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Editor's Note

If You Haven’t Already Registered for The INSTORE Show, Here’s Why You Should Do It Right Now

The best vendors and unmatched learning opportunities await.



I’M MORE EXCITED than ever for The INSTORE Show in August. I’ve heard from many of you that you will be there, and I can’t wait to catch up. More importantly, I believe you’ll leave the show with a wealth of new knowledge, new friends and an assortment of beautiful jewelry to put in your showcases for 4th Quarter.

First and foremost, The INSTORE Show is a buying show. We’ve built the show to make it easy for you to shop: At just over 200 booths, it won’t be difficult to navigate, and no single booth is larger than 10 feet by 20 feet. More importantly, we’ve filled those booths with the top manufacturers, wholesalers and service providers in the industry — many of whom you see mentioned often in our “Hot Sellers” section.


But the INSTORE label also means the best educational program you’ll experience anywhere in the industry. Managing editor Eileen McClelland and I have made it our personal mission to bring you the most relevant business tips and advice. In fact, we started with the topics and then went out to find the best speakers for those subjects, most of whom are retail store owners who have shown success in those areas.

We have several new features for this show, as well as old favorites like The Bench Pressure Challenge and the Play It Cool Party. Learn all about it in The INSTORE Show Guide inside this very issue! We hope to see you in Rosemont next month!

Now Introducing The INSTORE Show, Coming to the Chicago Area in 2023!

Trace Shelton

Editor-in-Chief, INSTORE

Five Smart Tips You’ll Find in This Issue

  • Launch a “wow project” to add something special to each step of your sales process, from greeting to checkout. (Manager’s To-Do, p. 26)
  • Write down all the tasks that need attending to, then prioritize them, and finally spend an hour each week going over them to see your progress. (The Big Story, p. 34)
  • Make ring-sizer coasters with your logo to place in local bars. (Tip Sheet, p. 48)
  • Set up automated alerts to notify you when inventory levels reach a certain threshold. (Megan Crabtree, p. 56)
  • When clients say they’re “just looking,” use the pique technique to engage them with something mildly interesting so they’ll connect with you. (Ask INSTORE, p. 61)

Trace Shelton is the editor-in-chief of INSTORE magazine. He can be reached at



Wilkerson Testimonials

Wilkerson: “They Feel Like Family”

Newton’s Jewelers in Fort Smith, Ark., was a true institution. But after being at the helm for most of his life, owner (and descendent of the original founder) Kelly Newton decided it was time to retire. He chose Wilkerson to handle the sale. “I’ve known the owners of Wilkerson for a long, long time. I felt at home with them,” he says. The final retirement sale was just a “blast” and the Wilkerson sales team made it so very simple and straightforward, says Newton. Would he recommend Wilkerson to others? Absolutely. “They’ve done incredible work,” says Newton. “They feel like family.”

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