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Yoga, Tequila and Huey Lewis — Jewelers Share Their Most Unusual Holiday Coping Strategies

Everybody has to find a way to release the pressure somehow.

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This story was originally published on INSTOREMAG.COM in November 2016.

1. I dance wildly to the radio in my back office. — Kate Pearce, Pearce Jewelry, West Lebanon, NH

2. I spray orange-scented essential oil around my store to heighten the good vibes. — Janne Etz, Contemporary Concepts, Cocoa, FL

3. Play as much Huey Lewis and the News on the store stereo system as possible. — Matthew and Emily Clark, Spath Jewelers, Bartow, FL

4. I’ve made a fair amount of jewelry while drinking tequila. — Daniel Spirer, Daniel R. Spirer Jewelers, Cambridge, MA

5. I dress up as Santa Kas. I have a lady Santa outfit. It’s pretty; not a Mrs. Claus outfit. — Kas Jacquot, Kas A Designs, Jefferson City, MO

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6. Inhale rosemary essential oil for focus. — Julie Terwilliger, Wexford Jewelers, Cadillac, MI

7. I wear a bow tie every Christmas Eve while working the sales floor. I never wear bow ties, so it throws people off. — Marc Majors, Sam L. Majors, Midland, TX

8. I go out the back door and talk to myself, if just for a few minutes. Sometimes even the boss needs a pep talk or a scolding! — Rosanne Kroen, Rosanne’s Diamonds and Gold, South Bend, IN

9. I always have an adjustable set of dumbbell weights in my office. During times of stress or just to get my mind right, I will rep out a few sets. It tends to be a major stress reliever for me. It’s similar to positive reinforcement. — Howard Jacobs, Toodies Fine Jewelry, Quincy, MA

10. Every morning, I watch Golden Girls as I get ready for work. I get some of my best one-liners from Bea Arthur. — Mary Jo Chanski, Hannoush Jewelers, Rutland, VT

11. Downward dog yoga poses in the middle of the floor. — Meg Rankin, J. Rankin Jewelers, Edmonds, WA

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12. Each morning, I start the day with a self-made juice consisting of carrots, beets, ginger, celery, apples, lemon, green peppers, bananas (bitter melon in season) and spinach. — Kent Bagnall, Kent Jewelry, Rolla, MO

Over the years, INSTORE has won 76 international journalism awards for its publication and website. Contact INSTORE's editors at editor@instoremag.com.

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VIDEO HIGHLIGHT

Jimmy DeGroot

Be Ready for ‘What Do You Have for $100?’ and Other Holiday Questions

As Christmas approaches, the queries you’ll hear from customers are actually pretty predictable, says jewelry store training expert Jimmy DeGroot. Here's how to make sure your team is prepared for the more common ones.

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Manager's To Do

Make the Most of Christmas with This December To-Do List

See how you can remain on the game while enjoying the Christmas season.

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Dec. 3-9

OPERATIONS Starting today, make it a rule: Everyone must greet each other with a cheery “Merry Christmas” (or, yes, “Happy Holidays,” if that’s a better fit) every morning. When all is said and done, you sell joy and you and your staff’s good moods will determine much of your success.

HUMAN RESOURCES Take care of your team, says Kent Bagnall, owner of Kent Jewelry of Rolla, MO. “Make sure all inventory is correctly marked and that staff is kept up to date and properly trained for the holiday rush. I make a special effort to ensure that they take care of their health during the holiday season.”

MANAGEMENT Start holding short morning meetings. To ensure they stay brief, insist everyone stand. Update staff on things like average sale, which pieces to show first, repair deadlines, any ads you’re running and what’s being highlighted in your window cases.

Video: To Improve Your Email Marketing, Read This Book
Jim Ackerman

Video: To Improve Your Email Marketing, Read This Book

Gene the Jeweler’s Rule: Never Buy the Same Piece Twice
Gene the Jeweler

Gene the Jeweler’s Rule: Never Buy the Same Piece Twice

How to Turn Your Gift Cards Into Something People Actually Buy
Jim Ackerman

How to Turn Your Gift Cards Into Something People Actually Buy

Dec. 10-16

DISPLAYS Tweak your window displays. Move things around and highlight different categories in your windows (especially your key price point jewelry). To window shoppers, it sends the message that you have a wide range of merchandise that is moving quickly.

INVENTORY Watch your reports like a hawk. Start making small markdowns on slower selling items to help clear case space for bestselling items during the last two weeks of the holiday season. And stay on top of your vendors. Timely delivery is critical right now.

INVENTORY Be sure to promote your store’s gift cards this month. One idea to make it an easier sell: Add 10 to 20 percent cash value to any gift card you sell.

GOODWILL Play Santa: Sneak a little gift into every wrapped item.

Dec. 17-23

SPIFFS Tack up envelopes on your bulletin board with labels like “Most Add-Ons” and “Highest-Value Sale.” Day’s winner gets the envelope and the prize inside.

SOCIAL MEDIA If you haven’t seen your social network “fans” in the store yet, why not urge them to come in early for special VIP hours?

OPERATIONS Dec. 22, the final Saturday before Christmas, may well be the biggest shopping day of the year. Go over your plans for staffing, stock and hours.

Dec. 24-30

INVENTORY It’s return season. Accept those painful returns with a big smile. If you handle the returns as well as you handled the sales, those customers will inevitably return.

CRM Begin entering all that customer data you collected in the last few weeks. You did have a system in place to collect those all-important email addresses, right?

MANAGEMENT Holding an end-of-season staff party? Consider joining up with someone else in your strip mall. It will help save costs and build potentially useful relationships.

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Dave Richardson

Why Attitude Is More Important Than Experience When Hiring

Hire for attitude rather than just experience.

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WHY IT IS TRUE: The key question in hiring a new sales associate is, can this person sell? The second question is, does this person have any jewelry sales experience?

PLAN OF ACTION: Be careful hiring someone with jewelry experience, particularly if that experience comes from different stores over a number of years.

My philosophy has always been this: it is easier to train a good salesperson to sell jewelry than to train someone who knows jewelry how to sell.

Most importantly though, look at the person’s attitude toward selling, enthusiasm for working with customers, and results during their sales career. Chances are you will score a real winner.

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Line Time

This Is The Best Line to Use When You Just Can’t Do Something

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“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 why it’s not comfortable; they’ll respect your choice. You don’t have to defend it.

Source: Scott Ginsberg, a.k.a. “That Guy with the Nametag,” networking expert and author

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