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8 Stores With Show-Stopping Ceilings

High-flying fixtures take center stage at these businesses.

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When interior designer Leslie McGwire is considering a store’s style, she starts with the floor and works up to the ceiling for a final flourish. A ceiling centerpiece can be a piece of art, illuminate shadowy corners or reflect accent colors elsewhere in the store. It can even pull shoppers into an area you want them to go, such as a diamond room.  Owners and designers of these featured jewelry stores recognize the importance of  creating a dramatic focal point.


Adlers Jewelers Westfield, NJ

For Adlers, designer Leslie McGwire used black as an accent color throughout the space — in sconces and jewelry cases — and decided it was very important that the chandelier have a black element as well. “This is a style that works for traditional or contemporary,” she says. “It has the crystals but also has the beautiful fabric shade on it. It’s such a focal point.”


Talisman Collection El Dorado Hills, CA

Creating Andrea Riso’s ceiling was a herculean task. For one thing, 52 contractors turned down the task of hanging a 2-ton “Sky,”— a 200 square-foot, blown-glass platter tray created by artist Robert Kuster — before Riso found one willing to take it on. It was important to replicate a blue sky over the diamond counter, Riso says, because she learned during GIA diamond certification courses to take a break every hour or so from studying diamonds to gaze at blue sky or green grass. Doing so rests the eyes and the central nervous system and allows the viewer to see the details in diamonds. Then there’s “The Sun,” a 1,500-pound, 8-by-8 foot mouth-blown glass fixture, also by Kuster. The center of the sun is a custom cast bronze metal orb with 122 numbered pieces. Each ray of glass is hollow and at least 4 feet long. 


Wear Your Grace Santa Fe, NM

At Wear Your Grace in Santa Fe, NM, owner Hillary Randolph is hands-on when it comes to store design. Her unique fixture, which she found shopping in Round Top, TX, was made from a grapevine that was steamed, coiled, shaped into an openwork globe, and re-dried. She took it home, painted the bottom of it with gold leaf and attached 100-year-old faceted crystal drops from France. The table below it is also painted with gold leaf so it appears as if the crystals are dripping gold. It complements the interior design, with its gold-on-white palette and a tromper l’oeil tangerine curtain painted across the back wall. 


Clarkes Jewelers Shreveport, LA

Ginger Clarke found her showpiece of a chandelier on a road trip to Dallas while in the midst of a 2017 renovation directed by store designer Ruth Mellergaard of GRID/3 International. The scale is unusual, Mellergaard says, at 48 inches long and 12 inches wide. It also stands out because it has a jewelry aesthetic, and it’s positioned directly above a walk-around case at the front of the store, where it’s immediately visible. “It wasn’t even in our plans,” Clarke says. “I just ventured into a high-end furniture design store and knew it was meant to be the finishing piece.”


Marisa Perry Atelier New York City

In 2004, after a fruitless, frustrating search for three matching vintage chandeliers for her Soho shop, Perry found her dream fixtures online. They were new, colorless, Venetian, and she could buy three — which were needed for the long narrow space — for the price of one antique. They were so distinctive they became a standout feature closely associated to her brand. When Perry moved to a new location in the West Village, she knew she couldn’t leave them behind. They now have a place of honor in their new home, hanging from a suspended beam attached to the ceiling. For an unexpected, quirky contrast, the space also has a fabulously funky, ‘60s-style light fixture just beyond the collection of elegant chandeliers.

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Bernie Robbins Jewelers Newton, PA

The interior of this Bernie Robbins Jewelers’ location, which opened in 2015, is crowned with a custom-made, Dale Chihuly-inspired blown-glass chandelier, which receives daily compliments and which was surprisingly affordable, says owner Harvey Rovinsky. After visiting several lighting companies, everything seemed either ho-hum or pricey, but when Rovinsky saw this piece from Richard Hill of HIll’s Lighting Co. in Florida, he had “an epiphany.” It’s designed to simply screw together, and Hill custom designed it to coordinate with the store’s interior palette. “Fixtures not even close to having the drama of this one were much more expensive,” Rovinsky says. “The first time people see it, they really freak out.”


Belle Jewelers Chambersburg, PA

Belle Jewelers’ ceiling is illuminated by Restoration Hardware chandelier fixtures with individual crystal beads that were assembled on site. “The whole design of the store is very transitional and this is a transitional look for a chandelier,” says designer Leslie McGwire. “They wanted some sort of crystal, but it’s not a typical chandelier crystal. It’s a statement piece. I look for something that’s more of an art piece than a chandelier, so you don’t see a lot of the light bulbs and it looks pretty on all sides.”


Casale Jewelers Staten Island, NY

Casale Jewelers on Staten Island boasts two large traditional chandeliers (70 and 45 pounds) that add a grand contrast to the otherwise low-key interior. Joshua Marshal in New York designed and manufactured the Egyptian-crystal chandeliers through his company, wegotlites.com, which imports parts from around the world and assembles them in New York. The style is called Maria Theresa. “It’s a very inexpensive way to really dress up a space,” Marshal says. “Not only with the light, but with the beauty. They’re very transitional and bring a classy high end look to any space.”


This article originally appeared in the January 2018 edition of INSTORE. 

Eileen McClelland is the Managing Editor of INSTORE. She believes that every jewelry store has the power of cool within them.

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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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These Jeweler Direct Mail Samples Shine Bright for the Holidays

Use these direct mail pieces as inspiration to create your own attention-getting holiday promotions.

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DIRECT MAIL is a great holiday marketing tool, as it lets you reach out specifically to your biggest and best customers, hitting them with invitations to swanky Christmas parties, wish lists to be filled out and returned, and discounts or gift cards for that perfect present. (You can also track it more easily than other advertising media, by instructing recipients to bring in the mailing to receive whatever the special offer is.) At the same time, we’re on the verge of the postal service’s busiest season of the year, so whatever you send needs to get noticed. And the examples we’ve collected here are harder to miss than Rudolph’s nose or, say, a bright star shining over a manger.


So Fresh, So Clean Shetler Wade Jewelers, San Antonio, TX

This snappy postcard alerts customers to a neat idea: a post-holiday “3-Day Detox Customer Appreciation Sale,” scheduled for the end of January, when things have settled down and it’s time to go through your inventory and get rid of some dogs. The layout is appropriately clean, signaling a new start to the year and nice deals for shoppers.

No Frills, No Nonsense Schmitt Jewelers, Phoenix, AZ

As Schmitt Jewelers reminds us, your holiday invite doesn’t have to shout “HOLIDAYS!” — it just has to snag the attention of your would-be customer. The strong, solid colors of the invitations for the store’s December “Shop Like a Man” promotion promised beer, food, and a straightforward gift-buying experience for red-blooded American guys.

Three Times the FunGUNDERSON’S JEWELERS, IA, NE AND SD

This Christmas party invitation is strikingly gorgeous, stands out by not relying on a typical holiday palette, showcases some beautiful jewelry, and serves as three invites in one, for soirees at Gunderson’s locations in three different states. Plus, it conveys a ton of information, including the designers who will be present at the events, in a markedly clear fashion.


Two Eyes Not Made Out of Coal Wixon Jewelers, Bloomington,

With its strong, contrasting colors and clever mix of snowman imagery and jewelry, this postcard from Wixon is tough to ignore and easy to smile at. The reverse has simple messages pertinent to holiday shoppers: Extended hours, front-door parking (important during the Minnesota winter) and gift-wrapping.

A Good BetBrinker’s Jewelers, Evansville, IN

Brinker’s is no stranger to the Benchmarks page, and for good reason. Their marketing materials consistently set a stylish, sophisticated, but approachable tone. This men’s night invitation promises a good time for the recipient. The invites each came enclosed with a guest pass, and the aesthetic here and alluring casino vibe suggest an event most gentlemen would be proud to bring a friend to.

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7 Jewelers Share Their Fun Approaches to Dressing for the Holiday

In touch with their inner elves, jewelers dress the part for fun and profit.

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This story was originally published in the October 2017 edition of INSTORE.

HOLIDAY OUTFITS appeal to some jewelry retailers and appall others, who consider them a slippery slope toward total tackiness.

To Jennifer Farnes of Revolution Jewelry Works in Colorado Springs, CO, dressing up is just not worth the effort: “Too busy to worry about that! Take a shower, wear clean clothes, survive Christmas,” she says. But Nicole Shannon of Keir Fine Jewelry in Whistler, British Columbia, says wearing tacky Christmas sweaters from a shop next door actually saves time, since staff members can grab sweaters from a communal bin on the run, rather than worry about their wardrobes.

Others swear by a show-off-the-jewels approach. “I encourage my staff to wear our jewelry during the holiday season,” says Marc Majors of Samuel L. Majors Fifth Generation Jewelers in Midland, TX. “It’s much more personal when it’s on someone and not a prop, and 99 percent of the time it closes the sale.”

Read on for a range of wardrobe ideas intended to break the ice with customers and bolster staff morale.


Let the Tipsy Elves Break the Ice
Goldsmith Gallery Jewelers, Billings, MT

Edgy holiday-themed suits purchased from a company called Tipsy Elves make a statement on December Saturdays at Scott and Kelly Wickam’s store. “It actually made for a great selling day last year,” Scott,  at left, says. “It showed that we are not just stuffy jewelers trying to sell you something. We love what we do and we have fun doing it.” The suits cost $80 to $100 each. “For the money, they fit nice and look great,” he says. 


The Tie Guy
Goodman’s Jewelers, Madison, WI

For John Hayes of Goodman’s Jewelers in Madison, WI, it’s all about the ties. “I have a collection of holiday ties and wear a different one each day from Thanksgiving to Jan. 1. I always start with Charlie Brown and the Great Pumpkin.” He has 38 and counting, although some have fallen apart after 25 years of collecting. 


The Sweater Fest
Miller’s Jewelry, Bozeman, MT

Jennifer Hornik Johnson says the whole staff at Miller’s participates in the annual Ugly Sweater Party in December. The store offers a 10 percent discount to any customers brave enough to wear their own ugly items to the event.


Don’t Be Afraid to Live in the Past
Cornerstone Jewelry & Engraving, Palos Park, IL

At Cornerstone Jewelry & Engraving, owner Bryan Blaha and team believe “Old Jewelers Have Old Souls.” To enhance their theme, they ramp up their sartorial savvy for the holiday season with bow ties, vests, hairstyles and facial hair that evoke the early 20th century. “We tend to dress to the ‘9s,” says manager Ryan C. Karp. “Like the 1909s.” It leaves a lasting impression on clients, together with incense, old-school holiday music, classic decor and demonstrations. 


Make a Statement With the LBD
K Hollis Jewelers, Batavia, IL

Black is never basic at K Hollis Jewelers, where Karen Hollis, center, and her staff feel confident wearing their little black dresses for holiday events. “It shows a level of class that makes my staff get noticed,” Hollis says. “Jewelry really stands out on black, and it’s fun to wear a bigger diamond or more expensive items for holiday parties.”


Family Morphs Into Elves!
Perry’s Emporium, Wilmington, NC

“I made my sons dress up in elf outfits for an after-Christmas ad on TV,” says owner Alan Perry. In the commercial, Perry says he’s leaving the store till next year. His sons say, “We’ll show him! Come in now and get up to 50 percent off until Jan. 15!” Perry admits he had to pay his sons to be elves, though.


If You Are the Designated Elf, Be a Good Sport
Talisman Collection, El Dorado Hills, CA

Owner Andrea Riso isn’t above dressing up. “I look like a super giant idiot as an elf, but I’m a good sport about it because it makes sales spike and it’s fun.” Sales associate Becca Souders, pictured, picked up the elf outfits at Fredericks of Hollywood. “It worked, sales and morale-wise,” Riso says.


This article originally appeared in the October 2017 edition of INSTORE.

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These Ridiculously Cute Store Greeters Break the Ice and Calm Shoppers’ Nerves

Store greeters set shoppers at ease and serve as brand ambassadors.

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Store greeters of all types and species serve an important function in breaking the ice and easing threshold resistance. In the case of the four-legged variety, they offer a special breed of retail therapy, attract their share of regular admirers, and may even turn out to be adorably approachable jewelry models. Best of all, they add to your store experience and evoke an emotional response. Shoppers will be more than likely to just drop by to say hi.


Star Jewelers on HighColumbus, OH

THE ENGAGEMENT COUNSELOR. Rachel Howard of Star Jewelers on High in Columbus, OH, says her shop dog, Daisy, an 11-year-old Australian shepherd, loves to sit in the window and people watch, and as a result, brings passersby in to say hi. “Her favorite customers are engagement ring shoppers,” Howard says. “We think she senses their anxiety and sits by them to be a therapy dog and a source of comfort.”


Vogan Gold & Silver WorksColorado Springs, CO

THE RETAIL THERAPIST. Shelby is 6 years old and has been a greeter at Vogan Gold & Silver Works in Colorado Springs since she was 10 weeks old. While she loves all customers, she is having an “open fling” with the neighborhood UPS man, Wayne. “I say open because Wayne’s wife is well aware and is OK that he has Shelby’s picture on the visor in his big brown truck,” says Teri Vogan. Though Shelby will not change watch batteries, size a ring or tighten a diamond, she is good at customer service in the form of retail therapy. “She works hard,” Vogan says, “and only asks for animal crackers and elbow rubs.” (In the photo, apprentice Hollie Hyde offers Shelby an elbow rub.)


Art + SoulBoulder, CO

THE GREATEST MARKETING TOOL. Harry Winston, a.k.a. Winston the Yorkie, is the shop dog at Art + Soul in Boulder, CO. His claim to fame, says owner Debbie Klein, is that he is “The Best Dog. Ever.” His job duties include lounging in the sun in the front window and attracting passersby. ”He is our greatest marketing tool,” Klein says. “If you have a cookie, he will be your best friend for life. He used to have more friends on Facebook than I did until Facebook required us to provide proof that he was over age 13 to continue his page. He didn’t have a current ID, so they shut it down.”


LaLonde Jewelers & GemologistsGross Pointe Farms, MI

THE CHIEF MORALE OFFICER. Coco, a Maltese-poodle mix, is chief morale officer at LaLonde Jewelers & Gemologists in Grosse Pointe Farms, MI, owned by Daniel and Cynthia LaLonde. When she’s not posing for glamour shots for advertisements, she can regularly be found waiting eagerly at the door to greet customers.


Elizabeth Diamond Co.Dayton, OH

THE BEST FRIEND. At Elizabeth Diamond Co. in Dayton, OH, German shepherd DaisyGirl comes to the store with owner Sonny Singhvi every day. She spends time on the sales floor greeting clients and has a following of fans that stop by and ask to see and pet her. She also specializes in sitting pretty on elegant, upholstered chairs.


Persona Custom & Fine JewelryBoston, MA

THE RED CARPET STARLET. Independence, aka Indi, belongs to the owners of a hardware store that happens to be next door to Persona Custom & Fine Jewelry on Charles Street, a pedestrian-friendly shopping mecca in Boston. As Indi’s name suggests, she goes where she pleases. But, as a luxury lover, she prefers to spend much of her time on the red carpet entrance to Persona or on the store’s Swarovski-crystal tufted, overstuffed accent chair. People come by just to visit Indi, who may look haughty but is actually quite approachable, according to Persona’s creative director, Dustin Rennells. (photo credit: Kelsey Riggs)


Robert Goodman JewelersZionsville, IN

THE WATCH DOGS. Rescue dogs Quincy (black and white) and Journey (brown and white) both work for Robert Goodman Jewelers in Zionsville, IN. Because the store, owned by Robert and Rose-Marie Goodman, has a museum vibe, they seem to be experts at posing as if they, too, are works of art. They also spend quality time peering out the front door.


Lily & Company JewelersSanibel Island, FL

THE BRAND ICON. Lily & Company Jewelers, owned by Karen Bell and Dan Schuyler, was named for Bell’s Labradoodle, Lily, who has become the face of the business in print ads and billboards, where, adorned in top of the line, photo-shopped jewels, she greets every visitor to Sanibel Island, FL. Every year, Lily’s birthday party is a major event on the island. This year, she was preparing to celebrate her 14th in April.


de Boulle Diamond & JewelryDallas, TX

THE GLAMOUR QUEEN. Roo, an Italian greyhound, has a regal presence befitting her luxurious environment at DeBoulle. “Since 2015, Roo has been sniffing out the best jewelry and customers,” says Josh Garcia, director of creative and marketing. “Before her day begins, we make sure she is pampered and polished, and she loves to wear jewelry. Her typical day involves greeting everyone at the door to deliver the de Boulle experience and puppy kisses.”


Sami Fine JewelryFountain Hills, AZ

THE HR SPECIALISTS. Jewel and Gemma are very effective in the HR department, according to owner Stephenie Bjorkman. They keep everyone on an even keel, staff and customers alike. “Animals are great therapists,” she says. When clients come in, they quickly forget that they are “just looking” and immediately let their guard down. Gemma also sits on kids’ laps when they get their ears pierced, easing anxiety. They entertain watch customers, too, while they are waiting. “I can hear customers say, ‘This is the last time I will throw the ball for you,’ then an hour passes,” Bjorkman says.


Mitchell’s JewelersPikesville, MD

THE PROFESSIONAL CHARMER. “Meet Charlie, our newest and cutest part-time sales associate. He’s best with greeting customers and making everyone smile,” says Mitchell Dickler, president of Mitchell’s.


Nancy and David Fine JewelsMilburn, NJ

THE GREETER. At Nancy and David Fine Jewels, co-owners David and Nancy Stone know they can rely on mini-poodle Rico to welcome customers.

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