Columnists

Columnists

The importance of maximizing your average sale

I often get asked by clients, “Why the pre-occupation with average sale?” As they rightly point out, increasing the average sale with the same number of customer transactions is the same as increasing the number of customer transactions with the same average sale.

I’m all for increasing both, but as most people know concentrating on one thing at a time is a more successful recipe for change than trying to do too much at once.

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Planning for success

The new year is off and running. Have you taken the time for reflection, resolutions and goal setting? Losing weight. Planning a vacation. Taking up a new hobby.   Wha...

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Modern Day Selling: The Modern Day Store: Article IV, The two became one again

Modern Day Selling: The Modern Day Store:  Article IV, The two became one again

Have you ever had a negative life experience that later proved to be a divine intervention? I had such an experience (that actually created a chapter in my book) and it w...

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Quit making excuses jewelry retailers!

It’s time to step it up and quit making excuses about the economy, the state of the industry, the building bust, etc. or you may find yourself stepping aside!   I sa...

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The Story Behind the Stone: Tempting with topaz

The Story Behind the Stone: Tempting with topaz

Perennially favored, blue is a universally adored gemstone hue. It brings to mind the open skies as well as pristine seas. No wonder cruise line passengers and others gra...

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Good will hunting

“If you don’t know jewelry, trust your jeweler.” It’s that elusive, intangible, most valuable asset. Hard-won but fragile, it’s the reflection of your character...

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The Retailer’s Perspective: The other side of the Internet

Last January I made the decision that 2012 was gonna be the year that I got on the internet bandwagon and stayed there.   Well, I got on the bandwagon, and I stayed th...

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The good news!

  I have several girlfriends who do not yet have boyfriends, but they still know which engagement ring they want. Women want diamonds! The Knot says that almost half ...

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Applied Marketing 101: The disappearance of the big spenders

As I write this, it’s the evening of December 22, and I’m on a train from New York City bound for home, several hours away. I spend the first 22 or so days of Decembe...

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