A Different Facet
A career vendor's perspective of the fine jewelry industry on business development, sales and marketing, sales reps, training, customer relations, and entrepreneurial thought.
% Doesn't Pay Bills or Make Deposits
Margin doesn’t pay the bills, dollars do. This is why I have such a hard time understanding why jewelers continually sacrifice dollar profits for margin by selling down. My argument in this has been mistakenly construed as trying to sell something for more than it is worth, or selling something someone doesn’t really want or need. Neither could be further from the truth. ...... Read More
Comments (1)No Brass, Glass, or Silver Bullets
To be clear, I don’t really care whether some manufacturers and jewelers try Brass and Glass or Sterling and CZ—or even if they go to it completely. Really. And they can call it whatever they want and justify it however they choose in order to make themselves feel like they are doing something proactive to fix what is wrong with their business. We all ...... Read More
Comments (9)More Than a Few Aspirin Needed For Industry Hangover
I attended the JA Show in New York this week. There were a lot of designers and manufacturers conspicuous by their absence, and space filled with a variety of vendors hawking everything from sunglasses and fur coats to beads and baubles of all types, along side more traditional jewelry companies and aspiring designers. I didn’t see or hear of much ink written on many order pads, but I know ...... Read More
Comments (4)Training Effective? Worthwhile?
As a jeweler, what are your expectations for vendor trainings? As a vendor, what kinds of expectations do you have for your training programs? Training of jewelers and their sales associates is one of the most fundamental and key aspects of giving merchandise its best chance for success in sell-through. I think most realize that, but for some reason it is often overlooked or treated as an ...... Read More
Comments (3)Brass, Glass & the Dumbing Down of Jewelry
There are many discussions going on about how we can make our industry more engaging, more responsive, and more profitable. One recently reported meeting by JCK’s Rob Bates explored the potential of brass and glass or silver and cz for better managing inventory costs and selection as well as a better consumer experience. (see Rob Bates’ blog by cli ...... Read More
Comments (102)I Believe...
I believe jewelers still need to see and touch jewelry, just like their customers. I believe jewelers still need and rely on exceptional customer service from their suppliers, just like their customers expect it from them. I believe most jewelry is bought and sold in person and not electronically, by jewelers as well as their customers. I believe jewelry has an intrinsic value because ...... Read More
Comments (5)Where Are the Jewelers in All This???
Who is reading these BLOGS? Where are the retailers? Are there none with opinions or concerns about those who supply their business? Are there none interested in the state of the industry beyond the state of their own stores? I’m just curious. There has been much written and many comments about the "State of the Industry." It is not the state of the industry which is written ab ...... Read More
Comments (12)How a Vendor Views Reps
A phone conversation with a vendor last week illustrated much of what is wrong with the vendor/rep/jeweler relationship. Just as I have been thinking and writing about the shrinking industry, a vendor confirms my view. This particular vendor is an American-based designer/manufacturer whose line has evolved significantly over the past few years to become a beautifully unique collect ...... Read More
Comments (27)Fewer Reps: Part III
Jewelers are over-inventoried in the wrong things. Stands to reason, doesn’t it? I mean, the difficult economy has revealed many things, but most notably that jewelers are over-inventoried. We all…EVERYONE IN THE JEWELRY INDUSTRY…knew that to be the case, but didn’t really concern ourselves much with it because up until 18-24 months ago the jewelry business was h ...... Read More
Comments (2)Fewer Reps: Part II
When I agreed to write a blog exclusively for JCKonline I was told I could keep writing as I had been on my own blog and write about whatever I wanted. I have tried to be careful to not offend and to be relevant. Still, I hoped to lend another perspective to things, realizing that most of my experience has been with vendors doing business with independent jewelers. Most of what wa ...... Read More
Comments (10)Fewer Reps on the Road
A friend of mine this weekend reported he has spent the past two weeks on the road representing his bridal line and has not run into one other rep in a jewelry store. Unusual. In speaking with several jewelers across the country I am mildly shocked at how many have not seen their ‘regular’ reps for months. Considering the state of our industry it is not too difficult to understand w ...... Read More
Comments (3)A Wise Man Shares His Key To Success
I asked a successful businessman once how he got that way. So successful, I mean. He said, "If you tell your story sincerely and with passion, and if you tell it often enough, people will respond." Explaining, he said that first and foremost there is absolutely no substitute for sincerity and passion. If you do not live and breathe your mission, your vocation, if you do not co ...... Read More
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