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2019 Big Survey: Retailers Share Most Memorable Sales

These are the sales that make the jewelry business most rewarding.

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IF YOU HAD to narrow down your most memorable sale to just one, what would it be? Jewelers remember sales for a wide variety of reasons. Sure, sometimes it’s a big sale, but more often, it’s the occasion or the circumstances of the purchase or the inspiration behind a custom piece that ensures the sale will always have a place in your memory. Here are a few of the kinds of sales that speak to relationships and make the jewelry business most rewarding:

A GOLDEN ANNIVERSARY. A farm couple celebrating their 50th anniversary bought a $150 10K gold and sapphire ring. The emotion of the couple was more rewarding than anything else. It was not much, but it was what they could afford. It was what it meant to them that was so special.

A LAST WISH. A first-time customer came into our store and told us that a friend had recommended us. She asked if we made jewelry on the premises and we told her that we did. She then showed us several pieces of gents’ jewelry that she had brought with her and asked if we could use both the stones and the gold to make new pieces. She needed several ladies and several gents’ pieces. If memory serves me correctly, 13 in total. We came up with the designs and she gave us the OK to proceed provided we could finish all items in five days. She explained that she had just come from the hospital where she had been visiting her dying father and that he had given her the task of taking his jewelry and converting it into multiple pieces so that he could give each of his loved ones a piece to remember him by. Needless to say, this project took center stage and was completed on time. He died three days after he got to give his gifts. She has become not only a fantastic customer, but also a friend.

A SON CLOSES THE SALE. A 1-carat diamond for a 50th-wedding anniversary. The husband did not want to spend that much, and the son told him his mother was worth more per year than the cost of the ring. He paid cash on the spot.

A TURNING POINT. For three years running, a middle-aged couple, not married, came in during a local festival. They looked at stones and talked about a custom “not-wedding, not-engagement ring”. By the third year it had become a joke because they thought it was as unlikely that they would buy a ring as it was that they would get married. I got them very excited about a trilliant purple sapphire and made a custom ring. After they came to pick it up, he proposed on the steps outside the store. This is the only experience I have had where the process of shopping for jewelry was the turning point toward actual marriage.

A LAYAWAY LEGEND. A gentleman put two rings in layaway ($79 and $89) for his wife and daughter for Christmas gifts. He paid $4 every week. They came in on the 26th to have them sized. They were so thrilled with their rings you would have though he had spent thousands.

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MORE FOR HER MONEY. A little girl about 5 years old with her piggy bank in hand, wanting to get her mom a diamond heart for Mother’s Day. She had just under $10 in coins. The project was completed in two days just in time for Mother’s Day. Best sale ever!

The 2019 Big Survey was conducted in September and October and attracted responses from more than 800 North American jewelers. Look out for all the results in the November issue of INSTORE.

Chris Burslem is Group Managing Editor at SmartWork Media.

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After 42 years, it was time for Gina McHugh to hang up her bench tools and plan on doing something completely different. She and her husband, Mick, had a beautiful Binghamton, NY store — The Goldsmith — but in late 2019, the time felt right for retirement. They called Wilkerson. “They’d always been a part of our bridal jewelry selection,” says Gina, “and I felt really good about their quality and service. So, when we were looking for someone to work with us, Wilkerson was a natural.” With the kind of service and support Wilkerson is known for, Gina says their sales consultants made their retirement sale, “successful and quite easy.”

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