How to Determine the Optimal Number of Auction Lots: A Guide for Auctioneers

An important factor in running a successful auction—whether live or online—is determining the ideal number of lots. Too few, and you may miss revenue opportunities. Too many, and you risk bidder fatigue and lower engagement.

At AuctionWriter, we work closely with auction houses of all sizes, across a wide range of industries and locations. In this guide, we break down everything you need to know about setting the right lot count, including insights into common U.S. auction industries, differences between online and live formats, auction house capacity, and seasonal trends. At the end, you’ll find a quick-reference table of Recommended Auction Sizes by Lot Count to help you determine the best lot count strategy for your auction business.

Table of Contents

1. Understand Your Auction Industry

2. Live vs. Online Auctions: Choosing the Right Format

3. Scaling Lot Counts by Auction House Size

4. Aligning Auction Lot Strategy with Seasonal Trends

5. Recommended Auction Sizes by Lot Count

1. Understand Your Auction Industry

Different auction sectors have unique buyer behaviors and price points. Consider the following common U.S. auction industries:

• Fine Art & Antiques: Typically high-value, limited lots to keep bidding competitive.

• Collectibles & Memorabilia: Often many smaller items; these auctions may support a larger number of lots.

• Automobiles & Vehicles: Depending on the type (classic, used, salvage), lots can range from a few dozen to hundreds per lane.

• Industrial Machinery & Equipment: High-volume sales may benefit from parallel auctioning or multi-day events.

• Real Estate: Auctions are often low in lot count, as each property requires extended bidding time.

• Luxury Goods: Curated and select, these auctions usually have moderate lot counts to maintain an upscale feel.

2. Live vs. Online Auctions: Choosing the Right Format

Live auctions favor smaller, tightly curated lot counts to fit within a few hours, whereas online auctions can accommodate larger lot counts. Bidders have more freedom to participate on their own schedule in an online format, which can allow catalogs to be larger; however, auctioneers should be careful not to neglect user experience.

Live Auctions:

• Time Constraints: Live events typically last between 1–6 hours. Auctioneers must pace the sale to avoid bidder fatigue.

• Engagement: A lower lot count per session (or split sessions) can help maintain energy.

• Typical Range: Small live auctions may feature 30–100 lots for high-end items, while larger live events might handle 200–300 lots if structured into multiple sessions.

Online Auctions:

• Flexibility: Bidders can participate at their own pace over several days, allowing for a higher volume.

• User Experience: Even though online auctions can handle more lots, consider organizing items into subcategories or staggered closing times to prevent overwhelming bidders.

• Typical Range: Online auctions might comfortably list 300–500 lots for smaller houses and even 500+ for large auction platforms.

3. Scaling Lot Counts by Auction House Size

Small/Boutique Auction Houses:

• Limited staff and smaller bidder pools often mean a curated, moderate lot count.

• Focus on quality and curation rather than sheer volume.

• Example: A local art auction might feature 50–100 lots, ensuring each item receives ample attention.

Large/National Auction Houses:

• With greater resources and marketing reach, these firms can manage larger inventories.

• They often split sales into multiple sessions or use parallel auction rings to handle hundreds or thousands of lots.

• Example: A national auto auction might run 100–300 lots live (using multiple lanes) or even more online.

4. Aligning Auction Lot Strategy with Seasonal Trends

Seasonality can play an important role in buyer behavior too. Consider how the following factors can impact the success of your auction:

• Peak Seasons: Spring and fall typically attract more bidders, allowing for higher lot counts.

• Slow Periods: Summer and major holidays (e.g., Christmas) may require smaller, more focused auctions to avoid bidder fatigue.

• Special Timing: Consider tax season (late winter to early spring) as a time when buyers might have more discretionary income.

5. Recommended Auction Sizes by Lot Count

Auctions span many industries and formats. Below is a table summarizing recommended lot count ranges for popular auction industries, comparing live versus online formats for both small and large auction houses. These ranges are generalized guidelines – the optimal lot count always requires considering the specific audience, the value of items, and the context of the sale.

Conclusion

Auctioneers can and should tailor the size of their auction catalog to the specific needs of their business, bidding format, and audience. This guide is based on industry research and best practices observed among U.S.-based auction houses across various sectors, but in general the following points can develop an effective strategy for your auction house:

• Avoid Bidder Fatigue: Keep live auctions within 4 hours or less, or split large catalogs into separate sessions.

• Segment Your Catalog: Divide high-value items from secondary lots to ensure marquee pieces receive prime attention.

• Leverage Online Tools: Use search filters, staggered closings, and themed sub-auctions to manage larger online catalogs.

• Quality Over Quantity: Sometimes holding back inventory for a future auction can help maintain a competitive atmosphere and higher overall prices.

For more auction strategies, explore articles covering auction industry and technology on AuctionWriter’s blog.