When I figured out that the wrecking yard in Pennsylvania had a genuine Mercedes-Benz 190E 2.3-16 Cosworth sitting on its crowded lot of discarded junkers, my next course of action after arranging for enclosed transport was to locate a manila folder. In it went the crummy, low-res photos of a beige sedan with its iconic rear spoiler and fender flares hanging on by a thread, an occasion I considered to be somewhat ceremonial in nature. This folder was the start of a new chapter, one marked by avoiding death at the hands of an oil-stained car crusher. Am I likely to […]
When I figured out that the wrecking yard in Pennsylvania had a genuine Mercedes-Benz 190E 2.3-16 Cosworth sitting on its crowded lot of discarded junkers, my next course of action after arranging for enclosed transport was to locate a manila folder. In it went the crummy, low-res photos of a beige sedan with its iconic rear spoiler and fender flares hanging on by a thread, an occasion I considered to be somewhat ceremonial in nature.
This folder was the start of a new chapter, one marked by avoiding death at the hands of an oil-stained car crusher. Am I likely to sell this car I rescued, one I fantasized about in high school? Nope. However, if it were to someday change hands, the details in that folder tell a story that can resonate with every enthusiast at any level of the hobby.
Preserving history gives many of us purpose in restoring a vehicle or caring for a survivor-grade classic. The paperwork, photos and hand-written notes about what was done at what time and by whom represent a tapestry that goes far beyond simply serving as reminders for posterity’s sake. Such records represent real value, especially when it comes time to sell. For owners who lose track of those documents or fail to include them when a vehicle is offered for sale, the potential financial loss is tangible.
From average to exceptional
We’ll get to that shortly, but let’s take a moment to review what goes into your typical history file: invoices from local specialist shops, receipts from parts suppliers, general maintenance items such as tires and batteries, and restoration photos that show details such as paint application, metal repair and other work that isn’t visible once the project is completed. The sky is the limit when it comes to documentation, and the more of it there is, the better.
For an exercise in understanding the value of documentation, consider an ordinary car, such as a Honda Accord. If two examples in the same color with roughly the same equipment and no glaring faults are up for grabs, you can bet your bottom dollar that the one with a folder full of receipts showing that a long-term, mature owner routinely took it in for oil changes and the occasional belt service will drive a higher price than the one without. After all, a Honda without that folder is just another used-up commuter.
However, with collector cars, records can also include digital evidence of the ownership experience that goes beyond invoices. You likely have items that might seem to be of little consequence residing in your garage or your glovebox that could trigger a buyer to spend more. An original sales brochure with the salesman’s business card still stapled in, or a grille badge from a club meeting years ago that never took a rock to its enameled surface. Perhaps there’s even a trophy or two from a local car-club meet, or photos of your niece taking the car to prom. These are all of potential value to the right buyer.
At the very least you can photograph this stuff and include that evidence of its existence in a digital archive, so buyers see a connection with the car that went well beyond regular oil changes. Savvy collectors understand that if you truly want the best, you need to shop not just the car but also the owner. This ephemera may amount to little more than memories, but car enthusiasts know better than most that nostalgia is a hell of a drug. Anecdotes from previous owners are the stuff that auction catalogs are made of.
Every detail counts
My company recently had the opportunity to help present a very nice 1972 BMW 3.0CS on Bring a Trailer. The car was being offered by Michael’s Motor Cars of Lancaster, PA, with an accompanying link to a digital portfolio hosted on our platform. This included records showing the car’s history of devoted owners going back to the mid-1980s. There was even a black-and-white ad for the vehicle from the local pennysaver, long before the E9 became the collectible it is today. To put it simply, the documentation was outstanding, and it clearly instilled confidence in bidders who didn’t have the ability to lay hands on the vehicle. When all was said and done, the BMW sold for $63,000, including premium.
By comparison, a similar car in great colors and presented with excellent photos sold on BaT earlier in the year for $48,563. This was not a bad price, but in trying to assess what made the difference, it’s hard to ignore the lack of records in the listing. Combined with some concerns in the comments, I’m sure this contributed to more-conservative bidding. Even though this BMW was offered by one of BaT’s more successful sellers, some questions from bidders went unanswered, likely because the seller did not have the information required to respond.
If nothing else, the car with extensive records led bidders to assume that any potential gaps in its history were unimportant. Even if questions remained, it was clear the current owners took great care to be true custodians of the car in every sense, from the actual work involved in its ongoing preservation to treating every photo and receipt like a relic of the BMW’s past. It doesn’t matter how you go about doing it, but in this era of online buying and selling, documenting every aspect of a car’s careful stewardship is important to achieving the best sales result.