Connect with us

Manager's To Do

Add These Dates to Your To-Do List to Ensure a Productive May

Mother’s Day, the Vegas shows, summer and more guarantee it will be a busy month.

mm

Published

on

May 5-11

SALES Everything should be in place for Mother’s Day (May 12). Remind salespeople that it’s a fantastic opportunity for add-on sales in the form of matching jewelry. What have you bundled for dad and daughter to buy together for Mom?

PLANNING If you’ve typically taken your annual vacation in July, why not shake things up a bit and opt for vacation in August this year? Who knows what your community’s jewelry needs are like in July if you’ve never really been present.

STRATEGY Vegas bound? (JCK begins May 31.) Hunker down with your POS system. Be clear on what you are trying to achieve at the show. What are your goals? To attract female self-purchasers, expand your bridal clientele with new bridal product, increase margin with in-house branded collections? (And keep an eye out for our June trends guide toward the end of the month at instoremag.com — it could be a huge help.)

May 12-18

MANAGEMENT Start meeting with staff at least monthly to share three “good things” to build on and three “development areas.”

MARKETING Your best customers are your current customers. Identify your 200 top customers. Draft a plan to market to them in the second half of 2019.

SECURITY Hotels in Vegas make it clear they are not responsible for loss or theft of items brought into their property. If you travel with goods, look into getting insurance.

Advertisement

May 19-25

OPERATIONS Hurricane season is ahead in many parts of the country. Run through a checklist to ensure that your bad weather protocol is up to speed.

BUYING This year, be organized and professional in front of your vendors in Vegas — prepare all your reports and forms. Re-confirm your appointments, and get cell phone numbers so you can contact them if you need to.

May 26-June 1

BUYING In Vegas, make a point to visit the Design Atelier at Couture and The Design Center at the JCK Show. The talented designers in these sections create jewelry unlike anything you may have seen, which will engage your most consistent clients while also opening up new markets.

SHOP Slow season project: Take photos of all waxes not already in your CAD library and add them.

MERCHANDISING With summer on the way, Larry Johnson says redo the props in your showcases to give a fresh look. Throw away those seashells in the pearl case and replace them with props that show your customer all the places in town where she can wear those beautiful pearls.

Over the years, INSTORE has won 80 international journalism awards for its publication and website. Contact INSTORE's editors at editor@instoremag.com.

Advertisement

SPONSORED VIDEO

Gene the Jeweler

Gene the Jeweler Gets Kicked Out of the Studio

In the latest episode (#42) of Gene the Jeweler, Gene is going about his business, recording a new episode. But that doesn’t last long. Four-time NFL Pro Bowl leading rusher Ahman Green walks in, and Gene finds that his time in the studio is over — whether he likes it or not. (See more Gene the Jeweler episodes at instoremag.com/gene.)

Promoted Headlines

Calendar

Remembering Woodstock, The Little One’s First Day in Kindergarten, and More Useful August Dates

You’re always busy, but this month, get things done.

mm

Published

on

19 Mark the 30th anniversary of the launch of Stephen Covey’s THE 7 HABITS OF HIGHLY EFFECTIVE PEOPLE by doing something in its spirit: keep a journal of everything you do, broken down into 30-minute increments. At the end of each workday, assign a value — 1, 2 or 3 (the lowest) — to your time, and at the end of the week, evaluate the results. They may well surprise you. Obviously you want to be spending at least half your time on No. 1s.

1 August is GET READY FOR KINDERGARTEN MONTH. On the first day of school, invite all new kindergarten moms to come in for mimosas and snacks. They can reward themselves for surviving this milestone.

4 The FIRST ELECTRIC LIGHTBULB sparked to life 140 years ago today. Mark the occasion with a brainstorming session with staff for fourth-quarter promotions.

15 Fifty years ago today, the promise of free music, a good time, and … umm … a pretty good shot at “getting lucky” drew 400,000 young people to WOODSTOCK, NY. To many folks, that’s much the same promise that jewelry makes (minus the music). Roll back the years with a store party.

Continue Reading

Manager's To Do

Brush Up Your Credentials, Double-Check Pricing on Your Hottest Sellers, and More Manager’s To-Do Items for August

Your managerial planning for the month starts here.

mm

Published

on

Jul. 28 – Aug. 3

INTERNET Need a tech project? Learn how to integrate the tools on Google Docs so you can easily share store information (training tips, store manual, rosters) among staff.

MANAGEMENT This is a good time of year to consider your employees’ salaries. According to a study by Dale Carnegie Training, 26 percent of engaged employees would leave their current job for just a 5 percent increase in pay. Don’t lose great people because you’re underpaying them, especially in the current tight market.

Aug. 4-10

SYSTEMS Write scripts for greeting customers: what to show them, handling take-ins, getting wish-list information.

MARKETING People defer to authority (it allows them to think less about decisions requiring specialized information). Don’t assume your expertise is self-evident. Get those credentials up on the wall, and on your website with a brief explanation in your About Us page about what it takes to attain them.

Aug. 11-17

MARKETING Hospitals, nail salons, spas, fitness centers, car dealers, realtors … there’s a number of businesses that have surprising potential to be a great marketing partner with a jeweler during the lead-in to the holidays. Draw up a shortlist and reach out.

STAFF A good way to help create a standout sales team is by sending staff members to other stores to watch their great salespeople in action. Have a relationship with a non-competing jeweler with outstanding salespeople in your state or region? Write a letter to them, starting with “Hey, I’d like to ask you for a really big favor …”

Aug. 18-24

MARKETING Hire a pro to take new photos of your store and your staff while everyone is tanned and happy. These are valuable marketing tools you can use when meeting new vendors at trade shows, dealing with local press, or even entering next year’s America’s Coolest Store contest.

PRICING If you’re like a lot of smaller jewelers, you may be underpricing a proven seller compared to your competition. “Fast-sellers in particular need to be fully priced,” says the Edge Academy’s David Brown. This week, spend time researching what prices your best-selling items are achieving across the industry and make sure you are realizing their full potential.

Aug. 25-31

FINANCE According to our Brain Squad surveys, only about 50 percent of independent jewelers offer some form of financing, and among those who do, most say the programs are an effective way of supporting sales. Investigate the options offered around the industry.

Continue Reading

Manager's To Do

Fun, Sun and Strategy … And More Manager’s To-Do Items for July

Your managerial planning for the month starts here.

mm

Published

on

June 30-July 6

MANAGEMENT Summer is a time for fun, sun and strategy. To help you, a question to ponder from business author Jonathan Byrnes: Do we have bad profits? “Some investments look attractive, but they also take the company’s capital and focus away from its main line of business,” he explains.

COMMUNITY INVOLVEMENT It’s parade season. Dust off your store mascot suit and join in the Independence Day festivities. You’ll be spreading a message of fun, community involvement and jewelry care.

July 7-13

OPERATIONS Are there some summer days when you show up and just pretend to work? This month, experiment with an abbreviated week. Knowing you have less time to get things done might just prompt a burst of productivity — and give you the chance to better enjoy the warm months.

SECURITY Place height markers along doorways so police looking at surveillance footage can determine how tall a robber is.

OPERATIONS You should have this already, a file documenting employee performance through the year. Actually, you should be tipping your workers off about how they’ll fare in their annual reviews. This keeps everything moving along smoothly, and you avoid those dreaded showdowns when employees get defensive. This is also a good time to plot your compensation plans.

July 14-20

PROMOTIONS Try a vault sale: Take older merchandise and offer it to your best customers at “incredible” discounts. Clients love it and often buy a number of items.

TRAINING Improve your staff’s question-asking skills with the Probing Game. Staff stand in a line, facing you or your sales manager, who kicks things off with the statement, “I’ve been looking for something for (insert occasion).” The first associate must ask a probing question about the customer’s needs, wants and desires. Fail to come up with one, and they sit down. Probing questions must be open-ended (who, what, when, where, how, why or tell me about your husband/wife …). Yes/no questions result in instant expulsion. Winner is last one standing.

July 21-27

TRAINING Discuss how to use company stories during sales presentations. Highlight how selling yourself and your store is just as important as selling the merchandise.

SERVICES If you don’t already, look into providing “Jewelry Box Reviews.” For $25, offer to evaluate a client’s fine jewelry collection to identify repair items, custom restyling options, and to document for insurance and estate purposes. It’s often a gateway to a series of custom design projects or repair jobs, appraisals, and gold and diamond buys.

Continue Reading

Most Popular