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Weather was mentioned most often, with politics/war and the economy close behind.
Plus, a pioneering force in direct response consumer marketing campaigns for jewelry retailers, has launched their new product, OnSite.
We also tell you which jewelry sold best in their stores last month.
Alloy, custom and customer-facing displays drive business success.
Maintain your good selling habits during the Christmas selling season.
Two out of three surveyed jewelers said they did not.
After-hours exploits include heli-skiing, paragliding, racing, pyrotechnics and more.
A Gambler’s Sale makes every day a bet for your customers.
This jeweler learned the hard way: Don’t bank on your customer’s bonus.
Plus a jewelry-themed coloring book for relieving stress.
Look for engaging texture, pops of color and powerful symbolism.
Move aged inventory after a year to increase cash flow and profits.
Also, a well-known fashion brand adds watches as a category.
History can be one component of a brand portfolio.
Textured gold and exclusively cut gemstones mark the latest jewelry styles.
Your net worth? Only the three digits to the left matter.
From personal stories to sharp business advice, this issue has everything you need to get through the holiday season.
A formal loyalty program fosters future purchases and greater brand allegiance.
Hands-on activity is a bonding experience for the team.
Should the salesperson have let this client walk rather than setting the diamond?
One reader shares an uplifting story about a family of customers.
What’s causing this slippery slope?
International Diamond Center prioritizes philanthropy, making a commitment to positively impact their community year-round.
The holidays are a great time to try to get an outside perspective of your store.
Craft messages that target a particular audience and the reasons they would buy.
The best time to hold a clearance sale? Our Brain Squad has some ideas.
Store owner embraces beach days, spectacular moon rises and new ideas.
Also, review 2023 positives and negatives with your team.
And for those love stories that don’t end happily ever after: some strategies to mark Divorce Day.
Google and other search engines are changing drastically; you may need to as well.
These three approaches to client service can have a big impact on your sales.
Plus a new dark metal version of the Chrysmela Catch earring back.
It has been the most successful marketing strategy in the store’s 75-year history.
And what to do about a moonlighting employee using your subcontractor?
Plus, Haute Jewels Geneva will return in 2024 with a brand-new second location.
The recently renovated showroom offers an oasis of desert luxury.
You also have a chance to capitalize on National Tie Month with a creative promotion.
Incentives can improve individual sales performance.
There are many ways you can be proactive.
Tips to improve your marketing strategy, staff enthusiasm, sales and more.
Schwanke-Kasten Jewelers boasts award-winning second-floor addition.
This teacher-student couple were in the news for all the wrong reasons.
The results would be meaningless without your participation.
18 new jewels for the finger, just in time for the holidays.
Also, you’ll see a timeless new watch design by Kenneth Cole.
The answer? They want to see themselves.
The shape that was popular 30 years ago returns to the red carpet with big bling style.
A function called “re-cost” could be vital if you suffer a burglary or robbery.
They can be worn alone or with shorter, more delicate necklaces.
The money will be spent more effectively on a system that gives you a clear “sales playbook.”
One reader bemoans the lack of national advertising in the industry.
Old GIA report identifies old lab-grown diamond as naturally produced.
Follow these steps to liquidate old inventory.
It starts with self-analysis by the owner or manager.
Be On Park features one-of-a-kind finds.
If you’re encountering price objections, you’re not using enough facts about diamonds to build value.
Plus, how to sell customers on higher prices, as well as how to find local talent to appear on cable.
From chatbots to predictive analytics, artificial intelligence has been helping jewelry retailers connect with customers for a while now.
Many don’t guarantee diamonds at all, but those who do often avoid lab-grown because of value uncertainty.
The 91-year-old store features a modern interior and cutting-edge business practices.
Read on to see the brands and products that sold best.
Small Business Saturday is also your chance to play Cinderella.
The buyers of a lab-grown diamond ring, needing a replacement, are dismayed to discover the plummeting value of their original purchase.
Staffing, inflation and political partisanship are among the roadblocks listed.
Also, go back over end-of-season plans not just to maximize sales but also to protect your margins and cash flow.
This Mississippi jeweler generated millions of TikTok views with a shortlist of inexpensive diamond rings.
And don’t miss the new ring box by Ukrainian glass artist Leosklo.
Jewelry retailers and experts share their best strategies for success.
The 2024 dates are set for August 11-12 (pre-show conference on Aug. 10).
Plus, a new cloud-based management software from Unbridaled.
Plus a delicate new diamond collection from Tacori.
This customer provided a little too much disclosure with a photo of the ring he was trying to sell.
NFC tags allow you to automate a huge number of tasks.
From bright to subtle, these bangles and statement bracelets are made with various types of customers in mind.
Organic shapes suggest movement and create a mood.
It means playing down sales and playing up your relationship.
Plus their thoughts on our August issue lead story, “Jump on the Band Wagon.”
The ancient Egyptian talisman represents protection, transformation and rebirth.
Be sure you’re ready to greet each client when they walk in.
Grace Barretti is inspired by being around “the most valuable things on this earth.”
Invest time in training and getting to know your team in order to make them the best they can be in your business.
Also, set a verification protocol for phone calls. Imposter scams are on the rise.
Demand will soon overwhelm supply.
Opinions on such areas are mixed.
It’s why GMROI and having two bank accounts are important.
It’s called the “FLIP” system.
A thank-you card is a great way to show how much you care.
You have to go beyond features and benefits — you have to get personal.
Retirement planning requires figuring out exactly what you want to accomplish.
And there’s a high-end ring box that could be perfect for those VIP clients.
The purchaser’s wife wants something “more her style.”
Most important? Make sure their first visit is engaging.
The goal is to exceed customer expectations.
To really get in the mood, we give you permission to binge on Hallmark.
And don’t miss a collection of 3D-printed lightweight platinum bands.
Plus one reader had a funny reaction to a canceled wedding.
18 of the newest jewelry creations featuring luminescent pearls.
Today’s most successful retail jewelry operations identify challenges and develop creative ways to turn weakness into strength.
Once Upon a Diamond’s Jordan Brown is inspired by nature.
WEND’s honorable mention award expands horizons.
Plus, Jewelers Mutual Group’s new LUX Digital Vault mobile app is now open.
Full stories on each store will run in the magazine over the next year.
Fish leather, an unlikely material, turns out to be a secret to success.
And don’t miss this innovative new pricing cube system.
It creates an environment of intimacy.
Plus one reader is putting an INSTORE tip into action.
Did someone say Oktober? That must mean beer, burgers and German design.
Julez Bryant specializes in self-purchasers.
And identify jobs to shake staff out of their summer slumber. The seasons are changing.
The goal is luxury without pretense.
This goes way beyond mind-reading.
Elizabeth Gibson’s open gallery vision has evolved over two decades in a downtown business.
It means building value by figuring out what the client wants.
The Coolest Crystals Gem enthusiasts will love The Yurman Family Crystalline Pass, a geological wonder connected to the newly renovated Halls of Gems and Minerals at...
She began receiving serious orders for it.
This will help you figure out the answers to your problems without writing.
Whether it’s showcase seating or a full lounge, jewelry retailers inject comfort into store design.
Some readers also reported mined diamonds were growing in popularity again.
And there’s no reason why you shouldn’t get 100% of those clients back.
Lots of disastrous tales … some funny, some not so much.
Winners will be announced in late August.
One of the new lines is inspired by the moon and stars.
From the Met Gala to the Cannes Film Festival, celebrities are loving the classic gemstone that embodies renewal and hope.
Nearly 400 couples have married during the annual Valentine’s Day event.
From futuristic finds to vintage vibes, this is the latest in bridal and commitment jewelry.
They say their sibling rivalry is a thing of the past … although they pretend to be at odds for TikTok.
How formal is too formal for bridal-focused jeweler?
SellingPrice First,Features Second When asked, “How much?”, the first digit of a number should always be the first sound out of your mouth. That’s the advice...
It’s also Hispanic Heritage Month, your chance to engage this key market.
Stuller, Gabriel & Co. and Sylvie led the way.
And how to convince a browser you really do just want to help.
They include the first fine jewelry collection from bridal designer Verragio.
From inventory to customer service, automating certain actions will help you take your business to the next level.
Here are 18 of the newest jewels for the neck.
Congratulations are in order for India’s H.K. Designs and Hari Krishna Exports Pvt. Ltd.
But others say it’s valuable information for working with clients.
Izzi Krombholz launches creative outlet that riffs on her family’s Cincinnati business.
This was one job that had to be left behind.
The jeweler he bought it from isn’t returning his calls.
Here’s an in-depth look at introducing simple systems to your client nurturing can be the antidote to your anxiety.
Anna Zuckerman combines flagship location, online sales and a wholesale business.
Plus, one reader ran into another at a trade show and recognized her from an INSTORE article.
And engage in some guerrilla marketing in your local diner.
Parents, kids and staff all touched by kids' drawings.
Women understand certain things like inventory turn and why other women buy jewelry.
Here are 8 examples of jewelry retailers doing it right.
This business is built on relationships, after all.
Our Brain Squad tells what they would change if it could be any one thing.
Make it happen by utilizing “always-on marketing.”
This retailer from upstate New York was surprised at the reaction from followers.
Plus, don’t miss a new book dedicated to women in jewelry.
Learn some actions to take, coping mechanisms to employ and how to build resilience.
Give new meaning to those Mavericks, Spooners and Bowdlers in your store.
Changing market conditions could leave once-flush jewelers in a big hole.
The best vendors and unmatched learning opportunities await.
From soft to vibrant, this pastel shade is coming up roses for celebrities.
And for those arguing couples, Kiss and Make Up Day.
Read about the jewelry that sold best in April, according to our survey respondents.
When you pre-judge what the client can afford, you’ve already lost.
And there’s still time to join the INSTORE SHOW for more great ideas.
Plus the absolute coolest pens you’ve ever seen in your life.
Could you learn something from this ploy?
As much as we always look forward to the June trade shows, they won’t be the same without Kate Peterson.
Bill Jones says, “We want to make the industry a better place for all.”
Change your outlook on selling in order to solve your customers' needs.
It’s the ultimate goal of marketing.
Her story was too tragic to charge her.
Selling high-quality products requires attention to detail and consistency.
It goes toward your client’s peace of mind.
Plus one reader’s take on artificial intelligence.
In this special edition of The Real Deal, our readers share their memories of Kate and her Real Deal scenarios.
Just say no to customers who want you to talk to their bank.
Hearts, goth, sea motifs and chunky silver delight jewelry lovers everywhere.
It's happening Sept. 15-18.
A-listers like Emily Blunt and Jessica Chastain have worn them recently.
Plus a great tip for keeping your social media posts fresh.
We also tell you the best strategy to deal with people who unsubscribe from your emails.
Don’t miss this opportunity to cool down your clients on National Ice Cream Day.
Instagram efforts pay off for Elizabeth Izaguirre.
This retailer used a hashtag to promote their bench jeweler’s work.
And you can make your events even more enticing by focusing on an overlooked aspect: the invitation itself.
One is a new men’s collection that integrates carbon fiber, titanium and black ceramic with 18K gold and black diamonds.
Murphy Jewelers’ Lehigh Valley Mall location makes architectural statement.
Instead of wishing the world were fairer, figure out how to sharpen your edge.
The full-day workshop featuring INSTORE columnists will take place August 12 in Rosemont, IL.
From owners to goldsmiths to marketing directors, many positions are given flexibility.
Once your CRM system is set up, you can watch prospect interest increase and sales roll in.
Several readers were looking forward to the spring selling season.
The banking crisis could ultimately affect Main Street jewelers.
Plus a line of jewelry-based hair ties.
Bright gemstones shake up the showroom and forge customer connections, says this store manager.
Third-generation jeweler recognizes the power of history.
Customers want to hear recommendations from people they trust.
Your worries about areas of finance may be misplaced.
Zendaya and other actresses are wearing necklaces that mix diamonds and colored gemstones.
Gilad Zadok of Houston’s Zadok Jewelers finds a way to cultivate collectors.
If you want to sell jewelry, here’s how you start.
The 25th anniversary of the premiere of Sex and the City is a great opportunity to remind people “stacks are back.”
Every great plan needs a … well, plan.
Each edgy idea was inspired by brand identity.
It's a proprietary Internet of Things device that uses blockchain technology and data analytics.
The store’s social media fans thought this was very cool.
There’s a reason they call it “fool’s gold.”
Patience is a virtue, writes Fruchtman Marketing VP Shane O’Neill.
A foolish employee sold the moissanite on his own behind his boss’s back, believing it to be diamond.
Also, moving season is on the way. Get ready with a welcome offer!
Senior buyer’s assistant shares her daily inspirations.
And brush off your sandwich board: The streets come alive at this time of year.
Not only do they allow you to track marketing efforts, but you can tailor your messaging for events and campaigns.
For example, offering a watch battery guarantee for either one year or five years can raise your average battery sale.
Plus how to be productive after a vacation.
Ear apparel for everyone, whether they’re looking for bold or understated looks.
Allison-Kaufman and Sylvie were the most named brands sold.
Sunshine keeps it real.
Buying over the counter can provide you with a new customer base.
It’s time to start planning for summer.
And don’t miss this opportunity to reward a teacher on National Teacher Day.
Your clients will swoon for these affordable designs.
Everyone seems to have a different method for pricing.
These subtle strategies can take it from ho-hum trunk show to sought-after soiree.
Appointments and website tools allow for fewer open hours.
It involves themes, dates, tactics and consistency.
Retailers communicate to thwart thief.
Botanical designs are bearing fruit in every classification of jewelry.
Antique and vintage jewelry live at the intersection of nostalgia and the unusual.
Three out of 4 surveyed stores allow them to be worn.
And we can never get enough “INSTORE raves.”
Diamond Hedge can be used as a sales tool to search and compare over 1 million ethical and conflict-free natural and lab-grown diamonds.
Variety can bring a whole new market share.
Custom design and lab-grown diamonds continue to be popular.
This pet store owner offers cash in exchange for wrapping staff members' vehicles.
And it happened during the height of the pandemic.
It all started as a store contest.
But just because you retire doesn’t mean you have to check out of the business.
Plus men’s silver and a new add-a-gem concept.
But her husband apologizes, so how should the store owner react?
Consider these six criteria before you decide.
And what’s it cost to hire a former NFL player for an event?
Philadelphia company has four locations and a staff of 20.
There are four big differences, plus several small ones.
And it’s also diamond’s turn as birthstone. Get ready!
Follow up with customers who meet certain criteria.
Plus a creative way to use your email auto-responder.
Both ways work for INSTORE readers who have a plan for clearance.
Plus a gorgeous zip case that prevents tarnish for up to 36 years.
It involves creating checklists for each task within the process.
From contemporary classics to dainty, daily diamonds.
You’ll have unparalleled opportunities to learn, buy and connect.
From marketing know-how to employee assistance to remote work, our Brain Squad has wants and needs.
The special publication features a history of the company and 110 pieces of their exquisite jewelry, worth $15 million in total.
From Johnny Cash’s red phone to an elk mount, it’s all in the details.
The customer disappeared into the store bathroom for 20 minutes.
40 percent were up, but 37 percent were down year-over-year.
Price is what you pay, value is what you get.
Hale’s Jewelers creates a stunner of a new home.
Use this slower time to reach out clients who may need a reappraisal.
People will come in and browse while their car charges.
She knows it could also cause problems for the client with his ex-wife.
Plus what it takes to succeed in today’s business climate.
The stars channel Wonder Woman with this symmetrical style.
Plus a stylish new black titanium men’s commitment band collection from Verragio.
Desi Torem models her own jewelry designs.
Plus tips on building a “capsule wardrobe.”
Naomi Watts and others are sporting large gemstone earrings that make a statement.
The prices of just a few key items could mean tens of thousands of dollars more for your business.
And you’ll see more improvement and productivity as a result.
Michigan retailer Cliff Yankovich says it’s a myth.
Including what to do with an obviously mentally ill person who wants to come into your store.
It can’t write in your “voice,” but it can assist with planning.
You’ll find your transition smoother and easier on you and whoever comes next.
Forget the Covid period when looking at your sales comps, says JBT chief.
You’ll want to make them whole somehow, even if it’s not your fault.
Time management, processes and communication are key.
Denise Oros says membership helped her grow her jewelry store.
Create a back-up routine for your data and a contingency plan for your inventory … just in case.
“What you see is what you get,” they say.
Jewelers share what they love about participating in the most authoritative survey group of independent retail jewelers.
When connecting with your customers, nothing beats the human touch.
It made one store $200,000.
There are a couple of possible responses, both of which speak to the quality of your jewelry.
And don’t miss a line of charming snake rings that retail for less than $800 each.
These seven actions will give you confidence and a detailed plan of action.
Can’t get your business to the next level? Maybe this is the problem.
Pi Day is your chance to celebrate all that’s indivisible and never-ending … like you customers' love for each other.
Equestrian-themed jewelry stretches beyond expected demographic.
One trend feels quiet and calm, while the other channels electric heat.
They involve your shop and your inventory.
Creative choices reinforce brand identity.
Three in four respondents said yes.
It was a successful homemade Instagram video.
Results from the season were a mixed bag.
Survey participants are a source of relevant, helpful information.
Some are excited for new business, some are excited for retirement.
Matthew Gross finds a need and a niche in San Miguel de Allende.
Results were mixed, with some saying traffic was up but average ticket down, while others said just the opposite, and some did very well.
Plus, check out NDC's ASSURE 2.0 program.
Plus some nice options for packaging and shelves.
Home delivery of a $35 order just wasn't worth it.
The head of the store’s gemology services department must reassure the customer that her ruby is natural.
Plus a cool interactive magnetic settings and shanks ring builder by Stuller.
Use Account Based Marketing to stay connected with your best customers.
But long pickup times were no match for father-in-law’s memory.
Plus one reader wants independent retailers to take a stand against fixing jewelry that was purchased from the major e-tailers online.
These 6 questions will help you decide yes or no.
When you limit your inventory level to your annual gross profit dollars, your bank account will grow.
You shouldn’t put it off any longer.
Some who don’t claim that it’s part of their business model.
Luck is random chance … yet it isn’t. Follow these tips to increase your chances of “getting lucky.”
Plus, entering a crowded market and what to do with a dysfunctional team.
Lab-grown diamonds, gold and colored gemstones were popular.
The call for entries for the 2023 Halstead Grant begins this month.
We’re all in favor of this idea for a January break.
He says he’s found the American dream.
Whether large and loopy or seductively serpentine, these lovely lines will reel your customers right in.
Text platform quickly warns neighbors of potential threats.
Celebrity selections cement Toi et Moi as a popular engagement-ring style.
Create the right conditions to benefit from good fortune.
And an exercise to allow you to “get in your customers' heads.”
Memorable features include Husar Tower and Star of Husar.
Favorite? Familiar faces of longtime clients. Least favorite? Long hours.
Start a Log and Laugh book for all the low and high points that lie ahead.
Senior Independence Month is your chance to reach an under-served market.
Secondary timepiece market holds untapped potential.
Plus an emerging Mexican-American designer who’s inspired by Swedish minimalism and the Bauhaus movement.
Should he do anything about what he knows?
Change your focus from “always be closing” to “always be building relationships,” writes Megan Crabtree.
'I love the industry, I love the products and frankly, I love dealing with the public,' he says.
“Just roll with it,” advises the Michigan watchmaker.
Planning ahead will help you keep your showcases full, no matter what.
Honesty ensures longevity of century-old Albany, NY, jewelry store.
He courted her in the car he still drives today.
Being `in the zone' leads to bursts of creativity.
And for those customers who just want to vent, try this approach.
Arkansas jeweler launched his business with $1,000.
Wisconsin jeweler’s trademark lederhosen became legendary.
A dollar here and a dollar there go right into your bank account.
Some are dashing, some are subtle and all indicate personal style.
Our readers share their thoughts and questions ahead of the holidays.
It’s trivia about your store.
Some had some pretty creative ideas. Axe-throwing, anyone?
And for the things that don’t go quite so well, we share a fun way to flush them away.
Cheryl King plans events, spearheads merchandising and even takes on the role of store “mom.”
Respect for the team leads to productive company culture.
Lab-grown diamonds were listed by a majority of respondents.
A spurned Christmas gift puts the store owner in a difficult position.
Podcast is available now and offers listeners an intimate and exclusive “peek behind the curtain”.
There’s also a new book dedicated to Bulgari’s latest high jewelry collection.
There’s also a stunning collection based on (and benefiting) the Amazon forest.
The latest tech can make your clients happier and your life easier.
She knew “beyond a shadow of a doubt” they wanted a jewelry store.
`When you do things you enjoy, you don’t think about how much work it is.'
Lang Antique and Estate Jewelry puts its neighbors first, from food resources to environmental initiatives.
Antiques shop in Arkansas spawned great success, along with termites.
Video library supplements weekly meetings.
Rachel Brosnahan showed off the trend at the Emmys in a Cartier necklace.
When it comes to hiring, you may have to change your mindset.
The subjects of our “8 Over 80” story have led fascinating and impressive lives.
They claim videos get more views and hold attention for longer.
AGS Labs’ contribution to diamond grading will live on, says John Carter.
Check off these action items as you go through the busiest month of the year.
That one thing you’ve been putting off because you were busy during the holidays? Take care of that too.
Set your showroom apart with these proven relationship-building strategies.
Some customers need space before they need help.
And Show and Tell Day is your chance to demonstrate just how important cut is.
From Deco influence to 80s color, these new designs will turn heads this holiday season.
They’ve had concerns about this employee since before she became ill.
In the process, you’ll help your clients with gift-giving.
And they almost always make a statement.
We also talk about considerations in setting up a coffee bar in your store.
Fixating on specific technologies is missing the point.
Even after the customer leaves, you still have a chance to save the sale.
Plus, a really cool way to reflect on New Year’s Eve.
The open and response rates are vastly superior to email.
Here are three ways to encourage add-on sales and thereby help your clients finish their holiday shopping.
The jewelry features positive affirmations.
It shouldn’t be measured by total sales alone.
Store owners generate excitement with Aurelie Gi events.
Julianne Moore turned up wearing one casually at the 2022 Venice International Film Festival.
Staff, customers and landlords support decision to close on Sundays.
If you’re not part of the Brain Squad, now’s a great day to join.
If you would raise your inventory prices because of inflation, why wouldn’t you raise the repair prices for the same reason?
Zadok family ensures supersized store still feels like home.
From average sale to add-ons, managers need to push salespeople to peak performance.
Close more big holiday sales by offering private appointments.
The owners don’t know whether to hold their ground or not.
And don’t miss EZEC, a new medical tech for jewelry designers.
She brought a fast-fashion sensibility from the apparel world to fine jewelry.
Aim is to expand its “Authenticity Guarantee” service to include fine jewelry from high-end brands like Bulgari, Van Cleef & Arpels and Cartier.
And cut the commission on a discounted sale? It’s not that straightforward.
They came inside to say so.
Her inspiration is gathered from the great outdoors.
And don’t miss some terrific tree-inspired jewelry stands.
The recently deceased husband apparently weighed in.
Also, how to recognize when to end a fun conversation with a client.
Plus one reader is tired of “looky-loos.”
Lower prices should attract more young subscribers.
Some say they can’t afford it, while some say consultants just don’t know their business.
And add a coffee bar and chocolate chip cookies to your showroom if you can.
Economic warning signs mean it’s time to prepare for a recession. Here are four ways to start.
The platform offers jewelry and luxury goods manufacturers the fastest way to directly 3D print high-quality jewelry.
And let’s not forget Thanksgiving, the day that kicks off the holiday period.
See 18 new styles to wrap the wrist in jewels.
If you don’t encourage them to make the purchase together, you’re doing them a disservice.
In the lead-in to the holidays, it’s all about inventory and marketing.
Jewelry retailers find success in a wide range of media.
The look has been spotted at the Met Gala, Cannes Film Festival and more.
These were the letters to the editor in September.
And don’t miss the latest from the Accutron Legacy Collection of watches.
From rewarding existing customers to how (and where) to raise prices, here’s how to manage your marketing right now.
Custom design sales and lab-grown diamonds continued to pay dividends.
Single-shared-prong rings, halos and paperclips lead the way.
From the latest stones to where to buy them and how to sell them, this is must-know information for every jewelry salesperson.
It was an exciting month to be the INSTORE EIC.
Owner Marie McCarthy seeks to bring joy to jewelry shopping and a luxury experience to piercing.
It’s also Breast Cancer Awareness Month; time to bring out the pink.
Our October to-do list will ensure you’re ready for the key selling period of the year.
That said, lab-grown diamonds, custom and gold jewelry continue to be popular.
Jewelry lovers may also enjoy wearing the diamond-themed loungewear featured here.
Event is happening on Oct. 20-23.
Independent jewelry retailers grow in “coolness” every year.
Here are 18 luminescent new beauties.
Not only are they highly targeted, but you can measure the results … and pay for only what you get.
Jewelry designers are using the motif to indicate a time of transformation.
And don’t forget to get your inventory in line for the holidays.
Some say business continues to boom.
“I hit submit and waited,” she writes.
These five new collections range from fashion to fine.
Owner Craig Underwood reflects on the family business.
Including three reasons why you should tell your staff early if you’re planning to sell.
Some they could do, but one type is out of the question.
It can help you close customers more quickly while also raising your margins.
Plus a reported breakthrough in precious coral jewelry traceability.
Event included an engagement-ring giveaway.
And don’t miss your opportunity to celebrate the 50th birthday of “The Price Is Right”!
It means clearing out your non-performers and focusing on styles that sell.
Lab-grown diamonds were the most popular answer.
Wining and dining is just the beginning.
Here’s why a digital business card may be a great option for you and your team.
They’re not in a hurry, so don’t rush them.
And who is really “her customer” in this situation?
Jewelry retailers weigh in on crafting a luxury experience.
Plus Gabriel & Co. introduces a limited collection featuring GIA-certified natural diamonds.
It’s called the Goddess Den.
They say there are still customers who “need the ring today.”
Their messaging reflects the store brand, regardless of platform.
Curves are in, with ovals, pears, marquise and even heart-shaped diamonds trending.
Looking for a way to shake up sales meetings?
Plus some loved the INSTORE Design Awards while others did not.
But retail jewelers can’t be complacent.
The distinction is whether or not the piece is truly “custom” or a special order.
Unusual fixtures demand attention.
Only 26 percent reported losses.
Plus new jewelry-centric collage art by Lou Taylor.
Not only will you close more engagement sales, but you’ll make clients for life.
These are questions you should be asking when you run your reports.
Kate Middleton wore diamond star earrings to the premiere of Top Gun: Maverick.
It means comparing certain reports to the performance of past years.
Here are two places to potentially find new employees.
Try selling single earrings to those who love to mix and match.
In context of downtown Canton, it looks like a spaceship has landed, owner says.
Those who do share how they find their favorites.
Humor boosts mood, morale, team performance AND your bottom line; here’s how to get more of it in your business.
And don’t miss the final edition in the Rizzoli Timepiece Trilogy.
It starts with setting the stage before they come in, then asking the right questions once they do.
They all combine a message with a plan of action.
“I feel so loved. How many people go to work and have that feeling?”
Also, look into helping your jewelers set up a bench at home so they can work remotely if needed.
As well as a day to celebrate — and profit from — “happy accidents.”
These three techniques could drastically improve your Instagram performance.
The AGTA GemFair will be part of the HardRock Summit Sept. 8-11 in Denver.
Plus one reader is not happy with vendors selling direct to consumers online.
The pandemic sped up e-commerce innovations.
This includes a new approach to handing out criticism that works better than the “sandwich” method.
Marci Bailey’s venture puts personal spin on virtual selling.
One collection incorporates actual bee honey inside the gold.
Some cool educational and networking concepts will make this a next-level trade show.
Today’s consumer wants un-fussy jewelry; necklaces fit the bill.
How can he explain that another customer must have purchased a lab-grown — not a mined diamond as he claimed to his wife — without violating...
Lab-grown diamonds and custom design remained hot.
Team brainstorms to reach out to all segments of community.
It’s encounters like these that make you wish your engraver had a filter.
Also, hand out more “rough” compliments.
Some of the answers are hilarious, while others are inspirational.
Yes, quality and service matter … but how are you talking about them?
Also, the secret to a good thank-you note is revealed.
It may be simple, but it’s turning heads across the country.
Plus a birthstone mug you’ll want to start your mornings with.
There are only six suppliers of Fairmined gold in North America
It means rethinking how you open your store on any given day.
Dua Lipa showed off the trend at the 64th Grammy Awards.
If you’re doing it for inventory, you should definitely do it in the shop.
Response to every activated alarm is critical to jewelers’ livelihoods.
It’s always a good idea to amplify your achievements.
And here’s a reason why you should want to get invited to your clients' weddings.
Strategy and preparation should be at the top of the list during this traditionally slower month.
There’s also a string of back-up dates that give people a second chance to celebrate the important people in their lives.
The first wedding band Wendy Woldenberg made was her own.
It requires focusing on just one need at a time.
Understanding the relationship between sales and costs is only the beginning.
It does require strategic partnerships and some promotion.
Humor, music and tacos combine for a casual experience.
Gabriel & Co. led a crowded pack of “hot brands.”
Figure out the three that could work best for your business.
What would you do in this store owner’s shoes?
Our competition received a record number of entries in 2022.
How creative ideas turn into inspired events.
"Is this just reality and we have to face it and raise all our prices?"
The thing about 80-year-old customers is they often lose their belly rings.
Your storefront is shoppers’ first point of contact; what impression are you making?
And don’t miss what jewelry designers are doing with enamel and gemstones.
One reader introduced a puppy as a “greeter” in their store.
It means socking away savings even when you’re feeling strapped.
A written style guide with examples can ensure consistency in your communications.
Cate Blanchett wore this ultra-modern vibe to the SAG Awards.
Contract with them to be their exclusive retail outlet, then market it.
And be sure to use those Vegas shows to your PR advantage.
Don’t start your day until you check out these five new designs.
Most say the content developed in-store works best.
Increase your margin while accommodating more budgets.
And you could partner with a local business for National Donut Day.
It’s time to get ready for Gen Z’s questions about ethical issues in the industry.
Their popularity is also driving up the size of center stones.
Plus how to apply an “immediacy filter” when deciding whether or not to say yes to an engagement.
Be sure that you present great value to your customers based on your pricing.
Brad Marks reimagines the business with a store update.
Why there’s no such thing as a “quick fix” that lasts.
How inflation, exchange rates and freight charges will impact your business.
Trace Shelton reflects on conversations with a new jewelry salesperson: his daughter, Mayson.
Here are 18 new designs for the ears.
“Shut up and listen” is one way to approach it.
Small graphic elements have big impact.
Three-wheeled “Carat Cart” attracts attention.
Custom design and lab-grown diamonds remain hot.
She didn’t need jewelry; she needed diapers.
Carter’s Jewelry of Petal leans into the future.
Almost 60 percent say they don’t.
Jewelry designers are taking new approaches to the historical icon.
“Stronger Together” is a membership network and shared physical coworking space.
Plus a stainless steel flask with built-in shot glass by Kin & Pebble.
One of them is inspired by ancient armor.
How should the owner react?
An active and engaged customer base can insulate jewelry retailers from any change in consumer mindset.
Plus what’s generally acceptable in non-compete agreements for employees.
Two-thirds of our Brain Squad says they do.
Here’s how to bring the outdoors in.
And Loyalty Day is your chance to repay your best customers.
Just about any game you played as a kid can be turned into a contest for your team.
Tweak your SEO for voice-based search, and while you’re at it, get your take-in procedure up to date.
The jeweler was at a loss for words.
Barry Peterson creates a destination store.
And don’t miss these three ideas to move aged inventory.
Buy more than you think you’ll need.
Affordable yet elegant, it’s no wonder silver is easy to love.
His commitment to the profession is second to none.
And be sure to schedule your emails to go out during business hours.
Two jewelers tell of the jobs they’ve turned down.
Not only that, but they’re easy and cheap to implement.
It involves a live Q & A.
The client subsequently calls the jeweler to angrily demand answers.
Human rights and the environment should be important to all of us.
Plus, the newest catalog from Royal Chain.
Plus a beech wood jewelry holder by French artist Manaaki.
Lab-grown diamonds continue to rise in popularity and acceptance.
And one reader really wants to know how to find employees.
The Brain Squad shares their feelings on how the conflict will affect them.
Plus, the secret of how to get “the small stuff” done without distracting from your more important tasks.
Yes, Katie Diamond is her real name.
Creative segmentation of your marketing efforts can pay off in increased sales.
There’s no reason why you can’t improve your math acuity.
And a tip to ensure you’re not missing the target on National High Five Day.
Take your custom design presentations to another level by following this advice.
Many use graduated steps to encourage their involvement.
Christopher Duquet finds joy in creative challenges.
Many say they could do it, but their time is more valuable elsewhere.
They’re not just about building sales volume (although that is important).
Many jewelry clients are choosing custom design as a means of self-expression.
Plus a new catalog dedicated to wedding party gifts from Kelly Waters.
Plus a jewelry case with an unusual bristle base to keep jewelry untangled.
And don’t miss these cigar band rings with shaker compartments.
Brick-and-mortar retailers can no longer afford to view their businesses from a merchant perspective only.
Malka Diamonds moves from storefront to appointment business.
And what to consider when investing in that expensive new laser welder.
Their online sales have a global reach.
The author’s uncle said that the next person who speaks will give money to the other person.
Zodiac designs and heavy chains are among the styles represented.
Check these areas to see if you can drop more to the bottom line.
There’s a method behind this social media madness.
And here’s why too much eye contact may be a bad thing for certain customers.
You may need to reconsider your philosophy on events first.
And check up on your diamond inventory — bridal madness is ready to descend.
Happy salespeople sell 300 percent more than unhappy ones.
Never say “no” to the client, he says.
Plus the newest updates from the industry.
Stuller led the way.
And tee up your crosses — first communion season is just ahead.
A lab-grown diamond subsidiary of a mined diamond conglomerate was offering them for one-third of the price.
There’s no reason to rely on digital media alone.
Stamp sealed envelopes take your correspondence to the next level.
If succession is the goal, it could get tricky without a solid course of action.
And one jeweler will no longer accept rings bought elsewhere online for sizing.
You can mitigate your risk if you start with these queries.
But many mom-and-pops still do, as well as those who want to retain more control.
Even small words can have a big impact.
Collaborative interaction is a must for today’s sales environment.
Plus a Vachetta leather jewelry box.
A response worthy of The Matrix.
And there’s a fascinating new engagement ring collection from 12th House Jewelry.
And it’s all legal.
Jewelry designers continue to push the bounds of color combinations.
How should the store owner respond?
This exercise will help you turn buyers into fans.
Fun colors highlight this trend.
That’s the reason jewelry retail likely won’t see a pronounced downturn when the pandemic recedes.
And don’t miss this artwork entitled “Ear-rings from Mars.”
Everyone needs one, but many won’t admit it.
The pandemic has taught us we can live and even thrive on less. Here’s how to do it.
Temporarily turn your back on technology and reap the mental benefits.
This is also a good time to get an independent appraisal of your inventory.
The focus is on the customer experience.
Don’t neglect this important branding opportunity.
2/22/22, a.k.a. Twofer Day, is your chance to double your marketing bang.
You had a great holiday season, now a salesperson wants a pay raise. What to do?
Diamonds led the way, as usual.
Despite a strong year last year, many jewelers are pessimistic about 2022.
It’s part of a national marketing plan.
Dick Abbott of The Edge has advertised since INSTORE’s inaugural issue in 2002.
Many reported larger and earlier sales than usual.
It’s also the 160th anniversary of the first greenback — give away spiffs.
Plus Kit Heath introduces its Entwined collection.
Brain Squad members tell what it’s like to be part of “the squad.”
Here’s why it works for them … and why others choose not to do so.
Plus, 2021-2022 catalog from Royal Chain.
In Shane Decker’s final regular monthly column, he shares wisdom from his dad.
She was disappointed in the “young'uns” for not knowing.
The Korean War vet, great-grandfather and parade grand marshal is retiring … but he thinks he’ll probably still go into the store to help.
Professional follow-up is key to referrals and repeat purchases.
But he wants everyone to be clear: he’s not retiring!
We’re all in this thing together.
It means marketing for talent the same way you market for customers.
Lab-grown diamonds, custom and repairs continue to be strong.
Long, boldly colored drops have returned to fashion.
This is your guide to what “contemporary cool” looks like inside retail jewelry stores.
Experts and retailers agree that these developments have disrupted the jewelry Industry.
She might just laugh and dance and curse, she says.
Spoiler alert: Story has a happy ending for Mrs. Grinch and the jeweler.
And, of course, they talk about their holiday sales so far as well.
The idea is to have them totally rethink the way they do things.
What should this young man do now?
There’s more to customer service than just ringing up the sale.
This year, put an emphasis on keeping your staff, promoting custom and clearing out old inventory, he says.
It means a careful approach to displays, lighting, color and more.
Also, how much trust should you extend another person in the jewelry industry?
A changing retail landscape demands that store owners challenge themselves.
Plus a collection designed by a former graffiti artist/tattoo designer.
In-store experiences include a friendly ghost.
Plus a good reason to set an alarm to beep at you every hour.
Taking risks and becoming more vulnerable can lead to growth.
These are the latest pieces in gold, from 18K to plated.
It will also allow you to train your salespeople more effectively.
The more personal you make the connection, the more likely you are to close the sale.
Including a heritage-inspired engagement collection from Kirk Kara.
One says he’s not happy with the current goings-on in Washington D.C.
Here are 11 contest ideas to get your employees excited about selling.
These were your letters from November.
Plus, how to make time for creative thinking.
And they also described which jewelry sold best for them.
And as your biggest fans, the team at INSTORE is cheering you on from the sidelines.
While most transactions were lucrative, others were just odd.
Every facade has a brand story to tell.
Add some fun to the holiday season with Ugly Sweater Workday.
3M put $3 million on the line … protected by nothing more than its glass wrap.
It’s accomplished through a method called “habit chaining.”
Plus JMI launches The Zing Report.
Plus limited-edition jewelry boxes.
Custom chandeliers appear to be dripping with diamonds.
Rox Jewelers' owner learned the business from her parents.
Jewelers seem to be split 50/50.
Special moments with clients top the list.
As a perfectionist, she knew the vendor would recognize the giver.
Both store and product share a wow factor.
From sleek to bold, these are the latest in masculine adornments.
The answer includes recommended websites and jewelry schools to try.
Plus, why using the phone can be the best choice in certain situations.
Follow this advice in your showcases to help clients with their shopping.
Create a contest that incentivizes your sales team to “save sales” they didn’t originally make.
Take advantage of this month to set yourself up for a successful year.
And don’t miss National Smith Day if you’re a goldsmith!
What should the owner do about his aunt/employee?
Build your holiday sales by reaching those clients who won’t come into the store.
And we throw out just as many questions as we keep.
Follow these steps to keep your team happy and healthy for the holidays.
“Wowing” clients isn’t just good for your store, it’s fun for the client.
The store’s top salesperson is threatening to hire an attorney to protect against a “hostile work environment.”
Pandemic threw up many obstacles along the way.
From coffee to bourbon, refreshments set shoppers at ease.
Opinions range from “useless” to “valuable business tool.”
The holiday season is upon us, and this year you’ll be ready.
And during empty nesters month, let’s not forget a demographic with often full wallets.
74. In what state is your (main) store located? 75. Where is your store located by region? 76. How many stores do you operate? 1 88%...
62. How much do you expect a sales associate in your store to be able to sell in a normal year? Up to $200,000 38% $200,000-$300,000...
It’s about breaking it into bite-sized chunks.
55. At about what age do you plan to retire? Before I’m 45 0% 45-54 2% 55-59 5% 60-64 11% 65-69 23% 70-75 23% After 75...
45. What is your gender? | 46. What’s your race or ethnicity? Note: In the last five years, the jewelry industry has become a little more...
Featured artists are makers as well as designers.
40. Do you stock… Need some silver cutlery, glassware of other giftware? Your local jeweler is probably not the best place to look. The overall trend...
35. Do you sell lab-grown diamonds? 36. Do you believe the best lab-grown diamond is technically as good as the best mined diamond? 37. Do you...
21. What are the 3 best-performing brand-name jewelry lines that you carry? 22. What are the 3 best-performing watch brands that you carry? 23. What do you...
Custom experience comes through loud and clear on all channels.
Heller Jewelers cultivates collectors in store and virtually.
Diamond retailers and wholesalers can now easily search for Sarine-traced diamonds.
Plus new gem-themed goodies from Diamondoodles.
11. From a business point of view, has the pandemic made you… Bigger (it was an opportunity to expand) 8% Stronger/more resilient (more efficient, less indebted,...
1. How were sales in 2020 versus 2019? There was a point around Aprill 2020, shortly after the pandemic erupted and lockdowns were imposed around the...
Her retail operation is based in Palm Beach.
It’s all about telling husbands what their wives want — at the right time.
Consumers tend to spend more using this option, studies show.
Both indie and established designers give a nod to the inlaid styles of the '70s in new looks.
From statement to stackable, the latest ring collections are here.
If you want to grow, continuous improvement is required.
And whatever you do, don’t sell out of your own pocketbook.
If you haven’t accounted for these areas, your holiday sales will suffer.
Fanya Hull finds inspiration in female empowerment.
Prep a checklist to make sure everything and everyone is ready for December.
Random jolts to the routine can lead to breakthroughs.
It involves interesting twists on classic looks.
Here’s how we’ve been doing that at INSTORE.
The volume offers more than 800 new styles from engagement rings to anniversary bands.
"The industry is changing, but it is also much the same as 30 years ago."
Plus a new book from Hearts On Fire/Memoire President Peter Smith.
And don’t miss the luxurious but affordable gold vermeil chains from CG Creations.
These are the big takeaways from 20 disruptive months in retail.
Half are planning gatherings, while the other half say “no.”
Can you ban workers from talking politics? Yes, but there may be a better solution.
They will set you up for success in the moment and in years to come.
Stuller, Gabriel & Co. and Sylvie Collection were among the best-selling brands.
Emerging tech meets brand licensing.
And they’ll make gorgeous holiday gifts.
Plus, a new way to think of negative feedback.
And for those who find Columbus Day “problematic”, there’s Leif Erikson Day.
It’s not peak sales season yet, but it is a crucial time to get prepped for the holidays.
Here’s how to build the company culture of your dreams.
Pearls continue to grow in popularity, and these creative new designs reflect that.
40 percent said they grew more than 25 percent year over year.
Honorable mention honors awarded to 10 stores of distinction.
Huggies with charms seem to be especially popular.
Hyperlocal marketing plan drives business.
It was good news for his wife of 61 years.
Long Island location boasts a 5,000 square-foot showroom in a 10,000 square-foot building.
They’re taking physical and online retailing to a whole new level.
Converted candy store proves to be ideal location.
Professional marketing skills and a focus on branding drive success.
Fantastic as always. Full of learning ideas!
Venerable BC Clark reinvents itself as Oklahoma’s largest and most innovative jeweler.
Plus a new gems book that explores the mineral universe.
America’s Coolest Class of 2021 demonstrates ability to evolve and grow through challenging times. BIG COOL: 1ST PLACE Small Cool: 1st Place BIG COOL: 2ND PLACE...
The summit is coming to Denver Sept. 16-21.
Simply entering is a win, they say.
These are five new jewelry collections that will stop you in your tracks.
Flagship redesign takes inspiration from Parisian apartments.
Jacob Wosinski’s passion for jewelry resonates with customers.
Gal Gadot, Carey Mulligan dare to be different in unusual colored gems.
Each fashion is sizzling with jewelry lovers.
Plus one jeweler feels betrayed by his suppliers.
It will be good to reconnect during Jewelry Week, but many can’t be there.
Here are some tricks for keeping your attitude positive.
Should the owner fire him or not?
Sale of artwork benefits Black in Jewelry Coalition.
This verbiage may be the secret to selling more jewelry.
It’s also your chance to help out a budding entrepreneur on National Lemonade Day.
Plus a few tips to keep your staff well-trained.
And don’t miss this excuse for an end-of-summer bash.
This will give you a more accurate view of how successful given campaigns are.
This Denver jeweler won’t be playing detective in competitors' stores.
The future of the industry lies with the artists, she says.
Tim Searfoss shares his favorites.
It’s good to immediately go through the materials you collected during the show.
Keep the pulse of your business by checking these six figures regularly.
Plus how to gauge how your staff is feeling about their workload.
Plus one way to deal with those pesky emails while on vacation.
CT Magazine readers voted Malloves Jewelers the Best in Connecticut.
The owner didn’t want payment, but got a sweet surprise anyway.
It can help you identify training areas for sales associates.
And lest we forget, August is trade show season this year.
Retailers experiment with size, placement and shapes.
Opportunities abound for sales growth.
“Selling forward” not only creates sales for your store, but it’s a service to your client.
From managing staff to talking with vendors, these steps will help you be more efficient and effective.
Your customers may be craving a bit more glamour as well.
Plus plants that grow right out of geodes.
Each piece is tied to a story.
When an online complaint is clearly unfounded, should you still reply?
Plus 19 words to bring out the best in your employees.
Tauqeer Imran draws on medical background to inspire others.
Winners to be announced in August.
Plus, see the results of 2020 survey by SPS.
Lab-grown diamonds and custom design continue to be hot.
Three of them utilize sterling silver.
Be proactive rather than reactive to build teamwork and efficiency.
18 new necklaces for summer.
Viral video rallies community to move past pandemic shutdowns.
Because repairs are trust sensitive, clients will pay for reliability.
The store owner couldn’t help herself … but she may face consequences.
Doing so will give you different ideas of how to address customer wants.
Zorells aims to “spoil their clients rotten.”
It’s four virtual sessions of merchandising and inventory education.
When it came to finger bling, the stars maxed it out this year.
To earn their business, retailers need to stand for something, embrace technology and understand the path to purchase.
Most are excited to travel again.
Build a video vault, find an arts fair and get serious about grabbing some time off.
Working with social-media influencers brings myriad opportunities.
From vacations to trade shows, jewelers are getting out.
Understand what they want, and you’ll sell more engagement rings.
Photo-ready backdrops can be as varied as the imagination.
Your marketing needs to give out good vibrations right away.
Tailor your messages to the recipient for best results.
The right CRM platform will grow not just immediate sales, but client loyalty as well.
Those who do use incentives, texts or phone calls to bring them back.
When a client receives a lower color grade report on a purchased diamond, he asks for a partial refund.
Summer is a time for fun, events and, let’s not forget, hot dogs.
Achieving the correct balance will keep your business healthy and ready for growth.
The custom job involved two wedding bands, a bullet casing … and a suicide.
Several readers state they moved to appointment-only models going forward.
Want to know how to sell more family jewelry and EAT your way to the top of Google’s rankings? Read on.
Regardless of your stance on them, they’re changing the bridal conversation.
Including two that feature lab-grown diamonds.
Millennials are willing to wait for the ring of their dreams.
It costs you little, and it helps create clients for life.
Plus, the reason why 70 percent is good enough.
Make sure form follows function at the cash wrap.
Banquet will be held on Jan. 15, 2022.
Diamond specialist offers options for everyone.
Lab-grown diamonds, custom design and millennial buying habits lead the responses.
These are the latest jewelry collections.
Consistent ad spending creates opportunity, even in tough times.
One of the most hectic and busy trade shows is (finally!) upon us.
Plus an affordable stick that makes on-the-go jewelry touchups a cinch.
Reward confessions (and the lessons learned) with a stuffed toy.
Here’s how to add another profit center to your business.
$500 toward redesigns is key to success of auction packages.
Here’s how you can add value to shopping local through marketing.
And don’t forget to do something special for July 4.
On Splurge Day, your customers should be thinking about one place: your store.
From romantic to modern, these are the latest swoon-worthy styles.
Plus the coolest Batman clock ever created.
What should a retailer do?
Many said “none at all,” while others acknowledge their influence.
Earrings, bracelets and necklaces can also be stacked.
The medium matters less than how you interact with consumers.
Times of upheaval often precede periods of innovation.
Follow this advice, and your team will emerge well-trained in six months.
When that inevitable stare-down over prices occurs, don’t blink, says Shane Decker.
From abstract to dainty, earrings are in high demand.
Plus a new twist on wish lists and an interesting employee incentive.
It’s time to treat your online business as more than just a digital catalog.
Let your employees know how you like to operate.
Employee discounts? Geller has the answer.
T Lee’s personal style isn’t stifled by client demands.
This service allows customers to design their own custom rings.
A background in hospitality helps in luxury retail.
Plus another customer who had a funny sign-off.
Should the jeweler have asked for a deposit earlier in the process?
Many are fully vaccinated and ready to see jewelry in person.
They also report on what jewelry sold best for them.
It starts with your business philosophy and goes to training.
Plus an opinion on in-store events.
Check out these ideas for small promotions throughout the month.
Save money in your shop by ensuring that only what’s needed gets used.
Plus an answer to the question of how much to charge employees for jewelry.
Hearts aren’t just for Valentine’s Day anymore.c
You do it by creating a Brand Messaging Guide.
And these were the brands and jewelry that performed best for them.
Sharing a story like this makes the entire group less inhibited.
40% say they do display at least some prices.
Our lead story in April tells a few of the many survival stories.
Store designer Jesse Balaity explains out how retailers can plan for a healthier future.
These are the latest reader letters.
Everything from Jethro Tull to glassblowing to INSTORE Magazine.
Silver isn’t just affordable; it’s got a beauty all its own.
Plus, why you really should stop saying “should.”
There’s more to this time of year than chocolate eggs – as good as they are!
Listen with your eyes to know when the customer is in the 30-second window.
You don't have to do it all. In fact, it's better if you don't.
Joseph Villarreal understands the difference between price and value.
Unprecedented times call for inventive solutions.
Zendaya in Bulgari at The Emmys proves this big trend is here to stay.
Plus, check out Gübelin Academy's new online course.
But they won’t buy unless you have what they want.
Jeweler finds deep meaning in everyday life.
One tried to lick her finger to take off her ring, with even more gross results than usual.
“Brax Girl” campaign features clients as models.
The focus is on making connections.
Is the store liable, and should anything have been done differently?
Plus a new product bundle that helps your clients care for their jewelry.
It’s a slow time, try this experiment in management as well.
And how to deal with clients who complain of metal allergies.
Including one that uses origami as its inspiration.
Those who augment their brick-and-mortar location with an online presence are winning.
Visualize “the unfinish line” in a race.
And it’s time to finalize plans for any upcoming summer events.
Business includes space for studio and classes.
Digital opportunities aren’t limited to driving store traffic.
Cross-promoting boosts page views and leads to sales.
Readers share their thoughts on the current state of jewelry retailing.
Four steps to turning that online conversation into a sale.
Plus a new book on how to buy vintage jewelry.
He was rushed to the hospital with heart problems. Now he has a management problem.
From social media to websites to reviews, jewelers are in the online mix.
And an exercise where you imagine you’re a hotshot consultant.
Plus date updates on industry events.
Offer education to involve younger customers in the jewelry world.
A jeweler’s time is worth more than you may think.
Everyone has a different perspective. So who do you trust?
Half say they use it and half say they don’t.
You’ll love the cheerful colors and smile-worthy shapes.
One of them involves setting healthy time boundaries.
This husband had no choice but to buy jewelry.
A robust e-commerce presence is the secret to success in 2021.
Pearls, lab-grown diamonds and custom jewelry were mentioned often.
Here’s how jewelry retailers can achieve innovation through sanitation.
Including pendants that feature tiny kaleidoscopes.
And carve out some time for your employees to shop your competition.
The stance was related to immigration.
If your advertising seems rote, it probably is. Here’s how to fix it.
Ceiling “clouds” create intimate areas where needed.
From inventory to marketing, here’s what jewelry retailers need to do to succeed.
And don’t let National Puppy Day go to the dogs.
And be wary of pay-per-click campaigns.
Curated selection of diamonds improving bridal business.
He really made himself at home.
A disgruntled ex-employee is behind the attacks.
Plus our reader thoughts on our 'Take Off That Hat!' lead story.
Plus a new must-have book for Rolex lovers.
Plus how creative to get in your copywriting for employment advertising.
Plus Lashbrook and Mercury Free Mining join hands for a common mission.
18 of the latest creations in color, right here.
Plus an illusion that makes you see this jewelry in 3-D.
Beware these factors if you want to succeed in retail.
Plus a good reason to keep price points low for Valentine’s.
Some say it’s a nice conversion opportunity.
Sometimes, you may miss the jewelry retail forest for the trees.
Here’s what’s “in” and what’s “out” for the jewelry business.
Here’s how to translate your in-store experience to remote shoppers.
Chandeliers are reimagined as vehicles of self-expression.
Several Brain Squad members said, “Expect the unexpected.”
She also relates two heart-warming client stories.
These are some ways to respond to indecision on the part of your clients.
Plus some tips for freshening up the store.
Ken Jacobs' love of collecting led to an unexpected career.
The trend continued strongly at the People's Choice Awards.
Here was the jewelry that performed best over the holiday season.
Here are some of our favorite “Best of the Best” subjects from the last 20 years of INSTORE.
How to tune out the noise and focus on what’s best about our digital world.
How should this store owner react?
Designer leads clients on a sentimental journey.
Here are 18 new jewelry creations in gold.
Including an Art Deco-inspired line in silver with CZs.
Plus new geode planters.
Check out the strands worn by Julia Garner at The Emmy Awards.
Get in alignment!
Familiarity can breed ignorance, while a fresh perspective leads to knowledge.
Ostbye tops the list.
California retailer draws on relationships to make philanthropy work.
More than 200 Brain Squad members weighed in.
Our Brain Squad describes what “cool retail” is for them.
It was a team effort for Mark Loren Designs.
Plus a criticism for those who take in jewelry they can’t fix.
Promoting this under-appreciated holiday often leads to bigger sales.
Including advice on holding a “progressive sale” for Valentine’s.
Retailer launches e-commerce website for fandom wearable art.
The answer is to be more specific in who you are targeting.
Don't forget 'tax-free monies' you may have received from the Small Business Administration.
And the answer to who should pay shipping for memo goods.
Not only can it keep costs under control, but it can measure staff success.
There are new strategies to help drive sales.
Jacob Wosinski specializes in one-of-a-kind works of wearable art.
Plus, tips on removing glitter from the carpet.
And be sure to read this tip on making your website more accessible to all users.
Customers crave transparency.
Lustre by Adolf looks to the future.
Time is at a premium these days, and jewelry store owners need to consider which roles they can relinquish. Here are some pointers and possibilities.
Plus a Tarot-inspired jewelry case with anti-tarnish technology.
Reminders set in jewelry include ‘B Strong’ and ‘B Limitless,’ among others.
Plus one new collection inspired by Puerto Rico.
Readers share thoughts on what's happening.
Join the second edition of Katerina Perez's exclusive six-week course.
It can help you remember what's important going into the season.
Gabriel & Co. tops the list.
It's called the register round-up.
Letters to the editor this month run the gamut.
These intrepid designs reveal the wearer’s style in a variety of ways.
Everything else is uncertain.
Those that don't often turn the extra money into bonuses.
Many of our readers are trying new things.
Lane & Kate’s Rachel Pfeiffer demonstrates resourcefulness and a DIY spirit.
Think of it like a long and winding text exchange with a friend.
Plus a tip for getting more out of your Christmas sales.
It's about adding on and being more efficient with your opportunities.
Including all the actions you should take to maximize results this Christmas.
These wearable styles are infused with character.
But these bold, substantial creations will appeal to jewelry lovers of any gender.
Jessica Rossomme is intrigued by vintage finds, travel and building an interesting wardrobe.
It's not overly crowded and doesn't cost anything.
These are the feelings working for consumers in today's climate.
It takes time, effort and preparation.
Learning new technologies can be easier than you think.
Data is critical to managing a business, but the people are what make our industry special.
Styles that connect with clients' personalities are in high demand.
Cash is king, so clear out that old inventory by hook or by crook.
Plus gem-themed vinyl wall art.
That goes for your social media as well.
It requires more than point-and-shoot with your iPhone.
And that means thinking hard about a variety of factors. Here's what to consider.
Charlize Theron balanced small pieces with statement stunners at a recent screening.
Don't miss new tradeshow dates from JIS.
It's time to stop selling and start consulting, says Abe Sherman.
Plus an idea for creating personalized gift items overnight.
And don't miss the resources available for Small Business Saturday.
It's also a great time to cross-promote via coupons with a nearby business.
Shoppers want big diamonds. Here’s how to make sure you’re ready to sell them.
And you shouldn’t be paying them commission.
But it wasn't a type of product they wanted to carry ... for good reason.
Sell what's aged so that you're lean and mean to open 2021.
It's like having a 'sugar mama' to bail you out.
Plus, blanket liability waivers — will they cover you in the era of COVID-19?
Here are a few scenarios that can help explain it.
He got into the jewelry business to buy a Jaguar.
Never fear: Innovative new strategies can help you make sales at a distance.
Speak to the world's most forgiving audience.
It's time for the jewelry industry to embrace change.
Plus a great reason to take a page out of the CSI handbook.
She was let go during the pandemic, but the retailer's new job posting seeks someone for half the pay.
This client wanted three engagement rings. The jeweler ordered champagne.
Every wrist has a wish, and we’re here to help you grant it.
And don't miss the collaboration between ANZA Gems and designer Leslie Paige.
Owner John Carter attributes success to hiring likable people.
And here's what they say they sold.
Yet some of you still see hope.
From grandkids to booze to getting their nails done, jewelry retailers sound off on what's making them happy.
Plus, how accessible is your website to people with disabilities?
One retailer demands the return of Gene The Jeweler.
And be sure to remind clients to plan ahead if they want a custom-designed gift for Christmas.
Virtual strategies and creative promotions can take the place of big parties this year.
Encourage your clients to add shine to their wrists.
It wasn't the tiara or the engagement ring.
And don't miss this new illustrated book from a Yugoslavian prince and gemologist.
Most of our readers seem to agree.
Plus see a research study of jewelry demand among U.S. consumers from the Silver Promotion Service.
Then continue that strategy in the future.
One or more of these three areas may be causing you to underperform.
Many say they need to touch the jewelry before they buy.
The trend didn't last long, but the customer relationship did.
Read these strategies from top retailers and experts across the jewelry industry.
Angelina Jolie's iconic appearance in them at the 81st Academy Awards continues to inspire.
Her Hearts On Fire collection debuted in 2019.
Lab-grown diamonds are that answer for many.
Don't miss these creative engagement and wedding ring designs.
An omni-channel business plan includes a large selection of loose diamonds.
And these were the brands and jewelry that sold best for them.
Including one reason not to talk about the 4 Cs.
Plus, what to do about the low-ballers showing up in your store.
Plus, don't miss the retailers COVID-19 crisis sales trainings by PGI.
And don't miss one collection dedicated to celebrating LGBTQA+ Pride.
Encourage respect for elders on Grandparents Day and tolerance for curiosity on Ask a Stupid Question Day.
240 jewelry retailers were surveyed. Only 3% said it had a major impact.
You say milgrain, I say millegrain.
Nothing motivates like progress, even when it's illusory.
Here’s how to sell the idea to your clients.
Plus a wristband that holds your rings.
Selling bridal today requires more than just a dedicated showcase.
COVID-19-related confusion results in the accidental sale of an item on hold for another client.
Check your data, check your inventory, check your marketing plans ... the would-be grooms are coming.
It's another day at work for you, but for the client, it's a memory to cherish forever.
The latest chapter in their 27 year love story was finding a dream location in Michigan’s Upper Peninsula.
More meaning may be invested in the symbolism of diamonds.
It means abandoning old methods that don't work as well for today's shopper.
It changed the life of the salesperson, and the salesperson she trained.
Necklaces, bracelets and rings join the 'man brooch' as acceptable styles.
Plus a new kids-focused initiative by Gem Legacy.
Plus new talisman pendants.
And don't miss a stylish soap pump featuring a capsule of real gems.
From opulent to avant garde, these pearl creations have something for every jewelry lover.
And now's the time to connect with local magazines about holiday jewelry editorial features.
And don't miss honoring National Dog Day.
Wellington is 7th location for the company.
Designlab concept brands custom capabilities of the stocked designers.
Hugo Kohl’s career really took off with a car chase.
Jewelers take the phrase 'raising the bar' literally.
No online experience can compare to what these stores offer clients.
The Boulle family follows their passions, from race cars to fine jewels and watches.
Simon and Laurie Watt brought treasures to small Kentucky town.
The panel includes experts in store design, merchandising and retail, as well as jewelry designers and retailers.
Wedding-band workshops draw couples from the East Coast and Canada.
These 10 stores will be featured over the next year in INSTORE.
People are looking for real human connection.
When things are slow, give your staff little things they can check off to feel productive.
Our Brain Squad reports what sold in their stores.
From thoughtful planning to angry resentment, readers react to the current crisis facing North America.
They opened a second store a year ago.
It will show you where your sales staff needs training.
And how to make sure you're not annoying Google (and dropping down the search rankings).
And it comes in so many varieties these days.
And don't miss this new diamond Inspector from ALROSA.
Plus a partnership that provides store customers immediate insurance.
E-commerce, a cash reserve and social media topped concerns.
While you're at it, rewrap all case floorboards for a fresh look and move some furniture around.
ADA marks 30 years — make sure you're compliant.
INSTORE editor-in-chief previews the June issue and Online Jewelry Week.
This is our ultimate collection of "true tales."
Cultured Pearl Association of America offers free education.
Freedom of choice is the No. 1 reason some say "no."
It's a difficult time for the country, and jewelers are feeling it.
6 out of 10 jewelers reported sales down 25 percent or more.
This isn't an area to skimp on.
Here’s how to stay in touch with your best customers.
Look at the first 37% of options and then make your choice.
A 3D floor plan on website leads to flurry of engagement ring sales.
Safety protocols and differences in the amount of work done by staff are the culprits.
You may never have heard of these designers, but you won't forget them once you see this jewelry.
While all can shine solo, some look great while playing with others.
Plus what happens to your store when there's no will.
They're not difficult; you just have to be intentional.
And why discounting may actually lead to more problems in certain scenarios.
A streamlined experience will result in sales, but maybe not in the online shopping cart.
Friends and clients are one and the same in this tight knit community.
THIS YEAR IS different. With June Jewelry Week closed due to COVID-19 — and the travel restrictions and social distancing that comes with it — “Vegas...
H1912 vintage collection shines in modern environment.
Talismans have served as protective charms for millennia.
Connecting with clients in a pandemic environment requires facility with video conferencing.
It comes down to imparting confidence and knowledge.
Rachel Pfeiffer is inspired by gardening, yoga and botanical motifs.
Growth of custommade.com continues in time of pandemic.
One jeweler admonishes Hollywood.
Self-identity, unusual gemstones, clean geometry and underwater motifs inspire this jewelry.
Plus how to take advantage of competitors going out of business.
They’re engaging on a human level.
Including a sweet tip for National Chocolate Ice Cream Day.
This beautiful diamond ring went places no ring should go.
When your customers won't come to you, there's only one thing to do.
If sales are slow to come, costs must be held down.
Don't forget to remind holiday customers to bring jewelry in for a free cleaning.
This includes initiatives to help retailers reach clients with services during the pandemic.
Retailer John Carter says jewelers are needed now more than ever.
Everyone on your team has to be committed to the practice.
Plus, is '9K gold' a legitimate thing now?
The 5th Annual INSTORE Design Awards put jewelry design center stage. In a time when health and business concerns have stolen the industry headlines, jewelry itself...
Jewelry store owner gives tips to jazz up your displays.
Winning Burmese ruby ring from Jane Magon Collections is both "classic and contemporary".
The winner is a "fun and flirty" stackable polished band from Artcarved Bridal.
Linda Hoj's fringe gold earrings with white rose cut diamonds honored.
Hammered gold band with imperial topaz from Linda Hoj earns top prize.
This column can help you solve one of the biggest headaches for jewelry shops.
ALTR Inc's intricate Indra's Net is recognized by judges.
Loren Nicole creates a winner with her Tahitian pistachio pearl earrings with brown diamonds.
Shy Creation's freshwater pearl hoop earrings take top honors.
Uneek Jewelry's Platinum Solstice ring takes first prize.
Uneek Jewelry's pendant, featuring a 5.85-carat pear-shaped diamond, wins approval from our judges.
The 22K Peach Glow My World necklace from Lika Behar Collection was honored.
Emily Kuvin Jewelry wins for her 14K yellow gold earrings with sapphire baguettes.
Hint: Don't scrimp on photoshoots.
Women seek security, and this 'rock' will provide it.
The benefit is knowing how your money is being spent.
Event focuses on unveiling of the Harry Kotlar stunner.
INSTORE's editor-in-chief recognizes resilience, persistence and optimism among jewelry retailers.
Plus a personalized gold collection from Royal Chain.
Rework your open to buy for the second half of the year.
A couple of months ago, pre-coronavirus emergency, when the economy seemed to be humming along, digital marketing may have been a useful part of your marketing...
Also during National Etiquette Week, take the chance to discuss manners with your staff in the age of COVID-19.
With styles ranging from neutral to vivid.
The jeweler and business coach notices what makes money for his clients.
The crowdfunding site is not all anti-Zombie soaps and inflatable Lionel Richie heads.
Once you start accepting really odd jobs, there's no knowing where it will end.
Our Brain Squad shares their best-sellers from March.
It will affect another local retailer as well.
Plus a program that trains your negotiating skills.
Shoppable websites, virtual custom design and free delivery create options.
Readers talk about what they're doing, why they love industry webinars, and why you should stay off Facebook.
This is what other jewelers are using for display props.
Staying positive, joining webinars and lots of praying...
Plus how to keep it cool in conversations or negotiations.
Attention grabbing exterior draws a crowd.
Here's how to put the digital resources in place to rise from the ashes of the pandemic.
You have more time than ever to train your staff.
She's motivated by sunshine and travel.
You'll want this stuff for your store and your customers.
Pearls get a makeover into contemporary rather than conventional styles.
Digital platforms are crucial.
Plus, Is there anything you can do to make yourself less of a smash-and-grab target?
These are the questions to ask yourself.
Plus how to get better at small talk.
She’s in love with opals and pearls.
With a special focus on bracelets.
E-commerce website adds to universal appeal of log-cabin business.
Shoppers watch as gems are transformed.
Consider both what they're looking for and where they live, says Andrea Hill.
Plus a great way to take care of local moms ahead of Mother's Day.
It’s about volume, not margin, writes retailer Brian McCall.
Here's the stuff you want for your jewelers and customers.
Here's what's new for April.
3 companies tied for the lead.
It's critical to remain calm and be proactive in your business.
Consider it horror therapy.
These were the customers that you hope get in and out before another client comes in.
Put him at ease In unfamiliar territory.
BEING A SMALL BUSINESS OWNER can necessitate looking foolish — such as when you tell your partners about your plan to let customers borrow replica diamond...
Lab-grown diamonds and micro-pavé top the list.
Monday is a good day for business.
Plus comments on our "Future Is Female" story.
Plus a rare opportunity from VAWAA.
The husband is likely to refuse to pay the charge.
Marketing campaigns focus on custom design.
Scarlett Johansson shone in this earring style at the Oscars.
Including advice on specific software to use on your website.
Learn how to build value, rather than costing yourself profits.
Their preconceived idea of cost could be getting in the way.
This is a prime planning season for bridal and the end-of-year holidays.
Tee staff up for a "hole in one" as golf heads to Augusta.
These are services that they simply can't offer ... but you can.
Self-purchasers will go gaga for these 18 delectable creations.
I am probably the oldest known green pigment.
Perks include luxury lounge and world travel.
Plus, how to get your staff to actually listen more.
Plus solutions to preventing and/or reducing property damage and business interruption loss.
They knew that the biggest risk of all was to stay still.
Gabriel & Co. led by a landslide.
This is the time to get your ducks in a row for spring and Mother's Day.
And tag, you're it on National Proposal Day.
Serving your online clients requires a human touch.
Charging more to every customer helps pay for damages that your store covers.
These colorful gems will brighten your showcases.
Plus a free Winter Survival Guide from CG Creations.
Those are the gambles most likely to pay off.
It's a tip from Michael Kors.
The better the chair, the more likely the client is to buy.
Plus candy-colored creations from a Berlin-based designer.
If they don't do it, they risk losing their top salesperson.
Several readers enjoyed INSTORE's "Knowing vs. Doing" story.
Our Brain Squad sounds off on why they do or don't have one.
One says that if it is, he might as well fire his salespeople and hire clerks from Walmart.
Gesture generates goodwill.
The Women’s Jewelry Association empowers women to lead and succeed.
Exhibitions add a layer of customer experience.
Make your store’s displays truly unforgettable and more!
Stephenie Bjorkman inspired by sunsets and mountain views.
And here's a cool way to present newly-cleaned jewelry in a way you've never thought of.
He made the mistake of calling his friend to let him know before he fired the son.
And don't miss this DIY jewelry book ... a nice gift for aspiring jewelers.
Plus a Greek interpretation on the classic triangle motif.
It starts with getting the groom-to-be involved.
Charlize Theron wore the style at the Critics Choice Awards.
Here's how to make closing sales easier, says Shane Decker.
Rather than creating an average experience, consider what an 11-star experience would look like.
It's about managing your inventory and marketing correctly.
These are the three main factors to consider when taking on debt.
Plus, what's a fair repair warranty?
Start with a welcoming attitude and a full-length mirror.
Two tales of misjudged looks.
Romance the item and the reason they came in, and you’ll close more sales.
An open, airy store design eases threshold resistance.
Her travel-themed jewelry is a hit with tourists and locals alike.
It's the secret formula to habit change.
Beam back Facebook Live posts from your next trade show.
This is the time to get your strategy in order for the year.
Many in the business are adjusting their mindset as women’s purchasing power explodes.
Female store owners find strength in numbers while bringing balance to the jewelry industry.
And don’t miss a new way to promote Valentine’s Day.
Most do, but barely ... and for a variety of reasons.
Some vacation, others party, and some just sleep.
Consider what makes e-commerce great and integrate those ideas.
One store owner says working with family almost blew up two relationships.
It begins by focusing your advertising on ideas rather than products.
Rolex was at the top, with John Hardy close behind.
Here's how it can change yours too.
Robin Lies loves to grant customer wishes.
Emma Stone, Zoe Kravitz and Rooney Mara all chose understated elegance.
It's a leap year – that means one more marketing opportunity.
Plus an interesting new take on pearls from Mastoloni.
He's rewarded by customers with trays of cookies.
Plus how to market your engraving capabilities.
Mitchum Jewelers takes interior design to the next level.
Cool stores encourage customers to hang out, says owner Brett Weiler.
Every detail is designed to create an interesting adventure.
Don't miss the 'Oscars of jewelry.'
Plus a private online community by WJA.
Blogging may seem so ten years ago, but it’s critical to online success.
In 2020, it's time to close the gap between knowing & doing.
It's 2020, so make sure your vision is clear.
Our editor-in-chief's favorite strategy to move from knowing to doing is "ready-fire-aim."
Your other employees will be encouraged when it's deserved.
She helped break this jeweler out of the blues.
It will change your mindset.
Take full advantage of every minute to make your sales team better.
Pandora led the way.
4 out of 5 readers say yes.
Retailers employ doors, signs, seating and clocks to make entryways unforgettable.
The ring is scuffed and dented after just a year's worth of wear.
Plus how to conquer the need for immediate gratification.
This powerhouse precious metal doesn't need any help to be remarkable.
The good news is there are ways to do it affordably.
Be sure your staff are prepared both mentally and physically.
Confidence and knowledge will convince clients it's worth it.
Start early and continue to reinvest.
It's not just about a budget; consider your messaging as well.
This jewelry is sure to make waves.
These three tips can help drive more traffic to your website.
Go the extra mile for your client if you want to see them again.
Plus a tip for making shoppers feel comfortable in your 'decompression zone.'
This jewelry store partnered with a local juice store to do it.
Our Brain Squad weighs in on what they wish they had known.
Jewelers seem cautiously optimistic for holiday sales.
Hearts On Fire took over the top spot.
Be ready with the right questions on Christmas Eve.
At INSTORE, we often refer to family-owned jewelry stores as being the heart of the independent retail jewelry business. So, for our December issue, we’ve collected...
But most say they enjoy spending so much time with relatives.
Square and PayPal seem to be the most popular accepted forms.
The ring was sold for less than the vendor now wants for it.
No matter how many people on the sales floor, you must stick to the basics of customer service.
It’s an international adoption story.
One jeweler keeps a "wellness box" in the store.
They did it in just eight months.
Unusual event infuses King Baby jewelry line launch with excitement.
Ohio store was once an airplane hangar.
See 18 new designs for men.
Fairtrade Gold designation puts the focus on miners.
Be sure to consider these four areas to prevent unnecessary conflict.
Boost your business with these new offerings.
It's not just vanity.
Dates are almost here.
These are the latest tools and baubles for jewelry pros.
Earrings are ready for their closeup.
A conversation and some planning today can minimize your tax burden tomorrow.
If you think it's low margins, you're wrong.
One reader says dealers need to chill out.
One cuff takes its inspiration from Frank Lloyd Wright's stained glass.
The staff came to his rescue ... from mouth-to-mouth.
Cover these topics to maximize your selling opportunities this season.
Aly Martinez builds on success.
Plus how to avoid becoming a mediocre business.
Angelina Jolie kicked off this trend a decade ago at the Academy Awards.
Includes a fitting tribute to the quiz show Twenty Questions.
Understanding cash flow vs. profit can affect how you manage your business.
When 800 store owners talk, you should listen.
This client's phone manners left something to be desired.
THE BIG SURVEY 2019 Big Data The Basics Buying & Selling Operations & Marketing You, The Jeweler The Year Ahead Management & Staff Salary Big Data...
11. What are the three best performing brand-name jewelry lines that you carry? COMMENT: Gabriel and Stuller made it a three-peat, claiming the top two spots...
And here's a key scheduling tip for your holiday email marketing.
How a client stands may tell you what you need to know about whether they're ready to buy.
30. What’s your favorite “work” part of business (that which gives you the most intrinsic satisfaction and engages you the most)? Selling to customers 42% Sitting...
20. In the last decade, have any of these dates on the calendar become significantly less important to your business? Prom Season 54% Father’s Day 53%...
60. Check off the benefits you provide to staff (mark all that apply): COMMENT: Our data shows that store owners are providing fewer and fewer benefits...
50. How would you characterize your leadership style? Visionary 39% Democratic 34% Servant 17% Autocratic 8% Hands off 7% 51. In what area have you improved...
And don't miss these affordable, "hovering" pearls.
Don't miss the results of the biggest, most comprehensive annual survey of U.S. jewelers.
POLITICS It’s been called the era of outrage. And sure enough, jewelers are finding themselves getting irked more often. Whether it starts with the political issues,...
Hospitality crucial, no matter the size of your trunk show.
One jeweler got taken for a ride by a client.
Creating an experience comes naturally.
This year marks a three-peat.
View his videos on instoremag.com.
This stuff for your store includes a new mobile app for clienteling.
Jewels for the hair continue to trend.
From thick bands to colored baubles, these rings are the ones your clients want to wear.
The wrist wants what it wants.
It all depends on how you present it.
As one factor decreases, another must increase.
Our Brain Squad weighs in.
It's also a good idea to hold store sales prior to December.
This is the latest stuff you'll want in your store.
Even her grandkids were in on it.
Check these out.
Hint: Turn more, earn more.
Gabriel & Co. and Stuller led the way this month.
Website and window displays create perfect curb appeal.
Ideas to make sure stressed out shoppers find your store ... and what they’re looking for.
The good news is, your fellow retailers are doing awesome things.
Have you ever walked into a Target and it transports you directly into an idea or event to come? Take Memorial Day for example: baked beans,...
Technology makes it affordable.
She was profiled in a book about the Southern California punk-rock scene.
Bold, new store in Nashua embraces the future.
Millennial shoppers respond to education, privacy and transparency.
Our Brain Squad shares their plans for fourth quarter.
Don't miss your chance to capitalize on Emotional Intelligence Awareness Month.
Be sure to clean your entire inventory and props — correctly.
He's concerned about offending past and potential clients if he pursues her.
Limited-quantity special offers can do more than build short-term traffic.
It's one of the surest ways to ruin a client's experience.
Most love it, but one said "cool smool."
Here's how to talk to clients when expectations aren't met.
This is the stuff you need for your store.
Social media played a big role in drawing 50 new customers.
Slightly more jewelers say 'don't do it.'
Hint: They're often delicate and lacy.
Hint: it wasn't the diamond she thought they had switched.
They're simple yet brilliant.
For true lovers of gold...
And here are some great tips for infographics in your store.
A sister line to Anzie launches.
Depending on the information, it can be a bit of both.
Take a stand and make some noise about it.
Experience. That’s the retail byword of the past few years. In no area of your business is experience more important than in the bridal category. Appropriately,...
"I'll be paying top dollar for whatever golden loot ye've got stashed in your little treasure chest."
From timeless to edgy, these bridal rings will turn heads this fall.
When shopping is easy, people are more likely to buy.
Selection isn't enough anymore.
They want to leave with their chosen product in a bag.
Let your clients take selfies with your most spectacular jewelry.
The client is threatening legal action.
Small-town jewelers reported the biggest improvements in bridal sales.
Paying close attention to SKUs that generate special orders is one.
Also, the Golden Rule of Triggers and a better way to set goals.
One reader is looking for good ways to clear out her inventory dawgs.
And don't miss this fascinating Peruvian mineral specimen.
And don't miss this all-platinum collection of earrings.
Technicolor has nothing on this jewelry.
Stuller, Allison-Kaufman and Gabriel & Co. led the way.
You're always busy, but this month, get things done.
It's the special sauce of individuality.
A more relaxed Erik Runyan Jewelers is rejuvenated in its new location.
International gem dealers remake small-town diner into a treasure chest of unique jewelry and art.
Marble walls and floors mix with suits-and-sneakers to create a classy yet friendly vibe.
Ken Jacobs relocates his store and makes it even more inviting than before.
Do touch the jewelry.
Travelers embrace Croghan's as their own.
At least a couple customers a week come in thinking it's a place to eat.
Julie Ettinger says the key to "cool" is passion.
INSTORE editors picked these stores as their top choices for interior, exterior, marketing and online presence.
See what else is new for July and August.
This is one of the hottest gemstones in jewelry today.
Your managerial planning for the month starts here.
The designer pulled out all the stops to stand out with his Beverly Hills boutique.
Huddling at the back is a big no-no.
Are retailers obligated to buy things back?
Most jewelers will offer at least a small discount for dollars.
Plus ALOR's 40th anniversary collection.
A plate piled high with cookies can go a long way to remedying a false accusation.
To reproduce your highest-priced sale, you have to show the right product.
Today's necklace style is all about versatility.
Ask your resident "Negative Nelly" these questions to get them thinking positively.
This color grading device only weighs half a pound.
You could make a customer for life.
A scattershot approach won’t work.
Most of the female store owners in our Brain Squad feel our industry still has a ways to go.
And mark Seinfeld's cultural anniversary with an event "about nothing really."
Gabriel & Co., Stuller and Pandora working well for jewelers.
A shiny, bright new thing can make everything else look dull and in need of replacement.
Reliving your favorite memory in business could inspire you to even greater heights.
Curated collection appeals to self-purchasers.
A proven strategy to combat those people who always insist on last-minute changes.
The husband-to-be has been a loyal and good client.
Plus, how to use questions to make yourself a better listener.
Everything new in June.
Promotional event benefits children’s charity.
Dates are already here.
And don't miss the new iPhone that features an actual tourbillon.
Here are five ways to build a powerful brand while utilizing the latest tech in visual merchandising.
These four “tricks” from an old sales pro will help you make more money in your store.
And don't miss Ayva Jewelry's collection based around "power words."
When designing your store, give the loo some love.
When starting out, go bold and quirky (just not weird), and the secret to a perfect break.
A quest for a canoe started it all.
But that also requires that you let them make sales.
This style of jewelry is small, but it packs a big punch.
He needs to hear her say "yes."
Custom design and pearl jewelry led the way.
His parting words were, 'My wife is going to kill me.'
Retailer says he’s heard this story before.
There's hope in the form of Generation Z.
She studied painting, graphic design and art history before landing on metalsmithing.
Happy Birthday to You: The world's most sung song turns 160.
Inscribe these tips on your calendar to make this month more productive.
At Goldart Jewellery Studio, custom design is personal.
College soccer experience taught her focus, patience and how to succeed as part of a team.
Symmetry balances the creative mind and the hands of a master craftsman.
His girlfriend, Sabrina Piccione, will join him at the store in time for Valentine’s Day.
and you can too!
Lighting and high-level interior design enhance a dramatic renovation.
There's a shape, a color, a silhouette and a substance.
With 25 categories, many designers had the chance to shine.
WINNER : Assael Earrings in 18K yellow gold with Tahitian natural color cultured round pearls and hand-carved natural color green and deep black jade (14.32 TCW)...
WINNER : Tavannes Watch Co. La Captiva Belt Watch with removable watch unit inside belt buckle made of titanium and leather $5,750 SIA MARAVELIAS: The uniqueness...
Step 1: Create a buying guide.
WINNER : Oscar Heyman Platinum earrings with assorted shaped sapphires (31.89 TCW) and diamonds (1.57 TCW) $75,000 MARC MAJORS: Stunning pair of earrings! The bold color...
WINNER : Alexis Barbeau Designs Sea Grass earrings with 14K gold starfish posts with baroque Tahitian Keshi pearls, Paraiba tourmaline and aquamarine cabochons, $4,000 MARC MAJORS:...
WINNER : Valani Atelier Octavie Emerald bracelet in 18K white gold with 54 emerald cut emeralds (23.37 TCW), 36 trillion cut emeralds (3.98 TCW), pear-shaped diamonds...
WINNER : E.L. Designs Ablaze bracelet in sterling silver and 14K gold with channel-set diamonds $858 MARC MAJORS: A nice contemporary bracelet for a good value....
WINNER : Jye’s International 18K white gold and diamond charms on 36-inch chain featuring premium cut diamonds (6.32 TCW) $22,000 MARC MAJORS: This is a nicely...
WINNER : Gabriel & Co. Art Moderne necklace in 14K white gold with Y-knot pavement diamond bar $1,555 MARC MAJORS: You’re covering a lot of ground...
WINNER : Annamaria Cammilli Firenze Sultana ring in 18K natural beige, ice white and lava black gold in company’s signature velvety matte finish with 192 white...
WINNER : Gabriel & Co. 14K white gold Lusso ring $4,025 ORIN AND TINA MAZZONI: A really cool ring! A great design for today’s woman. A...
Those that won't cite security concerns.
Most think there are too many shows these days.
WINNER : UNEEK Jewelry Le Pur et Simple split-shank French pavé 18K white gold setting with 5-carat cushion cut white diamond center (I, VS1) and white...
WINNER : Bleu Royale/CrownRing Bridal House 14K yellow gold brushed wedding band with black diamonds (0.65 TCW) and handprinted enamel interior $3,599 MARC MAJORS: This is...
WINNER : Omi Prive Handcrafted platinum ring with 9.34-carat emerald cut sapphire with round sapphires (0.80 TCW), trapezoid diamonds (0.87 TCW), carre cut diamonds (0.95 TCW)...
More copy yields better results.
He lied to her about two huge sales.
This diamond style comes in a variety of looks.
WINNER : Adel Chefridi Lotus pendant in sterling silver with hand-engraved design and champagne diamond $425 SIA MARAVELIAS: This is the perfect necklace to wear with...
WINNER : Sarah Graham Metalsmithing Spiral band in 18K gold and oxidized cobalt chrome $4,830 MARC MAJORS: Very cool and edgy piece! This is a casual...
WINNER : Dana Bronfman Constellation Bubble cuff in oxidized sterling silver; 18K white gold and 18K yellow gold settings with yellow and green rose cut diamonds...
WINNER : Loren Nicole In The Nile cuff in 22K yellow gold and repousse with sapphire cabochons (20.95 TCW) and moonstone cabochons (6.35 TCW), $45,000 SIA...
WINNER : Thorsten 14K rose gold and copper inlaid wedding band with beveled edges and white diamonds $1,199 SIA MARAVELIAS: I always appreciate the juxtaposition of...
WINNER : Yoko London Stellar necklace with 34 Japanese Akoya pearls (4-8 mm) and diamonds (4.79 TCW) in 18K white gold. $28,000 SIA MARAVELIAS: For the...
WINNER : Alexis Barbeau Designs Tahitian Lagoon earrings with 14K gold starfish posts with baroque Tahitian Heshi pearls, Paraiba tourmalines and sea grass textured caps for...
The Watches of Switzerland invests in well-respected brand.
Also, evading overtime and tips on displaying men's jewelry. (Hint: Not too close to the ladies' goods.)
Build net profit and control your inventory tightly.
From easy-breezy to deeply personal, these collections will appeal to a variety of clients.
Make some merchandise accessible.
WINNER : Erica Courtney 18K yellow gold Mandalas pendant with 2.00-carat Brazilian Paraiba tourmaline and canary tourmalines (6.71 TCW), neon mint grossular garnets (1.32 TCW), Brazilian...
WINNER : Debra Navarro Jackson hinged drop earrings with scapolite (23.25 TCW) in 18K recycled gold and sand-colored pave diamonds (0.52 TCW), $5,780 ORIN AND TINA...
WINNER : Gabriel & Co. 18K white gold and diamond Art Moderne tennis bracelet. $15,640 ORIN AND TINA MAZZONI: Very eye-catching new look for a diamond...
WINNER : Adel Chefridi Summer Night earrings in 18K yellow gold with diamonds (0.20 TCW) and emeralds in satin finish $7,885 PATRICIA FABER: Elegant earrings with...
A trade show to help foster a sense of community ...
You'll get to meet more people and feel better about your involvement.
Events coordinator enlists customers to stage murder mystery she wrote herself.
Linear movement and color make these jewels stand out.
Lowering threshold resistance without hurting your image is tricky. Here are some ideas.
Asking questions and building value should guide your decisions.
Jewelry with meaning resonates particularly strongly with her.
Mother's Day, the Vegas shows, summer and more guarantee it will be a busy month.
Tell them your story, says fast-growing retailer.
The cheese board and knives by Stephen Webster are not to be missed.
One is a day to remind yourself that ultimately, you're selling emotional benefits.
To get better in business and life, you must first embrace failure.
Hearts on Fire took the top spot.
He didn't want his wife to know how expensive the ring was.
One reader advises making up for lost sales online with higher repair prices.
It's based on interviews with dozens of female former employees.
The success of these pricing strategies has been proven beyond dispute.
E-commerce has been vilified by many independent retail jewelers as an under-cutting, price-conscious evil entity intent on stealing hard-earned business from brick-and-mortar stores while ripping their...
Most feel they are too small to bother with it.
Three ideas to boost the likelihood of serendipitous encounters.
You're a merchant, so sell the customer what they want.
Our Brain Squad divulges how weather affects jewelry shopping in their markets.
All three are technology-based.
This real customer wanted the sheen of sparkly copper.
Do this exercise to improve your team's closing ratio.
What’s the value of a good idea? In the rapidly changing landscape of jewelry retail, your good idea could revitalize your business, if you have the...
Our Brain Squad sounds off on diamond grading.
Contemporary design lends their building a new purpose.
Go big or go home? A jeweler wishes this customer would.
Visual marketing can raise the shareability of your messages on social media.
Allocating the appropriate time, money and space to each department is critical to success.
Linear earrings graced the jawlines of style-setting stars.
Focus on charity touches community.
Female self-purchasers are key.
Shane Decker says too many owners give up too quickly.
Jeweler David Nygaard recently won — then lost on a technicality — a city council seat, yet he remains upbeat about the future.
Customer service makes or breaks a business. Occasionally you have to think outside of the box or go to the extreme to make a difference, so...
These stunners are both beautiful and affordable.
One tip involves a jeweler who allowed a client to pour his own gold.
Don't miss an audacious pearl collection as well.
Sales trainer David Richardson says this is an opportunity to make a client for life.
Don't miss the newest program from Greenland Ruby.
No jeweler should be without this fun stuff.
Bosses and workers often have different ideas on what’s equitable. Here’s how to make everyone happy.
Why failing spectacularly can be the best thing that’s ever happened to your business.
Seize on this date to own the ideas of truthfulness and trust in your community.
Brand identity tied to neon sign.
These were the styles our readers were reordering in March.
When you need a phrase to stick in the mind, try this trick of sound.
Don't miss "the right-hand close."
An owner refuses to fall for this dumb yet real scam artist.
Stephen Webster's new tea strainer is a must-have.
92% of all stores don't have one.
An appraiser undervalued a client's jewelry donation to the university.
If you don’t try, nothing will change, says growth expert Elle Hill.
David Geller’s failure in business led to success as a retailer and later as a consultant.
He would never have been in position to succeed if he hadn’t failed first.
From Celtic charms to cobalt chrome, these avant-garde designs will have customers swooning.
Learn to sell jewelry as the powerful talisman it always has been.
Don't miss: How to avoid getting in a price war with a competitor.
Creative decor stops shoppers in their tracks.
Like other tech, it has the potential to make clients way happier with business owners.
4 out of 5 Brain Squad members say no.
Annual event offers job seekers in Europe unique opportunities.
When old inventory clogs the cash-flow arteries of your store, here’s how to clean it out.
You're only as good as your people.
Tapping into jewelry customers’ desire for individuality is the key to retail success.
Secure sales techniques not only keep your jewelry safer, they make your clients happier, writes Shane Decker.
JEWELERS DELIVER CHRISTMAS GIFTS in blizzards without the convenience of sleigh and flying reindeer. They whip up custom orders faster than the speed of a laser....
Charitable giving yields rewards on many levels.
It has a lot to do with a willingness to move quickly.
And congratulations to our winner.
Here are your letters-to-the-editor for this month.
It involves looking at benefits versus concerns.
Sponsoring a 14K run will conjure thoughts of jewelry.
He had really high standards.
Innovative practices include asking for charitable donations instead of charging for watch batteries.
Don't miss your chance to have a parade for Mardi Gras.
Rolex led the way.
A longstanding tradition of holiday bonuses and raises is threatened.
Taking a day or two to cool off is the first step.
This is the jewelry women want to wear to express themselves.
Emily Blunt's rings at the Mary Poppins Returns premiere mimic a stacking effect.
These items add more jewelry flair to your store.
Author Seth Godin says strategic quitting is the secret of successful organizations, while reactive quitting is the bane of those who strive and fail to get...
Don’t promise excellent service? Run annoying ads? Business leaders insist these counterintuitive principles work.
The year's newest collections include a first-time launch for Kristy Ford and men's collection by Leslie Paige.
Here's how our Brain Squad members pay their employees.
It doesn't have "turn"; it only has "time."
The results were split 50/50.
But should he retaliate?
The right items and advance planning can make your business fit.
Find out what Watchbox has for you.
In 2017, the 25th anniversary of Steve Floyd’s business, Floyd & Green Jewelers of Aiken, SC, came with problems that overshadowed what should have been a...
When Jennifer Hornik Johnson was working in advertising in Atlanta, she might have had a hard time envisioning how she’d end up owning a jewelry store...
Torin Bales closed his store in Victoria, TX, in February 2018, and last year represented a new way of life. “It was the first weekend after...
Mike Doland of Doland Jewelers in Dubuque, IA, told his three sons that when he turned 65, he’d be stepping aside and they could purchase the...
Alan Perry, who recently turned 60, is trying to slowly let go of his “baby,” Perry’s Emporium in Wilmington, NC, and let his sons take over. His...
Now 66, Rusty Korman, founder of Russell Korman Fine Jewelry, began considering retirement around the time that Larry and Kat Stokes began to seriously pursue their...
Beth Guntzviller never imagined she’d retire at 65 to make space for her son & daughter to take over management of Miner’s North Jewelers in Traverse...
From bench training to personal expectations, this advice provides holistic assistance.
Vice-president Gregg Kelly considered aspects from the scent of flowers used outside to handicapped signage.
The essential jeweler's calendar for the month starts here.
Try these ideas to make the month more productive.
Here's how Brain Squad members responded.
Here are the newest rainbow-hued jewelry pieces from designers and manufacturers.
Personalize your website to drive more sales.
Another 'wanted more than I make.'
Teamwork that works according to our brain squad team.
Think of it as a real-estate opportunity.
It's always interesting working with family.
Grand Seiko master travels from Japan for demonstration at Schwanke-Kasten Jewelers.
Lafonn sold best among our survey group.
Two readers warn guns are dangerous, while another worries about the death of retail in favor of custom design.
This could be extremely important to your sales performance.
This could be a great way to show clients how much you care.
A successful ending to your retail career requires planning.
November trunk show highlighted Kotlar’s 70th anniversary.
Each of these tips could save you substantial expense.
The program is called Gemstone Adventure Travel.
London Business School prof advises, "Keep your vision fuzzy and your priorities clear."
You can help him get out.
But it's a new development to stack these bands with engagement rings.
Sometimes, the counterintuitive approach may be the best one for your business.
Why don't you hold your opinions first and ask theirs?
Plus a striking handmade wooden earring display.
Here's what you got to say for our last issue.
Here's how to take things to the next level for your clients.
Establish new things for your business this new year!
Start actually doing things!
What's your plan for the coldest days of the year?
Every time you approach a client, think “She’s a millionaire. I’m closing this sale."
In emergencies, release latch.
More than ready for 2019!
Just a little bit more attention to that bride-to-be customer.
Buy jewelry you hate? Talk people out of repairs? Jewelers insist these crazy business practices work.
Problems can arise if you aren’t vigilant about how your receipts and payments are tracking.
Commercial shoot for Smyth Jewelers becomes mini-reality show.
We'll show you the perfect way how not to lose that ring.
Extra inventory left over from December could hurt your 2019 sales.
Pick the right attributes and you will score a real winner.
“Yes, we do. We love providing services for free. It’s what keeps us in business. What other handouts would you like today?” … To the person...
It's always good to be at the right side of the law.
The stars were wearing long earrings with swing and movement.
When a male client worries that his wife doesn’t like jewelry, sell him one of these four products.
There are no shortcuts made to quickly fill a staff gap.
“I’m not comfortable with that.” Why use it? This is a good enough reason to object to anything because comfort is everything. And people won’t inquire...
These products have been flying out of the cases.
Designer pushes boundaries of fine jewelry, art and events to create an exceptional shopping experience.
When another client suddenly weighs in on a customer’s purchase decision, the sale is lost.
A new website, podcasts, webinars and more come online from INSTORE.
A gemstone fresh from the earth can be mesmerizing in itself.
These 3 tips can make a difference in your business.
Cutting your work week to four days could ease your mind while maintaining your bottom line.
Sunshine, daisies, butter, mellow — we’re a sucker for this classic in yellow.
Take a peek at January's newest jewelry.
It's time to pile it on!
The joy of surprises...
Why can’t a woman propose to a man?
This Virginia jeweler had an amazing impact on his community.
Detailed dossiers on how to ID them and to ensure they leave with a bag from your store.
The trick that worked in New Mexico.
Some notable dates to remember during the most hectic month of the year.
Re-orders seem to be the trend in October's hottest brands.
Hiding among the holiday crowds is a key customer who doesn’t want to be rushed.
See how you can remain on the game while enjoying the Christmas season.
A jeweler gives every Christmas a real meaning.
Here's what our brain squad found to be the most effective holiday sales strategies.
She doesn't wait for chances, she goes for it!
Yes: 63% Sometimes it is a spontaneous splurge in the middle of the week, sort of just because. Other times, when I am faced with having...
There’s no place like home, unless it’s your local jewelry store.
This easy sales technique can create huge diamond sales in your store.
How and why to create a custom visual standards manual for your store.
It's worth it to both you and your customer.
Second- and third-generation family members combine rustic and elegant elements for eye-catching results.
A Minneapolis gallery manager is our winner this month.
Her jewelry is beautiful yet practical.
Not-so-mellow yellow!
For a successful holiday season, practice, practice, practice.
Upgrade the dress code in your man cave.
Discover these elegant December pieces.
Any random day in the life of a jeweler provides plenty of stories to tell – whether those tales are heartwarming, infuriating, funny or odd. But...
Use these direct mail pieces as inspiration to create your own attention-getting holiday promotions.
Connect with clients through reassurance, friendliness and genuine questions.
Taking care of the small things during your busy season can yield big results.
In touch with their inner elves, jewelers dress the part for fun and profit.
It's easier to get than you think.
This is a great way to show how excited you are about a gift purchased in your store.
Words of wisdom from a Maryland jeweler.
Why are some jewelers thriving while others are going out of business? In this issue, we seek answers.
It's time to create a "moat" around your prices.
His customer thought he was making a fortune on marked-up jewelry.
It works well with the silver and white metal trends of recent seasons.
It's an extremely simple formula.
Plus expert jewelry advisory services from SimplexDiam.
"You want me to do ... what???"
Whip up your customers' sense of anticipation with a "sneak preview" event.
One of the Venice Film Festival's wearable trends was front-facing hoops.
See what our readers had to say this month.
A project to assist elderly residents at a nursing home takes a bad turn.
Check out the latest jewelry collection releases.
See what styles to pick for customers who believe in astrology and other talismans.
Hire a food truck to feed attendees at your next store event.
This Wisconsin store has a popular line of pendants shaped like area lakes.
Florida jewelry sales pro loves being part of her customers' milestones.
Concentrate on custom and healthy vendor relationships to succeed in today’s jewelry retail environment.
Store owner was inspired by mentoring program for underprivileged teen girls.
Capturing footprints and noseprints could be a hit with your customers.
Ten fingers make rings the most collectible accessory.
Here's the fastest way to see how much your team knows about the customers they serve.
Almost 40% of successful jewelers have upgraded their stores in the last two years.
Couple creates inviting niche for Manhattan’s bridal elite.
To deliver an unforgettable holiday experience, you have to be on top of your sales game.
You're working harder these days, and you've got some crazy stories to tell.
To succeed, you've gotta keep your eyes on the big picture.
67% of jewelers say they would at least consider stocking them.
Identify me to win a free t-shirt in INSTORE's monthly contest.
In an era of change, some things remain the same.
Thriving jewelers buy more aggressively ... and re-order hot sellers more promptly.
See jewelry stores' best performers, top categories and expected breakout products.
Our mass data dig finds what’s separating the best from the rest.
Get ahead — and stay ahead — of the holiday rush.
See the key numbers that make up the world of American jewelers.
A few key dates to mark in the month ahead.
The Big Survey asked about display practices.
Last year's winner takes the top spot yet again.
Negative sentiment is appearing.
See our tips for business-boosting products this month.
Formally, I’m known as “clinochlore,” but if it’s sales you’re after, I recommend yet another name.
How to create a sensory experience in your store.
Lots of correct answers, but only one winner — Jerrod Nutt of Thacker Jewelry in Lubbock, TX.
Do these things to super-charge your performance in the busy season ahead.
It's the seventh straight month of declining monthly sales data.
The wrist wants what the wrist wants.
Well, what did you expect?
You don't want to do business with these guys.
Because everybody deserves a little treat, don't they?
Other clients' wedding pictures can help you land the sale.
She hates the concept of birthstones because they limit people's creativity.
30 A century ago, a lifeguard at Coney Island kicked sand in the face of 97-pound weakling Angelo Siciliano and walked off with his girlfriend. In...
Oct 1-7 SALES “We cured the bad habit of saying ‘no problem,’” says Scott Chalmers of Chalmers Jewelers, Middleton, WI. “If you’re caught saying ‘no problem,’...
It’s beginning to look a lot like Christmas … at least, for your sake, I hope it is!
Lately, the company is focused on data-driven geo-fencing.
Jewelers share their plans to spend a small windfall.
Yes: 50% “We have special Christmas cards printed that display either a piece of our handmade stock (a “wow” piece) or a picture taken of a...
The Fakier family creates a museum-quality retreat customers would be happy to call home.
Check out this month's business-boosting products.
See what's moving well for your fellow retailers as the holidays approach.
For this retailer, the question is ... to sue, or not to sue?
Opt-in email course designed to help retailers sell more of the company's designs.
Some jewelry is meant to be stacked, and she knows just how to style it.
Don't miss the latest new releases.
The star of Crazy Rich Asians is a fan.
Armani Prive fall 2018/19 Couture runway show. / PHOTO COURTESY OF REX/SHUTTERSTOCK. All colors of the rainbow were still going strong on fall/winter 2018/19 runways, but...
We’ve had a large corporate jeweler open up in our area that does a huge amount of advertising, offers five years to pay and lifetime guarantees...
What’s your favorite day of the year? There are a lot of options to enjoy across the annual calendar, but one in particular often goes unheralded:...
In today’s business climate, doing things the old way will kill your store.
Make it easy for customers to tell you how they feel about your store.
WHEN MARY TODD-MCGINNIS, a Ben Bridge Jewelers vice-president, caught a glimpse in a trade magazine of an opal ring designed by Niveet Nagpal, president and head...
Jewelry shows are no longer an indispensable way to purchase merchandise, even though one can make the case they still provide the best hands-on and comparative...
As consumer demand for laboratory-grown diamonds grows, retailers wrestle with how — or even whether — to sell and market this new product.
Retailers, jewelry makers and even a consultant or two sound off on what they know about wedding jewelry
Your competition is not just other jewelers.
Jewelry retailers go the extra mile for wedding customers.
Beverly Hills boutique combines art, events and a lounge to showcase designer’s theatrical flair for jewelry.
“Oh, I did just fine in school, but I skipped the a**hole language class so maybe that’s why I didn’t understand you!” To the customer who...
I got a call from a husband in the middle of a nasty divorce telling me his soon-to-be ex was on her way to make us...
“I’m glad you researched this; it’s going to make my job easier.” When to say it? To the customer who says “I saw it on the Internet...
"Always Be Changing" is a philosophy that encourages innovation.
Tell a romantic story about your clients.
Billion-year-old diamonds are competing with newborn diamonds in retail showcases.
Each year, Quilted Northern sponsors a Toilet Paper Wedding Dress Contest in which entrants – there were more than 1,500 last year – create designs using...
When a religious employee refuses to help a same-sex couple, the storeowner must decide how to react.
It's the most important thing they've learned about selling engagement rings.
When someone does all they can to help make our planet healthier, they want it to carry over to their wedding day. The Green Bride opts...
Monthly data comparison highlights a surprising trend.
To show prices, or not to show? That is the question.
THIS MONTH’S QUESTION: Do you allow customers to trade in their diamonds for bigger stones? Yes: 87% If it is a diamond purchased from us, we buy...
Remind them that they should be looking to buy diamonds, not paper.
Sept. 3-9 DISPLAYS Labor Day marks the unofficial end of summer — it’s time to change up your window displays to give them more of a...
07 On this day in 1998, a strange sounding company was incorporated in Menlo Park, CA. On the anniversary of GOOGLE’S FOUNDING, spend a few hours...
See what's moving in our latest roundup of jewelry sales.
A gown from the Amsale collection during Bridal Fashion Week in New York, April 2018. / PHOTO COURTESY OF REX/SHUTTERSTOCK In anticipation of Meghan Markle and...
They've been a popular choice for celebrities and royalty through history.
Think iconic pearls with a modern twist.
Two dozen things that help you make that important sale.
Don’t wait to be asked for permission.
Every great love story needs a great ring.
Color, luminosity, hardness and rarity — I've got it all.
Stores are continuing to battle a headwind with margins.
Way to go, Kim Hatchell, sales manager at Galloway & Moseley in Sumter, SC.
Big Cool Honorable Mentions Beré Jewelers PENSACOLA, FL Owner Barry Cole is a first-generation jeweler who opened his dream flagship store with his wife, Laura, in...
Here are the coolest jewelry retailers of 2018!
Belle Brooke Barer finds down-to-earth studio and retail space in a former stable.
Store of the future uses innovative interior design to set customers at ease.
Forecasting the future, jeweler envisioned a destination store down to its smallest details.
State-of-the-art renovation brings customers and employees closer together.
Alluring interior design complements creative jewelry collections to offer a custom experience.
She’ll focus on her work at the White House. Ivanka Trump plans to shut down her fashion brand, which includes jewelery along with clothing, handbags and...
Coming to Louisiana, she knew she had to be different.
Italian Premiere Emerald Exhibitions’ newest Las Vegas trade show — PREMIER — has announced that the Italian Exhibition Group will be joining them at the Las...
A velvet ring box, convenient power bank, and more.
It signals an ongoing determination to improve and evolve with today’s changes.
05 They swapped tops, “borrowed” each other’s favorite shoes and cried over feckless boyfriends. Celebrate SISTERS DAY with a one-day coupon for any sisters who come...
Jul. 30 — Aug. 5 MARKETING A girl’s first day of high school might just be the occasion for Dad to get her a “grown-up” piece...
Charge more, then pay more to solve your problems.
No longer limited to simple strands, pearls are taking the jewelry world by storm.
Her preferred style is always in bloom.
Meghan Markle wearing Princess Diana’s aquamarine ring, given to her as a wedding gift by Harry. Photo courtesy of Rex/Shutterstock AS SOON AS MEGHAN MARKLE waved...
Pin It to Win It Pinstripes’ designs are inspired by the creative, intricate, and detailed “pinstriping” art applied as decorative ornamentation to motorcycles and cars. When...
Sies Marjan Fall/Winter 2018/19 Collection. Photo courtesy of Rex/Shutterstock Iridescent fabrics turned up on the fall/winter 2018/19 runways in everything from shimmery ‘60s-style shimmy dresses at...
Me, and my cousins, make up much of the earth's crust.
Our winner is Steve Glazer, sales director at Windsor Jewelers in Charlotte, NC.
Ready to expand your horizons? No matter what you consider your traditional market to be, it’s easier than ever before to reach beyond geographic boundaries and...
It doesn't happen by chance.
You want to spend what on her 25th anniversary present? And that new 911 Turbo Carrera in the parking lot was how much? To the man...
The check never cleared.
Industry giant launches international publication for its customers.
Try this exercise to improve your staff's self-presentation.
Make yourself a solution-oriented partner to the customer.
Instead of having a jewelry designer come in and do a trunk show, have it last a week or even more and call it a “residency,”...
Am I Okay? Something I wish I could wrap my brain around more is finding a barometer for how we are doing as a company. Sure,...
It’s so easy, but like my father always said, “When in doubt, tell the truth.” Clients want you to guide them. Don’t be afraid to give...
How to offer — and not offer — customer service was one of the lessons.
They can derail any sale if you’re not careful.
Remember that stress isn't necessarily a bad thing.
The selling price, and ultimately the margin and profit you make from a piece of jewelry, can be a cause of angst for many jewelers. Bottom...
See what the Brain Squad says about taking time off.
Jewelers share the different meanings of their chosen paths.
We have a choice, folks — we can all agree that the pool of bench folks is shrinking, wring our hands and say “something has to...
July 2-8 MERCHANDISING Move your birthstone display to a more prominent spot to remind your clients of this fun tradition. This should become a periodic exercise...
Should he report the theft to the police and risk losing an important friendship?
The bridal market is great. The brides have come back to the basics with Imperial Pearl strands in traditional white and colors. Yes, pearls are back...
1ST PLACE: K. BRUNINI Skipping Stones necklace from the Eating Watermelon in a Black Forest collection in blackened sterling silver and 18K white gold with watermelon...
De Beers aims to steer public opinion with Lightbox line.
Necklaces are jewelry’s most elegant embrace.
Uma Thurman at the MET Gala 2018 courtesy of Rex/Shutterstock The theme for the MET costume exhibit and gala, Heavenly Bodies: Fashion & the Catholic Imagination,...
If Chuck Norris were a gemstone-quality piece of ancient reef, he’d be a lot like me: tough, rare and going it alone on a 400-million-year-old beach...
The dog days are officially upon us; so why not get tight with the dog owners in your market?
New from Nina Nguyen, Yama Jewelry and more.
Use these cool products to help close more deals this month.
Florida store owner turned her childhood love of bling into a job as a bench jeweler.
Italian brand awards scholarship, two Miami shows co-locate, and a new shipping solution from Jewelers Mutual.
Customers are beating doors down for this trending jewelry.
It's quick, easy and highly effective.
TAP by Todd Pownell Todd Pownell first debuted the Cleveland-based jewelry collection he created with his wife, Debra Rosen, to the industry-at-large at the JA Show...
1ST PLACE: TAP by TODD POWELL Free In A Cage I8K yellow gold ring set with mixed round diamonds placed in a darkened 14K white cage...
1ST PLACE: K. BRUNINI Twig cuff in 18K yellow and rose gold and black oxidized sterling silver with rustic diamonds (10.81 TCW) and green beryl fancy...
1ST PLACE: DRU. Nightingale Conservatory 18K gold hand-engraved signet featuring a hidden chamber and studded with white diamonds; available in yellow, rose or white gold $3,700...
There's something for your customer’s every mood.
Just Not Fun Anymore I am insanely jealous of anyone working in this industry who still enjoys their work. After 40 years, I no longer do....
“I cannot believe that you just stuck your finger in your mouth, got it fully coated with your disgusting saliva, removed your wet, dripping gross ring...
Ever heard the phrase, “No question is a dumb question?” Whoever said that never met these customers.
Make sure every one of your salespeople is ready to roll.
Because sales happen when customers try on jewelry.
A recent study by health researchers at Uppsala University found that when Swedes take time off, antidepressant prescriptions go down. Hardly surprising. More interesting was a...
To have the right product for customers, you may have to leave your comfort zone.
And go see some trees!
1ST PLACE: TAP by Todd Pownell Necklace with three stations, each one pin-set with a gray faceted diamond slice (7.11 TCW) surrounded by pin-set marquise...
Impromptu decision to open a business builds a community of artists.
17 Once upon a time, dads just wanted a little peace and quiet and maybe some socks on FATHER’S DAY. No more. Dad’s Day is catching...
June 3-9 LEARNING If you’re in Vegas for the JCK shows, take in as many educational shows as you can with a goal to kick some...
“Family is very important to me and jewelry is my passion."
Retaining staff isn't all about money.
More than half of jewelers find guidance somewhere.
Here are the ways you cope with burn-out.
“Extraordinary, never ordinary,” is their tagline.
Old-fashioned clienteling is taken to new heights.
How can this retailer put an end to the time- and energy-wasting harassment?
1ST PLACE: CHRISTOPHER DESIGNS Ladies platinum and diamond signature cocktail ring pave-set with round diamonds (0.55 TCW) and center 10.05-carat L’Amour Crisscut diamond flanked by...
Everything Is Sales. You want to get your kid to eat that piece of broccoli? Sales. You want that flight attendant to give you a seat...
Loose diamonds and bridal by Simon G were on fire! Maria Aguirre, Benold’s Jewelers, Austin, TX Simon G 18K white gold ring with round white diamonds (1.01 TCW)...
It's time to ask the five "W" questions.
Decide what you need before you hire your next salesperson.
One of the biggest problems for salespeople is too much talking to clients and not enough listening.
1ST PLACE: THESIS GEMS & JEWELRY Wave collection ring featuring Sea of Cortez “U” grade mabe pearl with 2mm tsavorites and Canadian diamonds (VS-F/G) in...
Stylish and strong, she takes “Pure, Rare and Eternal” to the next level.
It's time to rock out with your computer.
Lorem ipsum dolor sit amet, consectetur adipisicing elit. Magni laudantium cumque architecto excepturi, minus recusandae ipsum possimus sapiente sunt modi officia magnam consequuntur, dolorum temporibus illum...
Plus, offer to check the your customer’s watch water resistance.
Site offers a custom ring builder and real-time pricing.
Marisa Perry tries to do something kind for someone at least once every day.
Happiness in the workplace means better work, more sales and less attrition. Pride. Happiness. Satisfaction. I felt all of these a week ago when my oldest...
This extreme tactic is guaranteed to bring you attention.
“I should go to jail for you because … ?” To the client with four EBT cards (all with variations of the same name) trying to buy...
She became visibly angrier and angrier.
Salespeople miss 2.5 buying signals for every sale. Here's how to miss fewer.
Sometimes all it takes is a little push.
Don’t be afraid to enjoy the good times. Take and share credit where due, while at the same time, don’t beat yourself up, or worse, blame...
Store greeters set shoppers at ease and serve as brand ambassadors.
Happiness in the workplace means better work, more sales and less attrition.
Our jeweler, who really is one of the best we’ve ever worked with, is leaving with plans to start his own store. How should we respond?...
These jewelers never stop learning.
Only 39% are currently offering the service.
Apr. 30-May 6 WEBSITE Is the information in your “About Us” section purely factual, or are you using stories to help illustrate who you are? As...
6-14 We’re sure you’ve read stories about people spending ridiculous amounts of money on diamond-studded collars for their dogs. So how about for one week only...
Mentoring Girl Scouts Sparks Interest in Jewelry Borsheims, Omaha, NE 1 Diamonds are a Girl Scout’s best friend — especially now that a group of Omaha Girl...
The Southern Gates line from The Cargo Hold continues to do well. James Stinson, Diamond Classics, McMinnville, TN Stonefleur earrings in 925 sterling silver from the...
After cities are devastated by fire and mud, jewelers offer emotional boost.
Should this retailer agree to his client's demands?
Who knew there was a better way to measure ring size?
Inspired by fearless women, her jewelry sends a message of strength.
How do your colored-stone sales and average price compare to similarly sized stores?
Delights from the Deep Chamilia’s new Coral Reef Collection is here! These pieces are perfect for collectors who are seeking to get in touch with their...
Jonathan Simkhai fall/winter 2018/19 runway. Photo courtesy of Rex/Shutterstock THIS FALL/WINTER 2018/19 direction blends the romanticism of Victorian pirates with the ‘80s punk version of the...
The earring’s reign remains strong.
Make sure you pay your workhorses right.
Your inventory goal? More of the stuff that is good for your business; less of everything else.
LA store Pyrrha's flagship location designed to complement jewelry line known for layers of meaning and brand loyalty.
Industry giant helps you stay ready for those prospective brides and grooms.
Recently, I was on the phone with a jewelry event organizer who said, “We want to stay on the cutting edge of social media and digital...
“How do I know you’re not going to say you had a 1-carat D VS1 diamond when you pick it up?” To the customer who asked,...
"We were told how rude we were."
It’s a fun way to share your enthusiasm for new jewelry.
Dilated is good; constricted is not.
Don't worry about rivals. Put your energy into improving your own business.
Northern Michigan store reflects its environment with rustic elegance.
What can the owner do when he has two employees but only one position?
Last year, after reaching $1 million in revenue, Jennifer Farnes was recognized as owning one of the fastest-growing businesses in Colorado. Her growth has averaged 32...
Would they do it all again if they had the chance? Jewelers answer the big question.
Jewelers evenly split on whether to put themselves out front in promotions, or to stay in the background.
Here’s an idea that would appeal to anyone who’s ever lifted a mop!
Apr. 2-7 TRAINING Hold a mini-conference right in your own office. Assign each staff member a topic for a 5- to 10-minute presentation. Extra team-building points...
On “Road Warriors” I am a road rep for the last 30-plus years. One issue I have is the lack of voice for salesmen in all...
With wholesalers selling direct to consumers online, what does the future hold for brick-and-mortar retailers?
There's a key factor that sets it apart.
It’s no time to be complacent.
Scrap jewelry turns into treasure trove.
Remember: No matter what you charge, you’ll have a 90 percent closing ratio.
Popular phone cases arrive in a sweet new hue.
Lashbrook was a huge hit for us this month! We ordered 30 bands … wedding season must be around the corner. Erica Lorenz, Michael & Sons,...
Jocular Jewels Hania Kuzbari has one primary goal for her Smile collection: to “dispel the darkness and bring joy.” It’s impossible to look at these charming...
She loves jewelry that shines as brightly as her spirit.
Alison Brie wearing Irene Neuwirth blue sapphire and lapis earrings, 2018 SAG Awards. Photo courtesy of Rex/Shutterstock. Versatile and diverse, the earrings worn by celebrities on...
Valentino Spring 2018. Runway photo courtesy of REX/Shutterstock. For every seasonal trend, there is a counter-trend. For spring 2018, the pragmatic, sporty functionality of monochromatic and...
Light, bright, and always a classic, silver shines on.
Selfish salespeople cost companies a lot of money.
Elizabeth Diamond Company has been repeatedly honored as one of Dayton's best jewelry stores.
The condition led to a business deal. NASCAR racer Dale Earnhardt Jr. is known to have kosmemophobia — an irrational fear of jewelry. But when he married Amy Reimann...
Is this the beginning of stabilization in average sale/units sold?
Although husband, father and co-founder Mike Koerber passed away, his blueprint for success lives on.
Once you've cut the weeds and brambles strangling your professional life, it can thrive.
16 ways to win your employees' love without losing their respect.
Tiffany Stevens President and CEO of the JVC A graduate of the University of Oklahoma and NYU School of Law, Tiffany’s career began as an attorney at...
Event will take place at firm's Lafayette, LA headquarters.
Jewelers state their limits when dealing with a sale gone awry.
Four-fifths of jewelers say "no".
Is it hers? Is it his? Is it theirs? See what jewelers said.
“Call 1-800-CARTIER and find out!” To the person who brought in a Cartier ad and asked, “How much for a piece like this?” I would add...
He swore he could see a line.
Try to find one specific item to compliment.
Charging for this service can have a dramatic impact on your business.
If you’re going to give it away, give it away good.
Sleek Texas store opens doors to serenity seekers.
Six retailers who mesmerize passersby with window displays.
Start by making a distinction between current and new clients.
What to do with a little girl who becomes enthralled with a jewelry brochure from your store and then spends days telling everyone who will listen...
It reinforces what’s special about diamonds.
Mar. 5-10 SECURITY According to JSA data, March is the most common month for robberies. No one wants to think about the unpleasant, but prepare a...
20 Today, the world straightens on its axis, day is as long as night and all eager young men of honest intention are urged to make...
All the money you make starts with your sales manager. When it comes to earning, everything except a phone call starts at the front door. Here...
You can’t grow your business unless you step outside the box to try something new.
He’s taking a very straightforward approach. As the jewelry industry frets about how to appeal to millennials, who don’t always seem to hold diamonds in the...
Identity and adventure are this free spirit’s watchwords.
Plus, a 4,000-year history of the jewelry clasp.
Gucci Spring/Summer 2018 runway. Runway photo courtesy of Rex/Shutterstock Ultra Violet, Pantone’s Color of The Year for 2018, a color associated with the counter-culture of the ‘60s...
J Zoe Kravitz at the 75th Golden Globes in Lorraine Schwartz emerald earrings.Photo courtesy of Rex/Shutterstock When actresses attending the 75th Golden Globes wore black as...
Beautiful Bezels Thanks to Lafonn, the utterly chic look of bezel-set jewelry is finally available to consumers of all budgets. The elegant and desirable Monte Carlo...
Fun and forever fabulous, fashion jewelry turns heads.
Stores are seeing reduced sales unit volume but increased average sale.
Shows will co-locate during Jewelry Week in Las Vegas in June 2019.
Clever candies are an adorable way to go the extra mile.
No, Gogo Borgerding doesn’t take life too seriously.
Time After Time Lindsey Scoggins’ Time collection offers a unique, sentimental take on the ever-popular stacking ring trend. The customizable Time collection rings nestle into each...
Learning Buddies Because of the incredible stories and innovations I read about in your magazine, I am constantly spinning my thoughts around change and new directions....
Bright stones provide infinite possibilities for jewelry lovers.
Being honest about reason for liquidation leads to continued success.
Business partners embrace informality in laid-back LA community.
An unhappy support staffer takes aim at an owner by releasing confidential information.
Have a bold new idea to improve performance at your store? Look for a way to present it as coming from far away, like an Icelandic...
“Yes, there’s a charge. Or, you can go up to the mall to a chain store and get a ‘free’ verbal appraisal, then call your insurance...
A law-enforcement officer would come in often in uniform, but one Saturday, he and his wife came in wearing jeans and t-shirts. Going to write up...
Resist raising your voice.
It helps you avoid creating an adversarial situation.
Plus, here's a tip for your meetings.
Many jewelers see the benefits of keeping close ties.
Jewelers share their biggest business weaknesses.
Zoe Kravitz wearing two rivière necklaces by Tiffany & Co. at the 69th Annual Primetime Emmy Awards Red Carpet Arrivals. Photo courtesy of Rex/Shutterstock When Zoe...
Four million. That’s how many people are expected to announce their engagement on Feb. 14. 38 to 53 million. That’s how many men in the U.S....
Jan. 29-Feb. 3 ONLINE Call a friend and tell them to go to your website and see how quickly they can find your business hours. Less...
Her taste in jewelry wanders across the globe.
How can I ensure a prospective custom client doesn’t steal my ideas? For many jewelers, CAD has changed the game and they don’t release any designs...
Address each of these areas and you'll see improvement.
Measure these areas to determine your marketing effectiveness.
WE ARE ALL CONNECTED in some way to the responsibility we have together for this fragile planet. I have been to almost every part of the...
Dominate 2018 with our day-by-day, month-by-month guide to the year ahead.
Here are a few tips I’ve learned over the years about how to be a good boss.
He recently switched to the Democratic Party. David Nygaard, owner of David Nygaard Fine Jewelers in Virginia Beach, VA, plans to run for Congress. Running as a...
At its heart, Valentine’s Day is about sweet-smelling things that go together (roses, chocolates, people sometimes). In the spirit of the day, Mees Jewelry in Chillicothe,...
In 2005, my wife and I bought the store where I had worked as an apprentice jeweler. I felt a sense of indebtedness to this community....
No one wants a pat on the head just for showing up. On NATIONAL COMPLIMENT DAY (Jan. 24), take your praise to a higher level: Be precise,...
Driving a rescue truck satisfies his need for speed.
When a jeweler acts according to her conscience, she is sued for breach of confidentiality.
John Atencio shakes up his retail environment to create an interactive experience.
Jewelers share their strategies for handling bad reviews.
High-flying fixtures take center stage at these businesses.
Party celebrates Sofia Kaman’s year of highlights, including top honors in INSTORE contest.
Jessica Biel at the 69th Primetime Emmys in Forevermark diamond earrings.Photo courtesy of Rex/Shutterstock The stars walked the red carpet in linear earrings at the fall...
Showing Just Claus JHJ FACEBOOK GROUP Stephen Burstein and Jessica Hammond of Stephen’s Fine Jewelry (Leawood, KS) showed off the ultimate holiday outfits at a December open...
Our ultimate calendar for jewelry pros will make planning your 2018 a breeze.
Creative concepts drive the success of these mavericks.
“What do you see as the strongest competitive threat to your business in 2018, and what specific actions are you taking to address it?” As I...
“Well then, Mary Lou, how’s about you whip out your glue gun and fix your own diamond ring then?” To the repair customer who said: “What...
Be You, Bravely The empowering message of KAURA JEWELS’ new Bindi Collection is “be you, bravely.” Inspired by the traditions of designer Harvinder Keila’s cultural heritage, the...
We’ll never tire of this precocious precious metal.
Jan. 1-6 MARKETING Here it is, your second bite at the Christmas cake, a.k.a. gift-card-redemption season. Ensure you’re stocked with fast sellers and good coffee, and...
It's an easier way to check the time.
Advance Your Designs Jewelry designer Rémy Rotenier’s latest DVD, Advanced Jewelry Design, helps advanced students of rendering to elevate their skills. remydesign.net $249 Apprenticeship Appreciation MJSA...
“Doing very well with Lafonn — a good price point for these days. For gold jewelry, Norgem Designs, and for bridal, Facets USA!” — Laurie Cusher, Hyde...
Vow to stop doing something worthwhile.
He couldn't believe the way it worked out.
Learn from the best — and coolest.
12-month rolling sales are up.
If you want awesome reviews, this is where it all starts.
Don't under-price your professional skills.
Said with a smile, this stirs a wave of relief in the client.
Keep your focus on the item.
What do you say to the little old lady who brings in her eyeglasses and asks you to insert the screw that holds the lens in...
Try this to make your employee rewards truly special.
This action will increase your watch repair sales, profits and closing ratios.
It’s very easy to have a business become an all-consuming lifestyle that you eat, sleep and breathe. Remaining detached from your business can be a challenge,...
See the results of our latest Holiday Season Mini-Survey. Jewelers reported that momentum was building toward a very strong 2017 holiday season, according to the second...
It’s 'one end of the spectrum vs. the other,' says Jeffrey Cohen.
This avid Craigslist hunter often brings home unusual finds ... like this Santa.
At the very worst of times for one jeweler, an unexpected helping hand was extended.
Two-thirds of jewelers still just wing it.
Young brothers set themselves apart with a DIY approach to retail and jewelry making
Tying in a fun, creative theme with a popular jewelry brand can create a magical mind-set for a pre-holiday event.
See what type of sales jewelers find to be simplest.
A smart way to add meaning to the engagement ring purchase.
Always show respect for the contributions of your team members.
It isn't necessary to show the entire length of chain.
This is one investment that almost always pays off.
At some point, you’ll likely sell your business. Whether it’s to a family member, a staffer or someone else on the open market, your business needs...
“Really? So you can go buy a Ford and drive it for six years, then take it to the Chevy dealer and get what you paid...
They certainly do bring the drama.
Encourage your staff to write positive things that happened during the day.
Sustainable building practices and reliable supply chains help the planet and set ethical retailers apart.
He hires millennials who are excited about watches who sell to other millennials.
Calvin Klein 2018 Runway Show. PHOTO COURTESY OF REX/SHUTTERSTOCK Whether ‘20s flapper, ‘70s disco or Western-inspired, fringe hemlines shimmied down the international spring 2018 fashion...
65 years ago today, Marlon Brando introduced himself to the wider world in the stage premiere of A STREETCAR NAMED DESIRE. He also showed that a...
Dec. 4-9 EXPERIENCE When the holidays are at their most hectic, a bathroom can offer a welcome refuge. Get your restroom in the holiday mood with...
“The licensed collegiate jewelry from Quality Gold has done great in sterling silver!” — Traci Hill, Got Rocks, Harrisonburg, VA Quality Gold sterling silver LogoArt...
The modern man isn’t afraid to accessorize.
Salute to Service I think there is a lesson to be learned concerning the personal service that makes our industry stand apart. With big box retailers...
To thrive in jewelry retail, do something to distinguish yourself from the crowd.
It's the biggest source of new customers.
It will now operate as a private firm. CALGARY, ALBERTA and MISSOULA, MT — The Washington Cos. has completed its $1.2 billion acquisition of Dominion Diamond Corp....
See how much your peers are making. As a hard-working jeweler, have you ever wondered how your personal earnings stack up to those of your peers?...
Here are some ideas for solving the problem.
121-year-old store plunges into the future with a model geared to millennials.
The ultimate personal power piece, from serene to sexy.
“A.Jaffe engagement rings.” — Corey Miller, Leighton’s Jewelers, Merced, CA A.Jaffe ring mounting with floral millegrain accent and diamonds (0.55 TCW), $840 (18K white gold),...
Victoria Beckham Spring 2018 runway show, NYFW. PHOTO COURTESY OF REX/SHUTTERSTOCK Ready-to-wear designers lined their shows with fresh lavender. Whether they showed this calming shade...
Ready-to-wear designers had a major orange crush.
Designer says: "I can’t wait to get up in the morning and get my ass to work.”
No frill and no fuss—she commands attention with her chic, spare sense of style.
Oct 30-Nov 4 VIP SERVICES Fancy your fashion chops? Offer a personal styling service to clients. Simply invite your best customers to come in with the...
Once the preserve of big box retailers, the last week of November now offers something for everyone: Black Friday, Cyber Monday, Mobile Wednesday, even a Weed...
Our most precious resource is the planet upon which we live. Why go green? Sure, running a more ecologically sustainable operation has business benefits like saving...
Golden Guide Midas Chain has released its all-new 2017-2018 catalog! This updated volume offers retailers thousands of Midas Chains’ unique styles. For more than 30 years,...
Have the Time Hopefully your customer is wearing a watch, but if she’s not, she should have a better way to tell time in your store...
The deal was announced in August. (Press Release) MONTREAL — Birks Group Inc. has completed the previously announced sale of its subsidiary Mayor’s Jewelers Inc. to...
What’s the sound level like in your store? It’s a party: there’s music, whoops of laughter and lively conversation 37% Light background tunes, light chatter and...
Do you do anything specific to drive word of mouth? Yes: 54% We encourage young customers to like us on Facebook, give us a review. Older...
A bit of concentrated jeweler wisdom.
There’s no hard rule that says meetings have to be a time suck.
Not giving yourself enough downtime can impair your overall productivity.
WE HAD A CUSTOMER who wanted us to make her a “custom leash” from sterling silver chain for her pet alligator. I said we’d need to...
WHY IT IS TRUE: The jewelry industry is a place of many remarkable rewards, but also lost sales. Don’t take it personally; just move on. PLAN OF...
Tracking expenses provides another avenue to maximum profitability. As business owners, our primary focus is getting more sales through the door. This is, after all, the...
It speeds things up.
A man owned a small jewelry store. The State Workforce Department claimed he was not paying proper wages to his help and sent an agent out...
THEY’D LOVE to have this name in their cases. If a certain Swiss luxury watchmaker has had your attention for a while, you’re not alone. In...
What do you mean that ad is offensive?!
Couple’s skill set expands to meet modern-day demands on a professional level.
Wear your heart on your sleeve, but don’t forget about your wrist.
The JCI climbed for the 4th straight month.
Her carefully chosen, custom-cut gemstones make her jewelry stand out.
This true-blue collector seeks distinctive creations that stand apart from the crowd. The original one-of-a-kind is looking for a piece that no one else owns, something...
Oct 1. Nordstrom offers in-store mammograms, Borsheims gives away pink tea, and the NFL delivers the sight of 300-pound linemen adorned in pink bootlaces. Breast Cancer...
Oct. 2-7 EVENTS Plan a holiday event for early November. Not only do you avoid clashes with your customers’ work parties and family gatherings, but an...
Helping Hands Seeing how our jewelry family has stepped up to help after the flooding in Houston (through groups like Jewelers Helping Jewelers) is just awesome!...
The Big Survey reveals a decade of changes in jewelry retail.
Looking Magnificent Gem Star Imports’ Magnificence collection offers an innovative answer to an age-old question: how do you make a diamond look bigger? Clever glass lenses...
Digital Meets Real World AUGMENTes, a leader in augmented reality, has developed a shopping platform that virtually places customers inside the product or jewelry store by...
Check out this month's gear for jewelers.
Kid asking for a pay raise? Take a tip from Dan Geller.
Attention-getting program draws customers to Jim Kryshak Jewelers.
We want to be dog-friendly but huge dogs are popular around here; we’re talking 6-foot long Great Danes and 220-lb. mastiffs. We’d recommend taking a lead...
“As you said, that’s not the most important factor in your decision.” WHEN TO USE IT? When a sales pitch has stalled, this phrase is a great...
The current proprietor's hot pink hair definitely threw her for a loop.
Measure these five figures each month to ensure peak salesperson performance, stock trends and more.
Baked goods for a holiday gift? There's a twist.
Scary things happen when jewelers aren’t responsible with their inventory and supplies.
WHY IT IS TRUE: The television detective Columbo would ask the suspect a series of questions. When he was finished, he would head toward the door. Just...
These three small changes can yield big results to your bottom line.
When an empowered manager hires family members and the owner objects, conflict ensues.
Barb Grob Key West Local Luxe, Key West, FL Artist Barb Grob has been in business for 18 years in Key West. She runs the shop with...
A reviewer wondered: ‘What retail shop closes at 2 on a Saturday?!?!?!’ Matthew Phillips has tried various store hours over the years in an effort to...
How to accessorize six brides (and one groom) in modern takes on an ancient tradition.
Bridal areas that put the focus on customers' privacy, hospitality and experience.
Overall sales are up. We’ve crossed the halfway mark of the financial year with more positive information from our selection of store data. A strong July sales...
The Vortex Mine in Montana has a new owner. He dreamed for many years of owning it. Don Baide, owner of the Gem Gallery in Bozeman,...
Innovations keep formula fresh while brand stays on message.
DURING a life-changing trip to New Zealand, Marco Dal Maso, scion of an Italian jewelry company, discovered both his calling and his inspiration. He once aspired...
This month’s question: Do you provide a package of free goodies and services with bridal purchases? Yes: 40% Two gifts: for the bride, a bottle of cleaner, polishing...
WHERE DID YOU GET the engagement ring you gave your wife (your husband/partner gave you)? I personally designed/fabricated/assembled it 32% I had it custom designed 23% I ordered...
Reem Acra spring 2018 bridal runway show. PHOTO COURTESY OF REX/SHUTTERSTOCK Black bows, ribbons, gloves and belts accented white gowns during the bridal runway shows. In...
Oscar de la Renta spring 2018 bridal runway show. PHOTO COURTESY OF REX/SHUTTERSTOCK When we talk about non-traditional being the new norm for weddings, we weren’t...
NEARLY SEVEN in 10 big-city jewelers reported increases last year. In other market types, prices were little changed. Country town jewelers struggled the most. This article...
At 50 million strong and with an average age 10 years younger than the general population (28 versus 37), many Hispanics are considering an engagement ring....
Sep. 4-9 PUBLIC RELATIONS Dust off your four Cs speech, update your fashion-trends analysis and volunteer to be the voice of the small business community. There...
A wide twist Noam Carver oval engagement ring in 14K yellow gold, $659, crownring.com Ovals, ovals and in case I forgot to mention, ovals. We are...
They’ll tell all their friends about you when they post that perfect #ISaidYes selfie.
I WOULD LIKE to tell you about my “eureka” moment. A young man came in looking for an engagement ring. At the time, I had about...
Bridal With a Twist The Pirouette ring by A. Jaffe offers brides something truly extraordinary: it’s two styles in one! This unique jewel’s setting allows its...
AS THE BRIDAL BUSINESS EVOLVES, innovative retailers can still find success. The bridal business isn’t what it used to be — and that may be the...
Know when to walk away...
Smyth Jewelers Baltimore, MD Millennials make a big production out of getting engaged, thanks to the easy availability of video and social media, but they aren’t...
“A lack of planning on your part does not create an emergency on mine.” To the young couple who came in for very specific wedding bands...
Today’s technology allows all jewelers to move full steam ahead into custom design. Women have adored jewelry since Adam gave Eve a ring he made from...
While the fundamentals of sales haven’t changed, the client — and their expectations — have. The fundamentals of selling haven’t changed and never will. But what...
A fellow came in to return an engagement ring he had just purchased a few weeks earlier. He said his fiancée had refused it, so it...
I struggle with telling my jewelers that their work is not up to snuff. Any ideas? Try invoking the “god of jewelry art” and use this...
Just because it’s the most competitive category doesn’t mean you can’t make money.
You'll often catch her designing engagement rings on CounterSketch in an office or a coffee shop.
Millennials favor a lower-cost approach. For many Americans, one month’s salary appears to be the magic number when it comes to engagement ring spending. One month’s...
Jewelry designer reimagines her business on the coolest block in America.
As iconic Chicago jeweler moves toward its second century, the family boldly explores a flexible approach to retail.
The Year’s Coolest Jewelry Retailers Unveiled!
Florida jewelry and art gallery prefers fun over tradition.
Designer-retailer turns upstairs shop into haven for jewelry lovers.
By incorporating jewelry, IRIS turns the piercing culture on its ear.
With a distinctive business model and a culture of excellence, Green Lake wows a new market.
Small Cool Honorable Mentions Bravo Jewellers CARLSBAD, CA Owners and brothers Edward and Eugene Notovich designed their full-service jewelry store themselves. They started with a cement...
Also featuring a cool collaboration between Jane Taylor Jewelry and Paige Gamble.
If you think pearls are boring, you’re not paying attention.
Buzz Worthy The brand new Bee collection from COUP is sweet as honey and just as easy to love. These cheerful, easy-to-wear pieces at...
Platinum Never Changes In June’s “Web Browser”, we were surprised the first “outrageous” answer was, “There’s no such thing as white gold.” This statement is actually...
Versace Fall 2017/18 runway show. COURTESY OF DAVID MAESTRI/WWD/REX/SHUTTERSTOCK In a time when texting and tweeting have eclipsed the more personal act of speaking, words, messages...
Forever stainless steel necklace featuring stainless steel ring and stainless steel rose gold PVD cable, $155, charriol.com Charriol still stands out as a great summer...
Confident and comfortable, she seeks the same qualities in her jewelry.
Can’t-Miss Catalog Kassoy LLC has released its newly redesigned 128-page color catalog, which includes hundreds of items spanning several product categories, with gemological tools, equipment, bench...
So appropriate.
Harness the power of intrinsic motivation. Our lead story this month is chock full of ideas for motivating your team. We offer practical tips ranging from...
We’re not quite ready to make the big announcement about who won the 2017 America’s Coolest Store contest. But as a way of bridging the gap...
From backbone-boosting amulets to clavicle-covering carpets of gems, a necklace is a piece with power.
Mulberry runway shot. COURTESY OF PIXELFORMULA/SIPA/REX/SHUTTERSTOCK Crochet weaves, swirly patterns, lingerie insets and delicate embroidery all appeared in fall’s ready-to-wear day, cocktail and evening styles. These looks...
Alexander McQueen fall 2017 runway shot. COURTESY OF DAVID FISHER/REX/SHUTTERSTOCK True, black never really goes out of style, but the powerful styles we saw on the...
Jil Sander Fall 2017/18 runway shot. COURTESY OF WWD/REX/SHUTTERSTOCK Ruth Negga created an Oscar moment wearing an Irene Neuwirth x Gemfields tiara crafted out of Mozambique...
ELLE’s No. 1 selling item for 2017, rhodium-plated sterling silver necklace with Enchanted Green quartz from the Revolution Collection, $105, ellejewelry.com ELLE has been hot —...
ON INDEPENDENCE DAY link up with some other small retailers in your community to promote the benefits of a vibrant mom-and-pop retail scene. Put up signage...
Online Sustenance I really enjoy the online articles in between issues. It helps tide me over until next month! Keep it up. We love INSTORE! —...
Julie Lamb of Westchester, NY, started designing jewelry at such a young age, she can’t remember not making jewelry. “I liked collecting the beads and sorting...
Grounding to First Ilana Ariel’s Grounded collection takes its inspiration from historic Tel Aviv, the city where the designer now resides and was recently married. The Grounded...
Augmented Reality The Holojem technology uses a holographic rendering and interactive platform to create a 3D augmented reality experience for your customers, fantastic for millennials. holojem.com price...
The Internet should be welcomed.
Surbhi Pandya reads and cleans diamonds for customers of retail jewelers during unusual in-store trunk shows. Vivaan JewelleryNew York, NY Looking at diamonds as a commodity...
When we have events that serve wine, it can be hard to get people to leave. Any ideas how to get them to leave without offending...
WE HAD A “CUSTOMER” come in looking for matching wedding bands for him and his soon-to-be wife. As my office manager bent down to show him...
Being thorough in your intake procedures can prevent headaches later on.
Checking these figures after the first week can save the rest of your month.
THIS MONTH’S QUESTION: HAVE YOU EVER HAD YOUR STORE MYSTERY SHOPPED? Yes: 28% We received great feedback we could use for improvement. Sometime you don’t see...
"Go bother Kay’s."
A Caribbean jeweler loses an important gemstone sale after a local jeweler tells the client it’s a fake.
What if "TGI Monday" became your staff's mantra?
LAS VEGAS — The Diamond Producers Association has announced a 2017 marketing investment of $57 million. The total more than quadruples last year’s budget, the group...
Gemvision’s Matrix 9.0 software features improved modeling and additional new tools. New Matrix Gemvision, part of the Stuller family of companies, has released a new version...
When it comes to filling your showcases for the holidays, these styles are the favorites to tempt your trend-conscious clients.
Store offers dream decor plus deep-rooted hospitality.
Unique textures, fantastic color combos mark this decorated designer’s collection. Pamela Froman finds creative inspiration everywhere, even in her dreams. “I have endless ideas,” she says,...
Fashionable Find We’re actually a little shocked that we don’t already know someone who’s rocking the jewelry industry in this geode-covered dress. From its vintage-inspired silhouette...
The more personal the jewelry, the more she adores it.
Slate and Tell Family Love Bunch (slates start at $39 each in sterling silver; all individual slates can be personalized), $199, slateandtell.com We recently started carrying Slate...
To-Do List I loved the last issue! After I finished reading it, I wrote down 25 things to follow up, consider, or inquire about. You are...
Remember the old Kool & The Gang song, “Celebration”? Da da da da, dum dum dum dum … YA-HOO! That’s how I feel about this issue....
Here's one advertising format that offers jewelry retailers larger-than-life bragging rights.
A PRESS RELEASE FROM Simon G called the brand’s booth at the SXSW Create & Cultivate event the “hottest stop at the conference.” The booth was...
Lisa Esztergalyos Jeweler Seattle, WA Lisa Esztergalyos carefully studied the family heirloom ring a woman brought into her eponymous Seattle shop and gave the customer her...
“If you should happen to grow another brain, it would die of loneliness.” … to the customer who has been bashing our company for not being...
A study from the University of Texas found that people working in white, off-white or gray rooms got less done and made more mistakes than those...
Share romantic stories of engagement ring customers.
Keep a close eye on these critical indicators to steer your store to success
Start by hiring a high-school kid as your polisher.
"Please don't die."
She's making things happen in the family business.
The deal will help Quality Gold grow in bridal. FAIRFIELD, OH — Quality Gold announced that it has purchased Star Ring Inc., a Chatsworth, CA-based supplier known...
Celebrities, experts and even our own staff share their dreams of running a jewelry store.
Couple's joy over winning a prize inspired an additional special gesture.
Visibility works both ways for the Yekos, who broke out of the mall after 30 years.
Are you ready for the year of the ear? If you haven’t heard — it’s here.
A job candidate appears too good to be true … and it turns out that he is. Should the store owner fire him or give him...
Here's what your colleagues said.
THIS MONTH’S QUESTION: DO YOU COOPERATE WITH OTHER JEWELERS IN YOUR LOCAL MARKET? Yes: 53% If we don’t have it or carry it in stock, we...
Videos and a Wii work well, but if you really want parents to feel good about bringing their children to your store, how about setting up...
“So you would buy a Ferrari from a non-Ferrari dealer, then put after-market features on it knowing that Ferrari wouldn’t service or touch your car if...
(Name), you’re in luck! I just happen to have a spot open on Friday. When to use it? A client calls and asks for an immediate...
I worked on a ladies ring with a 1-carat diamond. It was very dirty. I cleaned the item, repaired the prongs, and when she returned, she...
Mentally Kidnap a Client Here’s a powerful way to determine the strength of your store identity, says merchandising guru Andrea Hill. If you kidnapped a client,...
Gemfind’s New Find GemFind has recently partnered with Harmon Group to add REPS (Reliable Electronic Product Sales) to its lineup of applications. This innovative sales system...
Elves for Your Shelves This animatronic “Mining the Magic” scene from Lanusse and Company features a trio of handcrafted elves that really move, creating an irresistible...
Ashley PorterPorter Lyons, New Orleans, LA Jewelry designer Ashley Porter derives her inspiration from cultures around the world, with a concentration on New Orleans, where her family...
These jewelers tell a social-media story with personality and gorgeous images.
What fun is making big bucks if you can’t spoil yourself?
As VP and creative director of Charriol, Coralie Charriol Paul designs and launches half a dozen jewelry collections every year.
Mulberry fall/winter 2017/18 runway. COURTESY OF REX/SHUTTERSTOCK The fall/winter 2017/18 runways also featured unorthodox color mixes: bold, striking and often juxtaposed with various deep hues. Jewelry...
Alexander Wang fall/winter 2017/2018 runway. COURTESY OF REX/SHUTTERSTOCK Ready-to-wear designers borrowed traditional menswear suit fabrics and translated them into unconventional and feminine silhouettes on the fall/winter...
From human resources to cash flow management, getting to the next level requires strong systems, strategic thinking and a managerial mindset.
The jewelry industry has changed dramatically in the last decade, but what about trade shows? Are they still the live, beating heart of the buying process?...
Silver is coming, and the world is ready to see more of this multi-talented metal.
Custom jeweler relies on brand pillars to drive every aspect of her business.
But things aren’t all bad. Finding and keeping good people is a challenge for business owners — and it’s getting tougher. The number of Americans quitting...
Ian WamboldtManager, Rodriguez’s House of Stones, New Philadelphia, OH After Ian Wamboldt completed two years with the U.S. Air Force National Guard as an avionics mechanic...
BRIDAL SALES are trending up for Brain Squad jewelers, with 48% reporting sales that were up or way up (more than 25%). The Northeast reported the biggest...
Pandora tops this month's list.
Add Some “Oops!” Doing a PowerPoint or other computer presentation for a custom design client? Break the ice by “accidentally” dropping an incorrect slide into your...
When a client asks a store to match an online price, the owner and salesperson butt heads. Gina Scotto had been with Cliff Fine Jewelers for over...
When your client truly understands just what makes a diamond special, she won’t leave without one.
His expectations were not highly realistic.
It’s focusing on products for “loyal customers.” Ivanka Trump is moving into fashion jewelry, USA Today reports. The shift away from fine jewelry is “part of our...
The real issue is power, says jewelry industry consultant Andrea Hill.
DESIGNERS ARE the creative force of our industry. Some build a national following, while others are content to forge a regional or local business. Here are...
Yes: 64% A pretty strict code. Four colors: white, cream, black or gray. Dresses/skirts knee length. Store-approved red can be added in and only nude/natural, clear...
Gabriel & Co. led the pack, with Stuller in second place.
This increasingly trendy hue evokes rebirth and renewal.
From giant statement-makers to everyday go-tos, fashion jewelry offers affordable appeal.
The most important smile in your store might be outside of your store.
Figures show that custom design sales for jewelers continue to climb, with the fastest growth seen in the Western region. For the year, 56% were up,...
Danny Govberg commits to in-house tech through popular mobile watch app.
She probably needed to stop doing one specific thing.
Energize your employee suggestion box.
Venerable jewelry business blazes new trails with fresh Michigan Avenue location and open floor plan.
Belle Brooke Barer Belle Brooke Designs, Santa Fe, NM Belle Brooke Barer, designer, bench jeweler and goldsmith, opened her first retail gallery on Santa Fe’s Canyon...
Jewelry store sales were part of the increase.
From flash incentives to whiskey tastings, jewelry retailers share their most successful sales schemes.
The Jewelers’ Confidence Index has slipped recently. American jewelers grew a little less optimistic about the outlook for their businesses in January in a sign that the...
A watch brand landed at No. 216. Rolex is the most valuable watch or jewelry brand in the world, according to a new report from Brand...
Free opportunities abound for boosting your business, but potential pitfalls await the unwary.
A framework for balancing short- and long-term thinking in your choices.
From stunning solitary hues to vivid combinations, these 18 colored gemstones will light up your showcases.
Former mayor buys into importance of store events while spearheading downtown revitalization.
Interactive trend event fits with Arkansas store's strategy to appeal to women.
Elysia Demers Barnhardt Jewelers, Spencer, NC Elysia Demers, whose former career was in marketing for the motorcycle industry, is sales and marketing manager for Barnhardt...
When a jeweler makes an exception to the store’s return policy, it comes back to bite him. How’s he going to get out of this one?...
The company was designated as a top-level WellSpot. (Press Release) LAFAYETTE, LA – Stuller announced that it has been named a level one WellSpot by Well-Ahead...
In business, it’s best to face your fears head-on. We tackle 21 of jewelry retailers’ biggest fears and tell you how to forget them for good.
"I didn’t have any hesitation about it."
Timepiece technology reflected in design of Stephen Silver's flagship watch boutique.
Face it — nothing says classic luxury more than the gleam of gold.
Jewelers who are executing this critical part of brand identity ... with style.
HAPPY 2017! As always, our challenge to you at the beginning of any new year is to take a hard look at your business and try...
SHE WASN’T ADVOCATING you stick a finger in a power socket each morning or stake the staff’s wages on black 7 in Vegas. She was referring...
EVERY YEAR FOR the past 12 years, jeweler Gary Wyant of G.C. Wyant Fine Jewelry in Indiana, PA, (population 14,055) has designed a platinum and diamond...
Stuart Benjamin & Barbara Wasserstrom Stuart Benjamin & Co. Jewelry Designs, San Diego, CA Stuart Benjamin is a third-generation jeweler who got his start in the...
Tiny but innovative Connecticut store has some major plans for the future.
EVERY FAMILY has that one weird relative — the one you most look forward to seeing every holiday season because they always have the best stories,...
The authoritative work was a bestseller when first published. Richard Wise’s “Secrets of the Gem Trade: The Connoisseur’s Guide to Precious Gemstones” became a bestseller when...
It’s part of the “Real Is Rare” campaign. Nick Cannon, the host of America’s Got Talent and Wild ‘N Out, explores modern love — and diamonds...
(Our November print issue includes a feature story detailing “10 Steps to Last-Minute Holiday Success.” Today we bring you an excerpt explaining one of those steps:...
The rings are the league’s heaviest to date. The Cleveland Cavaliers commemorated their first-ever NBA crown Tuesday night with super-symbolic championship rings that reflect the spirit...
The very best thing about rings? You don’t need a mirror to admire your own jewelry while wearing one.
Betteridge, Greenwich, CT OWNERS: Betteridge Family; FOUNDED: 1897; OPENED FEATURED LOCATION: 2015; STORE DESIGN: Gachot Studios; EMPLOYEES: 21+ fulltime; 10 part-time; AREA: 12,000 square feet; TAGLINE:...
Stephen Vaeth HELMUT THE JEWELER, SHOW LOW, AZ Stephen Vaeth is a third-generation jeweler whose grandfather, a master watchmaker, opened a jewelry store in Germany in...
Don’t mess around with heart-shaped balloons or sign-wielding teddy bears: Go straight for the shiny stuff.
THE IDEA Offer Doorbuster Deals Bill Warren, owner of the Gold Mine Fine Jewelry and Gifts in Hudson, NC, has people lining up to get into...
If we compared your financial year to a flight across the country, it would be fair to say that the seatbelt light is on and we’ve...
You’ve probably heard it said that the definition of insanity is doing the same thing you’ve always done and expecting different results. But do you really...
Don’t Get off the Bus There is nothing new under the sun, goes the proverb from Ecclesiastes, so if you want to be innovative, it’s best...
Hone your strategy for reselling items purchased over the counter.
Jewelry-store employees fare a pretty loyal group overall, as we previously reported. But people do move on for a variety of reasons. Understanding why employees choose...
(PRESS RELEASE) CARLSBAD, CA – GIA celebrated the 25th anniversary of its Career Fair on Oct. 7 in Carlsbad, CA. The event drew more than 800...
These gifts will definitely stand out on those special days.
Revolution Jewelry Works, Colorado Springs, CO URL: revolutionjewelryworks.com; OWNER: Jennifer Farnes; FOUNDED: 2013; AREA: 1,674 square feet; BUILDOUT COST: $220,000 EMPLOYEES: 4; ONLINE PRESENCE: 4.8 Stars...
THE MUSEUM OF NAMED Diamonds, a nonprofit registry for famous diamonds, has opened up its online space to all diamonds, no matter their size or level...
NANCY WRIGHT had taken a big risk when she decided to open Golden Art Diamonds and Gems. After 20 years of hard work at the bench...
Emily Chapman Metzger Chapman Jewelers, Warsaw, IN Emily Chapman Metzger has had the privilege of working in the jewelry industry all her life. Having grown up...
AS MUCH AS you no doubt love your employees, they also probably bug the heck out of you with certain habits, such as a sales associate...
It's time to get your holiday event in gear.
August shows fourth straight month of contraction. August’s data showed a continuation of the sales slump that we have seen at the jewelry stores in our...
Make Better As Erik Larson notes in a recent column for the Harvard Business Review, managers until recently had few tools to help them make better...
“No, Mom, we didn’t park in Mikimoto, we parked in Alexis Bittar.”
Designing Jewelers, La Crosse, WI OWNER: Alan and Brenda Louis; URL:designingjewelers.com ; FOUNDED: 1995; RENOVATED FEATURED LOCATION: 2008; EMPLOYEES: 5 ; AREA: 1,450 square feet; ONLINE...
There was lots of sparkle on the red carpet. The Emmy Awards are a great way to mix work with pleasure when you’re in the jewelry...
WHEN IT COMES TO the local folks in Chappaqua, NY, Bill and Hillary Clinton are just neighbors. Because the Clintons have supported local businesses since they...
When a business model evolves, it creates upheaval among the ranks. What’s a store owner to do?
AS FASCINATING as INSTORE’s annual Big Survey is in terms of compelling data and revealing business trends, it’s equally inspirational for the stories freely shared by...
Margins on diamonds have shrunk. So what else is new? Margins on custom design work have always generated better returns. Another great thing about selling a...
Let local students show off their skills.
Layna Silvagni Friedman creates one-of-a-kind pieces for such Hollywood personalities as Janet Jackson, JWoww and Lady Gaga. She’s active in the American Gem Association, Jewelers 24...
(Press Release) MJSA announces the new MJSA Designer Collaborative, a new membership community available only to MJSA members, free of charge. Through it, members can share...
Slow down your pace, create an experience, and romance the event in order to close the experienced client This article originally appeared in the September 2016...
From 100-square-foot showroom to America’s Coolest in 18 years.
Thomas Mann Gallery I/O, New Orleans, LA OWNER: Thomas Mann; URL:thomasmann.com; FOUNDED: 1988; LAST RENOVATED: 2014; EMPLOYEES: 3 full-time; 2 part-time ; AREA: 1,000 square feet...
De Boulle Diamond & Jewelry, Houston, TX OWNERS: Denis and Karen Boulle; URL:deboulle.com; FOUNDED:1983; OPENED FEATURED LOCATION: 2015; EMPLOYEES: 6; AREA: 1,800 square feet; STORE DESIGN:...
Renaissance Fine Jewelry, Brattleboro, VT OWNER: Caitlyn Wilkinson; URL:vermontjewel.com ; FOUNDED: 2005; OPENED FEATURED LOCATION: 2011; EMPLOYEES: 3 full-time; 3 part-time ; AREA: 1,500 square feet...
Von Bargen’s Jewelry, Stowe, VT OWNERS: Jason Thom and Julie Von Bargen-Thom; URL:vermontjewel.com ; FOUNDED: 1978; OPENED FEATURED LOCATION: 2014; EMPLOYEES: 4 at Stowe; 26 total;...
Yaf Sparkle Boutique , New York OWNER: Abby Jakob, OD; URL:yafsparkle.com; FOUNDED: 2012; EMPLOYEES: full time, 2 part time; AREA: 2,100 sq. ft.; ONLINE PRESENCE: 9,118...
The Gurhan Atelier, New York OWNER: Gurhan Orhan; URL:gurhan.com; FOUNDED: 1994; OPENED FEATURED LOCATION: 2014; EMPLOYEES: 2 (plus resources drawn from Gurhan Jewelry); AREA: 1,500 square...
INSTORE extends its congratulations to 10 honorable mentions in the America’s Coolest Stores Contest. Look out for full-length Cool Stores feature stories on these impressive jewelers...
HONORABLE MENTIONS: BETTERIDGE MARSHALL PIERCE & COMPANYTHACKER JEWELRYTHE DIAMOND CENTERSTEPHEN SILVER FINE JEWELRY HONORABLE MENTIONS: DESIGNING JEWELERS DIANNA RAE JEWELRYEVANS JEWELERSONYX II FINE JEWELERSREVOLUTION JEWELRY WORKS...
Why not read Fifty Shades of Grey on the treadmill?
Plus ... do non-compete agreements really mean anything?
Pandora, Alex and Ani, and Ronaldo were all huge. Moving diamonds were also hot again. — Jeff Dennis, Jeff Dennis Jewelers, Gardendale, AL Top-Selling Jewelry Brands...
Often it’s the message and not the medium that is the problem.
Baby Boomers grew up looking backwards. You have to look forward.
Alex William Aebischer was born and raised in Poland, OH, and attended Youngstown State University, where he studied marketing and communications. Alex represents the fourth generation...
This little department has been a key part of “the INSTORE experiment.”
In-house marketing allows for flexibility as well as consistency.
From bowling alley to car dealership, the Ahees’ family business rolls with the times.
Karen Hollis, a former teacher, opened K. Hollis Jewelers in 2005, with her husband, Rob, a few part-time helpers, and a modest inventory. Since then, the...
Top-Selling Jewelry Brands in April Pandora (14), Rolex (6), Hearts On Fire (5), Stuller (4), Tacori (4), Camelot Bridal (3), Cargo Hold (3), Citizen (3), Gabriel...
Elizabeth Diamond Company explores the power of animal magnetism.
Plus, a few ideas for a custom store's tagline.
All the reasons that your occupation is such a special one.
A move from the burbs to the heart of Columbus revitalizes a family business.
Top-Selling Jewelry Brands in March Pandora (13), Hearts On Fire (7), Gabriel & Co. (6), Citizen (4), Roberto Coin (4), Freida Rothman (3), Lafonn (3), Lashbrook...
The fly-by-nighters have gone, leaving the market to those who are smart and aggressive.
PROBABLY A WEEK doesn’t pass when most of us don’t wish we were better at saying, no; no to a request for a discount, no to...
Over the years I’ve heard countless stories of store owners suffering staggering losses to internal theft. Sometimes it was just brazen stealing from the cases and...
The ideal business gift seals a business relationship without burdening the balance sheet.
His top business philosophy is to "never profile a client".
You’ve got questions, we’ve got the answers and 50 reminders of why your job is so cool.
Community grapevine drives success of in-store wine bar at K. Hollis Jewelers.
A new manager is made uncomfortable by a co-worker's religious opinion on her fertility issues.
Chris Wattsson Wattsson & Wattsson Jewelers, Marquette, MI When his father unexpectedly passed away in 2010, Chris Wattsson, who was 20 at the time, took over...
The gem gallery draws on a sense of place to forge a brand identity while its owner travels the globe.
$100,000 wedding contest builds brand awareness at Ben Bridge Jewelers.
Top-Selling Jewelry Brands in February Pandora (17), Berco (5), Hearts On Fire (5), Alex and Ani (4), Endless Jewelry (4), Gabriel & Co. (4), Lafonn (4),...
What makes a store a favorite place to shop? I’m wondering how to achieve a higher level of customer loyalty. There are two parts to this...
Here are some thoughtful mementos perfect for celebrating new life.
Margin trends that reflect changes in commodities prices suggest something is askew Looking at the changes in margins at big and small jewelry stores over the...
With January’s data in from our sample stores it’s interesting to see a slight drop in sales for the first time in many months. In fact,...
Finding those new customers is a simple matter of welcoming them — in their own way.
A bold Main Street presence reflects a Wisconsin store’s artistry within.
THE BENEFITS OF humor as a way to enhance creativity, elevate collegiality and boost morale in the workplace are well known. Yet most managers are wary...
No man can resist a present that shows appreciation for his fatherly devotion and improves his style quotient, too.
THE IDEA Drone Delivery Ever since Tony D’Ortenzio, co-owner of Distinctive Gold Jewelry in Frankfort, IL, learned about the possibility of drone home delivery, he dreamed...
Plus, the best place position a bridal area in a store.
Andy Malis tells you what you need to do to thrive.
Thomas Mann Gallery I/O, New Orleans, LA Thomas Mann, who describes his style as “techno-romantic,” has been making jewelry since high school. He quickly noticed a...
When you size a ring, it takes about 20 minutes and you charge for this service, right? (Typically about $39.) If you do another 20 minutes...
Store has grown from bedroom ‘shop’ to community institution.
November was a month of steady increases in same-store comparative data. November average store sales reached $131,843, up 3.6 percent from last November’s result of $127,255....
Top-Selling Jewelry Brands in December Pandora (17), Alex and Ani (8), Gems One (8), Citizen (7), Quality Gold (7), Gabriel & Co. (6), Hearts On Fire...
Elizabeth Gibson Eliza Page, Austin, TX Elizabeth Gibson founded Eliza Page in 2004. The boutique focuses on smaller, independent fine and fashion jewelry collections, many of...
Plus, is it worth it to have an expensive store video produced?
Save a few extra hours for an important initiative this month.
Surprise the new graduate with a special, enduring token of everything that they’ve achieved.
Planning for changing expenses can save your cash flow It’s important to realize that costs come in two distinct types — fixed and variable. Fixed...
When the facts are on your side, asking a question is often more effective than making a statement.
Two years ago, after the death of a mutual friend, Cindy Edelstein and I made a pact: whichever of us passed away first, the other would...
Follow these steps to turn your raw recruit into a super jewelry seller.
It’s impossible to repay any mother for all she’s done, but the perfect gift is a good start.
Election year requires a shift in marketing strategy.
OUR DATA for the month of October continued to show strong same-store sales growth at the stores in our survey group. As the chart below reveals,...
Plus, the ideal length for your next radio ad.
Top-Selling Jewelry Brands in November Pandora (15), Hearts On Fire (5), Rolex (5), Royal Chain (5), Citizen (4), Gems One (4), Vera Bradley (3), Berco (3),...
Big-Ticket Risks Red flag: A shopper who asks to see the most expensive item in the store. The Jewelers Security Alliance recommend establishing a price threshold...
Compliments, company benefits and a relationship-building approach work with these young customers.
This Long Island store is devoted to its own diamond brand.
Dawn Hendricks Peridot Fine Jewelry, Larchmont, NY Growing up, Dawn Hendricks says she was always the weird kid who wanted to have her own store. She...
WHEN TROY THOLLOT OF Thollot Diamonds & Fine Jewelry in Thornton, CO, first noticed the email from ABC in his inbox, he thought it was spam....
Let’s make 2016 a year to build some serious sales skills among your staff.
Business transcends its hotel-boutique roots with a reputation for approachability.
England's Crown Jewels, Picassos in Paris, even outer space ... hear the dream adventures of your peers.
YOU DON’T normally associate Thanksgiving with jewelry, but one Thanksgiving years ago will forever make me think of turkey and watches, specifically a Timex that kept...
Memorable experiences and professional milestones top jewelers’ lifetime to-do lists.
IT’S A TRICKY proposition to sell a product that promotes a cause. And plenty of bystanders are quick to cast stones when the manufacturing practices behind...
Stackable Expressions rings from Quality Gold have been a great hit! Lots of options at a fabulous price point! — Traci Hill, Got Rocks, Harrisonburg, VA...
And their 30-foot-tall clock tower helps.
Individual and team success depends on clearly established objectives.
Tom Kruskal’s hand-forged argentine silver pieces. We simply cannot keep them in stock! — Mary Jo Chanski, Hannoush Jewelers, Rutland, VT We had a very successful...
Family, light and the right ring all get priority at Midwestern store.
Plus, the security considerations of Google Business View ... and more.
Instant Tradition Don’t like the idea of a Christmas tree being cut down every year to support your seasonal decorations? Plant your own. Don’t have the...
Patra Pakieser Alletti Jewelry, Omaha, NE Patra Pakieser found her creative outlet in silversmithing while completing her MBA and studying construction engineering. She turned her hobby...
And do people just throw out old-fashiond paper catalogs?
EVER WONDERED WHAT YOUR customers really want to wear? Or what kind of advertising, exactly, would grab their attention? Philip Bosen, director of Von Bargen’s, wondered...
Customer Preservation Nothing quite says the personal touch like home cooking. Valerie Jean Fairchild, owner of Fairchild and Co. in Santa Fe, NM, stays in touch...
Jorge Adeler Adeler Jewelers, Great Falls, VA Jorge Adeler built his reputation for creative and exquisite design, showcasing unique stones, exotic pearls and ancient coins, for...
AFTER NINE YEARS of Big Surveys (not to mention a couple hundred Brain Squad surveys), could we possibly have anything left to ask America’s independent jewelers?...
Customers speak in code: understand it to close more sales.
When it comes to selling wedding jewelry, it pays to be open-minded.
Their tagline is “Where Oklahoma Gets Engaged!”
Plus, the very best time to ask a bridal customer, “What’s your budget?”
Pure Grown Diamonds. Millennials understand the high-tech of man-made diamonds and can connect the dots and then choose a bridal semi-mount. — J. Dennis Petimezas, Watchmakers...
"In Minnesota, you’re not going to be successful if you come off snooty," says the owner.
Established in 1948, Bailey’s Fine Jewelry enters its third generation with five stores.
RONNIE AGAMI Universal Diamonds, Atlanta, GA Ronnie Agami, principal with Universal Diamonds in Atlanta, was born into the jewelry industry and has never left. Universal Diamonds...
VALENTINE’S DAY ENGAGEMENTS are a welcome tradition for jewelers, of course, that can bring a flurry of post-December sales. At Albert’s Diamond Jewelers, a family-owned company...
Goldsmith Gallery Jewelers radiates the ambience of an elegant lodge, complete with a fireplace.
He wanted to create something that Texarkana had never seen before.
Debbie and George Fox are working "crazy hours" to keep up with their store's skyrocketing growth.
Impromptu dance parties are a thing here.
"If I want to wear flip-flops and listen to The Offspring and serve alcohol, I’m going to," says its owner.
“We didn’t need another Family Name Fine Jewelers,” its owner says.
Even as a child, she wanted to own a store.
It features hydraulic cases, floating displays and lots of interactivity.
"The whole allure of a diamond is in its journey from creation to the sales floor."
Article proves that "this industry ain’t for sissies!"
Charles Garnier stackable bracelets are selling well! — Steve Need, Steve Need Jewelers, Palestine, TX Ankle bracelets and toe rings. — Jeff Stumpf, Goldsmith Jewelers, Little...
Dave Rabellino Artful Eye Jewelers, Prescott, AZ Dave Rabellino is an award-winning designer and goldsmith, a skilled woodworker, carpenter and restorer of classic cars. He has...
WE’RE STILL POLISHING the crowns of this year’s America’s Coolest Stores Contest winners that our panel of expert judges decided on and can’t reveal them just...
Learn how to create your own jewelry store floor plan through the example of this elite store.
Learn how a self-proclaimed free spirit turned her instinct for color into ringing success.
Jewelers recount their biggest sales ... and what they learned from them.
The owner comes from a renowned jewelry family.
SEVERAL YEARS AGO, INDESIGN did a story on how to “green” your jewelry operation – but the story came out just as the country was slipping...
Richmond, VA, jewelers band together to help the community.
Freida Rothman stackable rings are to die for. I’m see excited to put these on the fingers of my customers! — Karen Hollis, K. Hollis Jewelers,...
Some people will try to take advantage of you.
Britten Wolf BVW Jewelers, Reno, NV Britten Wolf, a second-generation jeweler and goldsmith, began his career as an apprentice with his family in Albuquerque, NM. In...
Also ... how much vacation time is the right amount for a full-time employee?
LEISURE, IN ITS modern form, is defined in contrast to work. It is something we do away from the workplace and it is essentially available only...
Computers are incredible, but they can sometimes get in the way of a sale.
Jewelers’ big-sale tales make a tasty summer meal
After more than a century in the same space, they needed more than 800 feet.
Jewelry store's social media-based campaign targets tech-savvy young women.
ANNA ZUCKERMAN AC Zuckerman Jewelers, Mequon, WI Anna Zuckerman’s high quality craftsmanship reflects her family’s life-long dedication to the art of goldsmithing. She opened her store...
Plus, how to deal with showroomers.
Aquamarine. Even after March has passed we can’t keep aquas in the store. — Elysia Demers, Barnhardt Jewelers, Spencer, NC Bar necklaces and sideways crosses. —...
Jewelers who ignore the shifting retail landscape do so at their own peril.
ASHEVILLE, NC, HAS AN aesthetic that emphasizes hand-made, artisan goods, whether the goods in question are craft beer or fine jewelry. Being in the jewelry business,...
Are Your KPIs Helping or Hurting? It’s pretty much impossible to manage a business without key performance indicators (KPIs). You need do to be sure, however,...
Protect your store’s reputation by following these rules of repair.
Edmund T. Ahee Jewelers adapts to big change while safeguarding its traditions.
Also ... is it worth it to sponsor the local elementary school's annual school play program?
Only a quarter of you do this.
Dizeo Jewelry is the sparkle that brings spring into any occasion. Just got out new order and can’t wait to show everyone! — Karen Hollis, K....
David Iler Alchemy, Portland, OR David Iler, a custom jeweler, goldsmith and stone-setter known for platinum casting, spends part of his days leaning over a counter...
Tell a story, build a brand, evoke a mood — it’s all in the tone.
Cry Freedom Rings Ever had a recently divorced customer come in with her ring and ask, What can you do with this? Karen Hollis of K....
Three tools to help you stay in touch with your clients.
Prime location on Naples’ gilded coast was too good to pass up when it came calling.
"Choosing to make jewelry was a second chance at life — to pursue something that I really wanted to do."
In his Saturday keynote address to attendees of The SMART Show, best-selling author Paco Underhill listed five factors influencing how retail will have to evolve in...
He's come a long way from peddling African trade beads on the side of the road.
Diamond Dancers motion diamond pendants from Berco were our best sellers. Our Valentine flier from Berco was very successful fro us. — James Sickinger, Sickinger’s Jewelry,...
If you truly believe in an idea, move ahead boldly.
If just one robbery victim makes the decision to find normal again, the story did its job.
Even if you feel like you're living a dream, an occasional glimpse of reality can help.
Jewelers must reclaim their role as the trusted source of knowledge on diamonds.
Kate Pearce Pearce Jewelers, West Lebanon, NH Kate and Fred Pearce, owners of Pearce Jewelers, have been a design team since their student days in the...
It could depend upon how long ago the redesign and revamp took place.
AT HAIG’S OF ROCHESTER, Paul Haig likes to think out of the box when choosing themes for store events. So for his store’s 41st anniversary in...
Trade show halls are wondrous places, but enter with care.
Forget about waiting for inspiration to get the difficult stuff finished.
Don’t walk away. Try everything else first.
This "gemstone nerd's" celestial designs reach for the stars.
If you’re doing less well it’s time to ask some questions.
Area resident had searched for 15 years for the perfect retail space.
Joel Hassler Rasmussen Diamonds, Racine, WI Joel Hassler purchased Rasmussen Diamonds, a 115-year-old jeweler, from his in-laws, Bill and Kathy Sustachek, in 2011. Outside of the...
ALLISON NEUMANN Allison Neumann Studio, San Diego, CA Fine jewelry designer Allison Neumann opened a 400-square-foot boutique in San Diego’s historic Gaslamp District in October 2014....
WITH MORE THAN 130 years in the same building on Bowling Green, KY’s historic square, Morris Jewelry has a rich heritage. Jim and Samantha Steen, who...
Wind & Fire bracelets (by C.G. Creations). We sold over a thousand this pas season. — John Carom, Abby’s Gold & Gems, Uniontown, PA Freida Rothman...
The stones this jeweler buys can easily compete with the big four.
Plus, the very first thing you should teach a new salesperson.
The 12-Inch Powder Rule You’re in Vail, it’s a crisp winter morning, a foot of fine powder awaits on the slopes … who would want to...
Want to make a lot of money? Give away dead merchandise.
COLTON AND MORGAN BARTEL attended an event at a bookstore last summer with London, their 1-year-old son, that was touted as a “Meet & Greet with...
Nobody should feel pressured to wear heels, says Minnesota jeweler.
We killed it with Konstantino! It was a news line for us (last) year that we just put in late November and it moved out like...
One issue on which nearly all jewelers are united: Setting up and pulling jewelry from cases is a pain.
You can figure it out by asking the proper questions and listening carefully to the answer.
Presentation is Everything If you sell goods online, it pays to invest a few extra dollars in your packaging and boxes, says Deric Metzger, of DeMer...
Learn why this popular designer was absolutely terrified of opals for over 40 years.
A core piece of the company's culture is to create deep relationships with customers.
She wanted the kind of gallery you might find in Europe or Manhattan, not Memphis.
Our new bridal line was a big hit: Noam Carver — Brian McCall, Midwest Jewelers and Estate Buyers, Zionsville, IN Personalized jewelry, alternative metals and estate...
1 For an occasion that seemingly has so little to do with the refined world of jewelry, the Super Bowl gives jewelers a great chance to...
Cathy Calhoun knows how to throw a party.
Renovated store reflects the spirit of New Orleans.
Plus, the safest language to use in an appraisal when you disagree with a diamond's grading report.
More than half of you have done this.
Good Things in a Jar Forget grandiose New Year’s resolutions. Instead, take one small step to a more fulfilling, positive and memorable life with a “Good...
In our industry, we have the opportunity to do these things almost every day.
EDGE GROUP JEWELERS show 25% YoY gain in September; cash management holds key to Christmas success. With the busy holiday season on the horizon, most jewelers...
John Hardy, Rolex and diamonds. — Tonia Ulsh, Mountz Jewelers, Camp Hill, PA Heartbeat pendants by Simply Diamonds in both 14K and silver. Silver sold out....
How jewelers keep their cool in a crazy world.
What started as a police officer’s sideline is now one of the slickest stores in West Chester, OH.
From kitchen-table beginnings, a Michigan store now draws crowds.
Diamond engagement rings. Valina designs by Simon Golub have been doing very well!— Casey Gallant, Stephen Gallant Jewelers, Orleans, MA Honora, Imperial, Benchmark bands, Hearts On...
Once you know what you really want from life, you have a simple choice to make.
Plus tips for using signage effectively during the holiday season.
THE IDEA Borsheims Fine Jewelry and Gifts in Omaha, NE, opened its Borsheims Boutique on Nov. 15, 2013, at the newly revamped Nebraska Crossing Outlets, a...
The 30/5 Rule At the typical jeweler, VIP customers account for 30 percent of sales while making up just 5 percent of the client base (INSTORE...
Holiday season joy comes from being ready to sell.
One of the great revolutions in selling to women came when Sephora opened its flagship store on the Champs Élysée in Paris in the 1990s. Women...
Alfredo Molina is on a mission to revive one of the most famous names in jewelry.
Plus, sprucing up your sales floor and selling to Millennials.
A captivating ad campaign merges with a charitable initiative.
Because if you don't do it, your staff won't either.
Their building even looks like an engagement ring.
Fourth-generation owner takes store to new level with ambitious store redesign.
The President’s motorcade is now part of the store's regular drive-by traffic.
Redesigned store no longer looks like "Fred Sanford’s back yard,” jokes Gary Thrapp.
His only regret is that he didn't do it a decade earlier.
After seeing his latest remodel, people always ask "Are you for hire?"
What’s your advice for the dreaded donation issue, especially when the request comes from a VIP customer?
“Over-extending is scary, but being overly cautious can hurt you even more.”
John Medeiros fashion jewelry was reintroduced to our stores and was well received. — Beth Cevasco, Scott’s Custom Jewelers, Columbus, OH As usual, we cannot keep...
Make role-playing fun, effective and free of criticism.
OK, THE FOOD FOR the party didn’t show up. Regardless, almost a dozen jewelry designers and plenty of great prizes combined with hundreds of happy customers...
He wanted his store to blend organically into its natural surroundings.
It looks like it could be a pub, or a chocolate shop. But it's really one of the area's hottest jewelry stores.
And in doing so, he's created INSTORE's "America's Coolest (Small) Store" for 2014.
WE STILL CAN’T TELL you which stores were ultimately our judges’ choices. You’re going to have to wait for our August issue to find out the...
Use your down time strategically, and you could set yourself up for a strong fourth quarter.
Designer says: "I did the same thing then as I do now — make things I like to wear.”
Also ... what's the problem with "no problem"?
WITH 40 YEARS OF experience in the retail jewelry industry, Jim Adair, owner of Adair Jewelers in Missoula, MT, understands the value of building long-standing customer...
Learn four statements you can use to counter this objection.
Bastian Inverun diamond stud earrings. — Charles Beaudet, Beaudet Jewelry, Eugene, OR Pandora was huge for Mother’s Day and graduation with so many charms that appeal...
A designer’s retail store blends Soho with the Hamptons.
Here are a few tips for having the right body language.
"Really awesome coincidence” helps estate and antique jewelry dealers find success in jewelry retail.
Edgy old world looks, tortoiseshell and ancient ruins dominate her American-made 2014 collection.
Owner John Carter works to make esteemed local brand more fun and inclusive.
Store succeeded by making a shift to more of a “fast fashion” business model.
Plus, the final word on whether you should hand-write or print address labels.
You may hate the idea, but a budget keeps you on track.
SALES FLOORYour Home as a Fortress The spate of home invasions targeting jewelers last year highlighted the domestic threat to people in the industry. If someone...
BILLBOARDS ARE GREAT, but there’s a lot of outdoors to cover beyond the major thoroughfares in your locale. There are countless ways to promote your business...
Find out why they said no and close the sale.
Steven Singer's marketing is an industry legend.
Store-owners have capitalized on the rapid growth of their New Mexico community.
Customers mine their own gems (and drink lots of wine).
SALES FLOOR The Safe Option Got a clueless guy looking to buy a gift for a girl he doesn’t know that well? Suggest a bracelet or...
The issue may not be so much what you’re paying your jewelers but what you’re charging your customers.
Her latest collection was inspired while riding on a wisteria-filled bicycle path in Tokyo.
Don't panic. There are all sorts of possibilities for why a client would say this.
Whether it's local gemstones or jewelry featuring college sports teams, jewelers succeed with local merchandise.
RANDY HUDSON, PRESIDENT and founder of Randy’s Jewelry, in O’Fallon, MO, has something to show you, whether or not you’re in the market for jewelry. In...
MARKETING Mingle Digitally Supermarket News reported recently on wine departments doing dinners and other educational events via Skype with wellknown vintners and chefs. So, the next...
But Lee Krombholz says his greatest successes have come from his greatest risks.
INSTORE's experts answer your February queries.
managementPlan Ahead For Your Online Hereafter The idea of living on in perpetuity in digital form has some appeal, but it’s actually a headache for your...
It’s your job to keep selling until the client indicates that she’s done, and not before.
Expand your vocabulary to craft a sales pitch worthy of a diamond.
The store donates an average of 150 of the 1-inch, sterling silver memorial badge pendants a year.
This habit helps capture more brainstorms while also stressing less.
While some of the rules of sales may have changed, the laws of sales remain the same.
Their tiny footprint stores are doing a sizeable business.
Architecture, irises and a long lost friend inspire his refined, feminine collection.
Lessons from the inception of 5 stores (and what long-established stores can learn from them)
He's a fourth-generation jeweler originally from Seattle, WA.
THE IDEA From time to time, Stephenie Bjorkman had considered hosting a marriage vow-renewal ceremony in her store, Sami Fine Jewelry, for Valentine’s Day, but hadn’t...
Her creative approach to estate sales has made her a local fixture.
We answer your January queries.
Start putting something beautiful in customers' hands to generate unexpected sales.
MARKETINGGuest Services Hotels are a great source of potential customers. Whether guests are honeymooners, corporate warriors thinking of their wives back home or couples on vacation,...
For those who’ve been not naughty but nice, your vendors are willing to help.
In a season for reflection, our readers share the things they're most thankful for.
They do average higher sales, but chain jewelry store salespeople have been working with some advantages.
MARK FLYNN, OWNER of Criterion Diamonds in Hiram, GA, decided just days before Black Friday that he’d get a jump-start on 2012 Christmas traffic by giving...
GENERALService for Servicemen Here’s another example of the gold that can be sifted from Google Analytics data. H.L. Gross & Bro. Jewelers of Garden City, NY,...
I love to restore antique cars. I play the drums. I worked at the American Red Cross. I am a pilot. I have been to every...
She began leaving little jewelry gifts around her community. But it turned into something much more.
Think Fast Read but a few pages of Daniel Kahneman’s Thinking, Fast and Slow and you’ll start to question a lot of the decisions you’ve made...
One jeweler sends customers away, telling them “Your jeweler is online.”
Know which of the 7 types of closing lines works for you.
At 130 years young, Siebke Hoyt has that wholesome, traditional-values vibe.
The holiday season demands your advertising stands out from the crowd.
Using the Great Recession as a wake-up call, a jeweler starts fresh.
MARKETINGGown Display Here’s a great way to frame a new collection of wedding rings, whether for your website, Facebook page or a Pinterest board — in...
Balancing what tastes good and what's good for your store is a tough balancing act.
Eight jewelry stores tell how they engineered huge improvements in sales last holiday season.
Asheville store builds chic comfort ... on a budget.
They started out without a single piece of jewelry in their store.
113-year-old store moves to dream location in Savannah's historic district.
He thought he'd go into hotel management, but became a multi-award-winning master jeweler.
The store offers a creative opportunity for jewelers of the next generation.
Her determination helped her create "America's Coolest Store" for 2013.
His story offers a spin on the traditional American dream.
This is a store that fully inhabits its time and place.
The business's third location looks like it will last for the long haul.
Her store is just as distinctive as she is.
THE STORES YOU’RE about to see might be winners in next month’s special America’s Coolest Stores issue. Then again, they might not. That’s up to our...
Former dancer and Black Swan performer designs jewelry that moves with the feminine form.
Hearts on Fire ELLE’s second annual “Women in Television” event, hosted by ELLE Editor-in-Chief Robbie Myers, featured 100 of the television industry’s top actresses, actors and...
Don't ask a customer their budget ... and 99 more sales no-nos.
When things start to stink, you better act fast.
Using the great recession as a wake-up call, a jeweler starts fresh.
Be wary of stripping out all the fun from your jewelry store.
Family tragedy and a recession couldn't stop this store from being built.
THE ARRIVAL of the Las Vegas shows marks many retailers’ annual opportunity to shrink and simplify their list of suppliers. Of course, most retailers don’t look...
Event proved perfect way to test popularity of new line.
Use these gold-buying and selling habits to make more, or at least lose less.
MARKETINGHeads I Win, Tails I Win Pre-season training for football will start soon at high schools around the country. Get down to the coach’s office to...
GENERALShine a Light Ever dropped a diamond in the workshop and then gone through the maddening frustration of not being able to find it? Slam no...
SINCE 1919, REIS-NICHOLS has been a well-known jewelry name in Indianapolis, but more recently, the store has become famous for its groundbreaking holiday parties and events....
At Tivol, the selling style is as welcoming as the ambience.
This classically-trained designer channels her jewelry heritage and Ivy League education into a sleek, fun collection.
More jewelers are hosting loose colored stone events to boost sales. Here’s how to get started.
LIFE IN THIS INDUSTRY tends to revolve around a handful of big days — Christmas, Mother’s Day, birthdays, and anniversaries. But there’s no reason to limit...
9 key points to remember to help increase your peace of mind.
SALES FLOORHorrible Bosses A study done by Georgetown University’s McDonough School of Business found that one in four workers admitted being uncivil to customers or colleagues...
Hiring photographers to shoot inventory, analyzing growth rate, and more.
SALESSmall Things The late great Woody Justice once told us how he struck up what was to become an important relationship with an Indian diamond supplier...
Is it time to buy real estate, LEDs in stores with high ceilings, using Instagram to market, and more.
TWENTY-EIGHT YEARS ago, Linda Fairfield didn’t know how to change a watch battery. Of course, her knowledge grew over the years but she wasn’t always attuned...
It is attracting shoppers from a five-state area.
Creative trio of mother and daughters injects French Canadian and a colorful attitude into today’s jewelry scene.
Owner Harris Botnick loves to challenge expectations.
These stores made it to 100 — even 200. Here's what you can learn from them.
OPERATIONSTurn It Off Define clear stopping points at the end of the day, so when you’re with your family and friends, you’re really with them, advises...
COMPANY ANNIVERSARIES OFTEN slip by with little fanfare, but when Hamilton Jewelers approached the big one — its centennial — third-generation president Hank Siegel decided it...
Use new media to pull in your customers, not push your message to them.
At this jeweler, it’s home and work, business and pleasure, wine and gems.
OPERATIONSDaily Encouragement A research study in Canada has found that people who receive regular weight-loss advice in the form of emails or tweets dropped more pounds...
WHEN LOOKING FOR new lines for their two jewelry stores in Missouri, owners Kevin and Christi Weaver, seek out high-quality, unique styles at reasonable prices. In...
Designer-to-the-stars credits her success to a third-generation jewelry pedigree and a passion for art.
“I married my hairdresser. No one else has touched my hair in the 20 years since!” “My husband and I took a twoyear- long honeymoon and...
Owner Malcolm Koll wanted more space and to move away from selling brands.
INSTORE's experts answer your January queries.
It’s not about money, it’s about the relationship.
Almaza Jewelers, Houston, TX OWNERS: Ziad H. Noshie; YEAR FOUNDED: 1968; CURRENT LOCATION: 1992; LAST RENOVATED: 2012; EMPLOYEES: 4; BUILDOUT COST: $230,000; BRANDS: Lieberfarb, Benchmark, Charles...
Store's Texas Topaz Day event focuses on beauty, quality and rarity of the stone.
How to avoid a price war, hiring a tax pro, email versus social media, and more.
Worthington Jewelers, Worthington, OH OWNERS: Bob Capace and Joe Davis; YEAR FOUNDED: 2000; REMODELED FEATURED LOCATION: 2011; EMPLOYEES: 7 full-time, 12 part-time; BUILDOUT COST: $560,000; AREA:...
FOR THE PAST 15 YEARS, James Free Jewelers of Dayton, OH, has made an art of hosting private dinners that bring together popular designers with handpicked...
“We didn’t want to be just a shop. We wanted it to be a gallery," says owner Zdena Jiroutova.
Improving email open rates, growing past $1 million in sales, and more.
Monica Rich Kosann describes the compelling combination of macramé and cut gemstones in Brooke Gregson’s collection.
Jamiestdm, Virden, IL OWNERS: Cliff and Kelly Hughes; YEAR FOUNDED: 1970; OPENED FEATURED LOCATION: 1993; RENOVATED FEATURED LOCATION: 2005; EMPLOYEES: 2 full-time (not including owners), 4...
Award-winning designer conjures up nostalgia and ancient techniques in his distinctive, instinctive take on jewelry.
Did you know he once caught 10 piranhas on the Amazon in Bolivia?
She did not get the response she expected.
How to deliver bad employee reviews, opening a second store, and more.
E.M. Smith Jewelers, Chillicothe, OH OWNERS: Don and Bob Smith; YEAR FOUNDED: 1948; OPENED FEATURED LOCATION: urchased 1993, major renovation 2008, partial renovation 2011; FEATURED LOCATION:...
Green Lake Jewelry Works, Seattle, WA OWNERS: Jim and Jytte Tuttle; URL: greenlakejewelry.com; YEAR FOUNDED: 1996; OPENED FEATURED LOCATION: 2006; STORE AREA: 7,500 square feet; EMPLOYEES:...
FROM THE GILDED SAFE and vintage reproductions in the Estate Room to flat screen TVs and iPhone and iPad apps, Lee Michael Berg, owner of...
THE COMPETITION will scream, and the purists will grumble. But if your batting average is down and you’re no longer hitting home runs on the sales...
Green Lake Jewelry Works TWO By London Diamond Vault Versani Lee Michaels Fine Jewelry R. Grey Gallery Idar Zoltan David Collection Moondance Jewelry Gallery Catherine Angiel...
INSTORE extends congratulations to 10 honorable mentions in the America’s Coolest Stores contest. Look out for full-length Cool Stores feature stories on these impressive stores in upcoming...
I love to cook Mediterranean, Turkish and Italian cuisines, using local farm-fresh ingredients and the best olive oil I can afford. I am a junkie for...
Film industry professional turned jewelry designer creates a signature look that is modern and clean.
Leonard Jewelry, Stillwater, OK OWNERS: Kent and Annette Kinzie; YEAR FOUNDED: 1964; RENOVATED FEATURED LOCATION: 2003 and 2011; AREA: 4,700 square feet; EMPLOYEES: 4 full-time, 2...
This week, for all those who want to go deeper into business bloggers than Seth Godin and Tom Peters, we bring you five lesser-known but still...
Kesslers Diamonds, Germantown, WI OWNERS: Richard Kessler; YEAR FOUNDED: 1980; OPENED FEATURED LOCATION: 2010; AREA: 21,000-square-foot building (includes 6,000-square-foot showroom, 5,000-square-foot goldsmith shop, 6,000-square-foot corporate offices,...
My silver is attracted to magnets, what should I do?
CATHY GRAD says she’s not sure where her ideas come from. They start bubbling up when clients bring in old pieces of jewelry to be redesigned,...
Peter & Co. Jewelers, Avon Lake, OH OWNERS: Theresia Oreskovic; ARCHITECT: Craig Dixon & Associates; CASES AND INTERIOR: Baker Store Design; YEAR FOUNDED: 1987; OPENED FEATURED...
Designer’s comfortable, stylish line credits Frank Lloyd Wright’s design sense and mom’s common sense
Get to know the designer.
Entrants were asked to create a wearable symbol of what they love about New Jersey.
How to drive traffic to a free-standing destination, phone calls from blocked numbers, and more.
Read or watch Moneyball — it applies to your jewelry store.
Pinterest is social media dominated by women.
Designer weaves textile background and a love for contradictions into personal, personable collection.
Jolie B. Ray is a combination of our children’s initials and names: Joshua, Lindsay, Benjamin and Rachel. We met through our children at a Mommy and...
Fragments, New York, NY OWNERS: Janet Goldman; Top DESIGNERS: Suzanne Kalan, Jordan Alexander, Moritz Glik, Annie Fensterstock, Colette, Gurhan, Stephen Webster, Alex Sepkus, Nam, Caroline Ellen;...
Advertising strategies in a new world, the insurance impact of having a kids' playroom, and more.
Rodriguez’s House of Stones, New Philadelphia, OH OWNERS: Alan Rodriguez; PURCHASED BY CURRENT OWNER: 1987; YEAR FOUNDED: 1877; STORE AREA: 3,500 square feet; EMPLOYEES: 4 full-time,...
Real Deal: The Case of the Special Gift — 5 Years Later It’s been five years since that first “incident” and the main protagonists in our...
Cool Store: Rodriguez’s House of Stones URL: houseofstones.org | Owner: Alan Rodriguez | Founded: 1877 | Purchased by current owner: 1987 | Area: 3,500 square...
How to get rid of those low-quality gold scrap diamonds, plus creating change that sticks and more.
“I plan the event as if it were a wedding, not just another store event.”
A SELF-TAUGHT JEWELER, Moritz Glik’s passion for the history and character of period jewelry has combined with his sharp eye for proportion to create a jewelry...
Moyer Fine Jewelers, Carmel, IN OWNERS: Dan Moyer; FEATURED LOCATION OPENED: 2010; YEAR FOUNDED: 1979; ARCHITECT: Courtney Casteel Schenberg, CC Home, Carmel, IN; STORE AREA: Two-story...
SALESSelf Sellers When it comes to selling an expensive piece, you have to be prepared to let the jewelry sell itself, says Harvey Rovinsky, the owner...
Building up traffic, drug testing for staff, errors in paid-out bonuses, and more.
Building an open-to-buy is not difficult, but it is time-consuming.
More than two-thirds of you have done this.
Plus creating quality signage, dealing with late employees and more.
SHOPRepair Diamonds The rising prices of diamonds is making this a good time to promote your diamond repair work. “There’s a lot of repair work now,”...
Charlotte Santa Fe, Santa Fe, NM OWNERS: Gunther and Dorothee Maier; FOUNDED: 2000; URL: charlotteshop.com; CASES: Display Works of Phoenix, AZ; OPENED FEATURED LOCATION: 2002; AREA:...
"Retail sales success is dependent on the opening question," says Harry Friedman.
When returns are the goal. And ye shall receive. Words to live by, certainly. But are they words to do business by as well? And is...
Gould’s Diamonds & Jewelry, Anoka, MN OWNER: Cynthia Gould; ARCHITECT: Lampert Architectural; FOUNDED: 1878; URL: gouldsjewelry.com; CASES: Display Works of Phoenix, AZ; OPENED FEATURED LOCATION: 2008;...
"You can’t pull out answers and make things up. That’s kind of a rule here."
Forget the $25,000 to $30,000 price tag; they can be leased for $300-$450 a month.
Daniel Diamonds, Evergreen, CO OWNERS: Karen and Danny Alkayam; ARCHITECT: Dean Dalvit, EVstudio, Evergreen, CO; INTERIOR DESIGNER: Renee Augustine, Studio R Design, Denver, CO;BUILDER: Mark Jermano,...
DEBBIE LANG, a grandmother of eight, came to the jewelry business at age 50, after a career selling furniture. Brian Toone, CEO of the Jewelry...
Anfesa’s Jewelers, Garner, NC OWNERS: Anfesa and Al Matthews; ARCHITECT: John Paul Garnet of Weeks Turner; CASES: Artco; URL: anfesasjewelers.com; FOUNDED: 1993; OPENED FEATURED LOCATION: September...
Tiny Jewel Box, Washington, DC OWNERS: Jim and Matt Rosenheim; URL: tinyjewelbox.com; YEAR FOUNDED: 1930; OPENED FEATURED LOCATION: 1997; STORE AREA: 12,500 square feet; EMPLOYEES: 25...
RETAIL JEWELRY STORES in North America and the Caribbean that have not been previous America’s Coolest Stores winners (those stores featured in the August issue of...
Designer taps into her customers’ desire for a sense of individual style.
Quick facts URL: www.hamiltonjewelers.comOwner: Hank Siegel Founded: 1912 Latest redesign: 2010Store and Case Design: ER Callison LLC Area: 4,100 square feet Employees: 120 Tagline: “Where Style...
Art + Soul, Boulder, CO OWNERS: Debbie Klein; DESIGNER: Artco of Miami; URL:artandsoulboulder.com; FOUNDED: 2000; SLOGAN: We rock, baby; TOTAL AREA: 3,000 square feet; EMPLOYEES 5...
Find happiness in your business, and you’ll love what you do.
Sonny’s Rocks, Denver, CO OWNERS: Michael Nedler and Mark Allen; DESIGNER: Artco of Miami; URL:sonnys rocks.com; BUSINESS FOUNDED: 1979; OPENED FEATURED LOCATION: October 2009; SLOGAN: We...
KENDRA LOGAN enjoys motivating staff as much as she loves selling and wearing diamonds. In 2010, she logged $1 million in personal sales in a store...
Torin Bales Fine Jewelry, Victoria, TX OWNERS: Torin Bales; DIRECTOR OF OPERATIONS: Trey Bailey; URL: torinbales.com; FOUNDED: 1994; OPENED FEATURED LOCATION: 2008; ARCHITECT: Michael Malone of...
ONE OF MY favorite sayings is, “The definition of insanity is doing the same thing over and over again and expecting different results.” Think about that....
Bailey’s Fine Jewelry, Greenville, NC OWNERS: Clyde and Jane Bailey; DIRECTOR OF OPERATIONS: Trey Bailey; SLOGAN: Every woman wants a Bailey box; FOUNDED: 1948; OPENED FEATURED...
Canadian Jewelry Exchange, Kelowna, BC, Canada OWNERS: Carl Maloney, Kevin Maloney, Lisa Maloney; CURRENT LOCATION OPENED: 2007; STORE AREA: 2,700 square feet; INTERIOR DESIGN: Dalaun Klaassen;...
Play up your non-corporate identity — you may be surprised how powerful it is.
John Paul Designs, Bend, OR OWNERS: John Paul; YEAR FOUNDED: 1997; STORE AREA: 1,300 square feet; EMPLOYEES: One part-time assistant; URL: johnpauldesigns.com JOHN PAUL, owner of...
Designer channels Indian heritage and New York sensibility into spiritual, symbolic jewelry.
Yanina & Co, Cedar Grove, NJ OWNERS: Yanina Fleysher; YEAR FOUNDED: 1987; RENOVATED FEATURED LOCATION: 2001; STORE AREA: 2,500 square feet; EMPLOYEES: 8 full time; TOP...
KEVIN STACEY will speak at this year’s SMART Jewelry Show as part of this year’s focus on helping jewelers feel healthier and more energetic, both physically...
THEY SAY every cloud has a silver lining. There’s no doubt the recent economic crisis has been hard work for most jewelers across the country. It’s...
We make it easy to gain sales and repeat customers? Thanks for saying so!
Simon Jewelers, High Point, NC URL: simonjewelers.com; OWNER: Gary Simon; FOUNDED: 1988; EXPANDED FEATURED LOCATION: 2008; PROJECT DESIGN: Gary Simon and Denny Ballard; SHOWCASES: Henry Ballester...
Life outside the store Raimie Weber George Fillmore Goldsmiths & JewelersCanton, CT began my equestrian adventure in the Girl Scouts but didn’t realize my passion until...
Diamond Gallery, Winnipeg, MB, Canada URL: diamond-gallery.com; OWNER: Allan, Anita and Lisa Malbranck; FOUNDED: 1992; OPENED FEATURED LOCATION: July 2009; AREA: 1,400 square feet; ARCHITECT: Michael...
Your financial reports tell one story. Your effort another.
Excuse me if I don’t bring a gift.
In this world of texting and e-mail, we forget that the simplest opening line can do the trick.
James Free Jewelers, Dayton, OH URL: jamesfree.com; OWNER: Michael S. Karaman; FOUNDED: 1940; BUILT FEATURED LOCATION: 2008; AREA: 15,000 square feet; EMPLOYEES: 27 full-time, 3 part-time;...
Town & Country Designer of the Year brings old-world charm to the modern woman.
Thomas Michaels Designers Inc., Camden, ME URL: thomasmichaels.com; OWNER: Thomas Michaels and Nora Hattman-Michaels; FOUNDED: 1977; AREA: 1,400 square feet; EMPLOYEES: 4 full-time WHEN THE OWNERS...
RETAIL SALES DIPPED again in July, their third monthly drop this year although the first time since April. There seems little doubt that we are slowly...
Know the most important numbers to control in your business.
Shane Decker reminds us that shopping your competition with a checklist can help your salespeople.
Most jewelers would probably claim to be as dry-eyed about their inventory as Buffett, but the figures tell a different story.
Please don't shoot me for being presumptuous but the line from the song was too good to miss — just be grateful you don't get to...
Are big stores more profitable simply because of their size?
Third-generation designer blends Italian tradition with business savvy to take the line global.
The Diamond Empowerment Fund allows the jewelry industry to extend a thankful hand of help.
One of the simplest sales in jewelry is the 'clerk ticket.' Don't mess it up!
LL Pavorsky Jewels and Gifts, SPhiladelphia, PA URL: llpavorsky.com; OWNER: Lee Pavorsky; FOUNDED: 1988; OPENED FEATURED LOCATION: 1993; RENOVATION: 2005; NUMBER OF EMPLOYEES: 3 LEE PAVORSKY’s...
Your old dogs are taking a bigger bite out of your earnings than you think.
Designer blends feminine aesthetic with retail experience to create jewelry with intricate, delicate flair.
I’M SURE I don’t have to tell you how important inventory is to the sales that occur in your business. After all, if you don’t have...
INSPIRE YOURSELF TO take more risks, get better results from the risks you take, and advice for mingling at wedding events. Try This: Expose Yourself One...
Kevin Main Jewelry, San Luis Obispo, CA URL: kevinmain.com; OWNER: Kevin and Kathi Main; ARCHITECT: SDG studio design group.; DESIGNERS: Kevin Main and graphic artist Pierre...
David Brown warns of falling average sale prices in U.S. jewelry stores.
Knowing what potential investors are looking for is the key to a good price.
Last month, Decker said to listen with your eyes and close with finesse. Here are more tips to help do that.
THIS LETTER is addressed to YOU, the store owner who has my Geller Pricing Book who said:“That David Geller is a complete nut case; he doesn’t...
In fact, bring their products home with you after the show.
THIS MONTH, WE focus on tips for making your store stand out from the crowd. Sharpen Your Edge David Brown, president of the Edge Retail Academy,...
Most store owners find it tough to say no to a request for a price break but the effects can be ruinous.
Simple observation of a customer will help you smooth the close.
King Jewelers, Aventura, FL URL: kings1912.com; OWNER: Scott and Maxine King; EXPANDED FEATURED LOCATION 2005; ARCHITECT: Peter Blitstein; TOTAL STORE AREA: 7,500 square feet; SLOGAN: Jewelers...
Diamonds need to be a priority to increase their sales volume.
Yes, the majority of jewelers freshened their holiday marketing.
Handling power surges, making the most of the Oscars, and how to organize weekly.
Lowercase cool.
Profit versus cash flow. It pays you to know the difference.
Here are 9 rules to ensure your commissions inspire sales, not discontent.
Now that the dust has settled, the storms have cleared and the residual sales have been calculated, we can offer our official view of the holiday...
Life outside the store Performance Concepts Kate Peterson I was never much of a baker until the time came to plan my older son Kevin’s first...
Another round of reader questions for February.
One jeweler tries a promotion suggested in INSTORE that featured the "King of Rock n' Roll".
FUN IDEAS FOR selling more Trollbeads, a charitable idea for watch battery replacements, the power of familiar music, and one piece of advicd for handling the...
Here’s a sales technique that could sell you hundreds more diamonds.
When did it become cool to wear a non-precious metal on your finger for a wedding band?
You can’t manage what you don’t measure. Learn how to make your reports a friend, not a burden.
A house transformed.
"Our goal was to put a twist on the classics, and our motto became 'Rock Tradition'."
She's taken vintage inspirations to a new level.
Last month we turned our attention to gold, which has been going through a dramatic rise in price with the recent economic uncertainty in the U.S....
A TWIST ON SILENT auctions, delaying a collector on your doorstep, a reason for saving old wishlists, and a few more New Year’s resolutions. INVENTORYBuy It...
OKAY, YOU’VE GOT a clean slate. Here’s how you can make the most of it. The biggest irony of business: Dealing with the urgent and unexpected...
Tim Weisheipl is a fast-riser with Anthony’s Jewelers in Hayward, WI.
Give your customers a loupe, and they may just give you the sale.
Don't go another day without setting clear business objectives.
Gold prices are rising, but that doesn't mean uncertain times are behind us.
Morrison Smith Fine & Custom Jewelers, Charlotte, NC OWNERS: Chuck and Pam Smith; URL: morrisonsmith.com; COST OF EXPANSION $1.6 million; ARCHITECT: Ann Erickson of Shook Kelley;...
MOST ACCOUNTANTS THINK “Tax Return”. Their profit and loss statement is mostly once a year correct. You need to know how you’re doing each month so...
David Brown makes no apologies for taking the jewelry industry's inventory to task.
Meet some of your peers in this month’s issue (oh, and three more things ...).
Stop negotiating. But if you have to, abide by these six rules.
See the immediate results of holding out carrots.
If everyone knows the right-hand rule, your closing ratio could increase 50 percent or more.
Incomplete data to measure store's health leads to disappointment.
Think selling repairs is clerking? Wrong. selling anything in a store requires salesmanship.
CHOOSING THE RIGHT Christmas music, a happy medium for personalized Christmas cards, a super-delivery service for snowy Oregon, and the wisdom of taking vendor fast-payment discounts....
YOU PROBABLY LIKE to think you’re running a lean ship, especially now that times are tough. But the truth is that many if not most U.S....
HALLOWEEN WISHES Send Alternative Cards Christmas cards are a terrific way to deliver a holiday shopping reminder and a terrible one — because everyone else is...
PRESENTATION IS EVERYTHINGGenerate Hate Originality is good, but execution is better. Lucian Lee, owner of Hale’s Jewelers in Greenville, SC, says the humble gift certificate saved...
Analyze your presentation while the customer is still in front of you and your closing ratio will go up.
Bring back the age-old paper receipt, and start making more add-on sales.
Craig Underwood shares insights on the benefits of your own ad agency. HOW MANY OF YOUR ad dollars are going into your agency’s pockets each...
This month David Brown looks at the statistics gathered from the US industry and analyses where the last few months have taken the average US jewelry...
INSTORE’s monthly round-up of hot products and sales trends in America’s jewelry stores. Hot Brands Jewelry brands mentioned by more than one of the 187 survey...
Falling diamond sales mean lower overall revenue.
This month the Edge Retail Academy's David Brown offers some insight into the performance of the jewelry market in the US.
Looking for another option for your holiday-season buying? Feeling the pinch of the recession? Check out this flier we found under our windshield wiper. Read more...
Repairs are sales too. They require the same salesmanship as any other product. And you must price them to make money.
Give the customer — and yourself — the freedom that comes with an undefined budget.
MARKDOWN MADNESSSell First Things may be tough, but don’t be so fast on the discount drawer. Retail consultant Rick Segal says he was in an airport...
David Brown says there are things independent store owners do better, but they can't lose sight of return on inventory.
Seeking cool? Welcome to the center point of cool on our website — links to stories and special online-only content related to INSTORE’s monthly “Cool Stores”...
Prepare a portfolio to present your store to prospective vendors.
Going the extra mile now will make your store even better when the recovery comes.
THE CHART ABOVE shows 12-month rolling averages for the number of items the average store in our survey sold and also the average ticket for the...
When a repair walks in the door, don't let a missed sale walk out shortly after.
Identify your staff's strengths and make sure everyone is reading from the same playbook.
Imagine if your salespeople could close three of every four sales.
Many jewelers are leaving dollars on the table when it comes to custom-design sales. Here are 5 easy ways to increase your average ticket.
Read more here .
BEST DEDUCTIONContribute Green cars, education expenses, entertainment expenditures, software purchases, charitable donations … there are some good deductions out there, but the best is still a...
PICTURE PERFECTPartner Up When you link up with someone outside the industry, especially in a marketing venture, you’re likely to be offering your customers something they...
Slow down and carve out the time each day for those big, important projects.
A Washington state store goes new-millennium. ALVIN GOLDFARB JEWELER BELLEVUE, WA URL: goldfarbjeweler.comFOUNDER: Alvin GoldfarbCURRENT PRESIDENT: Steven B. GoldfarbYEAR FOUNDED: 1980SLOGAN: “Something to celebrate”STORE AREA: 1,800-square-foot...
Buying event signs, communicating with top customers, and more answers to jewelers' questions.
THE BAD NEWS: December’s numbers were dismal. The good news? The percentage drop was less than in November. Interestingly, the average store sold 48 more items...
Assume that every customer is a millionaire and that she can afford to buy whatever she wants.
Plus, the Brain Squad shares its formulas for buying gold over the counter.
THE NOVEMBER FIGURES from our survey group certainly make grim reading. Still, they’re no reason to despair, although they suggest you’re going to have to get...
Alara, Bozeman, MT URL: alarajewelry.com; OWNER: Babs Noelle; YEAR FOUNDED 2004; DESIGNERS: Babs Noelle, GelinAbaci, Michael Daniels, Solasfera Diamonds, Sarah Graham, Suzy Landa, Sema Sezen, Toby...
Make yourself the all-time favorite manager of your employees.
SUCCESS RECIPEStimulate With Aroma If you’ve read INSTORE over the years, you may have noticed a seemingly disproportionate number of successful retailers telling how they offer...
You are a sales army of one. Never forget that.
CALLING ALL GRANDMASPut Some Teeth in Your Marketing Sometimes the best marketing ploy is a big red sales sign. Other times it’s a brazen appeal for...
AS A RETAILER, you basically have two choices when it comes to generating more revenue — sell more items or increase the ticket price of each...
There’s nothing like Jan. 1 to get inspired about the store and what you might be able to achieve.
Sather’s Leading Jewelerss, Fort Collins, CO URL: sathersjewelers.com; OWNER: Sid Sather (president) and Julie Sather-Browne (vice president); PHONE (970) 223-0256; YEAR FOUNDED 1910; OPENED FEATURED LOCATION...
Open Article
IF YOU WERE to turn the average U.S. jeweler’s inventory into a doughnut, here’s how it would look — stale and mostly inedible. Fresh inventory and...
Clean, Classic, Contemporary: Heartwear Designs settles into a space worthy of its slogan Heartwear Designs Location: Birmingham, MIURL: www.heartweardesigns.com Owners: Marcy and Michael FeldmanYear founded: 2004Featured...
If Presidents Had Started Out In The Jewelry Business. And they were probably better suited to being president. November2008 Open Article
It’s all too easy to arrive at an incorrect selling price when you confuse the two terms.
What would happen if police detectives gave up on a case just because their first lead didn’t pan out?
TODAY WE’RE GOING to give the average jeweler a quick BMI test. Yes, we’re checking for obesity by looking at the store’s height (inventory) versus its...
There are good profits and shop savings to be had from buying gold off the street.
Giving 10 percent off here or there may win you more sales, but do the math and you'll discover you aren’t covering your costs.
LABOR OF MIRTHMake It Fun In the early years of the tech boom, Apple employees would come to work in T-shirts that said: “Working 90 hours...
Make sure you have the right tools to make the sale ... every time.
MOST JEWELERS FIND it difficult to resist a request for a discount; it’s part of the to and fro of retailing, and strategically it’s often necessary...
Raise your repair prices for just one week and see how many people say yes.
Reconnecting with your prospect helps make the initial sale, and it could create a customer for life.
The seeds of tomorrow’s crisis are being sown today. use this checklist so you aren’t caught off guard.
Also, tips on how to fine-tune your e-mail marketing.
SURE, EVERYBODY WOULD like to close a few extra sales a day, say just one more for every 10 of those tire kickers. But what most...
“ALL MY CUSTOMERS care about is price.” Sound familiar? In all my years of working with jewelers, I don’t think I’ve heard a more commonly used...
David Geller says street gold is fine, but don't forget your Quickbooks.
Plus, choose the right font for your ads.
Last part of three-part series: Want to be in the Top 25% for profitability? increase your sales per employee.
GOING POSTAL, ON THE CHEAPPay Less All mail is not created equal, so if you’re paying equally for all of it, you’re probably paying too much....
STAYING SUCCESSFUL IN trying economic times requires a shift in thinking from the individual performance to that of the team. Having spent thousands of hours with...
HIT THAT GLOWING ‘print’ button, it’s time again to see how you measure up against Joe Average?Jeweler. Monthly figures are below. Our highlight category is Fast?Sellers....
SECOND PART of three-part series: Want to be in the Top 25% for profitability? work on your inventory. There’s simply no escaping GMROI. Learn What it...
David Geller says profit can be found in gold's prices-gone-crazy.
One person can’t do it all. Strive to achieve managerial harmony in your store by ensuring you have four distinct personalities on your staff.
Step up and take the blame for that big mistake.
Forget big ideas ... now it's time to SELL!
That wasn't white cookie dough, unh-uh.
Stay with us, because it gets a little zen.
Jeff Unger’s got a question for you — who runs your store? You or your software?
And especially beware the "Butterfly Brooch Effect".
Our mission: to create our biggest book ever without even a bit of fluff.
Many 'hot new things' don't live up to the hype. But Chris Snowden's new laser-welder wasn't one of them.
A personal visit shows the Kimberley process is working, says Vicki Cunningham.
Plus, one key security mistake jewelers too often make.
“In the End” looks at some of the year’s biggest, most provocative business titles.
AFTER TUCSON, you’ll have a lot to talk about: new rubies from Madagascar, zultanite from Turkey, amethyst from Zambia. Most of your customers will never visit...
IT’S SEPTEMBER. And that means one thing? it’s time to fold up the deck chairs, stow the sunscreen, and start getting ready for the holidays. Helping...
1. Not making any headway with your brainstorming sessions? Go it alone. Seth Godin cites a psychological study that shows that a team of four people,...
WHIP OUT YOUR data sheets, it’s time again to see how you measure up against Joe Average?Jeweler. Monthly figures are below. Our highlight category for July...
First part of three-part series: To be in the Top 25% for efficiency in all areas will help you earn the most money.
Taking in repairs may be "part of the job" is part of their job," but it's still making you money and building relationships with future customers.
MOMENT OF TRUTHGive An Experience McDonald’s? Customer service? Experience? That’s right. Ken Blanchard, author of Raving Fans, likes to cite the example of a McDonald’s that...
LOOKING FOR A yardstick? You’re in luck. Instore has teamed up with the The Edge Retail Academy to provide readers with monthly benchmarking figures they can...
Know when and how to use grading reports in your sales presentations. They can be a great partner, with the right kind of customer.
Highly seasonal sales patterns can make running a jewelry store a perilous affair. The key to survival is knowing how to measure cash flow.
Left to run itself, your shop will descend into chaos. A supervisor can ensure calm reigns, customers are kept happy, and the dollars flow.
Sales are stable, but you'd like to see more customers coming in? Shane Decker can help.
GET IN YOUR CUSTOMER’S HEAD A recent New York Times article about the persuasive power of mimicry cited the example of legendary auto-parts salesman Veldon Smith....
Organize your process for repair drop-offs and pick-ups, and your customers, jewelers and bottom line will thank you for it.
Acting defensively will only hurt your chances of survival. Now is the time to start playing offense in your business mind-set.
Sleep better at night, knowing you won't run into cash-flow troubles with some simple predictions and a little bit of forecasting.
The second edition of our poll is bigger and better.
Plus, how to use a recession to find better talent.
SBA-backed loans let you keep working capital in reserve for cash flow, says Laurie Owen.
Your job's not done after a customer agrees to buy, says Shane Decker.
Let custom work be your salvation in a tough year, says David Geller.
He felt his life's calling when he cast his first silver ring in a silversmithing class in high school.
This guy had some issues.
The answer is to create your own store "university" for employees, says Shane Decker.
Also, be nice to leavers!
Laurie Owen tells you how to prepare if economic times get rocky.
If a custom-design ‘model' isn't selling, it's costing you, says David Geller.
Your customers’ mental state is everything, so don't use them in your bathroom.
Plus, strategies for following up on customer referrals, and the pros and cons of Paypal.
Turn the satisfied into the enthusiastic, says David Geller.
A convicted embezzler tells Laurie Owen how he stole from his employers … and how to stop people like him.
Shane Decker offers ways to wow customers with super repair service.
Don't let rising gold costs affect repairs, says David Geller.
Magnets help with gem identification; partner with other business; more.
Stop wasting money, and start protecting your business with Laurie Owen's quick and easy bill-paying checklist.
Answer 'yes' to every one of these after each sale, says Shane Decker.
Shane Decker explains why diamonds are cheap. (Part 2 of 2)
Hire the right numbers people, says Laurie Owen.
David Geller's tale of two stores highlights the importance of GMROI.
Make that 5 percent count!
David Geller shares how to sell more and charge more for custom work.
Do you have what it takes to be a top performer? asks Laurie Owen.
Would you go as far as these stores did to pamper your customers?
Match the length of the loan to the life of the asset, says Laurie Owen.
Target thos newly promoted workers and recent retirees.
David Geller tells how beer might change the way you pitch repair prices.
Make shopping fun!
David Geller names three professions for which price is not an issue.
You have 30 seconds to make the right impression, says Shane Decker.
Laurie Owen explains why every store needs a buy-sell agreement.
Check out Apple's secret.
Shane Decker shows you how to spend your own time wisely.
Laurie Owen explains why you should love your banker.
Don't do shop-repair work for other stores, says David Geller.
Plus safer jewelry shipping, and the broadcast media you should be using.
Plus, who to hire for the summer.
Laurie Owen provides a simple formula to determine whether expansion makes financial sense for you.
David Geller is ready to pay you a big, fat salary — just as soon as that big, fat sale gets done.
Strong leadership means making sacrifices, warns Shane Decker.
Plus, the right time to ask a customer about his or her budget.
See how one jeweler does charity.
Live by it and you’ll be happier, have a better attitude, and a cooler workplace.
Offering guarantees of satisfaction on repair work means more profits, says David Geller.
Know thyself and thy business, Laurie Owen says.
APPRAISALS Since the holidays I’ve had people coming in to ask me to check if their new jewelry “is the real thing.” Some of the items...
Be a shopping buddy!
Laurie Owen shows you how to review financial statements like a pro.
Scare away repairs, scare away customers, says David Geller.
It's up to owners and managers to get their sales teams to role-play and practice their sales skills, says Shane Decker.
And measure your success. ..
A close inspection of your budget could reveal that you have to sell more stuff to make any profit this year, warns David Geller.
Shane Decker helps you fight the discounter down the street with reasoning about prices your customers are sure to understand.
Don't let your excess inventory gather costs, warns Laurie Owen.
Also, a midweek Valentine's means big business for sellers of flowers.
David Geller tells you how better planning puts more cash in your pocket.
When it comes to the balance sheet, warns Laurie Owen, doing nothing is usually the worst possible decision.
It's great to romance the product, but, Shane Decker says, it's more important to have an interest in their special event.
Unwavering commitment to a city in crisis brings unintended rewards for one store owner.
With the holidays upon us, Shane Decker offers the keys to a king-sized selling season.
Can't find good people? Do what this innovative Wisconsin jeweler does and try making your own.
What about a money-back guarantee on diamond rings?
AS A STORE-OWNER, it’s important for you to know style. It’s important for you to know prices. But the thing that it’s most important for you...
David Geller lays down the laws of putting your jeweler on commission.
Scarsdale, NY, log cabin became a local landmark the moment it opended .
Buffalo jeweler does more than $1 million a year in sales from revamped coffee hut.
Do what lawyers do and outsource some of the work.
Under-priced repairs are killing your profits, warns David Geller.
Smart salespeople know when to shut up, says Shane Decker.
Two-storey glass mounttain drawing the crowds in Silicon Valley.
Don't waste time. Cut to the chase!
Holding out for that big pay day can be fatal, warns David Geller.d
Philadelphia’s rockingest jeweler plays a new tune with allenttown store.
How much you want isn't the bank's main concern. It's how the debt is structured, says Laurie Owen.
Plus, hold your own lottery!
The best store design in the world won't offset lame staff. Shane Decker lists the four things your sales associates must get right.
What factor above all else will determine whether your store struggles or prospers? Inventory. David Geller explains why.
Josephs Jewelers, Des Moines, IA OWNERS: Toby and John Joseph; ADDRESS: 5425 Mills Civic Parkway; West Des Moines, IA 50266; PHONE: (515) 440-2991; URL: josephsjewelers.com; YEAR...
Underwood’s Fine Jewelers, Fayetteville, AR OWNERS: Bill and Craig Underwood; ADDRESS: 611 West Dickson Street, Fayetteville, AR 72701; PHONE: (479) 521-2000;URL: underwoods.com;YEAR FOUNDED: 1957; OPENED FEATURED...
FAYETTEVILLE? NO, COULDN’T BE. Maybe it was all those hillbilly jokes, but I just couldn’t believe INSTORE’S “America’s Coolest Store” was going to be found nestled...
Make your suggestion box work for you; don't be frightened of new ideas; and more ideas for jewelers.
Tired of renting? When you're ready to buy, be sure to borrow like the big guys. Laurie Owen shows you how.
It's tough out there. But instilling some simple sales habits can turn your business around, says David Geller.
Consider e-tailers worthy adversaries, with a weakness, says Shane Decker.
Stafford jewelers finds hard work does generate good luck.
Uptown jeweler uses Net's 'flea market' to breathe life into dead inventory
Exclusive invites; unique store names bring business; and more tips for jewelers.
29-year-old Smooth Seller from Keller, TX says it's possible to provide top-notch service on Net
GIVE YOUR STORE a perfect figure. 4.8% What is it? How much the top performers in the 2004 Jewelers Financial Benchmarking Study spent on occupancy costs....
He's shared advice with you for five years. Now find out where it really comes from.
You won’t see any chandeliers or imported marble at JDC. This is frontier territory.
Make that store signage memorable!
Customer credit helps you make sales. But it can also strangle your business. Laurie Owen helps you escape the grip of evil A/R.
David Geller never thought much of Las Vegas. But some great business, and a few acrobats, changed his mind.
Grumpy salespeople put a frown on Shane Decker's face, and can kill your store's sales.
Get a cat!
Customers will always tell you they're just looking. Don't fall for it, says Shane Decker.
The seeds of tomorrow's cash crisis are being sown today, says Laurie Owen. She gives us some warning signs.
David Geller understands why jewelers offer free repairs and services. But that doesn't mean he agrees with it.
An old-school jeweler updates its image with striking new design.
Get yourself a good old blackboard, do something thinking in the shower; more.
Building custom-design business can super-size your profits, says David Geller. And it's not as hard as you think.
Stats to know for your store.
Are your salespeople making you money? Shane Decker tells you the different metrics that will make the answer clear.
Wisconsin jeweler reaps big rewards from a small move.
Shoot for 10,000 steps a day, however you can get them.
Are you still doing you own payroll? Outsourcing it could save you time and (yes!) money, says David Geller.
Customers are getting real smart, real fast. To increase your sales, you've got to do the same, says Shane Decker.
Bernie Robbins Jewelry just keeps on growing.
And one idea to add excitement to your "last call wall".
Hey, all you salespeople who act like you don't have the right to ask for the sale! Shane Decker has something to tell you.
After a win on the sales battlefield, it's time to divvy up the spoils. David Geller offers five commission options.
Josephs Jewelers, West Des Moines, IA OWNERS: Toby and John Joseph; FEATURED LOCATION OPENED: June 2005; YEAR FOUNDED: 1871; STORE AREA: 18,500 sq. ft; ADDRESS: 5425...
"Tell your mom Barbara hello!”
Also, learn how to deal with customers who, A.) won't shut up, or B.) won't start talking.
Ready to fight for big sales increases next year? Set your strategy and mass your forces, says David Geller.
Tapper’s Jewelers, West Bloomfield, MI OWNERS: Howard and Steven Tapper; YEAR FOUNDED: 1977; DATE OF LAST REMODEL: October 2005; ARCHITECT/DESIGN FIRM:JGA; ADVERTISING SLOGAN:“Mark The Moment”; STORE AREA:...
What would make your holidays truly happy? Getting rid of your old inventory. David Geller shows you how to make it happen.
Straight commission plans are risky, but lucrative. Shane Decker explains how to make yours work.
Kimball’s Jewelers, Kingston Pike Knoxville, TN OWNERS: Kimball’s Jewelers; OPENED FEATURED LOCATION: July 2004; STORE AREA: 12,289 sq. ft; ADDRESS: 6464 Kingston Pike Knoxville, TN 37919;...
How should you compensate your sales staff? Shane Decker tells you how in the first of a two-part series.
David Geller says you're looking at your repair department all wrong. Here's how to fix it.
Foland’s, Royal Oak, MI OWNERS: Foland’s;OPENED FEATURED LOCATION: October 2004; STORE AREA: 2,300 sq. ft; ADDRESS: 630 East 11 Mile Road, Royal Oak, MI; PHONE: (248)...
They don't just increase sales. They can also improve selling behaviors.
It's easy to find out what your male customers want, as long as you ask the right questions, says Shane Decker.
Bailey Banks & Biddle, Houston, TX OWNERS: Bailey Banks & Biddle; OPENED FEATURED LOCATION: 1990s; BUSINESS FOUNDED: 1832; LAST REMODELLING: August 2004; STORE AREA: 7,000 sq. ft; ADDRESS: Houston Galleria,...
One way to get better prices on repairs is to learn how to romance them. David Geller is your 'love doctor.'
Expensive carpet and luxurious display cases do not make a cool store, says Shane Decker. Amazing people do.
Justice Jewelers, Springfield, MO OWNERS: Woody Justice; ADDRESS: 3520 E. Battlefield, Springfield, MO 65809; PHONE: (888) 246-3049, (417) 881-0551; FAX: (417) 881-2063; URL: justicejewelers.com; YEAR FOUNDED:...
Hyde Murphy Jewelers, Hamburg, PA OWNERS: Patrick Murphy; ADDRESS: 16 Jetson Drive, Hamburg, PA; PHONE: (610) 562-2528; FAX: (610) 562-2528; URL: murphyjewelers.com;YEAR FOUNDED: 1913; 2004 REVENUES:...
I. Gorman Jewelers, Washington, DC OWNERS: Adam, Ivan, Bonnie and Nicole Gorman; ADDRESS: 1120 20th Street NW, Washington, DC 20036; PHONE: (202) 775-8544; FAX: (202) 775-8321;...
Eve J. Alfillé Gallery & Studio, Evanston, IL OWNERS: Eve J. Alfille; ADDRESS: 623 Grove St., Evanston, IL 60201; PHONE: (847) 869-7920; URL: evejewelry.com; YEAR FOUNDED: 1987; 2004...
Harold Jaffe Jewelers, Toledo, OH OWNERS: Jeff and Ivan Jaffe; ADDRESS: 4211 Talmadge Rd., Toledo, OH, 43623; PHONE: (419) 472-4480; URL: haroldjaffe.com; YEAR FOUNDED: 1946; 2004...
Hyde Park Jewelers, Phoenix, AZ OWNERS: Steven Rosdal, CEO; Michael Pollak, President; ADDRESS: 2442 E. Camelback Rd., Phoenix, AZ 85016; PHONE: (602) 667-3541; URL: hydeparkjewelers.com; YEAR...
Schwarzschild Jewelers, Midlothian, VA OWNERS: Merritt Mayher, president and CEO; ADDRESS: Alverser Plaza, 1200 Alverser Drive, Midlothian, VA, 23113; PHONE: (804) 344-0150; URL: schwarzschild.com; YEAR FOUNDED:...
J.R. Dunn Jewelers, Fort Lauderdale, FL OWNERS: The Dunn family (Jim, Ann Marie, and Sean); ADDRESS: 401 East Las Olas Blvd. Suite 100, Bank of America...
Becky Beauchine Kulka, Okemos, MI OWNERS: Becky Beauchine Kulka; ADDRESS: 3544 Meridian Crossing Okemos, MI 48864; PHONE: (517) 347-4000; FAX: (517) 347-1496; URL: bbkfinejewelry.com; YEAR FOUNDED:...
Bigham Jewelers, Naples, FL OWNERS: Kathy and Gary Bigham; ADDRESS: 2425 Tamiami Trail North #101, Naples, FL 34103; PHONE: (239) 434-2800; FAX: (239) 434-2818; URL: bighamjewelers.com;...
That guy in the t-shirt and ratty jeans might just be your next big sale, says Shane Decker. So don't blow it!
Tempted to keep your bench busy by taking in other stores' repairs? Look before you leap, says David Geller.
Bigham Jewelers, Naples, FL OWNERS: Kathy and Gary Bigham; OPENED FEATURED LOCATION: October, 2004; BUSINESS FOUNDED: 1995; STORE AREA: 28,000 sq. ft; ADDRESS: 12425 Tamiami Trail...
The secret of becoming a sales superstar lies in turning browsers into buyers, says Shane Decker.
If you're not getting the prices you want, David Geller says it's because you've never asked.
Murphy Jewelers, Hamburg, PA OWNERS: Patrick Murphy; OPENED FEATURED LOCATION: 2004; BUSINESS FOUNDED: 1913; STORE AREA: 6,700 sq. ft; ADDRESS: 16 Jetson Drive, Hamburg, PA; TARGET...
Shane Decker offers more ammunition to prove diamonds are underpriced, in the last of a series.
In the last part of his QuickBooks series, David Geller shows how the figures you've generated can help you boost profits.
Reis-Nichols, Indianapolis, IN OWNERS: B.J. Nichols; OPENED FEATURED LOCATION: 1998; BUSINESS FOUNDED: 1919 (as Reis Jewelers); STORE AREA: 11,500 sq. ft; ADDRESS: 3535 E. 86th Street,...
In the second part of his QuickBooks series, David Geller moves closer to the goal — accounts that truly reveal your business.
Shane Decker shows you how to prove diamonds are underpriced, in the first of a two-part series.
Schwarzschild Jewelers, Midlothian, VA OWNERS: Schwarzschild Jewelers; PRESIDENT AND CEO: Merritt Mayher; OPENED: October 2003 (New Location); BUILD-OUT COST: $1 million; STORE AREA: 5,000 sq. ft;...
Just the FAQ's, ma'am. Michelle Rahm answers commonly-asked questions on credit-card crimes.
If you really want to be a superstar sales manager, stop trying to do everything. Shane Decker shows you how to share the load.
David Geller fires up QuickBooks, and shows you the first steps towards organizing your store's accounts.
Marley Fine Jewelry, Pikesville, MD OWNERS: Marley Simon, President (w/investors); OPENED: 2004 (New location); DECORATING COST: $750,000; STORE AREA: 3,200 sq. ft; ADDRESS: The Festival at Woodholme,...
Robbins Bros, Montclair, CA EVEN WHEN SURROUNDED by fellow soldiers in war zone, a Marine often finds himself alone with his thoughts — even if it’s...
Your job's hard enough. Why not work with suppliers who make it easier?
David Geller shares the secrets of organizing your books to show what areas of your business are really making money.
No man is an island on the sales floor, says Shane Decker. You need teamwork to seal the deal.
Sissy’s Log Cabin, Pine Bluff, AR OWNERS: Sissy Jones; OPENED: 1970; LAST REMODELLING: November 2003 (expanded to current size); STORE AREA: 11,000 sq. ft; ADDRESS: 2319 Camden...
The sale is closed. So your job's finished, right? Wrong, says Shane Decker, it's just beginning.
If you're not recording values when taking in a customer's jewelry, you could be in for an expensive lesson, says David Geller.
Traditional Jewelers (Fashion Island branch), Newport Beach, CA OWNERS: Marion and Lulu Halfacre; OPENED: Purchased Traditional Jewelers in 1979; opened new store in 1991; LAST REMODELLING:...
Energize your holiday sales by giving electronics to your store's highest sellers, suggests David Geller. Would you spend a measly $1,594.95 to have a fabulous Christmas?
“ALL MY CUSTOMERS care about is price.” Sound familiar? In all my years of working with jewelers, I don’t think I’ve heard a more commonly-used excuse...
In search of Americaʼs most unique jewelry retail businesses.
The holidays mean more lost opportunities than any other season, says Shane Decker.
Century mark means exclusive club membership for Oklahoma City jeweler.
It's hard to sell high-end when you're scared, says Shane Decker.
So your holiday orders are written in stone? Not so fast, says David Geller. There's still time for some tweaking.
Shane Decker tells you how to close without being pushy, and answers other burning questions from INSTORE readers.
Creating financial forecasts in QuickBooks isn't nearly as hard as most people think, writes David Geller.
Itʼs difficult to pronounce, but easy to love this modern classic.
ʻPersonal jewelerʼ provides clients with a little touch of home.
Warmth, wit and wow! Make this one cool prototype store.
Conquering cousins create a hip store with an urban edge.
Whatʼs old is new in a historical store selling original jewels.
Everythingʼs fun In the sun with this colorful Florida store .
Paradise for shopaholics provides a Caribbean touch.
Ultra-modern approach makes this store flawless in Seattle.
Itʼs something wild when high-end meets the tropics.
Mine, oh mine ... introducing ʻAmericaʼs Coolest Storeʼ.
Bristol and Bragg Diamond Jewelers took their wedding bands to the airwaves.
Should you negotiate price with your customers?
In search of Americaʼs most unique jewelry retail businesses...
This month, Shane Decker tackles questions from Instore's retail readers. Fire away.
To fight Internet competitors, start by reconsidering your approach to memo, says David Geller.
Curt Parker Jewelers; St. Louis, MO CURT PARKER JEWELERS may not have the same promotional budget as Anheuser-Busch, but when it comes to corporate sponsorships, the...
Understanding 'cost of goods' is key to determining the health of your business, says David Geller.
Don't be shy ... bring out your best. Shane Decker offers four reasons you should show everyone a high-ticket item.
The right pay structure makes your sales manager a partner in your business without signing over your shares, says David Geller.
Looking for different approaches to selling jewelry? These four stores have a few ideas for you.
If your salespeople aren't showing your best stuff to every customer, they're letting you down, says Shane Decker.
Identifying your store's key metrics, and working to raise them, is your ticket to success, says David Geller.
It's time for maximum motivation. David Geller outlines different commission programs you can use in your store.
Waiting for the holidays to save your bacon ... again? It doesn't have to be this way, says Shane Decker.
If you're having problems finishing repairs on time, says David Geller, it's time to get organized.
If they don't do this, then you’ve probably got yourself a clerk.
Commissions are great, says David Geller. But for maximum motivation, combine your commission program with a 'stretch goal' reward program.
Doing this is anything but an admission of incompetence.
Want to beat the competition this Christmas? David Geller gives you 12 promotional ideas that will help do the trick.
Shane Decker identifies the ultimate sales killers.
WANT TO MAKE your shop really hum this holiday season? Here’s the steps you need to take. Starting … just about … now! 1. Start now...
Florida store aims to make customers feel at home ... albeit a very beautiful and comfortable one.
MALCOLM ALDERTON of ARMS warns you about one thing that can make the holidays go very, very wrong. It’s A Fact. Overbuying for Christmas is the...
Hip, happening, and in-your-face — to match the jewelry!
When it comes to company benefits, a little goes a long way. Here's how to make the most of yours.
Expanding your store can be the best decision you ever make, says David Geller. But don't bite off more than you can ... pay for.
Upscale luxury with a lavish attention to detail.
Viva Las Vegas! a blend of industrial, natural, and classic styles in a desert setting.
White sands! white rocks!
A red southwestern modern cave in the heart of New York city.
Bayside comfort, luxury and style.
Hi-tech luxury with modern, stylish design.
Where carrie bradshaw would shop ... if she lived in Arkansas.
When customers raise objections, they’re really giving you clues on how to close the sale.
Getting your jeweler on a commission plan makes sense, writes David Geller ... if you make it profitable for both parties.
Molina Fine Jewelers, Phoenix, AZ OWNERS: Molina Fine Jewelers; ADDRESS: 33134 East Camelback Road Phoenix, AZ 85016; PHONE: (602) 955-2055 FOUNTAINS, GARDENS, chandeliers, a copper dome...
Modern gothic chic in New Yorkʼs thriving Nolita area.
Sophisticated chic in an upscale community.
With these handy tools in your selling arsenal, you will be able to close any customer.
Is your bench is lifting its fair share of your store's weight? David Geller shows you how to run the numbers.
A Minnesota institution builds a luxurious new flagship store.
Almost everybody who comes into your store is there to buy. And they will … if only you let them.
David Geller says jewelers too often look only at the short term when determining the success of an advertising campaign.
Mvw Gallery, New Orleans, LA OWNERS: Mary Viola Walker; ADDRESS: 3652 Magazine Street, New Orleans, LA 70115; PHONE: (504) 891-4122 IF YOUʼRE LOOKING FOR “Southern hospitality”, MVW...
Like magic, an abandoned gasoline station becomes a beautiful jewelry store.
That line you bought that never sells ... but generates lots of special orders? Here's how to turn a profit on it.
Gerace Jewelers, Runnemede, NJ OWNERS: Lou and Marie Gerace; ADDRESS: 754 W. Clements Bridge Road, Runnemede, NJ 08078; PHONE: (856) 312-1222 AN ABANDONED GASOLINE STATION. Hardly...
Knowing which you are can determine how much you close.
Hate doing repairs? We understand. But David Geller says they're a great service to offer ... unless you hate making money.
Camden & Co.Jewelers, Jonesboro, AR OWNERS: Pam Hyneman; ADDRESS: 2704 Alexander Drive, Suite A, Jonesboro, AR ; PHONE: (870) 932-6456 EVERY NEW STORE is a new...
It’s easy to blow a sale when the customer asks you, ‘What does it cost?’ Here's how to respond.
Having too much inventory in like throwing away money. David Geller helps you figure out how much is too much.
Clodius & Co. Jewelers Address: 308 West State Street, Rockford, IL 61101, Phone: 815-490-9400, URL: clodiusco.com FOR THEIR SECOND STORE, Mark and Monika Clodius wanted to...
Clodius & Co. Jewelers, Rockford, IL OWNERS: Mark and Monika; ADDRESS: 08 West State Street Rockford, IL 61101; PHONE: (815) 490-9400 FOR THEIR SECOND STORE, Mark...
Jewelers share the things you should probably know if you want to start a family business.
Technical information can help you make sales. But be very careful not to go overboard.
Looking to have a better 2003? David Geller's got a list of New Year's resolutions that all jewelers should think about.
Dupuis Et Fils Jewelers And Goldsmiths, Jackson, MI OWNERS: Philip J. Dupuis; ADDRESS: 5160 W. Michigan Avenue Jackson, Michigan; PHONE: (517) 784-8525 PHILIP J. DUPUISʼ regal-looking store has a wealth of...
Worthmore Jewelers Inc., Atlanta, GA OWNER: DWorthmore Jewelers Inc.; ADDRESS: 500 Amsterdam Avenue L3 Atlanta, GA 30306; PHONE: 404-892-8294 WITH ITS BRIGHT COLORS jazzy atmosphere, and...
The Galaxie Jewelers, Houston, TX OWNERS: Dee and son Kip Stodghill; ADDRESS: 2511 Sunset Boulevard Houston Texas 77005; PHONE: 713-521-2511; FAX: 713-521-3700 DEE AND SON KIP...
Kokopelli Inc., New York, NY OWNER: Kokopelli Inc.; ADDRESS: 152 Prince Street New York, NY 10012; PHONE: 212-925-4411; FAX: 212-226-0700 KOKOPELLI’S AN EYE-CATCHING STORE , alright,...
JoEllen Jewelers Inc., Mendham, NJ OWNER: JoEllen Jewelers Inc.; ADDRESS: 2 Hilltop Road, Mendham NJ 07945; PHONE: 973-543-9989 WHEN JOELLEN MENDHAM first saw what was to...
Mignon Faget, New Orleans, LA OWNER: Mignon Faget; ADDRESS: 3801 Magazine Street New Orleans, LA 70115; PHONE: 504-891-2005 NEW ORLEANS DESIGNER MIGNON FAGET opened her Magazine...
Legend Jewelers, San Angelo, TX OWNER: Legend Jewelers; ADDRESS: 18 East Concho Avenue San Angelo Texas 76903; PHONE: 915-653-0112; FAX: 915-655 2616 MARK PRIEST, owner of...
Jared, Akron, OH OWNER: Jared; ADDRESS: 375 Ghent Road, Akron, OH 44333; PHONE: 330-668-5000 THE REDESIGN of this handsome freestanding store by design group Jencen took...
Wanna Buy A Watch?, Los Angeles, CA OWNER: Wanna Buy A Watch?; ADDRESS: 7366 Melrose Avenue, Los Angeles, CA 90046; PHONE: 323-653-0467 OUR THIRD-PLACE STORE, Wanna...
The Collector Fine Jewelry, Fallbrook, CA OWNERS: The Collector Fine Jewelry; ADDRESS: 912 S. Live Oak Park Road, Fallbrook, CA 92028; PHONE: 760-728-9121 THE COLLECTOR was...
The deBoulle Salon, Dallas TX OWNERS: Karen and Dennis boulle; FOUNDED: 1983; AREA: 1,800 square feet; ADDRESS: 6821 Preston Road Dallas, Texas 75205; PHONE: 800-454-4367; URL:deboulle.com...
T. Foster & Co., Yardley PA OWNER: T. Foster & Co.; ADDRESS: 7 South Main Street, Yardley PA 19067; PHONE: 215-493-6100 TIM AND SUZANNE FOSTER’s historic...
Decatur City Jewelers, Decatur, GA OWNERS: Brett Weiler; ADDRESS: 117 Clairemont Avenue Decatur Georgia 30030; PHONE: 404-377-7643; URL: decaturcityjewelers@earthlink.net CBE THE CLOUDS, might be the use...
Judith Ripka, Beverly Hills, CA OWNER: Judith Ripka; ADDRESS: 234 North Rodeo Drive, Beverly Hills, CA 90210; PHONE: 310- 275-3013 ABOUT AS EXCLUSIVE as you can get,...
Continental Diamond, St. Louis Park, MN OWNER: Continental Diamond; ADDRESS: 1600 Utica Avenue, St. Louis Park, MN 55416; PHONE: 952-593-5602 IN CONTINENTAL DIAMOND, our runner-up Coolest...
Decatur City Jewelers, Decatur, GA OWNER: Brett Weiler; ADDRESS: 117 Clairemont Avenue Decatur Georgia 30030; PHONE: 404-377-7643; URL: decaturcityjewelers.com GEORGIA GEMOLOGIST Brett Weiler considers his Cool...
Legend Jewelers, San Angelo, TX OWNER: Legend Jewelers; ADDRESS: 18 East Concho Avenue San Angelo Texas 76903; PHONE: 915-653-0112; FAX: 915-655 2616 THESE DAYS, customers browsing...
Push, New York NY OWNER: Push; ADDRESS: 240 Mulberry Street, New York NY 10012; PHONE: 212-965-9699; URL: pushjewelry.com TUCKED AWAY IN NEW YORK ‘s Nolita (‘North...
Samuel Gordon Jewelers, Oklahoma, OK OWNER: Samuel Gordon; FOUNDED: 1904; ADDRESS: 5521 North Penn Oklahoma 73112; PHONE: 405-842 3663; FAX: 405-842 3090; URL: samuelgordons.com OKLAHOMA UBER-JEWELERS...
Mignon Faget, New Orleans, LA OWNER: Mignon Faget; FOUNDED: 1883; ADDRESS: 3801 Magazine Street New Orleans, LA 70115; PHONE: 504-891-2005 NOTED NEW ORLEANS ARTIST and designer...
Judith Ripka, Beverly Hills, CA OWNER: Judith Ripka; ADDRESS: 234 North Rodeo Drive Beverly Hills, CA 90210; PHONE: 310-275-3013 DIVINE DESIGNER JUDITH RIPKA s star is...
The Deboulle Salon, Dallas, TX OWNERS: Karen and Dennis boulle; FOUNDED: 1983; AREA: 1,800 square feet; ADDRESS: 6821 Preston Road Dallas, Texas 75205; PHONE: 800-454-4367; URL:deboulle.com...
67. How many stores do you operate? 1 90% 2 7% 3-5 2.7% 6 or more 0.3% 68. Where is your (main) store located? In a...
62. How many full-time employees do you have? (Or average per store) 0 9% None, but I have some part-time help 8% 1 9% 2 15%...
49. How long has it been since you updated/overhauled/installed new … COMMENT: The nearly 80% of jewelers who have updated their website in the last two...
42. Back in 8th grade (or whenever), what did your classmates vote you? FRIENDLIEST (40) Most Likely to Succeed (24) Class Clown (23) Most Shy (15)...
37. Who are you going to vote for in the 2020 presidential election? DATA DIG: The political preferences of jewelers mostly follow wider national trends: Trump...
27. If you furloughed employees when the pandemic started, have you … Brought back all your employees 37% Brought back some employees in line with the...
11. What are the 3 best-performing brand-name jewelry lines that you carry based on both the financial return and the effort required to sell them? 12....
1. Given the disruption of the last six months, what percentage of your inventory is now over one year old? Less than 10% 5% 10 to...
Colorful Erica Courtney earrings were a standout amongst all this year's incredible designs.
Connecticut-based Linda Hoj is our judges' choice for the year's fastest-rising new designer.
Erica Courtney pendant featuring a 40-carat morganite makes biggest statement with judges of this category.
Gold ring with hand-painted blue enamel from Bleu Royale takes the category.
Judges rave over "knockout" statement earrings from Erica Courtney.
Paperclip drop earrings from Shy Creation capture the hearts of our judges.
Judges pick a colorful design featuring East African gemstones from Debra Navarro.
Paperclip chain bracelet with diamonds from Shy Creation takes the prize.
Art deco platinum and yellow gold necklace earns honor for Ricardo Basta for E. Eichberg.
Shy Creation's evil eye necklace earned top honors in this necklace category.
Erica Courtney's yellow gold with emerald ring steals judges' hearts.
"Eye-catching" colors helped this cocktail ring from Pharaoun win its second top prize.
Évocateur Cuff with 22K gold leaf and sterling silver leaf, available in various widths and handmade to order in the USA, $318 jonathan landsberg: Very cool...
Vahan Jewelry honored for "very feminine" silver and gold bracelet with diamonds.
"Wow" colors make this entry from Pharaoun Cocktail Rings a category winner.
"Classic" platinum cat’s-eye chrysoberyl ring from Oscar Heyman is honored.
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