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Step 1: Create a buying guide.
This diamond style comes in a variety of looks.
From easy-breezy to deeply personal, these collections will appeal to a variety of clients.
Make some merchandise accessible.
A trade show to help foster a sense of community ...
You'll get to meet more people and feel better about your involvement.
Events coordinator enlists customers to stage murder mystery she wrote herself.
Linear movement and color make these jewels stand out.
Lowering threshold resistance without hurting your image is tricky. Here are some ideas.
Asking questions and building value should guide your decisions.
Jewelry with meaning resonates particularly strongly with her.
Mother's Day, the Vegas shows, summer and more guarantee it will be a busy month.
Tell them your story, says fast-growing retailer.
The cheese board and knives by Stephen Webster are not to be missed.
One is a day to remind yourself that ultimately, you're selling emotional benefits.
To get better in business and life, you must first embrace failure.
Hearts on Fire took the top spot.
He didn't want his wife to know how expensive the ring was.
One reader advises making up for lost sales online with higher repair prices.
The success of these pricing strategies has been proven beyond dispute.
E-commerce has been vilified by many independent retail jewelers as an under-cutting, price-conscious evil entity intent on stealing hard-earned business from brick-and-mortar stores while ripping their...
Most feel they are too small to bother with it.
Three ideas to boost the likelihood of serendipitous encounters.
You're a merchant, so sell the customer what they want.
Our Brain Squad divulges how weather affects jewelry shopping in their markets.
All three are technology-based.
This real customer wanted the sheen of sparkly copper.
Do this exercise to improve your team's closing ratio.
What’s the value of a good idea? In the rapidly changing landscape of jewelry retail, your good idea could revitalize your business, if you have the...
Our Brain Squad sounds off on diamond grading.
Contemporary design lends their building a new purpose.
Go big or go home? A jeweler wishes this customer would.
Visual marketing can raise the shareability of your messages on social media.
Allocating the appropriate time, money and space to each department is critical to success.
Linear earrings graced the jawlines of style-setting stars.
Focus on charity touches community.
Female self-purchasers are key.
Shane Decker says too many owners give up too quickly.
Jeweler David Nygaard recently won — then lost on a technicality — a city council seat, yet he remains upbeat about the future.
Customer service makes or breaks a business. Occasionally you have to think outside of the box or go to the extreme to make a difference, so...
These stunners are both beautiful and affordable.
One tip involves a jeweler who allowed a client to pour his own gold.
Don't miss an audacious pearl collection as well.
Sales trainer David Richardson says this is an opportunity to make a client for life.
Don't miss the newest program from Greenland Ruby.
No jeweler should be without this fun stuff.
Bosses and workers often have different ideas on what’s equitable. Here’s how to make everyone happy.
Why failing spectacularly can be the best thing that’s ever happened to your business.
Seize on this date to own the ideas of truthfulness and trust in your community.
Your managerial planning for the month starts here.
Brand identity tied to neon sign.
These were the styles our readers were reordering in March.
When you need a phrase to stick in the mind, try this trick of sound.
Don't miss "the right-hand close."
An owner refuses to fall for this dumb yet real scam artist.
Stephen Webster's new tea strainer is a must-have.
92% of all stores don't have one.
An appraiser undervalued a client's jewelry donation to the university.
If you don’t try, nothing will change, says growth expert Elle Hill.
David Geller’s failure in business led to success as a retailer and later as a consultant.
He would never have been in position to succeed if he hadn’t failed first.
Drop necklaces and chokers dominated.
From Celtic charms to cobalt chrome, these avant-garde designs will have customers swooning.
Learn to sell jewelry as the powerful talisman it always has been.
Don't miss: How to avoid getting in a price war with a competitor.
Don't ask a customer their budget ... and 99 more sales no-nos.
Creative decor stops shoppers in their tracks.
Like other tech, it has the potential to make clients way happier with business owners.
4 out of 5 Brain Squad members say no.
When old inventory clogs the cash-flow arteries of your store, here’s how to clean it out.
You're only as good as your people.
Tapping into jewelry customers’ desire for individuality is the key to retail success.
Secure sales techniques not only keep your jewelry safer, they make your clients happier, writes Shane Decker.
JEWELERS DELIVER CHRISTMAS GIFTS in blizzards without the convenience of sleigh and flying reindeer. They whip up custom orders faster than the speed of a laser....
Charitable giving yields rewards on many levels.
It has a lot to do with a willingness to move quickly.
And congratulations to our winner.
Here are your letters-to-the-editor for this month.
It involves looking at benefits versus concerns.
Sponsoring a 14K run will conjure thoughts of jewelry.
He had really high standards.
Innovative practices include asking for charitable donations instead of charging for watch batteries.
Don't miss your chance to have a parade for Mardi Gras.
Rolex led the way.
A longstanding tradition of holiday bonuses and raises is threatened.
Taking a day or two to cool off is the first step.
This is the jewelry women want to wear to express themselves.
Emily Blunt's rings at the Mary Poppins Returns premiere mimic a stacking effect.
These items add more jewelry flair to your store.
Author Seth Godin says strategic quitting is the secret of successful organizations, while reactive quitting is the bane of those who strive and fail to get...
Don’t promise excellent service? Run annoying ads? Business leaders insist these counterintuitive principles work.
The year's newest collections include a first-time launch for Kristy Ford and men's collection by Leslie Paige.
Here's how our Brain Squad members pay their employees.
It doesn't have "turn"; it only has "time."
The results were split 50/50.
But should he retaliate?
The right items and advance planning can make your business fit.
Find out what Watchbox has for you.
In 2017, the 25th anniversary of Steve Floyd’s business, Floyd & Green Jewelers of Aiken, SC, came with problems that overshadowed what should have been a...
When Jennifer Hornik Johnson was working in advertising in Atlanta, she might have had a hard time envisioning how she’d end up owning a jewelry store...
Torin Bales closed his store in Victoria, TX, in February 2018, and last year represented a new way of life. “It was the first weekend after...
Mike Doland of Doland Jewelers in Dubuque, IA, told his three sons that when he turned 65, he’d be stepping aside and they could purchase the...
Alan Perry, who recently turned 60, is trying to slowly let go of his “baby,” Perry’s Emporium in Wilmington, NC, and let his sons take over. His...
Now 66, Rusty Korman, founder of Russell Korman Fine Jewelry, began considering retirement around the time that Larry and Kat Stokes began to seriously pursue their...
Beth Guntzviller never imagined she’d retire at 65 to make space for her son & daughter to take over management of Miner’s North Jewelers in Traverse...
From bench training to personal expectations, this advice provides holistic assistance.
Vice-president Gregg Kelly considered aspects from the scent of flowers used outside to handicapped signage.
The essential jeweler's calendar for the month starts here.
Try these ideas to make the month more productive.
Here's how Brain Squad members responded.
Here are the newest rainbow-hued jewelry pieces from designers and manufacturers.
Personalize your website to drive more sales.
Another 'wanted more than I make.'
Teamwork that works according to our brain squad team.
Think of it as a real-estate opportunity.
Lafonn sold best among our survey group.
Two readers warn guns are dangerous, while another worries about the death of retail in favor of custom design.
This could be extremely important to your sales performance.
This could be a great way to show clients how much you care.
A successful ending to your retail career requires planning.
November trunk show highlighted Kotlar’s 70th anniversary.
Each of these tips could save you substantial expense.
The program is called Gemstone Adventure Travel.
London Business School prof advises, "Keep your vision fuzzy and your priorities clear."
You can help him get out.
Sometimes, the counterintuitive approach may be the best one for your business.
Why don't you hold your opinions first and ask theirs?
Here's what you got to say for our last issue.
Establish new things for your business this new year!
Start actually doing things!
Every time you approach a client, think “She’s a millionaire. I’m closing this sale."
In emergencies, release latch.
More than ready for 2019!
Just a little bit more attention to that bride-to-be customer.
Buy jewelry you hate? Talk people out of repairs? Jewelers insist these crazy business practices work.
INSTORE's cartoonist shares some thoughts on his favorite works.
Problems can arise if you aren’t vigilant about how your receipts and payments are tracking.
Commercial shoot for Smyth Jewelers becomes mini-reality show.
We'll show you the perfect way how not to lose that ring.
Extra inventory left over from December could hurt your 2019 sales.
Pick the right attributes and you will score a real winner.
“Yes, we do. We love providing services for free. It’s what keeps us in business. What other handouts would you like today?” … To the person...
It's always good to be at the right side of the law.
The stars that dominated that dominated the red carpet.
When a male client worries that his wife doesn’t like jewelry, sell him one of these four products.
There are no shortcuts made to quickly fill a staff gap.
“I’m not comfortable with that.” Why use it? This is a good enough reason to object to anything because comfort is everything. And people won’t inquire...
These products have been flying out of the cases.
Designer pushes boundaries of fine jewelry, art and events to create an exceptional shopping experience.
When another client suddenly weighs in on a customer’s purchase decision, the sale is lost.
A new website, podcasts, webinars and more come online from INSTORE.
A gemstone fresh from the earth can be mesmerizing in itself.
These 3 tips can make a difference in your business.
Cutting your work week to four days could ease your mind while maintaining your bottom line.
Sunshine, daisies, butter, mellow — we’re a sucker for this classic in yellow.
Take a peek at January's newest jewelry.
It's time to pile it on!
The joy of surprises...
Why can’t a woman propose to a man?
This Virginia jeweler had an amazing impact on his community.
Detailed dossiers on how to ID them and to ensure they leave with a bag from your store.
The trick that worked in New Mexico.
Some notable dates to remember during the most hectic month of the year.
Re-orders seem to be the trend in October's hottest brands.
Hiding among the holiday crowds is a key customer who doesn’t want to be rushed.
See how you can remain on the game while enjoying the Christmas season.
A jeweler gives every Christmas a real meaning.
Here's what our brain squad found to be the most effective holiday sales strategies.
She doesn't wait for chances, she goes for it!
Yes: 63% Sometimes it is a spontaneous splurge in the middle of the week, sort of just because. Other times, when I am faced with having...
There’s no place like home, unless it’s your local jewelry store.
This easy sales technique can create huge diamond sales in your store.
How and why to create a custom visual standards manual for your store.
It's worth it to both you and your customer.
Second- and third-generation family members combine rustic and elegant elements for eye-catching results.
A Minneapolis gallery manager is our winner this month.
Her jewelry is beautiful yet practical.
Not-so-mellow yellow!
For a successful holiday season, practice, practice, practice.
Upgrade the dress code in your man cave.
Discover these elegant December pieces.
Any random day in the life of a jeweler provides plenty of stories to tell – whether those tales are heartwarming, infuriating, funny or odd. But...
Use these direct mail pieces as inspiration to create your own attention-getting holiday promotions.
Connect with clients through reassurance, friendliness and genuine questions.
Taking care of the small things during your busy season can yield big results.
In touch with their inner elves, jewelers dress the part for fun and profit.
It's easier to get than you think.
This is a great way to show how excited you are about a gift purchased in your store.
Words of wisdom from a Maryland jeweler.
Why are some jewelers thriving while others are going out of business? In this issue, we seek answers.
It's time to create a "moat" around your prices.
His customer thought he was making a fortune on marked-up jewelry.
It works well with the silver and white metal trends of recent seasons.
It's an extremely simple formula.
Plus expert jewelry advisory services from SimplexDiam.
"You want me to do ... what???"
Whip up your customers' sense of anticipation with a "sneak preview" event.
One of the Venice Film Festival's wearable trends was front-facing hoops.
See what our readers had to say this month.
A project to assist elderly residents at a nursing home takes a bad turn.
Check out the latest jewelry collection releases.
See what styles to pick for customers who believe in astrology and other talismans.
Hire a food truck to feed attendees at your next store event.
This Wisconsin store has a popular line of pendants shaped like area lakes.
Florida jewelry sales pro loves being part of her customers' milestones.
Concentrate on custom and healthy vendor relationships to succeed in today’s jewelry retail environment.
Store owner was inspired by mentoring program for underprivileged teen girls.
Capturing footprints and noseprints could be a hit with your customers.
Ten fingers make rings the most collectible accessory.
Here's the fastest way to see how much your team knows about the customers they serve.
Almost 40% of successful jewelers have upgraded their stores in the last two years.
Couple creates inviting niche for Manhattan’s bridal elite.
To deliver an unforgettable holiday experience, you have to be on top of your sales game.
You're working harder these days, and you've got some crazy stories to tell.
To succeed, you've gotta keep your eyes on the big picture.
67% of jewelers say they would at least consider stocking them.
Identify me to win a free t-shirt in INSTORE's monthly contest.
In an era of change, some things remain the same.
Thriving jewelers buy more aggressively ... and re-order hot sellers more promptly.
See jewelry stores' best performers, top categories and expected breakout products.
Our mass data dig finds what’s separating the best from the rest.
Get ahead — and stay ahead — of the holiday rush.
See the key numbers that make up the world of American jewelers.
A few key dates to mark in the month ahead.
The Big Survey asked about display practices.
Last year's winner takes the top spot yet again.
Negative sentiment is appearing.
See our tips for business-boosting products this month.
Formally, I’m known as “clinochlore,” but if it’s sales you’re after, I recommend yet another name.
How to create a sensory experience in your store.
Lots of correct answers, but only one winner — Jerrod Nutt of Thacker Jewelry in Lubbock, TX.
Do these things to super-charge your performance in the busy season ahead.
It's the seventh straight month of declining monthly sales data.
The wrist wants what the wrist wants.
Well, what did you expect?
You don't want to do business with these guys.
Because everybody deserves a little treat, don't they?
Other clients' wedding pictures can help you land the sale.
She hates the concept of birthstones because they limit people's creativity.
30 A century ago, a lifeguard at Coney Island kicked sand in the face of 97-pound weakling Angelo Siciliano and walked off with his girlfriend. In...
Oct 1-7 SALES “We cured the bad habit of saying ‘no problem,’” says Scott Chalmers of Chalmers Jewelers, Middleton, WI. “If you’re caught saying ‘no problem,’...
It’s beginning to look a lot like Christmas … at least, for your sake, I hope it is!
Lately, the company is focused on data-driven geo-fencing.
Jewelers share their plans to spend a small windfall.
Yes: 50% “We have special Christmas cards printed that display either a piece of our handmade stock (a “wow” piece) or a picture taken of a...
The Fakier family creates a museum-quality retreat customers would be happy to call home.
Check out this month's business-boosting products.
See what's moving well for your fellow retailers as the holidays approach.
For this retailer, the question is ... to sue, or not to sue?
Opt-in email course designed to help retailers sell more of the company's designs.
Some jewelry is meant to be stacked, and she knows just how to style it.
Don't miss the latest new releases.
The star of Crazy Rich Asians is a fan.
Armani Prive fall 2018/19 Couture runway show. / PHOTO COURTESY OF REX/SHUTTERSTOCK. All colors of the rainbow were still going strong on fall/winter 2018/19 runways, but...
We’ve had a large corporate jeweler open up in our area that does a huge amount of advertising, offers five years to pay and lifetime guarantees...
What’s your favorite day of the year? There are a lot of options to enjoy across the annual calendar, but one in particular often goes unheralded:...
In today’s business climate, doing things the old way will kill your store.
Make it easy for customers to tell you how they feel about your store.
WHEN MARY TODD-MCGINNIS, a Ben Bridge Jewelers vice-president, caught a glimpse in a trade magazine of an opal ring designed by Niveet Nagpal, president and head...
Jewelry shows are no longer an indispensable way to purchase merchandise, even though one can make the case they still provide the best hands-on and comparative...
As consumer demand for laboratory-grown diamonds grows, retailers wrestle with how — or even whether — to sell and market this new product.
Retailers, jewelry makers and even a consultant or two sound off on what they know about wedding jewelry
Your competition is not just other jewelers.
Jewelry retailers go the extra mile for wedding customers.
Beverly Hills boutique combines art, events and a lounge to showcase designer’s theatrical flair for jewelry.
“Oh, I did just fine in school, but I skipped the a**hole language class so maybe that’s why I didn’t understand you!” To the customer who...
I got a call from a husband in the middle of a nasty divorce telling me his soon-to-be ex was on her way to make us...
“I’m glad you researched this; it’s going to make my job easier.” When to say it? To the customer who says “I saw it on the Internet...
"Always Be Changing" is a philosophy that encourages innovation.
Tell a romantic story about your clients.
Billion-year-old diamonds are competing with newborn diamonds in retail showcases.
Each year, Quilted Northern sponsors a Toilet Paper Wedding Dress Contest in which entrants – there were more than 1,500 last year – create designs using...
When a religious employee refuses to help a same-sex couple, the storeowner must decide how to react.
It's the most important thing they've learned about selling engagement rings.
When someone does all they can to help make our planet healthier, they want it to carry over to their wedding day. The Green Bride opts...
Monthly data comparison highlights a surprising trend.
To show prices, or not to show? That is the question.
THIS MONTH’S QUESTION: Do you allow customers to trade in their diamonds for bigger stones? Yes: 87% If it is a diamond purchased from us, we buy...
Remind them that they should be looking to buy diamonds, not paper.
Sept. 3-9 DISPLAYS Labor Day marks the unofficial end of summer — it’s time to change up your window displays to give them more of a...
07 On this day in 1998, a strange sounding company was incorporated in Menlo Park, CA. On the anniversary of GOOGLE’S FOUNDING, spend a few hours...
See what's moving in our latest roundup of jewelry sales.
A gown from the Amsale collection during Bridal Fashion Week in New York, April 2018. / PHOTO COURTESY OF REX/SHUTTERSTOCK In anticipation of Meghan Markle and...
They've been a popular choice for celebrities and royalty through history.
Think iconic pearls with a modern twist.
Two dozen things that help you make that important sale.
Don’t wait to be asked for permission.
Every great love story needs a great ring.
Color, luminosity, hardness and rarity — I've got it all.
Stores are continuing to battle a headwind with margins.
Way to go, Kim Hatchell, sales manager at Galloway & Moseley in Sumter, SC.
Big Cool Honorable Mentions Beré Jewelers PENSACOLA, FL Owner Barry Cole is a first-generation jeweler who opened his dream flagship store with his wife, Laura, in...
Here are the coolest jewelry retailers of 2018!
Belle Brooke Barer finds down-to-earth studio and retail space in a former stable.
