Learning to Value an Undervalued Market

A full-figured woman spots a gorgeous necklace in your store window, walks in, and asks to try it on. You retrieve the necklace from the display and offer to help her. But the necklace is too small. There’s embarrassment all around. One way to handle that situation is to offer to make the necklace longer. But custom work takes time, and shoppers are often in a hurry. A customer may also feel that a piece isn’t right for her if it doesn’t fit correctly from the start. A better option is to show her a line that’s specially designed for the full-figured woman. The pieces complement her curves and features and promise to make her feel attractive immediately. JR Dunn Jewelers, with stores in Lighthouse Point and Fort Lauderdale, Fla., recently debuted its Luscious line of plus-size jewelry, available through its Web site (store.jrdunn.com). “We work in a store with millions of
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