How global art auctions expose FX fees imbalance

Yahoo

4 hours ago

Imagine for a minute that you were the winning bidder last year for Claude Monet's Nymphéas. It sold last year at Sotheby's, New York after a competitive bidding war lasting only 17 minutes. And the price? $65.5m. That is just for starters. One might be forgiven for thinking that the auction house commission for the sale would be paid by the seller.
One would of course be wrong. There is the buyer's premium to calculate. In this case, if Sotheby's standard fees applied, that means a 27% buyer's premium for works up to $1m; 22% for the part of the transaction between $1m-$8m and 15% for the balance above $8m. The Monet is now going to set back the buyer almost $76m. And there is more to come.
Let us also imagine that the buyer is based in the UK and is working through his or her bank, say one of the traditional big four banks. The bank will typically add to the cost of the Monet by charging an FX fee of at least 2%, probably closer to the 3% to 4% range. Even at the midpoint of the FX fees scale, that adds about another $2.3m to the final cost to the buyer.
For the sake of brevity, let us avoid the tricky question of VAT on the buyers premium or VAT on imported works of art and just focus on FX fees. The total cost of the Monet in question, including VAT, is now way over $80m for a UK buyer. A saving on the FX fee is do-able and it is almost akin to negligence if the theoretical winning UK bidder uses a traditional bank and meekly pays a 3%-4% FX fee.
It also offers disrupters in the market such as iBanFirst, an outstanding market opportunity to highlight the benefits of its smarter, fairer FX fees structure.
Vivek Savani, UK Country Manager at iBanFirst, is on a mission to address the imbalance in the FX market.
'Whether we're talking about high-net-worth individuals or not, the foreign exchange imbalance is an unnecessary premium that really doesn't represent smart financial management. It also affects businesses. And I think when we look at it, there are exorbitant fees and premiums built into FX pricing and services that many banks offer.
'Over 70% of businesses are still using their bank. If we extrapolate that to the private market for individuals, it's probably vastly more than 70% moving up towards 80% and 90% of individuals that have currency transfers and requirements, that are using their bank. And it's there that these fees really start to kick in. Typically, they may charge between 2% to 4% and ultimately, that's a really, really high price to pay for, ultimately what is quite a straightforward transaction. And they offer, essentially an execution only service. They seldom offer the quite bespoke service that many of these individuals and businesses require. So yeah, I'd say it's quite a vast problem.'
To suggest that the global art market is struggling, as some have claimed, might be stretching it a little. If you want a quick but comprehensive summary of the sector, the annual Art Basel and UBS Global Art Market Report 2025 by Arts Economics is a good starting point. It reveals that the global art market recorded an estimated $57.5bn in sales in 2024.
The number of transactions grew 3% year-on-year, demonstrating continued interest from collectors worldwide. On the other hand, that total for the year of $57.5bn is down by 12% y-o-y.
The US and UK continue to lead the way with 43% and 18% respectively of global sales by value. But their 2024 sales of $24.8bn and $10.4bn are down by 9% and 5% respectively.
Given the decline in the total value of art sales, Savani argues that it is time for the art world to start paying closer attention to FX and says this could support the entire ecosystem. It would encourage higher bids for auction houses/dealers, support a better seller experience and increasing buyer strength.
And he highlights the support iBanFirst provides in the global art market and says that its business model, built around close relationships, mirrors the art world. Specifically, iBanFirst
can help buyers and sellers better track payments, meaning that they are better equipped when it comes to buying and selling based on the real-time cost of currency.
'Purchasing art is a sizable investment for many people, and those fees add to the overall cost of that transaction. They're quite opaque. So ultimately, I would argue that this really deters many people from potentially participating in an overseas auction. It erodes confidence and penalises the sellers potentially from having a wider audience to bid on those particular pieces of art. Having overall transparency would really encourage people to participate and help the sellers and help the buyers at the same time, as well as the intermediaries, the brokers and the auction houses that are a central part of that particular ecosystem.'
Savani says that there has been a rise in levels of interest in working with FX specialists instead of banks for such international transfers and in the specialist service that bespoke disruptors can offer.
But he adds: 'It's not moving at as quick a pace as one would hope. From the consumer perspective, we want to work with more individuals, more dealers, more brokers, to try and bridge that gap. It is improving. There's still a lot of work to be done, and we hope that we can get the message out there that there is an alternative to the bank. There are better levels of service, of convenience, of information, of assistance that are out there.'
Savani summarises the iBanFirst proposition as offering a combination of technology mixed with the human touch.
'We have a really nice piece of technology. Many clients find the platform really convenient, very easy to use, and very different to what a banking system would offer them. We also offer that human touch, so someone that is there to speak to the client from the beginning of the transaction right until the end. And this is something that is really missing from a banking solution and many of our competitors.
'That is, a specialised individual that can provide guidance in terms of setting up the transaction, even more insight and a real, healthy overview of what's happening in the market at any particular time. Ultimately, we hold the hand of the client from the beginning until the end. And that is a very important feature, I would say, when it comes to these high value transactions. They're not small amounts of money, and it's a comfort for clients to know there is someone at the end of a phone that will help them with any situation, whether it's funds, whether it's the payment, whether it's making the transaction, the FX piece.'
Founded in 2013 and headquartered in Belgium, iBanFirst is regulated as a payment institution, passported throughout the EU and is a serious competitor to the traditional bank offering for SMBs.
Its core banking platform offers fast and secure multicurrency transactions and it wins on cost versus banks, thanks to no setup fee, no tiered monthly subscription costs and no transfer fees. Savani says that what the client sees is exactly what the client pays.
The iBanFirst pricing structure is designed with scaling international businesses in mind. iBanFirst gives a standard exchange rate spread that applies across all of a client's transactions. This means they can predict their costs even as payment values increase, rather than watching fees eat away at profits. Its offering best suits established small and medium businesses that are outgrowing entry level payment providers and that need advanced tools for things like FX risk management. It will suit importers and exporters with international supply chains seeking the tools and expertise to manage complex payments, that do not want fees eating into their margins. And it suits wholesalers who rely on FX risk management tools that crave detailed payment tracking and hands on responsive support.
What's more, iBanFirst clients are able to track international payments every step of the way, with detailed, timestamped updates and tracking links that clients can share with their partners and suppliers.
This is, however, a competitive market, and iBanFirst is competing with some serious players. For example, Wise Business can claim that it keeps things simple, both in terms of pricing and functionality. It targets both individual consumers and businesses, especially those looking for a cost-effective solution.
On the other hand, once you are regularly moving over, say, €100,000 euros annually, across borders, iBanFirst would argue that Wise's per transaction fees soon start adding up. And if a business is growing, foreign currency risks will become more of a concern. Wise doesn't offer the kind of FX risk management tools or dedicated support that iBanFirst offers to protect margins from exchange rate swings.
Another competitor is Airwallex, a cross-border payment provider that offers multi-currency accounts. Airwallex is a payment gateway allowing e-commerce businesses to collect online payments, and it offers virtual and physical cards for expense management. On the other hand, it's a more complex platform, and its features are plan dependent, that may require a steep learning curve for some users. And iBanFirst might argue that the Airwallex pricing structure is not the most SMB friendly.
Another competitor is Payoneer, which specialises in facilitating payments to and from freelancers, contractors and online sellers. But with a split focus across multiple audiences, freelancers, businesses and marketplaces, Payoneer, arguably isn't so focused on developing solutions that meet the specific needs of SMBs.
And then there is Ebury. Ebury offers forward contracts and other FX hedging tools and offers mass payment capabilities for handling multiple international transactions. However, its complex tailored pricing structure can make it harder for businesses to predict costs or compare Ebury to other providers.
In addition, iBanFirst may argue that the Ebury platform is not so user friendly, making it harder to integrate into a modern tech stack.
Two other competitors are Convera and Revolut. Convera does suit large businesses with more complex FX needs across multiple countries, but some SMBs may find the Convera platform overwhelming and potentially more expensive than alternatives like Wise or iBanFirst.
And finally, there is Revolut. It features a tiered monthly subscription model and each plan comes with a monthly allowance for currency exchanges at the interbank rate. Revolut business does work well for companies that want a single platform to handle most of their financial needs.
So, it does have a lot to offer in terms of functionality, but iBanFirst could argue it's not a specialised tool for a specific business type, because it tries to cater to vastly different audiences. Accordingly, some clients may find themselves paying for features that are not relevant to their business needs.
And Savani can argue that if human support is a must have, iBanFirst can win against any of what is a very competitive peer group.
"How global art auctions expose FX fees imbalance" was originally created and published by Retail Banker International, a GlobalData owned brand.
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