03292017Wed
Last updateTue, 28 Mar 2017 8pm

Other News

Relocation allows for a rare look inside De Beers’s London HQ

Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but...

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Industry Events

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and d...

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On The Move

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemsto...

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What's New

ASHI launches 2017 Lovebright Collection Book

ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promot...

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Featured Articles

Bill Spencer talks jewelry, family and the secret to a successful 3rd generation family business

Bill Spencer talks jewelry, family and the secret to a successful 3rd generation family business

Seventy three years and three generations is a long time to operate a jewelry store. Especially when, according to a Jewelers Board of Trade statistic, over 1,500 jewelry business owners ceased operating in 2016. Yes, that includes wholesalers, manuf...

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Latest News

Relocation allows for a rare look inside De Beers’s London HQ

16 HOURS AGO
Relocation allows for a rare look inside De Beers’s London HQ

The potential sale of De Beers's London HQ offers a rare glimpse inside the mining giant, from subterranean vaults to a rooftop helipad.

Number 17 Charterhouse Street, a fortress in the heart of London, has been De Beers’s headquarters since 1979, but the street has been its home since the 1930s. At ...

Readmore

An emerald with a history goes to auction

16 HOURS AGO
An emerald with a history goes to auction

In the auction world, there are few things more fascinating than the journey of a gem through the hands of the rich and famous. The Stotesbury Emerald, which will be included in the Sotheby’s Magnificent Jewels sale in New York on April 25, is one such stone.

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MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

16 HOURS AGO
MJSA Expo delivers “inspiring” experience for jewelry manufacturers and designers

The 2017 MJSA Expo may have been cut short by one day, thanks to a looming blizzard, but that didn’t stop the show’s attendees from getting the full “Expo experience.” The industry’s longest-running show dedicated to professional jewelry making and design, MJSA Expo had been scheduled to run for thr...

Readmore

Stuller hosts mini conference for jewelry group

6 DAYS AGO
Stuller hosts mini conference for jewelry group

Leading Jewelers Guild visits global headquarters

(LAFAYETTE, La.) - Stuller recently partnered with the Leading Jewelers Guild (LJG) to host a one-day conference at its global headquarters in Lafayette, Louisiana, giving members of the guild an entire day of education and networking.

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Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

17 HOURS AGO
Lafonn named 2017 JCK Jewelers’ Choice Award winner & finalist

(CYPRESS, Calif.) - Lafonn, the brand known for luxury within reach, has grabbed two honors in the 2017 JCK Jeweler’s Choice Awards. Now in its tenth year, the awards are given in multiple categories. Both of Lafonn’s wins are in the “Lab Grown Gemstone” category, further anchoring the brand’s positi...

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Jane Kirk appointed Executive Director of NC Jewelers Association

28 DAYS AGO
Jane Kirk appointed Executive Director of NC Jewelers Association

(RALEIGH, N.C.) - The North Carolina Jewelers Association (NCJA) is pleased to announce the appointment of Jane Kirk as Executive Director, effective immediately. The Board’s action comes with the fullest confidence that Kirk will be an excellent steward of NCJA’s goals and an advocate for North Caro...

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ASHI launches 2017 Lovebright Collection Book

14 DAYS AGO
ASHI launches 2017 Lovebright Collection Book

ASHI is excited to launch the 2017 Lovebright Collection Book for all of their retail partners to share with their customers. ASHI reports the positive feedback they have received from their retailers, and the overwhelming desire to ignite and promote their store’s diamond sales, has been extremely ...

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ASHI launches the I DO Bridal Sweepstakes

20 DAYS AGO
ASHI launches the I DO Bridal Sweepstakes

Announces winner of #LovebrightValentine Sweepstakes

(NEW YORK) - ASHI is excited to launch the I DO Bridal Sweepstakes, to kickoff the wedding season for its retail partners. Retailers will be able to attract bridal shoppers to their stores, through various social media platforms, and let every bride...

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Make the best of a slowdown

Economic downturns are particularly tough on retailers; however these are the times that a retailer needs to move quickly to make changes and adjustments to minimize the impact of the economic downturn on their business. There are many options the retailer has from cutting costs, shutting stores, to refreshing their inventory and reviewing their promotional and advertising activities.

A good place to start is to examine your financial position and to determine whether or not you are going to approach the downturn offensively or defensively.

If you decide that you are in a more defensive position and need to make reductions in your operating costs, you need to see where you can eliminate waste. Is your payroll inflated? Have you been putting off making reductions to your work force? Now is the time to make those tough decisions.

Do you have certain costs that you incur on a monthly basis that can be outsourced such as accounting and advertising costs? Is there any chance of renegotiating certain contract costs such as leases or software costs? Do you have shop costs that can be done on a by piece cost instead of guaranteed salary?

You also need to review other areas that can help reduce your operating costs. Do you have clearance goods or obsolete goods sitting in the showcases that you can sell off to help reduce bank lines and reduce interest expenses? Do you have under performing store locations that by closing you can concentrate on improving ongoing strong performers? You can also utilize the under performing store that you close as an opportunity to sell off some of your dated, slow moving inventory.

A slowdown is also an opportune time to retrain your staff and to insure that they are using the best possible selling techniques. Is your mailing list up to date? Do your employees track your best customers anniversaries and birthdays? Make sure your mailing list is current and contains as much information as possible.

Is your store set up to make your customers shopping experience as comfortable as possible? Can you make some simple changes to make your store more customer friendly? Are there local organizations and clubs in your area that you have put off joining because you just haven’t had enough time? These organizations are great for networking opportunities and can lead to future business opportunities.

If you can be in a more offensive position because your cash position is strong then there are several options available to you as well. This is a good time to increase some of your investments to gain an advantage on the competition. Refresh the look of your store with some remodeling. If you have been looking to expand there will be some excellent potential acquisitions available.

It is also a good time to re-evaluate your current staff. Your competitors that are struggling may have some strong sales talent that you may be able to recruit to your team. Review your inventory and improve the availability of your fast selling SKU’s and feature poorer selling SKU’s at deeper discounts. Experiment with different local markets such as local cable stations or radio.

The least effective thing you can do during a slowdown is nothing. Whether your cash position is weak or strong there are actions you can take to help improve your business when economic times shift. Moving quickly to improve performance can help to reduce the odds of a deep dip in sales revenues and put you in a stronger position when the inevitable upturn occurs.

Bob Epstein is CEO of Silverman Jewelers Consultants. Since 1945, Silverman has been considered one of the premier sales consulting firms to the jewelry industry, specializing in improving cash flow and maximizing the recovery on distressed inventory through professionally conducted sale events. Bob can be reached at 800-347-1500 or by e-mail at This email address is being protected from spambots. You need JavaScript enabled to view it..


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