Clerks vs. Sales Pros

As we head into a new year, a brief look at the past may give us a vision for the future. The jewelry industry has been through many changes and will face many more. I remember getting on a Boeing 727 and flying to the first JCK Las Vegas. I know it was a 727 because it broke shortly after takeoff, and we had to make an emergency landing. Airlines don't fly the 727 anymore, and JCK is preparing for its last show at the Sands Expo Center prior to moving to Mandalay Bay. The biggest change I've seen in the jewelry industry is that jewelry stores can no longer get away with having clerks on the sales floor. Jewelry stores can't have people who just pull a piece out of the case, show it, tell the customer the price, and (they hope) write up the order. Jewelry stores need highly skilled, well-trained, fine-tuned sales professionals. As with any profession, it takes a great deal

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