3 Questions With…Blue Nile President, Chairman, and CEO Harvey Kanter

Harvey Kanter is president, chairman, and CEO of Blue Nile; he has headed the Seattle-based e-tailer since 2012. He spoke to JCK in July, shortly after the company opened its first store—or “webroom”—at the Roosevelt Field Mall in Garden City, N.Y., in June. JCK: Can you explain the reasoning behind the webroom? Kanter: In 2014, we tested display cases of bridal jewelry in two Nordstrom stores. We were testing the hypothesis that there might be a segment of customers that want to see, touch, and feel product, and that by giving them more choices to shop—not just on a PC or tablet or phone, but now in stores—the advantage of the online environment might be furthered.   On average, about 90 percent of visitors specifically came for Blue Nile, versus being random customers to the Nordstrom store. They had great purchase intent. That is a powerful statistic for u

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