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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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Gene the Jeweler

When Gene the Jeweler Speaks, His Employees Listen

In this episode of Jimmy DeGroot’s Gene the Jeweler series, Gene has a simple request for his employees. The good news is that they follow his instructions. The bad news is that they follow a bit too literally.

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Editor's Note

These Are The Three Factors Driving Revolution in the Jewelry Industry

All three are technology-based.

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WHEN A BUSINESS REVOLUTION arrives, there’s no stopping it. Your only options are to ignore it and die a slow death, or join it and learn, quickly, how to do business within the new paradigm.

Three powerful pistons are driving revolution in the jewelry industry. The first is e-commerce. Some retailers have complained of manufacturers going direct to consumers, but many are now learning to compete in the online space as well. We just started judging this year’s crop of America’s Coolest Store contestants, and we are impressed not only by how many of the applicants sell online, but also by the quality of their websites. Read about retailers doing e-commerce right in our story, “E-Commerce For Everyone,” beginning on page 74.

The second piston is the lab-grown diamond phenomenon. The category continues to gain traction among consumers, and largely driven by consumer demand, not marketing. Read about Soha Diamond Co., a retailer who sells only lab-grown diamonds and gemstones, in our “Talkin’ ‘Bout a Revolution” story starting on page 63.

The third piston is social media, which offers retailers the opportunity to engage local consumers for very little monetary investment. Social media is where the people are; it’s just a question of how to reach them, and then how to interest them in your jewelry and your store.

A revolution is on your doorstep, whether you like it or not. Will you join it or be left behind?

Trace Shelton

Editor-in-Chief, INSTORE
trace@smartworkmedia.com

Five Smart Tips You’ll Find in This Issue

  • During slow times, take photos of all waxes not already in your CAD library and add them. (Manager’s To-Do List, p. 46)
  • Use an aggressive commission to incentivize salespeople to sell old items. (Ask INSTORE, p. 108)
  • Present customers’ kids with gift-wrapped presents to make them feel special. (Tip Sheet, p. 98)
  • Match the percentage of marketing dollars spent on a department with its store performance. (David Brown, p. 112)
  • Make a list of all verbal buying cues and have staff practice their question closes for each. (Sales Truths, p. 112)
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Dave Richardson

24 Verbal Buying Signals Your Sales Staff May Be Missing

Do this exercise to improve your team’s closing ratio.

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WHY IT IS TRUE: The customer will say things that indicate they are ready to buy, but many salespeople talk right through these cues.

PLAN OF ACTION: During a meeting with your staff, write these verbal buying signals on a flip chart and ask your staff if they can think of any to add to the list.

  • Do you take credit cards?
  • I really like it.
  • I think she’ll like it.
  • Do you have a warranty program?
  • Will you gift-wrap it?
  • You provide an appraisal?
  • What if she doesn’t like it?
  • What time do you close tonight?
  • Do you have it in white gold?
  • Will you be able to size it for me?
  • If I buy it, when can I pick it up?
  • I really like the feel of it.
  • I really like the way it looks on me.
  • Can I put it on my store credit?
  • Can you engrave it for me?
  • You have a layaway plan?
  • Since I can’t take until it is sized, do you deliver?
  • Does it come in a box?
  • How can I care for it?
  • Do you have the matching earrings?
  • Can I borrow a calculator?
  • If I buy the ring, will you pay the tax?
  • What is your return policy?
  • What do you think?

Then, divide your salespeople into groups of two or three and have them write the appropriate closing question to each one of the verbal buying signals. Then you can compare the results.

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Brainstorms

Here’s How to Get the Most Out of Employee “Collisions” In Your Store

Three ideas to boost the likelihood of serendipitous encounters.

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Tony Hsieh, the entrepreneur who found fame and even greater fortune with his shoe company Zappos, is a big believer in “collisions” — serendipitous encounters where workers randomly run into each other and share ideas. He told Entrepreneur magazine he’d even shut down a bridge linking his office’s parking garage to force workers to walk through a common area before they could get to their offices to encourage such collisions. Your staff may not be large, but could you shake things up to spark similar innovation? Occasionally get a bench jeweler out on the sales floor, insist sales staff take turns having lunch with other employees they don’t normally spend much time with, ask a new employee to review your procedures after their first two weeks, force yourself to strike up a conversation with that interesting-looking stranger at the Las Vegas show sandwich bar?

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