Columnists

Columnists

Applied Marketing 101: Millennials, co-creation, and the end of bridal as we know it

The extent to which Millennial consumers are behaviorally different from all preceding generations has been sufficiently dissected, measured, observed, and described elsewhere so I’ll refrain from doing so here. I’ll start instead by assuming that you accept the notion that Millennials are, in fact, ‘different,’ that these differences are well understood, and among the differences are behaviors rooted in a strong sense of narcissism and entitlement, as well as a need to participate in the design and creation of their personal possessions. As just one example of this predisposition in purchasing behavior, consider the fact that a dozen years ago, Millennial female sixth graders all had to own an iPod, but then insisted on having an iPod case that was their own special color, with a surface that was their own special texture (confirming a strong predisposition to “co-create” the things that they purchase).

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The secret to a loving vendor relationship

Recently I was discussing inventory with a retail client, and we spoke about the amount of aged inventory they had with a particular vendor. The retailer had asked the ve...

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Modern Day Selling

The Seven Simple Truths
Truth #4:
Connecting with customers is the new way to success

  For many years the training industry in retail has mainly focused on sales ...

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The Story Behind the Stone: Decoding exotic pearls

The Story Behind the Stone: Decoding exotic pearls

Cultured pearls offer retailers an ongoing revenue stream because the lustrous orbs appeal to every age group, all tastes, and all budgets. That’s a pretty good deal. T...

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24 Karat Corner: Getting rough with the customers

Frankie is one of the most resourceful jewelers I’ve ever met. Her showcases are filled with unique items and things I never see anywhere else. No diamond stud earrings...

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What’s your story?

“Once upon a time…” Remember as a child anticipating story time, the weaving of a web of magic and romance? Fairy tales and family legends link us to the larger dra...

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The Retailer’s Perspective: What kind of dinosaur are you?

My editor recently told me that a reader in their late 20s was telling him that he thought I was too negative and too much of a dinosaur. And you know what I’d like to ...

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Will your business be your nest egg?

So, you’re working in your business, with no plans to retire. You might even believe it is too early to plan your retirement.

But hold on - at some point or other you wi...

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Modern Day Selling: The Seven Simple Truths - Truth #3: There is often success in longevity

Today I am going to offer you some valuable insight that could impact your career in a meaningful way. In today’s retail world there is a great deception at work that o...

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Elisa Ilana’s new Beneath the Moon Collection

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