Gary Gordon shares his knowledge. THINGS I FINALLY figured out, after 37 years in the retail jewelry business: 1. Make every customer who walks in...
AS A STUNT, The Washington Post asked world-acclaimed violinist Joshua Bell to play his Stradiva-rius during rush-hour in a Metro subway station. Here’s what happened: He...
Parables by Jeff McCandlessThere’s no basket in basketball … but there once was. In 1892, when James Naismith nailed a peach basket to the wall of...
Your mission, if you choose to accept it: check out rival jewelers to see what they sold. Abe Sherman has tips.THIS COMING MONDAY morning, the earlier...
WHY IT’S TRUE When looking for a new car, I went to a dealership with a great reputation. But the salesman didn’t seem to know much...
What we know about how you sellTRUTH #4 YOU MAKE MORE SALES BY LISTENING WELL THAN SPEAKING WELL. WHY IT’S TRUE: Many salespeople believe their job is to...
To beat the bad guys we need to band together AT A QUIET MOMENT moment in just about every buddy-cop movie ever made, one buddy looks...
Remember… there is life after jewelry retail.
… But will you? wonders our columnist
Ellen Fruchtman provides three resolutions you’d be crazy not to keep ? and they have nothing to do with losing weight. EVERYONE STARTS a new year...
Where have all your customers gone? Philip Nulman discovers their destination, and tells you how to stem the exodus. THERE’S A VERY SMALL country with a...
WE’VE ALL BEEN saying our business is under attack from other sources of jewelry ? big-box outlets, wholesale vendors who open retail stores and the Internet....
WHY IT’S TRUE Individuals’ motivations may not line up perfectly with yours, but everyone is motivated somehow. Some are motivated to go to the beach or...
What we know about how you sell TRUTH #3 WHY IT’S TRUE: Because it’s the same for every type of product. Is the husband buying jewelry...
(Almost) everything teaches us a lesson. THIS MONTH, we’re continuing our efforts to get everybody in the retail jewelry community to understand each other a little...
Success breeds paranoia ? and lots more work IF BEING GENUINELY COOL IS not caring about what other people think, then we probably come up a...
Imitation may be a nice compliment, but there’s a limit to how much flattery one should have to take, says Eve Alfill?. SO YOUR CUSTOMER WANTS...
Don’t wait to reinvent your store, says Abe Sherman. It may be too late.It’s said that if you drop a frog into a pot of boiling...
REMEBER THAT SONG that made you cry? The more you heard it, the less it affected you, until you didn’t cry anymore. Or the fear you...
Parables by Jeff McCandlessBusiness, like golf, requires a delicate balance of attention. And sometimes, the deliberative process can hurt you more than it helps. If you...
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