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Taking It to the Maks

Meet a jeweler who knows how to exceed customer expectations.

By Hedda T. Schupak, Editor-in-Chief -- JCK-Jewelers Circular Keystone, 5/1/2008

If Cathy Calhoun ever invites you for a mystery date, be prepared for anything. The jeweler has been known to whisk customers off to Arkansas to mine diamonds or quickly bake enough chocolate-chip cookies to feed the cast and crew of a movie. So when she called seven of her best female customers for a thank-you party, they knew it would be something special.

The women were told to clear their schedules for the afternoon and evening and assemble at Calhoun Jewelers in Royersford, Pa., at 2:30 p.m. on Dec. 29. Calls to Calhoun asking for advice about what to wear—designed to elicit further hints—turned up nothing.

All seven showed up at the appointed time and were ushered into a white stretch limousine. "We're going to Philadelphia," they guessed. The car passed the exits for Philadelphia and crossed into New Jersey.

"I know!" they chorused as the car turned north. "We're going to New York to see a show!" Excited chatter continued up the New Jersey Turnpike, until the car passed the exits to cross into Manhattan.

The women fell silent as the mystery deepened.

The car finally turned off the highway and into the parking lot of a nondescript building in Ridgefield, N.J. It was the Dance With Me studio, owned by Maksim Chmerkovskiy, of ABC's Dancing With the Stars, who gave the seven lucky customers private dance lessons.

Calhoun's inspiration for the event began more than a year earlier when "Carol," a friend and customer, lost her husband. To cheer her up, Calhoun persuaded her to start watching Dancing With the Stars. Carol soon became enchanted with Chmerkovskiy, commonly called "Maks" on the program.

Calhoun learned that Chmerkovskiy owns a dance studio in northern New Jersey, and she thought it would be a great idea for a customer thank-you party to have private lessons there. But when she called to arrange it, the dancer's brother told her private lessons weren't available.

"I totally forgot about it and put it out of mind," Calhoun said. "At the very end of November, I got a call and the voice sounded just like Maks. It was his father, who said they would do a private lesson once, and only once." Once was enough.

"I said, 'I have one gal here who will just have an absolute heart attack when she finds out she's going to dance with Maks.' The father was so cute! He said, 'That's OK, we'll call an ambulance!'"

On dance day, three men associated with Calhoun Jewelers drove ahead of the limo to surprise and greet the women. One was Michael LaMieux, sales manager, who somewhat resembles Maks. The other two were Patrick Young, the firm's vice president and jewelry designer, and Steve Wisner, a partner with LaMieux in a specialty ice-cream store a few blocks from the jewelry store. Calhoun says the women thought she was playing off LaMieux's resemblance to Chmerkovskiy, and that he would be giving dance lessons. "But when they saw the real Maks, so much for Michael!" Calhoun says with a laugh.

Carol didn't have a heart attack, but her reaction was almost as dramatic, says Calhoun. "She screamed, grabbed Maks's sweater, and fell to her knees, pulling his sweater out of shape and leaving mascara all over it." Another woman in the group, "Linda," just kept screaming, "It's Maks! It's Maks!"

JCK spoke to Carol on the phone. "I had the time of my life," she said. "He's such a super human being. He comes across [on TV] like he has an attitude, but when you meet him, he's totally the opposite. He's totally humble and caring and nice. I could have been his grandmother, but he was charming to me. I'm still floating on cloud nine from that deal."

The women enjoyed four hours of private lessons. At the end of the evening, Calhoun presented Maks with a Movado watch and a card and told him the story of Carol's depression and how that had triggered the evening's events.

"He called me last week," said Calhoun in late January. "He said he wears it [the watch] all the time."

 

More Ideas From Cathy Calhoun

Feed 'em! Calhoun has a small bar in her store—and a small oven where chocolate-chip cookies are baked fresh every day. Few customers can resist the smell or turn down a plate of tempting warm just-baked cookies.

Turn adversity into opportunity. The Lovely Bones, a movie starring Mark Wahlberg and Susan Sarandon, slated for release in March 2009, was being filmed in Royersford, Pa., where Calhoun's store is located. When filming took longer than expected and threatened to interrupt a major estate jewelry event she had planned, she turned the occasion into a Hollywood party instead. She brought in the Hollywood Collection from the Kazanjian Foundation and mingled antique jewelry and present-day stars together.

When the site coordinator came to negotiate with Calhoun for use of her parking lot, she sat the woman at her bar and fed her. By the end of negotiations, Calhoun had turned a potential nuisance into a big bonanza, and, as filming progressed, it became a ritual for members of the cast and crew to hang out for food and drink in the store after a day's work. Sarandon, Wahlberg, director Peter Jackson, and actress Rachel Weisz, along with the crew, all visited, and more than a few did some jewelry shopping while they were there.

Use imaginative presentation. The husband of one of the women in the dance outing had ordered a diamond opera necklace for his wife's Christmas present. Searching for a unique way to present the gift, Calhoun bought a miniature potted evergreen from a local nursery. She wrapped the necklace around the tree like garland, and, in a sudden flash of inspiration, added a Hearts On Fire diamond star brooch to the top. When the customer came to pick up the necklace, she presented the tree. He stared at it in grudging admiration, then pointed to the star. "I suppose I have to buy that, too?"

Calhoun smiled sweetly and said, "Well, it is a Christmas tree. It's supposed to have a star at the top."

"Oh, wrap the damn thing up!" he growled. Apparently, however, he was all bark. Calhoun reported he was so excited he couldn't wait till Christmas to give his wife her present. He rang their doorbell and handed it to her on the spot. She burst into tears and called Calhoun right away.

When you throw an event, make it big. Every year, Calhoun rents out the Colonial Theatre in Phoenixville, Pa.—where The Blob was filmed—for Oscar night. She sets up a red carpet, and guests arrive in limousines with "paparazzi" flashing, just like the real deal. Dress is either formal, pajamas, or as a movie character. The annual Calhoun Jewelers Oscar party has become a local ritual, and customers eagerly await their invitations every year.

Cathy Calhoun's Oscar party invitation

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