Editor's Note

We Should All Be Inspired by The Octogenarians of Jewelry Retail

The subjects of our “8 Over 80” story have led fascinating and impressive lives.

Published

2 years ago

November 20, 2022

Trace Shelton Instore December 2022 Issue

I’VE BEEN WRITING about jewelers for 24 years now, which feels like a long time. But that’s just a drop in the bucket compared to the subjects of this issue’s lead story, “8 Over 80.”

The eight store owners we cover in this article, plus the two appearing online at instoremag.com, Jim Rosenheim of Tiny Jewel Box and Lyle Husar of Craig Husar Fine Jewelry, are incredibly impressive, not just in terms of the time they’ve put in, but the sacrifices they made to get where they are today.

Bill Underwood, who grew up during the Great Depression, started his business with a $1,000 loan from his parents. Sissy Jones sold diamonds inside a termite-ridden log cabin. At the age of 42, David Adams had to buy out his three siblings when his father died. The others all took twists and turns in their professional and personal lives, eventually finding success in the form of thriving businesses that have been turned over, at least to some degree, to their sons and daughters.

My biggest regret with this story is that we didn’t have more space to tell the full and fascinating tales of these dignitaries. But never fear! We’ve included the full-length stories, plus Q&As with several of our subjects, at instoremag.com.

As you work your way through this most challenging of months, we hope you’ll find inspiration from the ingenuity and resilience of these octogenarians, as well as a sense that tomorrow will be even better than today. Happy holidays!

Trace Shelton

Editor-in-Chief, INSTORE
trace@smartworkmedia.com

Five Smart Tips You’ll Find in This Issue

Review unfulfilled wish lists to check the age of the items. If a year or older, call up the client and offer them a discount to take it off your hands.. (Manager’s To-Do, p. 26)
Give “just lookers” time to look but position yourself in a place to approach when they’ve found something of interest. (Peter Hannes, p. 53)
Set minimum and maximum levels for your top-selling pieces and set an alert for when they hit the minimum. (Megan Crabtree, p. 54)
When dealing with an angry customer, ask them what they want rather than offering your own solution. (Ask INSTORE, p. 55)
Round up your prices to drop more money to your bottom line. (David Brown, p. 56)

Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."