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David Squires

Editor’s Note: Make Time, Take Time

Save a few extra hours for an important initiative this month.

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THIS MONTH, we continue our 2016 self- and business-improvement mission with a wisdom-filled piece on how to operate more efficiently in a world that often seems designed to make work impossible. If you regularly find that you’re getting far too little done in far too much time, Eileen McClelland’s lead story is a great place to begin the process of getting life under control.

One thing you probably do want to save extra time to do this month: Preparing your entry in INSTORE’s 15th annual America’s Coolest Stores competition. (15 years already? Time sure flies.) That’s because the better the material you send us, the better chance your store has of winning. So make sure you craft an interesting and readable essay that makes your business stand out from the crowd, and make sure you’ve got professionally shot photographs to show your store at its best. You’ll find lots more advice for entering our contest (and the entry form) at americascooleststores.com.

Don’t expect miracles right away. Our original vision of this story was that it would present a 90-day crash course to turn a raw new hire into a master salesperson. We quickly learned that such a plan did not exist in this world. The fact is that even a highly skilled, highly experienced salesperson coming into a new store is going to require time to build up a client book. A good rule of thumb is to expect your newest hire to hit one-third the level of your current top salesperson in the first year.

One other potential time-consumer we’re bringing you this month is a new website in the INSTORE family. Based on the newly revamped INDESIGN magazine, it presents an analytical, expert look at the most intriguing styles and stories in the fine jewelry world. The site is aimed at jewelry professionals as well as jewelry lovers, and we’re eager for all of you to check in and share your thoughts. Find the new site at www.indesign.jewelry (yes, .jewelry has its very own domain these days). If you love fine jewelry, and we know you do, it’s one you’ll want to bookmark.

Wishing you the very best business,

David Squires

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David Squires is the Group Editorial Director of SmartWork Media. He believes that the first role of business media is to inspire readers.

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Wilkerson Testimonials

If It’s Time to Consolidate, It’s Time to Call Wilkerson

When Tom Moses decided to close one of the two Moses Jewelers stores in western Pennsylvania, it was time to call in the experts. After reviewing two candidates, Moses, a co-owner of the 72 year-old business, decided to go with Wilkerson. The sale went better than expected. Concerned about running it during the pandemic, Moses says it might have helped the sale. “People wanted to get out, so there was pent-up demand,” he says. “Folks were not traveling so there was disposable income, and we don’t recall a single client commenting to us, feeling uncomfortable. It was busy in here!” And perhaps most importantly, Wilkerson was easy to deal with, he says, and Susan, their personal Wilkerson consultant, was knowledgeable, organized and “really good.” Now, the company can focus on their remaining location — without the hassle of carrying over merchandise that either wouldn’t fit or hadn’t sold. “The decision to hire Wilkerson was a good one,” says Moses.

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