Do you hold sales contests for your staff?

Yes: 35%

• Fun contests, no serious competition but good reward. I don’t want to create a more stressful environment for my staff. — Nathan George, Joshua’s Fine Jewelry, Russellville, AR
• We play “Pass the Honey.” On a busy Saturday, I give $100 bill to the first person who makes a sale, then they have to pass it to anyone who makes a sale larger than theirs. At the end of the day, the salesperson with the largest sale keeps the “honey.” — Dianna Rae High, Dianna Rae Jewelry, Lafayette, LA
• To motivate them and to have some FUN. One of the many contests we are doing is Christmas Bingo. This one is held with six other jewelry stores around the USA. Big prizes here (NOT). Just bragging rights. Just a small sampling of the bingo squares include, “I’m a Good Customer”, “Day Drinker”, “Jewelry Licker” and “Smell them before you see them” … It’s a lot of fun. — Doug Meadows, David Douglas Diamonds & Jewelry, Marietta, GA
• We do, but in specific, sporadic and fun ways with special thought to try not to create unhealthy competition between our team members. — Jennifer Hornik Johnson, Miller’s Jewelry, Bozeman, MT
• We have bingo cards where each square represents a service or a sale in a different area of the store. It trains and keeps all areas top-of-mind and staff earn money filling out their bingo card! — Debbie Fox, Fox Fine Jewelry, Ventura, CA
• Some extra incentive to reward them for their creativity and hard work. — Georgie Gleim, Gleim the Jeweler, Palo Alto, CA
• Our staff is highly competitive, and they have a lot of fun with contests. — Dorothy Vodicka, The Gem Collection, Tallahassee, FL
• Sometimes I put “bounties” on old or slow-moving items to move it. — Krystal Shiklanian, Radiant Fine Jewelry, Plymouth, MI
• We do Customer Bingo to make the days fly by and line their pockets. I got a finger licker today! The laughter and the banter are worth the day it takes to design and print the random square cards. $100 to whoever wins. Then we start again … so much fun and great rivalry. Never saw employees try so hard for the goofball clients. Add-ons — that will add on to your check with a loftier percentage commission bonus. Be creative, have fun, be the best team because you can be. Make it so No. 1! The holidays are supposed to be F U N! — Denise Oros, Linnea Jewelers, La Grange, IL
• We run five different contests! Total sales, team sales, gross profit margin, most aged, appointments. — Tom Duma, Thom Duma Fine Jewelers, Warren, OH

No: 65%

• I should, but I neglect this part of my business. This question reminded me to get to work on running a sales contest. They are motivating and fun. — Howard Knopf, Robert Irwin Jewelers, Memphis, TN
• I pretty much am the sales staff. Sometimes I look at a piece and say, “This week, you must find a new home.” — Ellie Thompson, Ellie Thompson + Co., Chicago, IL
• I want them to be a team, not competing with each other. Do not “steal” a customer that is known to be seeking a particular staff member. — Gary Richmond, Van Horne & Co., Granger, IN
• It’s a family business, so we don’t compete with each other. — Arturo Carrera, Eclipse Jewelry, San Diego, CA
• My team does not do well with individual spiffs — they get sharky or scared about it. Team commissions and rewards have always done better if we did anything like a contest. — Kyle Bullock, Bullock’s Jewelry, Roswell, NM
• I’ve tried contests several times. No positive results. — Peter Tims, White Mountain Jewelers, Show Low, AZ
• From a consultation with Shane Decker, I learned what motivates me as well as staff … competitive sales contests were not on the list. We’re helpers and doers. And I’m much more spontaneous, so I’d rather surprise them with a gift card or time off for a business goal I couldn’t have achieved without them. However, our daily goal is to sell more as a team than last year, celebrate every sale and give each other feedback often through each day … things like, “I love how you shopped for this customer while I was meeting with them… I can’t wait to show them the diamonds they wanted to see as well as surprise them with a gift you found (which we brought in in memo) that he may want to give before the engagement ring is ready for pickup.” Setting daily goals, learning from each other, celebrating our collective success, giving an in-store customer experience like no other they’ve had … that’s our motivation to excel. — Jill Keith, Enchanted Jewelry, Danielson, CT
• It’s very important that the staff works together. In my opinion, a contest would pit the staff against each other. Can’t have that. I worked in a commission-based store and hated it. We were all against each other. Team atmosphere is very important. — Michael Kanoff, Michael’s Jewelers, Yardley, PA
• I am the sales staff! I would appreciate a simple high five for my custom sales closings from my business partner, but even that rarely happens. — Jo Goralski, The Jewelry Mechanic, Oconomowoc, WI
• We don’t, mainly because I don’t want a competitive environment behind the scenes that could potentially create an uncomfortable situation for a client. — John Thomas Mead, John Thomas Jewelers, Albuquerque, NM
• We act like one big family where everyone helps everyone. No commission, no fighting, no empty paychecks. It is a much less stressed environment. — Ellie Mickey, DBS Fine Jewelers, St. Michaels, MD
• They don’t need a contest to produce more sales; they want the end-of-month commission check. — Greg Tidwell, Bell Jewelers, Murfreesboro, TN
• We all wear many hats and fill in various positions throughout the store. It would be unfair to offer a sales contest that would favor whomever spends more time on the floor versus making jewelry in our workshops. — Rebecca Larson, Barry Peterson Jewelers, Ketchum, ID
• Just me and my wife, so of course I would let her win. — Rick Nichols, Nassau Jewelry, Fernandina Beach, FL

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Do you hire part-time help during the holiday season?

Yes: 33%

• We hire current and past interns to work part-time during the holidays. Their main priority is to help at the registers, gift wrap, and keep everything stocked and looking pristine. This allows our best sales associates to focus on what they are good at: selling. — Beth Greene, Conti Jewelers, Binghamton, NY
• There is an increase in traffic and days/hours that we’re open, so we need extra help. We bring back previous employees, our “reserves” are called in, we increase the hours that our current part-time people work wherever possible, and we usually hire a college or high school student to gift wrap and greet. — Jennifer HOrnik Johnson, Miller’s Jewelry, Bozeman, MT
• Always need extra help, but it has its drawbacks. Training quickly is not a good idea. We try to find people with experience who are retired. — Susan Eisen, Susan Eisen Fine Jewelry & Watches, El Paso, TX
• Our limited staff can only do so much. Part-timers can wrap, change batteries, answer the phone, run to the post office, get lunch, and do errands. We train our part-timers to know our Pandora department, and they can take that load off our more experienced staff. — Don Unwin, Sterling Jewelers, Wethersfield, CT
• It’s a cyclical business. It is easier to bring PT in for a few months when needed than try to pay a full-timer with benefits. — Nicholas Pronko, Steve Pronko Diamonds, Dickson City, PA
• I hire my sales staff’s kids (15 and up) to box, bag, ring sales and run errands. — Krystal Shiklanian, Radiant Fine Jewelry, Plymouth, MI
• We always plan on a few Christmas elves (holiday part-timers). We usually need extra help on the Saturdays since major town events take place. And you never know if someone is going to be sick. — Ellie Mickey, DBS Fine Jewelers, St. Michaels, MD
• We’re open Sundays for three weeks, so we need extra help to cover extra hours. — Willa Dickens, Herteen & Stocker, Iowa City, IA
• We need to preserve the current staff to give them time to do their shopping and spend time with families. — Cindi Haddad-Drew, Cindi’s Diamond & Jewelry Gallery, Foxboro, MA

No: 67%

• We’re super-human. — Gretchen Schaffner, Eytan’s Designs, Sherman Oaks, CA
• I actually needed to, but we will get by. — Shari Lewis, Cravens & Lewis Jewelers, Georgetown, KY
• Regular staff works overtime. — Gary Richmond, Van Horne & Co., Granger, IN
• I don’t feel that I have enough time to devote to training — especially for any down time — so we focus on being as efficient and customer-focused as possible! — Erika Godfrey, Hawthorne Jewelry, Kearney, NE
• I have a couple of workers on call that help us during the season. — Tim Wright, Simply Unique Jewelry Designs, Yorktown, VA
• Too long to train them to be productive. It always seems like we spend more time helping them help customers than helping other customers. — Chuck Jacobson, International Diamond, Adrian, MI
• We can manage, and customers want to see the same faces, not new people. — Rosanne Kroen, Rosanne’s Diamonds & Gold, South Bend, IN
• We close between Christmas and New Year’s Day and ask our staff to work the three Sundays in December to make up for time closed. — Ragnar Bertelsen, Ragnar Jewellers, Vancouver, BC
• Christmas is not the time for rookies. — Bill Elliott, Ross Elliott Jewelers, Terre Haute, IN

The post Do You Hire Part-Time Help for the Holiday Season? Our Brain Squad Weighs In appeared first on INSTOREMAG.COM.

Do you offer any kind of free warranty or guarantee on lab-grown diamonds?

Yes: 9%

• We treat lab-grown diamonds just like mined diamonds. Same trade-in policy across the board. — Christopher Sarich, Noah Gabriel & Co. Jewelers, Wexford, PA
• Same warranty as natural diamonds. — Dennis Miller, Miller’s Fine Jewelry, O’Fallon, MO
• I offer to buy them back at market prices and explain carefully the serious abundance of overproduction with cheaper HTHP vessels producing 60% more goods. This is causing the glut and therefore the plummeting prices. Since we don’t stock lab-grown inventory, we can take advantage of the market climate for our customers. They value our professional knowledge and our custom department to create a one-of-a-kind dream ring, and they understand what they are buying. — Denise Oros, Linnea Jewelers, La Grange, IL
• Money-back guarantee as on all our merchandise. — Ragnar Bertelsen, Ragnar Jewellers, Vancouver, BC
• We warranty everything we sell. — Andrea Riso, Talisman Collection, El Dorado Hills, CA
• We offer a lifetime warranty on all jewelry we sell, including lab-grown diamonds. — Joe Thacker, Thacker Jewelry, Lubbock, TX
• We replace accent melee-size lab diamonds free of charge, same as natural, as long as the customer comes in for an inspecting about every six months. — Becky Bettencourt, Blue River Diamonds, Peabody, MA

No: 91%

• No warranty on any stones! This is Wisconsin, these ladies can break anything! That is what insurance is for. — Jo Goralski, The Jewelry Mechanic, Oconomowoc, WI
• We guarantee our work, and the settings other than wear and tear and damage — not diamonds. — Kim Hatchell, Galloway & Moseley, Sumter, SC
• We offer the same “warranty” as our mined diamonds: If there is a problem, see us to get it resolved. — Laura Sipe, J.C. Sipe, Indianapolis, IN
• The market is unstable and unproven. We let our clients know that we have no idea what the value will be in the future and we feel like they will continue to go down. The client can then make their own decision. — Natasha Henderson, Saxon’s Fine Jewelers, Bend, OR
• We specifically put on all lab-grown sale receipts that we cannot honor our diamond trade-in guarantee due to “evolving nature of the lab-grown diamond market” in order to ensure that clients have full visibility to the fact we will not offer full trade value. — Lucy Conklin, Toner Jewelers, Overland Park, KS
• We do not guarantee trade-in value since the price is bouncing around and we expect it to go down before it bounces back. — Alexander Rysman, Romm Diamonds, Brockton, MA
• We have sold three lab-grown diamonds in the past two years. No warranty, no exchange, all value lost as soon as purchase is complete. — Michael Cook, Walter J. Cook Jeweler, Paoli, PA
• Our guarantee is always on the mountings. — Mary Beth Conwell, Ray Jewelers, Elmira, NY
• If they are certified, we include the laboratory report. — Susan Eisen, Susan Eisen Fine Jewelry & Watches, El Paso, TX
• We only sell lab-grown diamonds by request and offer NO warranty (expressed or implied) of the future value. — Joe Caron, Caron’s Jewelry, Bristol, RI

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Do you have a private area for diamond presentations?

Yes: 36%

• Clients have an expectation of IMPORTANCE. When we built our private showrooms in 1991, it was a game-changer. Continue to utilize for selling and buying. — Eileen E., Decatur, IN
• People like privacy when spending larger amounts of money, plus it’s great for younger guys that we can teach more about why QUALITY costs more but is better in the long run. — W.J. S., Franklin, VA
• It works well by allowing customers to ask questions without concern of what other customers hear. It lowers the inhibitions of customers. It helps establish a “personal touch” to the purchase and the store staff is devoting private time to the customer. The customer feels empowered and more knowledgeable because they can look at the diamond under a scope or viewer. — Gary R., Granger, IN
• We have a private room available for showing, but clients and our team prefer to work on the sales floor. There is an energy and an excitement of looking at all the styles, having other excited people working in the floor and a comfort of not feeling separated and seated at the desk working. We’ve done it both ways, and most people prefer working at the cases. — Heather W., Des Plaines, IL
• It’s not quite a private room tucked away, but we do have two tables for custom design where clients can sit down with the designer/salesperson and spend some time learning about the diamonds and their characteristics. People often say they were intimidated coming in, but that it was easier and more relaxed than they thought. They appreciate being able to take some time to make a decision rather than being sold to at a counter. — Joe K., Milford, OH
• We have our diamond room in its own nook of our store … high ceilings with skylights and the interior look of a log cabin. It’s beautiful and the customers love it! — Mary Jo C., Rutland, VT
• Privacy in a special office and one on one with refreshments always works well. — J. Dennis P., Johnstown, PA
• We dedicated an area designated for this purpose when we built our store based on prior experience. The reality is that we didn’t use it and have since used the area for appraisal purposes. We sell diamonds everywhere in our store and close many sales outside on the sidewalk! — Jon W., Virginia Beach, VA
• It performs exactly as planned; we take private clients there. Most clients do not know the area exists. — Steven B. ., Bellevue, WA
• We have two private viewing rooms set up like small offices. They are right next to our diamond and engagement area of the showroom so that if the associate feels a private setting better suits their presentation or the client’s needs, they can move to that area. Each room has a desk and three chairs, and they are equipped with diamond lighting. Each room has a microscope as well as other tools needed for a diamond presentation. — Eric S., West Springfield, MA
• Sort of, working on a better space for that. — Nicholas P., Dickson City, PA
• It’s not made much of an impact. We even made the room smaller. — Kelly V., Geneva, IL

No: 64%

• We have a semi-private area but I have never been a fan, nor have my customers when asked, of being led into a totally private room. — Gary Y., Ames, IA
• For a long time we did, but we found out the hard way new diamond buyers fill like they will be pressured into buying if you take them somewhere more private. — Tim S., Mobile, AL
• I think that would be great, there’s nothing worse than when a guy is looking at an expensive diamond and there’s a lady over your shoulder commenting and sticking their nose in trying to get a better view. Right now, our store is too small. — Niki N., Lyndhurst, OH
• We used to have one, but customers seem not to like being separate and staff didn’t have easy access to the diamonds and rings. — Connie S., Friendswood, TX
• It has not been necessary up till now. Most of our inventory is priced under $30,000. — Theresa P., Edgewater, CO
• I would love to have a private viewing area. We will include an area when we design the new store. — Christopher S., Wexford, PA
• The store is too small for a private area. — Frank S., Plantation, FL
• I don’t have the floor space, otherwise I would. — Pamela R., Lauderdale by the Sea, FL
• We don’t have a private room because it feels intimidating. We do, however, have a seated diamond viewing area away from the showcases. — Dianna R., Lafayette, LA
• We work by appointment only. Therefore, our entire area is for private presentations. — Alex W., Torrance, CA
• Small rural store with no extra space. — Stacey G., Edson, AB

The post One-Third of Surveyed Jewelers Say They Have a Private Area for Diamond Presentations appeared first on INSTOREMAG.COM.

Yes: 35%

• Only what I read in INSTORE or JCK. — Don Unwin, Sterling Jewelers, Wethersfield, CT
• It is good see what the trends may be — good or bad. — Joseph Villarreal, Villarreal Fine Jewelers, Austin, TX
• Because it offers talking points with customers when selling and projects possible upcoming trends our industry should prep for. — Rebecca Larson, Barry Peterson Jewelers, Ketchum, ID
• A little. For instance, the attention to two-stone rings a la Jackie Kennedy might be something to riff off of with remounts and new rings for the mature aged customer. Young people don’t know Jackie. — John Carom, Abby’s Gold & Gems, Uniontown, PA
• Yes, but to a point. I try to see what jewelry “stars” and “celebrities” are wearing plus know enough to maintain a conversation with customers and associates about them. — Jon Walp, Long Jewelers, Virginia Beach, VA
• I do, but in small doses. I like knowing what is happening with trends, but it doesn’t influence our “conservative Midwest” shopper all that much. — Michelle Thompson, Craig Husar Fine Diamonds and Jewelry Designs, Brookfield, WI
• Always need to be aware of what the public is seeing. — Joel Wiland, J. David’s Jewelry, Broken Arrow, OK
• I find it interesting to see what celebrities choose. Confession: I started watching The Bachelor/Bachelorette to support our friends at Brevani and to see and admire what young, fashion-forward people are wearing. — Jill Keith, Enchanted Jewelry, Danielson, CT
• We definitely get young women in who want to see engagement rings similar to what someone “famous” recently got. So it’s good to be somewhat fluent in that. I also like to see what is hitting the auction houses and if it was worn by someone of note. This is moreso just out of curiosity than anything! — Melissa Quick, Steve Quick Jeweler, Chicago, IL
• It’s fun to see what celebrities choose to wear. — Gloria Horn, Donaldson’s Jewelers, Topeka, KS
• Some, but I do not seek it out. We need jewelry in the public eye, and people who are in the limelight are not only influencers of our industry but also a gauge to what may be in style and selling in the future. — Amber Gustafson, Amber’s Designs, Katy, TX
• I can show clients a celebrity has their necklace, ring, earrings or bracelet. — Bradley Marks, IW Marks, Houston, TX
• Celebrities are trendsetters. Clothing, makeup, hairstyles, vacations, jewelry, etc. People want what the “cool kids” have. — Jeremy Auslander, Roxbury Jewelry, Los Angeles, CA

No: 65%

• Usually when something becomes a buzz, only one or two clients are interested. — Scott McQuaid, In House Jewelers, Jacksonville, MD
• We pay attention to trends, but they take a while to reach the Midwest, so it doesn’t always feel terribly relevant. There’s so much else to read/learn, celebs don’t speak to our clients. — Lucy Conklin, Toner Jewelers, Overland Park, KS
• It is all big B.S. A subculture of emptiness. — Mark Rozanski, Goldart, Ottawa, ON
• So many of the celebrities are people I can’t relate to at all. — Laura Sipe, JC Sipe, Indianapolis, IN
• Celebrities tend to wear jewelry that’s unattainable for most. Plus, my market couldn’t care less about what Hollywood wears. — Marc Majors, Sam L. Majors, Midland, TX
• Dumb people with no brains follow celebrities. — Barry’s Estate Jewelry, Bardonia, NY

The post Two Out of Three Surveyed Jewelers Say They Don’t Follow Celebrity Jewelry News appeared first on INSTOREMAG.COM.

Does any of your staff work remotely?

Yes: 20%

• As the owner, I work off site most of the time. I can manage the AP and marketing, which are my main two functions, and can review everything else in real time with camera, reports and the team knows what they need to do! My COO will work from home from time to time, working on projects whether it is budgets, or if we have our financial review or things that she needs a little more quiet time and privacy. — Tom D., Warren, OH
• Paperwork and phone calls can be done at home. I allow it because the employee has kids to take care of. — Karin B., Sheboygan Falls, WI
• We allow flexibility to work from home for non-sales or repair positions. Accounting work and marketing work is easily done from home, and employees like the ability to work from home if needed. — Gloria H., Topeka, KS
• I’m in Michigan and have an employee that moved to Oregon. She does all my social media, website, email blasts and calls/emails that I don’t have time to do. — Krystal S., Plymouth, MI
• Accounting staff of two works remotely, coming in the store one day a week. It started during Covid as both are immune-compromised. Our custom designer/social media person works remotely as well, coming in for appointments one day a week. — Georgie G., Palo Alto, CA
• I can string pearls and do bookkeeping from home. — Erin M., Lancaster, PA
• My digital marketing/bookkeeper works remotely as needed. — Kas J., Jefferson City, MO
• Our online sales manager is only at the store one day a week and the rest of the time she’s chained to her computer at home, listing, listing, listing. And listing. — Gretchen S., Sherman Oaks, CA
• They are very productive from home and get the job done! Between texting customers and doing design work from home, it is possible. — Meg R., Edmonds, WA
• Clientbook, clienteling, secret-shop other stores, training, research, professional reading, reviewing other companies’ websites and social media, goal setting, reflecting. — Jill K., Danielson, CT
• It’s not required, but I have staff that are very sales-oriented, and they will spend a lot of time at home texting with customers. — Becky B., Peabody, MA
• One of my part-time girls will create Facebook ads at home. — Gregory F., Washington, NJ
• Full-time advertising person, social media, etc. — Eileen E., Decatur, IN
• I have a bookkeeper that works mostly remote. He does come in once a week or so but majority is done from home. — Christopher S., Wexford, PA
• Marketing and store manager. It is easier to work on schedule, payroll, etc. from home. For marketing, they can easily work on all projects except product photography from home. — Kathleen S., Austin, TX
• The person possesses skills for IT and SM applications as well as knowing the business, so having her part-time outside the store works for both of us. — David B., Calgary, AB

No: 80%

• We need people (MORE people) here helping clients and available to do various business projects. — Jennifer Hornik Johnson, Miller’s Jewelry, Bozeman, MT
• All of our staff work in the stores. We find more productivity when they are around their peers. — Josh Perry, Perry’s Emporium, Wilmington, NC
• We don’t have decent enough web sales to justify having someone manage it offsite. — Bill E., Terre Haute, IN
• No, how does that even work? — Marc M., Midland, TX
• We’re in sales; you can’t interface with guests if you’re not here. — Garry Z., Chicago, IL
• We are just three family members and we need everyone here. — Nancy and Pierre P., Swansea, MA

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Do you allow staff to wear smartwatches during working hours?

Yes: 77%

• In today’s world, their cellphone is a tool. They need to be connected to it at all times. However, we have the conversation about being an adult, and if I see them abusing privileges, they lose the privilege. — Christopher S., Wexford, PA
• We do so much business via text and email, it’s important they receive notifications immediately so they can respond quickly. — Jeremy A., Los Angeles, CA
• They know better than to use them during work hours. — Holly M., Astoria, OR
• We use Podium, so you can quickly glance and see if you need to respond quickly. — Valerie G., Edenton, NC
• With programs like Clientbook, our staff is connected all the time. — Trevor W., Myerstown, PA
• We sell them at the store. Garmin only. — Jonathan C., Southern Pines, NC
• My professional staff is trained that customer service is foremost on the sales floor, but never forget that my jewelry team comes first. Family emergency calls take precedence, but that is a rare occasion. Interruptions on the sales floor can impact a closing. We all value our work ethic and go out of our way not to interrupt but support each other, including silencing or ignoring smartwatches. There is a time and place for everything. — Denise O., La Grange, IL
• They are trendy and here to stay. — Dorothy V., Tallahassee, FL
• Easy for them to text me if I am needed up front. — Linda G., Kearney, NE
• It’s better than their phone in their hand, and they can see that quick text message that they would otherwise stop and go to the back to check their phone. Addiction is a tough thing. And we are all guilty. — Amber G., Katy, TX
• As long as they are silenced and they return correspondence on a break. — Rick W., South Jordan, UT
• We like to count our steps, LOL. — Sherrie S., Tigard, OR
• We prefer they wear brands that we carry, and most often they do. We just don’t make it a big deal and make sure they have access to purchase or earn our product, and we find that our entire staff is excited to elevate to our brands. — Natasha H., Bend, OR
• I wear one! Health trackers are really cool. — Jill K., Danielson, CT
• I use mine for my heartrate. It also keeps the cellphones tucked away. Fewer distractions. — Cindi H., Foxboro, MA

No: 23%

• We all own our own Citizen watch and wear it because that’s what we sell. — Niki N., Lyndhurst, OH
• No one has one here, but I would not want them wearing one if we don’t sell them. — Don U., Wethersfield, CT
• I don’t think anyone in the jewelry biz should be wearing smartwatches. — John M., Big Rapids, MI
• Couple of reasons. We have a large selection of watch brands; we can’t sell the traditional watches if staff is wearing a smartwatch. Also, they are a complete distraction. We don’t allow personal cellphones on the floor either. — Michelle T., Brookfield, WI
• They are there to work. Not to be on their phones. Sorry, but there is a lot to do at my store! — Tommy T., Perry Hall, MD
• It’s just my wife and I, but we sell what we wear. A smartwatch doesn’t put off the right vibe. — Rick N., Fernandina Beach, FL

The post Smartwatches on the Sales Floor? Our Brain Squad Weighs In appeared first on INSTOREMAG.COM.

Do you have a dedicated showcase for inventory clearance?

Yes: 43%

• We currently do not have that much in the case, as we first offer incentives to sales associates for selling aged items. Only after it has not been sold with incentives does the jewelry graduate to the clearance case. — Katrina S., Racine, WI
• Absolutely! Through the normal course of business, you always have items that are dated. It also is the number one showcase viewed by our repeat customers who walk in the door. A must-have showcase to keep on top of dated goods. — Rick W., South Jordan, UT
• As pieces in our inventory age past a certain point, we move them onto a case that is next to our checkout counter so the discounted pieces get more notice. It does work. — Bob R., Germantown, TN
• It engages the customers who are looking for a “deal” and increases old stock awareness a bit more for sales staff. — Joe B., Harrisburg, IL
• We implemented this the second half of 2021 and in six months did $75K in 18 inches of showcase. We do not discount and this is the only place in the store that will get a discount. It has been a great addition as well as a new profit center. — Joel W., Broken Arrow, OK
• We have two: one is 25% off and one is 40% off. They really help move out aged inventory. — Dorothy V., Tallahassee, FL
• We put some items at discounted prices in a dedicated and well-signed showcase. We consistently sell from it and notice it seems to be the first case our customers look at. — Alex W., Torrance, CA
• I can’t imagine NOT having a sale case. It keeps the rest of our cases fresh. So often an item languishes in our cases. We move it to the sale case and poof! The sale case is so effective, that some items “do not pass go.” They are straight to sale. For example, refurbished estate or close-outs. — Debbie F., Ventura, CA
• Some clients will only buy “a deal”. Putting it in a dedicated makes it easier on the sales staff and the buyers. — Charles W., St. Louis, MO
• Figured that if we can sell it at 50% off, it still probably is better than me tearing the items apart and getting scrap … although that will happen with some items. — Paul K., Fort Atkinson, WI

No: 57%

• If I am closing out something, it goes into the estate cases. I am a one-price, no-discount store, so if I change the price or liquidate an item, I do it quietly. — Edwin M., Brainerd, MN
• I don’t want customers to look just at clearance merchandise. I have it specially tagged and sprinkled throughout the store. — William N., Menomonee Falls, WI
• It’s mixed in with all good just has a color code tag that let’s the staff know they can discount and get a cash spiff for selling it! — Alan P., Wilmington, NC
• We have very few things over two years old. The old-timers leave the building every Christmas. Why give the public the idea that there will be markdowns? — Steven W., Chatham, MA
• It’s a yes and no. No in the lobby; we just don’t have the space. And yes we do online. — Sherrie S., Tigard, OR
• Too trashy looking. — Warren L., Westport, CT
• We have gone back and forth on having a “sale case”. We do one big annual sale with deeper discounts to turn over old styles, so it has felt like those compete a bit. But recently we’ve brought it back as we try to move some aged inventory. — Lucy C., Overland Park, KS
• No clearance items, ever. — Bob M., Barrington, IL
• We don’t have room! Also, we have a dedicated selling event in July to clear out as much old as possible. We also put goals around old selling old merchandise for our salespeople. — Natasha H., Bend, OR
• We have done a clearance case in the past, but now I keep my inventory up to date. If an item does not sell, after a year we liquidate or redesign it in most cases. — Eric S., West Springfield, MA

The post A Dedicated Case for Inventory Clearance? Jewelers Share Why They Do (or Don’t) Have One appeared first on INSTOREMAG.COM.

Do you use LED lighting over your showcases?

Yes: 77%

• Better, more even light. Allow the lighting and displays do the work for you. Any advantage you can affordably gain, you should use it. — Jon W., Virginia Beach, VA
• There is a range of hues and they emit very little heat. They are less expensive to energize and longer lasting than the halogen. — Donnie B., Gainesville, FL
• I added LEDs late last year. What a difference. The cases are brighter, yet not glaring or too bright. The jewelry really pops. When the lights are off, I can’t believe I sold so much without the in-case LEDs. When adding the lights, I was careful about the intensity of the lights. One was way too bright and blinding. I decided on the lower intensity since it allows the jewelry to be seen and enjoyed. — Dale R., Loveland, OH
• The heat factor alone was one of the best advantages, besides not having to climb a 10-foot ladder every six months because of bulb life. — Denise O., La Grange, IL
• Low energy consumption and 6500 Kelvin makes diamonds look good. — Scott L., Scottsdale, AZ
• We are in an old building with 13-foot ceilings. We upgraded our LEDs last year to some that provide a lovely amount of white light. We ordered two of them as a trial, and we immediately noticed how much better the gems looks under these whiter lights and quickly ordered another dozen to light up our small showroom. — Cliff Y., Lowell, MI
• Started with fluorescents with overhead cans with incandescent PAR38 spots … then switched the incandescent lamps with halogen PAR38 narrow spots, which made the gold look great. Changed the fluorescent tubes to halogen pin lamps, which was great for color and yellow gold, but made diamonds all look J color. Changed the pin lamps to first-gen LED RGB, which had a strange coloration. Changed the PAR38 Halogens to mercury halide. Finally changed all out to LED from Eastern Lighting with consistent high color temp and switched the PAR38 halogens to LEDS in the cans after removing the mercury halide conversion gear. All have the same color temp now. The LEDs, given the wavelength they operate on and the angles the light emits from, cause the diamonds to appear to sparkle more as one walks by them. The heat level is 10 percent of the previous solutions, as well as the far-reduced power consumption. On a very few specific cases, I’ve left halogen MR16 lamps to provide lower color temp spectral lightweights. — Rex S., Houston, TX
• We use LED in the cases and above them in our ceiling lights, but we have several areas with different lighting in our store. This allows us to walk the store with a client so they can realize how jewelry changes depending on the light. This takes away the comment often made by clients, “Your lighting makes them look so good, but they don’t look like that in normal lighting.” Of course, we want to give the best “first impression” by using the best lighting possible, but we also allow clients to appreciate the changes that different lighting environments create. — Joy T., Thornton, CO
• The color of the light is very good for diamonds … also saves a lot in electricity. Our air conditioners ran 12 months of the year due to the heat from our halogen bulbs. — Laura S., Indianapolis, IN
• We actually use several different forms of lighting. We worked with lighting specialists to get the most realistic effects possible. — Michelle T., Brookfield, WI
• Figuring out the best lighting for colored gems was a challenge, but I got it. I like the look and they are cool. — Kas J., Jefferson City, MO
• Completely renovated my entire lighting system and ceilings two years ago. HUGE difference: As I said to my staff when we were done, “I’m not sure how in the hell we ever sold any jewelry before.” — Tom N., Spencer, IA

No: 23%

• I would absolutely love to once the budget allows. I’m thankful my front door is close and natural light sells. — Traci H., Harrisonburg, VA
• I tried new lights in my old lamps that take halogen MR13s. First try, the color was WAY too blue. Made things sparkle, but it just looked fake. Second try, the color was perfect (I think between 3000-3500 maybe?), but the bulbs went out after 20 minutes and I was worried they would break my lamps. So back to halogens. — Casey G., Orleans, MA
• I had them at one point, removed them when I redecorated. While they made most stones, especially diamonds, look fantastic, many clients commented (or complained) that they never looked as great in real-world situations. A few commented that it seemed like an unfair trade practice. — James D., Kingston, NH
• Too expensive to change over. — Eve A., Evanston, IL
• Waiting to upgrade showcases. — Medford C., North Charleston, SC
• We still have halogen above our floor cases, but our wall cases are wired with LEDs. — Betsy B., San Francisco, CA
• Don’t like the color. — Lisa M., Fort Worth, TX
• No need. Shell M., Oak Park, MI
• Because my building is 98 years old and my store has 12-foot ceilings. Rewiring for different lighting would be expensive, and I doubt my landlord would be interested. Plus, I’ve been here for 29 years and counting, and what I have seems to work okay! — Janne E., Cocoa, FL
• We have drop ceilings and are attempting to change them out as the old bulbs die. We are halfway there. — Naomi V., Haines City, FL

The post LED Lighting Over Your Showcases? The Brain Squad Weighs In appeared first on INSTOREMAG.COM.

Does your store do better than a 1.0 average inventory turn across the board?

Yes: 50%

• We’ve worked diligently to restock our fast sellers and stock balance or sell old stock at a discount once a year. — Kelly V., Geneva, IL
• Last five years have been unusual times with young people; they loved gold. — Arturo C., San Diego, CA
• Our average turn usually does over 2.0 every year, and that’s due to years of disciplined work on our inventory, taking the advice of experts and consultants to keep things turning smoothly. — Kyle B., Roswell, NM
• We turn any stock over 120 days; discount or whatever we can do to get it out the door. — Tim S., Mobile, AL
• Because we are always training our staff to reach out and touch the customers every day and we have tons of traffic in the store every day. Over 880 repairs taken in last month, and we try to touch every one of them with a store tour and then a wow, and sales show it. Also, keep a 20 percent or less aged stock in store so goods are fresh and we reorder fast sellers weekly so goods move!!! — Alan P., Wilmington, NC
• I don’t like inventory over a year old. I like to keep my customers on their toes and keep the store fresh. Constantly ordering, buying, moving and redesigning inventory. — Rick N., Fernandina Beach, FL
• Have learned to order three months out, not for the year. — Christine M., Boyertown, PA
• We shy away from commercial goods (read: same ol’ stuff) and manufacture our own very different work. You can only get it here, and if I make good decisions, I have all of the commerce I can handle. — Steven W., Chatham, MA

No: 50%

• We “invested” heavily and now own too much value in loose natural diamonds, both white and fancy color. This is dragging our numbers down. In core merchandise, we sell and replace with excellent turn and good profits. We are working on divesting ourselves of the excess value but we prefer to not sell them quickly at a loss. — Mark C., Rockford, IL
• Working on it! Just keep trying to get rid of old stock!! Almost there … oh wait, it never ends! LOL! — Natasha H., Bend, OR
• Due to the large amount of inventory fabricated from street buys, which results in a far larger margin, 1.0 is not needed to produce the same results as a 100 percent vendor inventory sold at, or near, keystone. “It’s all in the math.” — Rex S., Houston, TX
• Workin’ on it but not quite there. — Tom N., Spencer, IA
• Loose natural diamonds hold our turn numbers down. They are pricy, have a low markup, and a wide variety of stock is necessary. — Debbie F., Ventura, CA
• We love to buy and tend to buy collections rather than shop for needs. — Jon W., Virginia Beach, VA
• We’re working on it and very close. — Joe T., Lubbock, TX
• Don’t care to; we are 90 percent estate, and items date from 20-plus years to yesterday in our inventory. Eventually, they all sell. We like it this way, it is part of our plan and niche. — Medford C., North Charleston, SC

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