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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.



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, 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

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!

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

Trace Shelton

Editor-in-Chief, INSTORE
[email protected]

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)

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



Want More “Me” Time? Wilkerson Will Get You There!

It was time. Teri Allen and her brother, Nick Pavlich, Jr., had been at the helm of Dearborn Jewelers of Plymouth in Plymouth, Mich., for decades. Their father, Nick Pavlich, Sr., had founded the store in 1950, but after so many wonderful years helping families around Michigan celebrate their most important moments, it was time to get some “moments” of their own. Teri says Wilkerson was the logical choice to run their retirement sale. “They’re the only company that specializes in closing jewelry stores,” she says. During the sale, Teri says a highlight was seeing so many generations of customers who wanted to buy “that one last piece of jewelry from us.” Would she recommend Wilkerson? Absolutely. “There is no way that I would have been able to do this by myself.”

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