Editor's Note When The News Makes You Dizzy, Clear Your Head And Gain Perspective Sometimes, you may miss the jewelry retail forest for the trees. Published 1 year ago on January 25, 2021 By Trace Shelton Instore February 2021 Issue Share Tweet THE NEWS CYCLE these days spins faster than a whirling dervish in a whirlpool. By the time you read this, who knows what will be grabbing headlines. With that said, it can be good sometimes to rise above and get a bird’s eye view. Managing editor Eileen McClelland helps us do that in our lead story, “What’s In and What’s Out,” covering some of the biggest changes we’ve seen in jewelry retail over the last decade. (We couldn’t fit all of them into the mag, so check out the expanded article at instoremag.com). In truth, we’ve seen more changes in the past year than in the previous nine years combined. And from what I can see, many of you have weathered the storm quite well. Consider that we went through two momentous challenges in 2020: the pandemic, and the crushing economic blow that resulted. Both required quick action and solid strategy on your part as a small business owner. And yet, most of you reported gains in the 4th quarter. Congratulations! I hope you gave yourself and your team a pat on the back. Whatever the future holds or how quickly the news cycle continues to spin, rest assured that we’ll be here to help in any way we can. Lastly, I want to say goodbye to a dear friend and colleague, Fran Zimniuch, our East Coast sales manager who passed away from COVID-19 complications in December. His humor and his enormous love for both co-workers and clients will never be forgotten. Advertisement Trace Shelton Editor-in-Chief, INSTORE [email protected] Five Smart Tips You’ll Find in This Issue Steer client conversations to positive, upbeat topics, even if they come in talking about current events. (Tip Sheet, p. 40) Every day for a month, have each salesperson pick a different item in your inventory that he or she will show to at least one customer that day. (Manager’s To-Do, p. 22) Stop thinking of seating as an afterthought. Think of it as an amenity that demonstrates your commitment to the client experience. (The Big Story, p. 32) Put your and your manager’s personal cellphone numbers on the front door with instructions to call in case of “jewelry emergency.” (The Big Story, p. 36) Follow your top clients on social media and congratulate/acknowledge important events when they post them. (Kathleen Cutler, p. 45) Related Topics: click to Comment(Comment) Up Next Trying to Understand the Online World Is Like the Blind Men and the Elephant Don't Miss Attention, Please! Trace Shelton Trace Shelton is the editor-in-chief of INSTORE magazine. He can be reached at [email protected]. Advertisement SPONSORED VIDEO Thinking of Liquidating? Think: Wilkerson When Peter Reines, owner of Reines Jewelers in Charlottesville, VA, decided it was time to turn over the “reins” of his 45-year-old business to Jessica and Kevin Rogers, he chose Wilkerson to run his liquidation sale. It was, he says, the best way to maximize the return on his decades-long investment in fine jewelry. Now, with new owners at the helm, Reines can relax knowing that the sale was a success, and his new life is financially secure. And he’s glad he partnered with Wilkerson for this once-in-a-lifetime opportunity. “There’s just no way one person or company could run a sale the way we did,” he says. You may like People Have Been Reminded of Why They Love Jewelry — And They’re Not Likely to Forget In Celebrating 20 Years of INSTORE, Our Readers, Advertisers and Team Deserve Credit When You Make Those Unforgettable Holiday Sales, You Make a Memory Forever Promoted Headlines Thinking of Liquidating? Think: Wilkerson Wilkerson Consolidating Stores? 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