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Jewelry design is the lifeblood of our industry, and those on its forefront are constantly challenging the status quo, pushing boundaries in creativity and wowing jewelry lovers with their skill and passion. These are the creators we seek to honor with the INSTORE Design Awards.

For 2019, we expanded our categories from eight to 25, allowing designers more freedom to enter the best category for each piece. And we received more than 171 entries as a result. In order to determine the best of the best, we recruited a judges panel composed of nine retailers, all of whose businesses carry multiple designer lines, to vote on their favorite jewelry in a “blind voting” process. We also opened voting to all North American jewelry retailers online at instoremag.com, where more than 9,300 votes were cast to decide the “Retailer’s Choice” winner in each category.

And finally, as we have since our competition began, we recognize one up-and-coming designer who embodies the inventive spirit so long encouraged by our former colleague Cindy Edelstein, who passed away in 2016.

Now, turn the page and see the very best that our industry has to offer. Who knows, maybe you’ll find your next hot-selling line right here in this story!

Best Men’s Jewelry

Best Statement Piece

THE JUDGES

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

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Deb Schulman says once she and her husband, Ron, decided to retire, she could feel “the stress start to leave.” The owners of B. Alsohns Jewelers in Palm Desert, California, the Schulmans had heard about Wilkerson over the years and contacted them when the time was right. Wilkerson provided the personalized service, experience and manpower it took to organize their GOB sale. “We are so impressed with the way Wilkerson performed for us,” says Ron Schulman, “I’d send high accolades to anyone who was interested.”

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Close the Gap Between Knowing & Doing

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There’s a chance you’ve stood here before: on the cusp of a new year, pledging to yourself that this time, things will be different. You’ll implement those best practices you’ve read in business books or heard at trade show seminars. You’ll knock your inventory into shape, bring your marketing up to date and fire up your staff. Come the end of 2020, you’ll be sitting atop a thriving business practice that will not only ensure your future is financially secure but showcase your business acumen. Only the odds suggest it’s not going to happen. Numerous surveys done over the last three decades suggest that at best you’ve got about a 30 percent chance of succeeding in implementing such change. It’s much more likely that in 365 days, you’ll find yourself pretty much where you are now, doing things much the same way as you always have.

The inability of most businesses to effectively implement change — even when they know what needs to be done — is one of the more curious and frustrating aspects of business management. Jeffrey Pfeffer and Robert Sutton, two Stanford Graduate School of Business professors, famously coined the term “the knowing-doing gap” to encapsulate the divergence between what corporate best practices and management science say managers should do, and what they actually do.

The knowing-doing gap afflicts businesses of all sizes and in all sectors. And despite increasing awareness of the issue, companies are getting no better at closing it.

Some businesses mistake talk for action; they perfect their plans and presentations, yet follow-up is feeble. Still other businesses get locked in the past, sometimes because their identities are too strong to adapt. A great many workplaces are cowed by an intolerance of mistakes that discourages feedback and paralyzes initiative. Conversely, some organizations are just too comfortable, creating a situation that no one genuinely wants to disrupt.

Many, if not most, enterprises rely on faulty yardsticks of performance, favoring financial benchmarks that are easy to track but that do not truly capture the drivers of transformation.

One thing that can torpedo even the best-laid plan is the unknowability of the future. As Mike Tyson succinctly put it, “Everyone has a plan until they get punched in the mouth.” It’s impossible to know what lies ahead. Markets, staff, and customers don’t react the way you expect, and most change programs lack the agility to deal with the unexpected chain of events that may be set in motion.

To be sure, change is hard. It’s difficult to get other people, like your staff, to do you what you want. It’s often as tough to get yourself to follow through on a commitment you’ve made on Dec. 31. But that doesn’t mean it’s impossible.

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Hollywood movies are often about change and redemption, and often the trigger is a rousing speech by a dying uncle, wounded comrade, or aging sports star. In the real world, influencing people’s behaviors requires a lot more than words. You need to make what is often perceived as undesirable desirable, you need to harness team spirit, and you need to offer rewards and make it structurally easy for the person to carry out the changes through routines and skills training. You need to hold people accountable to the new ways on a day-to-day basis, and you need to be prepared to pivot and change approaches when something is not working. Finally, you need to be ready to communicate your message over and over again.

In the pages that follow, we will provide tips and ideas to set you in motion on your year of change. There’s a good chance you will know many of them. That’s the thing about the knowing-doing gap. The secret is to invest in as many as possible, celebrate any progress that you make and keep moving forward.

18 tips on closing the knowing-doing gap

1. Get Buy In

To succeed, a change strategy must, at least in part, be shaped by the people who will execute it. They are the ones doing the work, so they need to be involved from the beginning. Moreover, they are best positioned to codify experience into usable rules, which they can phrase in a language that resonates for them (creating such in-house terminology is often one of the first steps in building a successful company culture). And besides, they may actually have some good ideas to share. “Often the best strategies don’t come from the top of the organization. The frontline can be a well of ideas. New ideas pop up from the pressure of trying to solve a problem for the customer,” says Robert Simons, author of Seven Strategy Questions: A Simple Approach For Better Execution.

2. Play Planning Poker

One of the main drivers of resistance to a change program is when staff don’t feel they have been heard or the amount of additional work they may be asked to do is not acknowledged. A fun way to show you’re interested in your employees’ perspectives is Planning Poker. It goes like this: Each staff member gets a set of numbered cards and the manager describes the new task or role they will be asked to do under program revamp. The employees then choose the numbered card that represents the amount of effort that they believe will be required to achieve the outcome. As the cards are revealed — some with high values, others with lower values — it quickly becomes apparent who’s not on the same page. “Planning Poker sparks productive discussion and speeds up clarification of what’s expected,” says Dave Bailey, a business coach and tech entrepreneur.

3. Be a Little Less Positive

Positive thinking has its place, especially when it comes to conceiving goals, but when it comes to achieving them, it can actually be a hindrance, says Dr. Gabriele Oettigen, a New York University psychology professor who has been studying the effects of positive thinking for over 20 years. “When people only think about a positive future, they’ve already attained this future in their minds, so they have little motivation to actually act on it,” Oettigen recently told The Atlantic. In her book, Rethinking Positive Thinking, she recommends a procedure called mental contrasting — that is, examine the barriers that stand in the way of us actually attaining that goal and map out detailed strategies to deal with them. “Visualizing the desired future and then imagining the obstacles can actually help us be more successful than positive thinking alone,” she says.

4. Be Outright Negative

Postmortems are useful, but even better is if you can take action before your dear project dies. Hence, the increasing popularity of pre-mortems. The process is simple: Unlike a typical critiquing session, in which project team members are asked what might go wrong, the pre-mortem operates on the assumption that it’s already over. Everything went as badly as you could have feared. Now: why? Asking the question this way, explains the psychologist Gary Klein, has an almost magical effect. It removes the pressure from those who are worried about seeming disloyal by voicing concerns; indeed, it turns things into a competition to find ever more convincing reasons for failure. “It’s a sneaky way to get people to do contrarian, devil’s-advocate thinking without encountering resistance,” Klein says. According to Klein, using prospective hindsight can improve people’s ability to predict the reasons for future outcomes by 30 percent.

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5. Try a Brainwriting Session

Traditional brainstorming sessions have a rather spotty record. This is because only one person can speak at any one time and it is easy for some personalities — and their ideas — to dominate, so few good ideas are actually generated. A new study suggests something called “asynchronous brainwriting,” whereby participants rotate between eight-minute individual writing sessions and three-minute group sessions to read over each other’s ideas. The researchers from the University of Texas at Arlington found that participants using this method thought of an idea every two minutes on average, a much higher rate than more traditional brainstorming sessions.

6. Skin In the Game

There’s another reason you want to involve your staff: When people feel the ideas were partly theirs, they have skin in the game and feel accountable for the plan’s success. It wasn’t just the boss’s idea. “People do not change their minds through being told, however open and inclusive the communication may be. It is an oft-forgotten feature of human nature that if you want to influence someone, a good start is to show they have influenced you. If you are open to others, others tend to be open to you. Influence comes through interaction,” write Alison Reynolds and David Lewis in What Philosophy Can Teach You About Being A Better Leader.

7. Aim, Fire, Do

The traditional top-down approach to business strategy has been “Plan-then-Do”: The organization would invest heavily in creating a detailed plan that specified roles for all employees based on how the market was expected to react. Should the plan falter, employees would invariably be faulted for failing to execute, leading to demands that the plan be followed even more closely with ever greater micromanaging. The results were rarely pretty. An alternative approach popularized by Tom Peters and Bob Waterman in their bestseller In Search Of Excellence was a “ready-fire-aim” go-to-market strategy. This agile, test-and-learn approach, which has become the standard in Silicon Valley, is better suited to today’s volatile environment. Instead of thinking of strategy as a linear process, consider it as inherently iterative — a loop instead of a line, in which the situation is constantly reassessed: Plan, do, assess, replan-redo. “Success requires identifying the next few steps along a broadly defined strategic path and then learning and refining as you go. This approach makes execution easier and increases the odds of delivering great results,” says Michael Mankins, co-author of Time, Talent, Energy: Unleash Your Team’s Productive Power.

8. Identify Your WIGs

To win any war, you need to pick the right battles. In their book The 4 Disciplines Of Execution, Chris McChesney, Jim Huling and Sean Covey call these targets “WIGs”, short for Wildly Important Goals. A WIG can make all the difference, but will require you to commit a disproportionate amount of energy to it. “In determining your WIG, don’t ask ‘What’s most important?’ Instead, begin by asking ‘If every other area of our operation remained at its current level of performance, what is the one area where change would have the greatest impact?’” they write.

The truth is that it is hard to do more than two or three big things at a time, no matter how large your organization. “Saying no to things that you really want to do is the telltale sign of a good planning process,” the investor Fred Wilson recently told a recent INC founder conference.

The final benefit of a WIG is clarity. According to some studies, only 15 percent of employees at corporations actually know their organization’s most important goals — either because there are no goals, or they have too many goals. A WIG will ensure everyone is clear on what critical activities provide the greatest leverage to achieving that goal.

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9. Create Small Steps

Set big, ambitious goals. Just be sure to add deadlines for the small concrete steps that will get you there. In his book One Small Step Can Change Your Life: The Kaizen Way, Robert Maurer suggests taking almost absurdly tiny steps, day after day. It enables you, in Maurer’s words, to “tiptoe past fear”: our monkey-brain, it seems, is fooled when we tell it we’re embarking only on something minuscule, and it stops putting up resistance. By making your steps too small to fail, you and your staff can make those initial, small changes on which to build a new way of working and doing business.

10. Be Clear About Everyone’s Role and Place

Gary Neilson, a consultant with Booz & Co., which over the last decade has surveyed over 1,000 companies for a strategy study, says failures can almost always be fixed by ensuring that employees truly understand what they are responsible for and who makes which decisions — and then giving them the information they need to fulfill their responsibilities. With these two building blocks in place, structural and motivational elements will follow.

11. Don’t Substitute Talk For Action

Substituting talk for action is perhaps the most common way businesses fall into the knowing-doing gap, say Pfeffer and Sutton. Many corporate teams spend so much time creating strategies and setting goals, they don’t actually implement anything. Systems can help. One system that’s currently popular online goes by the name “No Zero Days.” The idea is simply not to let a single day pass without doing something, however tiny, towards some important project.

12. Six-week Sprints

“Agile planning” should be viewed as a series of box sprints with the objective of moving forward, testing the waters, learning, and refining the strategy based on the results, says business coach Dave Bailey, who recommends six-week stretches. Brian Moran and Michael Lennington, authors of The 12-Week Year, recommend a longer period, as the title of their book suggests. The exact number isn’t important, just so long as the stretch is long enough to allow your team to make significant progress on a key front, yet short enough to stay focused. The problem with thinking of life in annualized 365-day units is that a year’s too big to get your head around, and there’s too much unpredictability involved in planning for 10 or 11 months in the future.

13. Keep a Compelling Scoreboard

People play differently when keeping score. “Great teams know, at every moment, whether or not they’re winning. They must know; otherwise, they don’t know what they have to do to win the game,” say McChesney, Huling and Covey in 4 Disciplines. The four characteristics of a well-designed scoreboard are that it be simple, easily visible by everyone, show lead and lag measures, and allow employees to tell within five seconds whether they’re winning or losing, they say.

14. Praise More

Want people to change? It takes a combination of personal, social and structural influences. The first step is to ensure that behaviors are connected to personal satisfaction, such as associating what we’re doing with a sense of greater purpose (“These are our customers’ most important moments”). Second is the social environment, such as making people accountable to the team, and finally come the rewards, such as bonuses. A big part in all of this feedback. Many managers act as if praise is a finite resource. It’s not, and lack of recognition is usually the No. 1 complaint among staff.

15. Use Fear Judiciously

Few industries are being “disrupted” as drastically as the retail industry, and that can make one fearful. Andy Grove, the former Intel chairman, liked to say that fear — fear of the competitor, fear of failure — is essential to fueling a desire to win in the marketplace. But fear is often counter-productive. In business, Pfeffer and Sutton report, managers who try to lead through fear cause paralysis more often than action. Trying to motivate yourself with fear is like screaming at a child, “Do something, dammit!” You’ll either freeze up or act in an impetuous way that makes things worse.

16. Take Care of the High and the Low

Humans typically don’t like change. And the two groups most resistant tend to be the lower performers and — surprisingly — high performers, says Neilson. The low performers because they fear they will struggle, and the high performers because they have found a way to succeed in the existing system, so they tend to see the problem as other people needing to get it together and be effective. As a result, change seems like unnecessary overhead that is liable to get in the way of their actual work. “Essentially, low performers need to know the ‘what’—what the expectations are in the new order of things—while high performers need the ‘why’ of the change explained,” Neilson says.

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“Before you try to introduce any kind of ‘performance management’ to a team, the first step is to bring in standards, support, and accountability. Once you have that, you can clearly communicate where people need to develop, give low performers the help they need, set them up to be successful, and if it still doesn’t work out … let them go,” he writes in Results: Keep What’s Good, Fix What’s Wrong, And Unlock Great Performance.

For high performers, it will be hard, but it will be extremely effective, so take the time, he counsels. Hone your explanations on them, hear them out, and work to earn their trust. They usually wield outsize influence in the workplace. Once you have their support, other employees will quickly get on board.

17. Deal with Dissent

It’s possible, and even likely, that some of your frontline employees will voice objections to your strategy. They may think the leaders have chosen the wrong approach or have decided to play in the wrong space. If this happens, listen carefully and sincerely. “Every failed strategy had people on the frontline who expressed concerns,” says Simons. It’s a manager’s job to allow bad news to bubble up to the top of the organization. Simons urges though that once those concerns have been heard and dealt with, then people need to fall into line with the agreed strategy, regardless of their opinion. For those who seem determined to play the game of “Yes, but” (offer a solution, and they’ll find a reason to reject it), the right response is to refuse to play along, because their real motive is to prove the situation is irresolvable. Break the cycle by agreeing sympathetically. Or ask: “What do you plan to do about it?” says the entrepreneur Trevor Blake in his book Three Simple Steps.

18. There is No Finish Line

Lurking behind most schemes for transformation is the unspoken notion that change is something you achieve. But it doesn’t work that way because a day when everything is “sorted out” never arrives. If you continuously stare at the gap between where you are and where you think we should be, you’ll exist in a space of debilitating discouragement. Instead, appreciate how far you’ve come. Sure, you aren’t where you want to be, but you aren’t where you were, either. “The best companies see strategy less as a plan and more as a direction and agenda of decisions,” says Michael Mankins in a paper titled “5 Ways the Best Companies Close the Strategy-Execution Gap” in the Harvard Business Review. Focus on getting better rather than being good. Not only does this encourage you to focus on developing and acquiring new skills, it allows you to take difficulties in stride and appreciate the journey as much as the destination.

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All In The Family

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At INSTORE, we often refer to family-owned jewelry stores as being the heart of the independent retail jewelry business. So, for our December issue, we’ve collected photos of some of the faces behind those family businesses. Whether they represent second- or fifth-generation jewelry families, they’ve learned something about how to navigate these close relationships and achieve a balance between their personal and work lives that transcend time and generational differences.

Brothers Gale and Flint Carpenter, from left, and Gale’s son, Chance.

An Unexpected Succession
Big Island Jewelers, Hawaii | Founded: 1983

When Chance Carpenter, already an entrepreneur in his own right, told his dad, Gale Carpenter, that he wanted to join the family jewelry business, Gale said it blew his mind. “He had never spoken to me about any interest in the business whatsoever,” Gale says. “I would have started grooming him much earlier.” Gale founded the business with his brother Flint, a goldsmith. When Chance joined the business in his mid-20s, he apprenticed with Flint, and when Flint wanted to retire at age 70, Gale bought him out through a stock-reduction plan. “Chance learned from a master working a foot away,” Gale says. “It was invaluable. Because you can’t learn 35 years of technique in a classroom. It just doesn’t work.” In another four to five years, Gale says, Chance will take over and begin buying his father out of the business.

1. Heather Wahl with her parents Bob and Barba Wahl. 2. Four generations, circa 1945. From left: F.X Wahl, F.C. (Frederick Charles) Wahl with baby R.C. (Robert Charles) Wahl, and F.F. Wahl. 3. A 1989 photo in front of the store’s original location 4. Barba in a 1970s era newspaper ad for the store.

125 years, five generations
R.C. Wahl Jewelers, Des Plaines, IL | Founded: 1894

“I am so proud of my family’s longevity in the jewelry industry!” says fifth-generation family member Heather Wahl, who is the first woman to own the business. “This year we are celebrating one family, five generations, 125 years!” Her parents, Bob and Barba Wahl, met at an Illinois Jewelers Association event in Springfield, IL, in the late ‘60s. “Mom worked at another jewelry store in Illinois and they were seated at the dinner together and the rest is history,” Heather says. Heather’s parents are retired from day-to-day operations but make special guest appearances and step in to help as needed. “They are fabulous sounding boards and have a wealth of background and knowledge to share,” she says.

Harold, Cathy & Hunter

A QUALITY TRADITION
Tivol, Kansas City | Founded: 1910

Charlie & Mollie Tivol

Immigrant Charles Tivol opened a jewelry shop in downtown Kansas City in 1910, meticulously crafting each piece of jewelry by hand and launching a family tradition that would continue through generations. His son Harold began working in the store as a boy, studied at the GIA and joined Tivol in 1946. In 2003, Tivol was recognized by the American Gem Society as top retail jeweler of the year. Harold’s daughter Cathy, representing the third generation, has worked in the family business for three decades. In 2010, Tivol celebrated a century in business, and a year later, Cathy’s son, Hunter Tivol McGrath, joined the company as a salesperson at the Hawthorne Plaza location, making him the fourth generation of the Tivol family to work for the company. Harold Tivol remained chairman until his death at the age of 92 on July 6, 2016.

A STRONG WORK ETHIC
Josephs Jewelers, Des Moines, IA | Founded: 1871

Toby Joseph, Trisha Joseph, Jake Joseph and Deb Joseph.

Jake and Trisha Joseph represent the fifth generation of the company founded by watchmaker Solomon Joseph in 1871 as a repair shop that also was officially in charge of timing the trains for the railroad. By the turn of the century, Josephs had expanded into fine jewelry and giftware. In 1934, Josephs was a founding member and investor in the American Gem Society. They attribute their success to respect, teamwork and a strong work ethic. “The Joseph family has always lived a modest life,” Deb Joseph says. “No one has ever had a second home or taken any more vacation than what their employees have. Toby is almost always the first one here in the morning and Jake, Trisha and I are usually in the group that is the last to leave the store.”

FAMILY COMES FIRST
Tapper’s, Troy, MI / Founded: 1977

Founder Howard Tapper is the company’s CEO, brother Steven is vice-president, son Mark is president, daughter Marla Tapper Young is a director and Mark’s wife Leora is heavily involved in the store’s merchandising and runs its estate department. Mark ascribes the company’s success in part to the tight family bond they all share. “We hired a family business consultant who asked each of us individually, ‘There’s no wrong answer, but is it family first or business first?’ And each of us answered ‘family first.’ We don’t always agree, but once a final decision is made, we all get on the bus and start driving in one direction.”

Founder William Croghan’s granddaughters and great-granddaughters form the current management team.

LAUGHTER IS A CURE-ALL
Croghan’s Jewel Box, Charleston, SC | Founded: 1907

Mini and Kathleen Hay; Rhett Ramsay Outten, Mariana Ramsay Hay and their mother Mary Croghan Ramsay.

Founder William Croghan’s granddaughters and great-granddaughters watch over the store that William opened around 1930 at 308 King Street. By 2000, granddaughters Mariana Ramsay Hay and Rhett Ramsay Outten, the third generation, began to knock out walls and expand the jewelry business in that original building. They’ve since been joined by fourth-generation Mini Hay and Kathleen Hay. Says Rhett: “Too many retail jewelers hang onto the image or idea of who they’ve been in the past. Our survival has been based on ‘Let’s try it; let’s see what happens.’ We also believe that laughter is a cure for just about anything, so we laugh a lot. And probably most importantly, we are always counting our blessings and looking for ways to give back in a meaningful way to this community that has given us so much.”

Robert and Jonathan McCoy

Old Place, New Course
Mitchum Jewelers, Ozark, MO | Founded: 1965

Jonathan and Jennifer McCoy, left, with Robert McCoy and Samantha Smith, head of operations.

“When I was growing up, it was more like a routine,” says Randy Mitchum of the family store. “My dad, a watchmaker, went to work during the day, then he came home and we ate dinner and watched Wheel of Fortune.” Although he’d been assigned chores in the store, he never really thought of it as his life’s work. Randy graduated high school in 2000, but after a year in technical college, he lacked direction. “I asked my Dad, ‘Why don’t you let me work in the store part time?’ At first he told me, ‘No, I don’t think we’d get along very well.’ Then he needed someone after my first year in college and I started working in the store. The next semester came along and I wanted to work full time in the business.” Although he was trained on the bench, his dad told him, “You’re a hell of a better salesperson than you are a bench person. Why don’t you stay on the sales floor and make some money?” Randy never did go back to college. “Once I got into the store and started working, I saw some potential and started taking some ownership,” he says.

John Mitchum (right), shown with his son, Randy, purchased Trantham Jewelry in 1965. It came with a prominent, double-sided clock on the town square that now has a new name and a place of honor in their current location.

JEWELERS IN RESIDENCE
McCoy Jewelers, Dubuque, IA | Founded: 1973

The McCoys not only work together but also live above their business. Founder Robert McCoy, a master gemologist, jeweler and designer, lives on the third floor, and his son Jonathan and daughter-in-law Jennifer live on the second floor. Although semi-retired, Robert still works a couple of days a week on design and repairs. Jonathan is the head of bench operations, custom design, CAD/CAM and repairs; Jennifer oversees bridal and sales. “It’s hard to play hooky,” Jonathan admits. “My wife and I converse about the shop almost daily. Once you get in that mindset, it’s difficult to get out of it.”

Julia, Jeff and Daniel White

REBEL, REBEL
Jeff White Custom Jewelry, Las Vegas | Founded: 1995

When Jeff White opened Jeff White Custom Jewelry with 300 square feet in an office building, he received a stipulation from his wife, Michelle White. “My mom’s one condition was that he not be allowed to hire any of the kids,” says their son, Daniel White. Michelle came from a family business and knew the stresses associated with that kind of operation. Despite that warning, Daniel and his sister Julia both landed in the business (“I guess there are worse ways to rebel,” Daniel says). “My dad has cut back from his 60-80 hour work weeks — he has given me the ability to run and manage operations in the event he does decide to take off for a while. My sister, Julia, keeps our books clean and our staff happy. She is pregnant with her fourth child right now, but insists on coming in one day a week to manage the books and schedule, and when the holidays come around, she is our top salesperson. My brother, Joseph, got out of the business and became a hospital administrator; he still has an opinion on the direction of the business, but none of us listen. I have an older sister and a younger sister who are also not in the business, but they love jewelry and my dad loves giving it to them, so no one is complaining.” In total there are 11 grandchildren in the third generation.

Michael Kanoff and his father, Lenny Kanoff, became partners in 1996.

LIVING THE DREAM
Michael’s Jewelers, Yardley and Fairless Hills, PA | Founded: 1976

Michael’s Jewelers was founded by Lenny and Karen Kanoff in 1976, but the family’s jewelry roots run deeper than that. In 1918, Daniel Kanoff, a watchmaker and silversmith, emigrated from Russia to the U.S. and got a job working for a watch repair house in Philadelphia. A decade later, he opened his own business, Philadelphia Case & Repair. Daniel’s son Irving became a watchmaker, and his grandson Lenny became a retailer. Their son, Michael, fell in love with the business. “I knew I wanted to be in the jewelry business since I was 2 years old,” Michael says. After he earned his GG from the GIA, he worked at a variety of jobs in the industry. “In 1996, I was working as a jewelry rep in Atlanta, and I got a call from my father,” Michael recalls. “He said they were building a shopping center in Yardley and asked if I would like to partner with him and open a store in my hometown. So in 1997, we closed our Richboro store and we opened Michael’s Jewelers Yardley.” Michael says he is living his dream by owning a jewelry store and raising his three children, ages 9 to 13, in his hometown. “At this point, my children don’t have any interest in the jewelry business, but that might change,” Michael says.

Fourth-generation jeweler Sarah Hurwitz Robey, her parents, Jeff and Patty Hurwitz, and her sons, Tucker and Lincoln.

ALL AGES WELCOME
Colonial Jewelers, Frederick, MD | Founded: 1920

Fourth-generation jeweler Sarah Hurwitz Robey has brought her sons Tucker and Lincoln with her to work since they were 6 weeks old, with the help of her mom, Patty Hurwitz, and a babysitter. “We have an awesome staff who are like family to us and are very understanding of all of the nuances of working for a family business, whether it is Lincoln learning to crawl on the sales floor or Tucker running in from preschool excited to show everyone what he made that day. I feel like I have a dream situation. I get to work at the store, which I have always been very passionate about, as well as have my babies close to me.” The business was founded in 1920 by Sarah’s great-grandfather, Benjamin Hurwitz. Sarah’s father Jeff Hurwitz, president of Colonial, learned the business from his own parents, Will and Marilyn. They’ve had a recent surprise addition to the family lineup at work: “My 94-year-old great-uncle, who worked in the business with my grandfather, recently came out of retirement and is our official Saturday greeter. He’s a huge hit with our customers, may of whom remember him from years ago,” Sarah says. “I don’t ever want to put any pressure on my boys (the way I was never pressured) but I am hoping that having them here so young may instill in them the same love of the business that I have,” she says.

A JACK OF ALL TRADES
Spath Jewelers, Bartow, FL | Founded: 1986

Tina and Gene Spath, from left, work with their daughter Emily and son-in-law Matthew Clark.

Spath Jewelers founders and owners Tina and Gene Spath work with their daughter, Emily Clark, and her husband, Matthew Clark, who both have the title VP of operations. Tina handles community relations and marketing. Gene works as a liaison between their two locations and oversees jewelry and watch repair. Emily is custom design manager and oversees diamond sales, HR, scheduling and marketing. Matthew handles inventory, staff training and development, marketing and sales. “In a small business, there is a lot of overlap in job responsibilities, and you eventually become a jack-of-all-trades,” Matthew says. “The way to succeed in a family business is to help and advise other family members in their areas of focus when they request the advice, and stay in your lane when advice is not needed or requested. A wise man one said, ‘You never want too many cooks in the kitchen or the food will come out tasting like you know what … ‘”

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Getting Along in the Family Business

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Mark Tapper wasn’t sure, as a young man, whether he wanted to join the family business in Michigan. He was motivated to work on Wall Street, first, which he did, but still realized he felt a pull to be an owner operator, to chart his own destiny. That idea kept him coming back to considering the family business.

“During summers, when I had the opportunity to come home, I worked in the business,” Tapper says. A turning point came when he worked with a customer to repair the watch their son had been wearing when he was killed in a car crash. “I created an emotional bond over that repair and felt more of a connection with the business. I realized that we see our guests at the best times of their lives and at the lowest times of their lives, and we can develop long-term relationships with them.”

When Mark did join Tapper’s, his father and uncle were ready to slow down a little bit. “My dad realized he wasn’t connecting with younger generations, and my sister and I were young and ambitious; little by little, he gave us more responsibility and opportunity. My dad coached us, but he handed over the reins and allowed us to make mistakes and have successes.” 

David Brown of the Edge Retail Academy says such openness is key to family harmony. While the younger family member needs to be open to learning from the older generation, the older generation benefits from being receptive to new business methods and opportunities. “We live in dynamic times, and what got you there won’t keep you there,” Brown says.

Outside experience, whether in or out of the jewelry business, can be invaluable. Kate Peterson of Performance Concepts says that ideally, family members should spend a year or more working with another, similar jeweler in another part of the country, learning sales and operations as an employee rather than as an heir.

Peterson also advises owners to be sensitive to their existing associates when bringing new family members into the fold. “Communicate honestly with staff members about your hopes and expectations for your son or daughter, about the steps you’ve taken to ensure his or her value and contribution to the team, and about how you see the chain of command evolving — both in the short and long term.”

Peterson says it’s important, although challenging, for the owner of the company to separate their roles as business owner and parent.

“Talk to your son or daughter as you would to any person applying for an eventual management position with your company,” she says. “You’ll want to make sure that your objectives, as well as your understanding of career path and process, are compatible. Now is the time to discuss timelines, expectations and performance standards.”

Mike Kanoff of Michael’s Jewelers in Yardley, PA, says he started at the bottom of the family business, an experience which, looking back as an adult, he recognizes as formative. “This is what made me the person I am,” he says. He advises patience on everyone’s part, because despite the best of intentions, parents will inevitably view their offspring as children, no matter their age or experience. “Don’t take it personally; it happens to all of us,” he says. “They will appreciate you more as they and you both get older and grow together.”

When a family member joins the firm, says Toby Joseph of Josephs Jewelers in Des Moines, IA, they will benefit from exposure to different areas of business to figure out what they enjoy. Discuss among family members and key members of the team how you can find someone to take on areas in which no one is strong or interested.

Sarah Hurwitz Robey credits a clear division of labor for ease of operation at her family’s store, Colonial Jewelers in Frederick, MD. Everyone plays to their strengths. “It’s not always perfect, but having different areas that we are responsible for, which happen to be the ones we enjoy the most, helps to give us all our own space to do things our own way.

“For example, my dad is responsible for diamond buying and inventory controls. He is really great at keeping our inventory lean and turning well to leverage our buying to make it as profitable as possible. So when a question comes up about bringing in more merchandise, I would defer to him on the purchasing budget, but we would pick out styles together. One of my areas is marketing, and while we will collaborate on the marketing budget for the year, the details of the way we spend it and the creative aspects are up to me. My mom, whose pre-jewelry store background was in social work, is our master of dealing with staff, customer relations and community philanthropy.”

Rhett Ramsay Outten, who owns Croghan’s in Charleston, SC, with her sister Mariana Ramsay Hay, says her third and fourth-generation family management team would all agree that working together is one of the thrills of their lives. “Our relationships have evolved and matured, and honestly, we really just like each other. The interesting thing about our situation is that we all bring very different strengths and weaknesses to the table. We know our lane and we have allowed each other to lead and excel in the area in which we each thrive.”

The Tapper family has been open to innovation and new ideas as younger family members come aboard.

Outten is the creative one, while her sister is a problem solver and planner. “Next generation Mini and Kathleen are similarly opposites. Kathleen has a love of spreadsheets and data and enjoys the analysis of numbers. Mini is an artist and designer, our style director. They work beautifully together.”

Although they have very different skill sets, they all share the values handed down from their grandfather and mother, she says, which include a deep faith, a belief in ethics and honesty and putting family first. “On challenging days, sometimes you just have to wake up and decide that the most important thing is to get along,” she says. “Our mother would expect that of us.”

MAKE SURE EVERYONE IS ON THE SAME PAGE

W hen Mark Tapper moved into the business, the Tapper family met individually with a family business consultant, who asked each of them if the family or the business came first for them and told them there was no right answer. “We all answered family first,” Tapper says. “So we had that as our foundation that the decisions we are going to make are for the family. That really helps drive the family culture, the business culture and the business performance.

“When things aren’t at their best, it’s because we aren’t communicating,” Tapper says. “The more you can talk and plan and be open and honest with one another, it benefits the family and it benefits the business.”

Brown says that effective, regular (timely), structured communication and meetings are vital, but only if they have context. If people don’t know what the goals and objectives are and where they all fit in, there isn’t much to discuss.  With those things in place, family members should meet weekly for an hour to review what’s working and what’s not.

Third and fourth generation owners of Croghan’s Jewel Box say that working together is one of the thrills of their lives, but on challenging days, they make the decision to “just get along.”

At Croghan’s, Outten says the family meets once a week with their CFO, their head of HR and their store manager. “This is where we discuss all of our plans, problems and triumphs,” Outten says. “It is a crucial part of our success and allows us to be on the same page as well as to be intentional in both short and long-term planning.”

Brown notes that multiple generations working together must know and agree on the short-term (one year), medium-term (five years) and long-term (five years and beyond) goals and objectives of the business and the family members involved. It’s important to discuss expectations upfront, including who will be running the business in the future. “There are few things more destabilizing than surprises, such as one of the younger generation thinking they will be taking over the business only to find someone else is earmarked for that role,” Brown says.

Other important topics are: How do the current owners get paid? How do they make it equitable? “There is nothing worse than close family members falling out due to a lack of understanding about where they fit in and how it is all going to work,” Brown says.

ADDRESS QUALITY OF LIFE ISSUES

O wners may discover that family and quality of life issues are at the forefront of expectations when it comes to millennial and Gen Z employees. “Expect to hear ‘I can’t put in the kind of hours you did’ and avoid the temptation to utter the dreaded phrase, ‘Pay your dues,’” Peterson says.

Robey is grateful that her parents recognized how important it was to her to bring her young sons to work, ever since they were six weeks old. “If someone just needs a hug from Mommy, I am right here,” she says.

Matthew Clark joined his wife’s family’s business, Spath Jewelers, in Bartow, FL. Emily works there, too, and they both have the title of vice president of operations. For them, working together is quality of life. “People are amazed that I work 10 hour days with my wife and say they could never do it,” Clark says. “But I could not imagine working 10-hour days away from her and coming home to see her just a couple hours before having to go to bed. I know it would not work for everyone, but we are very blessed to make it work and I would not have it any other way. ”

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