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A Dedicated Case for Inventory Clearance? Jewelers Share Why They Do (or Don’t) Have One

do you or don't you: Both ways work for INSTORE readers who have a plan for clearance.





Do you have a dedicated showcase for inventory clearance?

Yes: 43%

  • We currently do not have that much in the case, as we first offer incentives to sales associates for selling aged items. Only after it has not been sold with incentives does the jewelry graduate to the clearance case. — Katrina S., Racine, WI
  • Absolutely! Through the normal course of business, you always have items that are dated. It also is the number one showcase viewed by our repeat customers who walk in the door. A must-have showcase to keep on top of dated goods. — Rick W., South Jordan, UT
  • As pieces in our inventory age past a certain point, we move them onto a case that is next to our checkout counter so the discounted pieces get more notice. It does work. — Bob R., Germantown, TN
  • It engages the customers who are looking for a “deal” and increases old stock awareness a bit more for sales staff. — Joe B., Harrisburg, IL
  • We implemented this the second half of 2021 and in six months did $75K in 18 inches of showcase. We do not discount and this is the only place in the store that will get a discount. It has been a great addition as well as a new profit center. — Joel W., Broken Arrow, OK
  • We have two: one is 25% off and one is 40% off. They really help move out aged inventory. — Dorothy V., Tallahassee, FL
  • We put some items at discounted prices in a dedicated and well-signed showcase. We consistently sell from it and notice it seems to be the first case our customers look at. — Alex W., Torrance, CA
  • I can’t imagine NOT having a sale case. It keeps the rest of our cases fresh. So often an item languishes in our cases. We move it to the sale case and poof! The sale case is so effective, that some items “do not pass go.” They are straight to sale. For example, refurbished estate or close-outs. — Debbie F., Ventura, CA
  • Some clients will only buy “a deal”. Putting it in a dedicated makes it easier on the sales staff and the buyers. — Charles W., St. Louis, MO
  • Figured that if we can sell it at 50% off, it still probably is better than me tearing the items apart and getting scrap … although that will happen with some items. — Paul K., Fort Atkinson, WI

No: 57%

  • If I am closing out something, it goes into the estate cases. I am a one-price, no-discount store, so if I change the price or liquidate an item, I do it quietly. — Edwin M., Brainerd, MN
  • I don’t want customers to look just at clearance merchandise. I have it specially tagged and sprinkled throughout the store. — William N., Menomonee Falls, WI
  • It’s mixed in with all good just has a color code tag that let’s the staff know they can discount and get a cash spiff for selling it! — Alan P., Wilmington, NC
  • We have very few things over two years old. The old-timers leave the building every Christmas. Why give the public the idea that there will be markdowns? — Steven W., Chatham, MA
  • It’s a yes and no. No in the lobby; we just don’t have the space. And yes we do online. — Sherrie S., Tigard, OR
  • Too trashy looking. — Warren L., Westport, CT
  • We have gone back and forth on having a “sale case”. We do one big annual sale with deeper discounts to turn over old styles, so it has felt like those compete a bit. But recently we’ve brought it back as we try to move some aged inventory. — Lucy C., Overland Park, KS
  • No clearance items, ever. — Bob M., Barrington, IL
  • We don’t have room! Also, we have a dedicated selling event in July to clear out as much old as possible. We also put goals around old selling old merchandise for our salespeople. — Natasha H., Bend, OR
  • We have done a clearance case in the past, but now I keep my inventory up to date. If an item does not sell, after a year we liquidate or redesign it in most cases. — Eric S., West Springfield, MA

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It Was Time to Make a Decision. It Was Time to Call Wilkerson.

Except for a few years when he worked as an accountant, Jim Schwartz has always been a jeweler. He grew up in the business and after “counting beans” for a few years, he and his wife, Robin, opened Robin James Jewelers in Cincinnati, Ohio. “We were coming to a stage in our life where we knew we have to make a decision,” says Jim Schwartz. He and Robin wanted to do it right, so they called Wilkerson. The best surprise (besides surpassing sales goals)? “The workers and associations really care about helping us move out own inventory out of the store first. It was very important to us.”

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