cases ceased ordering products from countries where tariffs have been imposed. According to Craig Fuller of Fright Waives, there has been a 65% decline in sea-faring cargo shipments from China to the US in just the few weeks since the 145% tariff on Chinese goods took effect.
However, estate sale businesses are in the perfect position to thrive. Here's what we’re hearing in the market:
A Boost in Buyer Demand
Higher costs from tariffs could cost households over $1,200 annually in purchasing power. Naturally, buyers are cutting back on retail shopping, which creates a gap that estate sales are well-positioned to fill. Customers who might have otherwise purchased new goods will shift their attention to second-hand markets for savings of 30–70% off retail prices.
Larger Crowds and Reseller Activity
Professional resellers are already actively sourcing tools, appliances, and furniture to bypass tariff-driven cost increases. Expect an uptick in bulk purchases from resellers looking to capitalize on value-rich inventory at estate sales.
Elevated Perceptions of Quality
Estate sale items have an edge over some modern imports for their durability and craftsmanship. Furniture, tools, and collectibles with rich histories and timeless designs are seen as ‘tariff-proof investments’.
Profit Margins in Key Categories
Certain categories will see greater gains than others. For example, take categories where new items are made in China - as supply chain disruption with major retailers will impact inventory available, especially during seasonal holidays. Pay particular attention to pricing accordingly to match a potential increase in demand.
Furniture: With the cost of importing new furniture skyrocketing, vintage and antique options will be hot-ticket items. Locally sourced items are now more appealing than ever.
Tools and Appliances: Hard-wearing tools and functional home appliances are practical and likely to attract budget-conscious shoppers. These sturdy, resalable goods are now hot commodities for hobbyists and resellers alike.
Parts: Items such as car parts, HVAC components, batteries, and flashlights are expected to gain traction as shoppers look for functional, necessity-driven products. These items are practical and appeal to those seeking to repair or maintain, rather than replace, existing equipment.
Back to School: With supply chain challenges potentially impacting availability, backpacks, school supplies, and apparel might see a spike in demand. Estate sale shoppers preparing for the school season will be on the lookout for affordable alternatives to gear up for back-to-school needs.
Baby: With growing families and expectant parents looking for essentials, items such as baby furniture, car seats, strollers, and newborn necessities could drive interest. These high-demand products provide opportunities for estate sales to cater to young families looking for cost-effective solutions, though sellers must ensure safety compliance.
Decorations: Home décor items like fake flowers, candles, table décor, and holiday decorations will attract buyers seeking affordable ways to spruce up their spaces. While discussing Christmas in April may seem premature, extended lead times and reduced imports suggest possible shortages later in the year, making now an opportune time to highlight seasonal items.
Collectibles and Decorative Arts: As ever, unique and character-rich items stand out as imports become pricier and harder to source.
What Estate Sale Shoppers Will Look For
Estate sale customers in a tariff-driven market gravitate toward items that offer value and uniqueness. Here are the trends to expect among buyers:
Durability and Practical Value: Shoppers want items that will last. Tools and well-made home goods are particularly appealing because of their practical nature.
Uniqueness and Personality: Furniture with charm, quirky collectibles, and one-of-a-kind accessories will appeal to those seeking character for their spaces.
Sustainability and Conscious Consumerism: With rising emphasis on sustainability, buyers increasingly favour pre-loved goods as eco-friendly alternatives to mass-produced imports.
How Estate Sale Companies Can Adapt
Tariffs may challenge the economy, but for estate sale businesses, they open new doors. To maximize profitability and relevance in 2025, companies should consider these strategies:
1. Promote High-Demand Categories
Promote items that offer value during economically challenging times. Tools, furniture, and appliances should take centre stage in advertising campaigns. Use phrases like ‘tariff-proof savings’ and ‘quality pre-owned deals’ to appeal to your audience.
2. Partner With Resellers
Professional resellers are a growing segment of estate sale buyers. Offer exclusive incentives like early access or bulk-purchase discounts to foster mutually beneficial relationships.
3. Amp Up Digital Engagement
Leverage social media and online platforms to showcase your offerings. Post high-quality photos, share virtual walkthroughs, and create content that emphasizes both value and experience. Videos of unique items or behind-the-scenes glimpses can engage and attract more buyers.
4. Communicate Smartly
Stay politically neutral. Use phrases like “market changes” or “rising retail prices” instead of pointing to political policy. Focus on benefits to the local community and eco-conscious reuse. Educate your audience on the benefits of buying pre-owned. Use messaging that connects your items to ‘long-term savings’, ‘eco-friendliness’, and ‘wise investments in quality’.
5. Stay Flexible and Focused
Be ready to adapt to customer preferences driven by tariffs. Scan your past sales data and gather shopper feedback to identify trends. For example, if demand for model trains grows (as parts for motors reduces), you might hold back some inventory to ensure future estate sales are stocked appropriately to fulfil that need.
What About the Bottom Line for Estate Sales?
Estate sale companies may see increased profits due to rising attendance and demand for used items. That said, external factors such as disposable income constraints and inflation can cap spending power. The key is to find a balance by offering attractive deals, emphasizing quality, and creating an enjoyable shopping experience.
Estate sales hold a unique position in the economy, especially when tariffs are introduced. They provide consumers with affordability, quality, and a sense of connection to history. By taking definitive steps now to adapt and cater to tariff sensitivities, estate sale companies can seize unprecedented opportunities for growth.
Are you ready to turn tariff uncertainty into profit? For more resources and insider tips, contact the team at EstateSales.NET - we’re here to help you thrive!