2012 sjs chicago education
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BUSINESS TRACKTIP SHEET: Whip Your Inventory into Shape9-10 A.M., ROOM 307, CONFERENCE LEVEL
Inventory necessities have changed. Has your inventory changed to fit? Learn the prices and categories to increase prof-its. Also see simple, integrated features that your POS should give you to be more proactive with customer relations man-agement. Speakers: Janice Mack Talcott, Lenny Prion
MANAGER’S TO-DO: Creating Sales Monsters10:15-11:15 A.M., ROOM 307, CONFERENCE LEVEL
What is the fastest way to improve your sales perfor-mance or the performance of your sales team? Our expert will show you five key stats to follow and the industry stats to benchmark performance, as well as performance manage-ment steps to keep your team on track. Speakers: Janice Mack Talcott, Lenny Prion
the education schedule at The SMART Jewelry Show is one of the most comprehensive ever created for a trade event.
To get the most out of the program, mark the grid on PAGES 50 & 51 with the sessions you want to attend. Go early, as classes are small and sessions might be full. Be ready to participate. And, of course, keep your mind wide open to new ideas.
FRIDAY20APRIL
SPECIAL SESSIONHE SAID, SHE SAID: The Engagement Ring Shopping Experience12:45-1:45 P.M., ROOM 309, CONFERENCE LEVEL
What do brides and grooms care about most while shopping for an engagement ring? Join us for a panel discussion with real couples moderated by The Knot co-founder and CEO David Liu. With first-hand testimonials and data from the most recent Engagement and Bridal Jewelry Study by The Knot, you’ll learn how to tailor your marketing to what brides and grooms care about most. (Hint: If you think they care about the same things, think again!) Speaker: David Liu
BOX LUNCH S E L E C T I O N S
U Mixed green salad with grape tomatoes, diced cucumbers,
julienned red and green peppers and a honey-lemon vinaigretteU Roast beef sandwich with Swiss cheese,
lettuce and tomato on a pretzel roll
U Turkey sandwich with provolone cheese, lettuce, tomato on a kaiser roll
ALL LUNCHES INCLUDE: Potato chips, assorted cookies, apple, assorted soft drinks, condiments
Reservations and pre-payment required! Find sign-up and payment instructions online at chicagosmartlunch.eventbrite.com
DIAMOND PRICES: Bubble or Trend?11:30 A.M.-12:30 P.M., ROOM 307, CONFERENCE LEVEL
Do rising diamond prices indicate a bubble or a healthy trend? Abraham Stern of IDEX examines the forces behind escalating prices and predicts where they will go. Speaker: Abraham Stern
WHAT YOU NEED TO KNOW WHEN BUYING FROM A CUSTOMER2-3 P.M., ROOM 307, CONFERENCE LEVEL
If you have ever had to turn away a customer who wanted to sell a piece of jewelry, you will want to attend this session. Craig Miller, managing director of CIRCA Retail, will provide his advice on evaluating and buying jewelry from the public. Learn the importance of cus-tomer service and how to ap-proach a 1-carat diamond ring with the same attention to de-tail as an entire collection of rare art deco pieces. Speaker: Craig Miller
$17
Abraham Stern
JaniceMack
Talcott Lenny Prion Craig Miller
Go early, as classes are small and sessions might be full. Be ready to participate. And, of course, keep your mind wide open to new ideas.
the education schedule at The SMART Jewelry Show is one of the most comprehensive ever created for a trade event.
FEATURING MORE THAN 70 SESSIONS,
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ASK INSTORE: When Is It Smart to Work with a New Vendor?3:15-4:45 P.M., ROOM 307, CONFERENCE LEVEL
Establishing a mutually ben-eficial relationship with a new vendor requires forethought and planning. Merchandising expert Sally Furrer tells you the key criteria to look for and the right questions to ask. (Down-load questions at smartjewel-ryshow.com/imagine prior to the show.) Speaker: Sally Furrer
MARKETING TRACK(SPONSORED BY PLATINUM GUILD INTERNATIONAL)
MARKETING RX: Website Best Practices9-10 A.M., ROOM 309, CONFERENCE LEVEL
In the age of social media, your website needs to be as up-dated, current and as accessible as your Facebook and Twitter feeds. Learn about the top 10 elements jewelry retailers must be managing on their website. Speaker: Nick Failla
TACTICS: Mobile- and Location-Based Marketing10:15-11:15 A.M., ROOM 309, CONFERENCE LEVEL
It’s an advertiser’s dream: getting your advertising mes-sage to customers at exactly the right time and place. Now tech-nology makes it possible. Learn the techniques of location-based marketing as Marty Hur-witz of the Jewelry Consumer Opinion Counsel and Casey Ford of Tappinn Inc., present a mobile-shopping study of con-sumer mobile shopping habits. Speakers: Casey Ford, Marty Hurwitz
THE DIGITAL BRIDE: Customer for Life 11:30 A.M.-12:30 P.M., ROOM 309, CONFERENCE LEVEL
The smartest marketers see an opportunity to turn the
bride and groom into loyal cus-tomers who return for all of life’s major milestones — anni-versaries, baby gifts and more. Learn from David Liu, co-founder and CEO of The Knot, how you can use bridal jewelry to build a loyal customer base by starting with today’s brides and grooms. Speaker: David Liu
CASE LOGIC: Your 10-Week Plan to Perfect Display Cases2-3 P.M., ROOM 309, CONFERENCE LEVEL
Improvement plans work best with small steps taken over time. With this in mind, display expert Larry Johnson walks you through a five-step plan to improving your display mer-chandising. By undertaking one step every two weeks, you will revamp and revitalize the dis-plays in your store. Expected result: meaningful sales in-creases. Speaker: Larry Johnson
SOCIAL MEDIA MARKETING: Doing More with Less3:15-4:45 P.M., ROOM 309, CONFERENCE LEVEL
Get more value from your social media activities with the help of Steve Robinson of Con-stant Contact. Learn strategies to better online customer rela-tionships in less time. Speaker: Steve Robinson
SALES TRACKBRAND THAT IS YOU9-10 A.M., ROOM 301, CONFERENCE LEVEL
Who are you? Adam Fried asks you this essential question. Then, he shares the elements that create a powerful personal brand and story that connects you with the customer. Speaker: Adam Fried
MILLION DOLLAR BABIES10:15-11:15 A.M., ROOM 301, CONFERENCE LEVEL
Our Monster of Sales tells you what it takes to make that million dollar sale. How do you set the stage for a single sale of a million dollars? How do you face that moment? How do you maintain the relationship after the sale? Get these answers and more! Speaker: Shane Decker
MERCHANDISE STORIES THAT SELL11:30 A.M.-12:30 P.M., ROOM 301, CONFERENCE LEVEL
Are you able to tell a compel-ling story that provokes an emotional reaction from your customer? With the assistance of a few of America’s Coolest Stores, Adam Fried teaches you the of product-storytelling. Speaker: Adam Fried
CaseyFord
Sally Furrer
Marty Hurwitz
ShaneDecker
U “Monster of Sales” Shane Decker will uncover the secrets of million-dollar sales.
Step 1: Give your displays the attention they deserve.
U LARRY JOHNSON
SteveRobinson
Adam Fried
best with small steps taken over time. With this in mind, display
you through a five-step plan to
chandising. By undertaking one
you with the customer. Speaker: Adam Fried
M ABIES10:15-11:15 A.M., ROOM 301, CONFERENCE LEVEL
Our Monster of Sales tells you what it takes to make that million dollar sale. How do you
Adam Fried
MILLION DILLION DILLION OLLAR BOLLAR BOLLAR ABIE
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with customers about custom designs in platinum. Speakers: Jurgen Maerz, Kevin Reilly
BENCH JEWELER: Palladium at the Bench2-3 P.M., ROOM 305, CONFERENCE LEVEL
As customers look for ways to be unique they are consider-ing fresh options like palla-dium. Find out the unique properties of this fast-rising jewelry metal and learn how to best work with palladium at the bench and explain its proper-ties to customers. Speakers: Chris Ploof, Linus Drogs
BENCH JEWELER: State of the Bench3:15-4:45 P.M., ROOM 305, CONFERENCE LEVEL
Our expert panel shares bench tips, discusses innovations in bench tools and considers the skills that today’s bench jewel-ers must have to tackle the challenges of platinum, gold, palladium, silver and exotic al-
ternative metals. Speakers: Ju-rgen Maerz, Chris Ploof, Linus Drogs, Joel McFadden
VENDOR TRACK(FOR EXHIBITORS ONLY)
BETTER SHOWCASE SETUP9-10 A.M., ROOM 313, CONFERENCE LEVEL
What you need to do to keep you jewelry and products speaking to show attendees. Make sure your jewelry looks as special in the case as it possibly can. Speaker: Larry Johnson
E-MAIL AND ENGAGEMENT MARKETING10:15-11:15 A.M. ROOM 313, CONFERENCE LEVEL
Marketing has moved into the digital direction. The re-tailer is not the only one that needs to know how to engage their customer. Suppliers do too! This session will reveal the best practices for e-mail and
social media marketing from the supplier to the retailer. Leave with a to-do list and re-sources to communicate your message to your customers. Speaker: Steve Robinson
MOBILE MARKETING: What’s the Deal?11:30 A.M.-12:30 P.M. ROOM 313, CONFERENCE LEVEL
It’s happening! Mobile mar-keting is quickly gaining in pop-ularity and use — fast! Find out what mobile marketing is about and how you can deliver your brand message in this new mar-keting medium. If you have no idea what a QR code is, you need to be in this session! Speaker: Casey Ford
COOL STORE SECRETS FOR EXHIBITORS2-3 P.M., ROOM 313, CONFERENCE LEVEL
Get into the mind of the re-tailer. Exhibitors can grill this panel of successful retailers to find out what it takes to become the “vendor of choice.” Expect a no-holds-barred, open and en-ergetic discussion. Speaker: Kate Peterson
CELEBRITY RED CARPET INSIGHTS3:45-4:45 P.M., ROOM 313, CONFERENCE LEVEL
Celebrity style choices have a huge impact of what consum-ers want to buy. Being aware of what celebrities are wearing can give you insights on what merchandise trends are hot and what styles are most saleable. This session will tell you why and highlight some popular trends we’re seeing right now. Speaker: Michael O’Connor
SHOP TALK TRACK(SPONSORED BY PALLADIUM ALLIANCE INTERNATIONAL)
CUSTOM JEWELER THEATER: Role-Playing Scenarios9-10 A.M., ROOM 305, CONFERENCE LEVEL
See some of America’s smartest bench and design pros respond to a variety of custom-er scenarios in this real-time role-playing exercise. Speakers: Kate Peterson, Chris Ploof, Linus Drogs, Joel McFadden, Mark Loren
“ROCK STAR” JEWELERS: Alternative/Exotic Metals in the Shop10:15-11:15 A.M., ROOM 305, CONFERENCE LEVEL
Alternative metals are com-ing to your bench. Find out the implications expanded use of tungsten, stainless steel, tita-nium and carbon fiber will have on your custom-design busi-ness. Host: Joel McFadden
BENCH JEWELER: Platinum at the Bench11:30 A.M.-12:30 P.M., ROOM 305, CONFERENCE LEVEL
Jeweler Jurgen Maerz offers tips for working with platinum — plus, he shares his advice on how to better communicate
Chris Ploof Linus Drogs
JoelMcFadden
Jurgen Maerz Michael O’ConnorChris Chris P
Kate Peterson
how to better communicate
POWER QUESTIONS2-3 P.M., ROOM 301, CONFERENCE LEVEL
Refresh your inventory of sales questions. Shane Decker shares a harvest of brand-new queries you can use to guide customers to the right product, while making sure they con-tinue to feel the emotional im-pulse that brought them to your store in the first place. Speaker: Shane Decker
BEST CLOSING LINES3:15-4:45 P.M., ROOM 301, CONFERENCE LEVEL
The sale is in the balance. You’re almost there. Now all you have to do is get out of your own way when the customer is ready to buy. There’s no reason that 80-90 percent of jewelry-store conversations should end in no sale. Shane Decker shares techniques and tactics to help you change your ratio. Speaker: Shane Decker
sales questions. Shane Decker shares a harvest of brand-new queries you can use to guide customers to the right product, while making sure they con-tinue to feel the emotional im-pulse that brought them to your store in the first place. Shane Decker
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JIS Miami - March 31-April 2. Booth No. 809 • The SMART Jewelry Show - Chicago - April 21-23. Booth No. 1710JCK Las Vegas - June 1-4. Booth No. B5353 • JA Summer Show - New York- July 29-31. Booth No.2230
43 West 47th Street • New York, NY 10036 • Tel: 212-302-7777 • Toll Free: 866-705-5001
EDUCATION
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SAT COOL STORES EXPERIENCE (SPONSORED BY DIAMOND COUNCIL OF AMERICA)
SECRETS OF AMERICA’S COOLEST STORES: Hamilton Jewelers10:15-11 A.M., EXHIBIT FLOOR
The owner of 2011’s fifth-place Big Cool winner shares the renovations made in 2010 that wow their clients. Host: Terry Chandler with Donna Bouchard
SECRETS OF AMERICA’S COOLEST STORES: Silver Success2-2:15 P.M., EXHIBIT FLOOR
Find out how these Cool Stores have successfully built their silver business and made an impact on their brand and bottom line. Host: Michael C. Barlerin with Eileen Alexanian
SECRETS OF AMERICA’S COOLEST STORES: Events That Rock5-5:45 P.M., EXHIBIT FLOOR
Some of America’s Coolest
Stores tell how they pulled off their most successful store events. Sponsored by Diamond Council of America. Host: Da-vid Rocha with Nathaniel Smith, Sami Jack, Harris Botnick, Eliz-abeth Kirby
SAT MARKETING EXPERIENCE (SPONSORED BY SILVER PROMOTION SERVICE)
CONTESTS AND PROMOTIONS: Do Them Right!10:15-11 A.M., EXHIBIT FLOOR
Done right, contests are a smart way to get attention and grow your fan base. Done wrong, they can result in a pain-ful PR backlash. Shane O’Neill offers examples of good and bad contests. Speaker: Shane O’Neill
USING SOCIAL MEDIA TO SELL DIAMONDS IN-STORE AND ONLINE2-2:45 P.M., EXHIBIT FLOOR
Retailers need to be online, socially connected and savvy promoters. Jay Gerber will offer
practical advice on what to do once you have your Facebook and Twitter accounts open. He’ll show you how to build your audience, what the latest technology has to offer, and how location-based applica-tions within Facebook and Twitter can help you. He will also share how a content strat-egy will convert your Facebook ‘likes’ into buyers, and how to design social media incentives to keep it fun for your custom-
ers — and those they’ll be rec-ommending. Speaker: Jay Ger-ber
PROMO POWER: Direct Mail Marketing5-5:45 P.M., EXHIBIT FLOOR
Is it junk mail if you get a 40 percent response rate? Or 25 percent, or 15 percent or even 5 percent? Jim Ackerman reveals why most direct mail doesn’t work and what it takes to con-sistently generate high re-sponse rates using little-known but highly profitable tech-niques. Speaker: Jim Ackerman
PRE-SHOW KEYNOTE SESSIONRINGING THE REGISTER8:30-9:45 A.M., ROOM 309, CONFERENCE LEVEL
The New York Times best-selling author, one of the world’s most-renowned sales experts, is here to teach jewelers a new way to sell. In this special keynote session, you’ll learn how you can differentiate yourself — both personally and through your business. How to greet, engage and connect with customers. How to close more sales. How to build and maintain relationships. How to earn more referrals. And most of all, how to create a memorable expe-rience that keeps customers returning and keeps you ringing up sales. (Seating available for only 250.) Speaker: Je�rey Gitomer
Nathaniel Smith
Terr
yCha
ndle
r
David Rocha Michael Barlerin Jay Gerber
Shane O’Neill
PRE-SHOW KEYNOTE SESSION
best-selling author, one of the world’s most-renowned sales experts,
relationships. How to earn more referrals. And most of all, how to create a memorable expe-rience that keeps customers returning and keeps you ringing up sales. (Seating available for
SATURDAY21APRIL
your audience, what the latest
also share how a content strat-egy will convert your Facebook
design social media incentives to keep it fun for your custom-
PROMO POWER: Direct Mail Marketing5-5:45 P.M., EXHIBIT FLOOR
Is it junk mail if you get a 40 percent response rate? Or 25
ber
PROMO POWER: Direct
SAT
EXPERIENCE
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SAT SALES: SELLING SKILLS EXPERIENCE
OPENING LINES10:15-11 A.M., EXHIBIT FLOOR
Ready to make a better first impression? Catch the action as Shane Decker shares his five favorite ways to greet custom-ers. (Bonus: Shane also shares the five dud greetings you’d better not be using.) Speaker: Shane Decker
CUSTOMER TESTIMONIALS THAT SELL 2-2:45 P.M., EXHIBIT FLOOR
Your satisfied customers can be your very best salespeople. In this session, Kate Peterson teaches you how to harvest more customer testimonials and use them to draw new cus-tomers and influence buying decisions. Speaker: Kate Peter-son
OVERCOMING OBJECTIONS WITH SHANE DECKER 5-5:45 P.M., EXHIBIT FLOOR
It happens to all of us. You’ve made a winning presentation — but the client is just not ready to say “yes.” Shane Decker identifies the three most com-mon customer objections and shows you how to resolve them. Speaker: Shane Decker
SAT BENCH EXPERIENCE(SPONSORED BY STULLER)
INSTORE’S CAD PRESSURE CHALLENGE10:15 A.M.-12:15 P.M., EXHIBIT FLOOR
A customer arrives with a detailed request for a new jew-elry design. Four bench jewel-ers — returning champ Matt Feliksa and three challengers — then fire up their CAD-CAM design systems to see who can best satisfy the customer. Judg-es will also score competitors on their presentations and sales skills. Sponsored by Gemvision. Hosts: Joel McFadden, Matt Feliksa
BENCH DEMOS AND LIVE CHAT12:15-2 P.M., EXHIBIT FLOOR
Interested in trying CAD technology in your store, but don’t know where to start? Come to this open chat and get your questions answered. See CAD demos and try stepping up to the computer yourself for a friendly introduction to com-puter-assisted design. Host: Joel McFadden
INSTORE’S BENCH PRESSURE CHALLENGE: Engraving2-4 P.M., EXHIBIT FLOOR
Four world-class jewelers are each given a ring to work on. Their only instruction? “En-grave using your own style and vision.” Host: Joel McFadden, David White
BENCH DEMOS AND LIVE CHAT4-5:45 P.M., EXHIBIT FLOOR
Get up close as some of the country’s best bench jewelers perform magic with featured bench products. Host: Joel Mc-Fadden
SAT SALES: PRODUCT STORIES EXPERIENCEHOW TO BUILD YOUR BRIDAL BUSINESS10:15-11 A.M., EXHIBIT FLOOR
Everybody wants to sell more bridal jewelry. But not everyone knows how. Merchan-dising expert Sally Furrer shares inventory, training and sales knowledge. Speaker: Sally Furrer
WHAT’S THE STORY:Selling Diamonds2-2:45 P.M., EXHIBIT FLOOR
How can you help a custom-er fall in love with a diamond? Forget those checklists of fea-tures and benefits. The secret is crafting a product story cus-tomers can connect with. Speakers: Shane Decker, Maarten de Witte
WHAT’S THE STORY: Selling Platinum and Bridal5-5:45 P.M., EXHIBIT FLOOR
Build your skills at telling product stories that connect customers to the platinum and bridal jewelry in your store. Platinum expert Kevin Reilly starts you off with a roundup of bridal fashions, hot sellers and inventory benchmarks. Then you’ll work together with Kevin Reilly on building convincing product stories based on actual products from the show floor. Speaker: Kevin Reilly
10:15-11 A.M., EXHIBIT FLOOR
Ready to make a better first
ridal
customers to the platinum and
Platinum expert Kevin Reilly
SKILLS EXPERIENCE
OPENING LINES
OVERCOMING OBJECTIONS WITH SHANE DECKER 5-5:45 P.M., EXHIBIT FLOOR
It happens to all of us. You’ve
MING NS WITH
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SUN COOL STORES EXPERIENCE(SPONSORED BY DIAMOND COUNCIL OF AMERICA)
SECRETS OF AMERICA’S COOLEST STORES: Max’s10:15-11 A.M., EXHIBIT FLOOR
Max’s won First Place in the Small Cool division for 2011. Owner Ellen Hertz shares how she turned her dream of a jew-elry store into reality. Host: Terry Chandler with Ellen Hertz
SECRETS OF AMERICA’S COOLEST STORES: Customer Super Service2-2:45 P.M., EXHIBIT FLOOR
Learn from a panel of Amer-ica’s most innovative jewelers how they use store design, em-ployee training and company culture to create a memorable experience. Host: Terry Chan-dler with Tom Duma, Evange-line Ross, Lisa Maloney, Monica Kessler-Torcivia, Elizabeth Blair
SECRETS OF AMERICA’S COOLEST STORES: Renovation Secrets Revealed5-5:45 P.M., EXHIBIT FLOOR
Hear from this panel of America’s Coolest Stores how they achieved the award-win-ning designs of their stores. Host: Keely Grice with Lisa Ma-loney, Kas Jacquot, Katie Ben-nett, Elizabeth Blair
SUN MARKETING EXPERIENCE(SPONSORED BY SILVER
PROMOTION SERVICE)
BEST OF THE BEST: Celebrity Red Carpet Insights10:15-11 A.M., EXHIBIT FLOOR
Find out what style and trends are hot and what is sell-
ing now. Celebrity style choices will give you exciting stories to generate interest and connect with the customer. Speaker: Michael O’Connor
TIP SHEET: A Well-Lighted Case2-2:45 P.M., EXHIBIT FLOOR
Fact: better lighting means faster sales and more profit. In this illuminating one-hour dis-cussion, light expert Howard Gurock shares the secrets of lighting your cases for maxi-mum customer appeal. Inter-view by INSTORE contributor and display expert Larry John-son. Speakers: Larry Johnson, Howard Gurock
PROMO POWER: TV and Video Marketing 5-5:45 P.M., EXHIBIT FLOOR
Video is the most persuasive advertising medium. But most jewelers have always thought it cost too much to produce and run. Not anymore! In fact, it never was. Jim Ackerman shows you how to get maxi-mum bang for your television bucks. Plus, extra tips for using online video to entertain and attract customers. Speaker: Jim Ackerman
PRE-SHOW KEYNOTE SESSION (SPONSORED BY THE FRIEDMAN GROUP)
MONSTERS OF SALES: How Changing The Way You Manage Your Staff Can Double Your Sales8:30-9:45 A.M., ROOM 309, CONFERENCE LEVEL
Learn the concrete steps you should take to super-charge your sales performance. Find out: The difference between ordinary and high-performance jewelry sales floors; Why managers should listen in on more sales presentations; Which coaching techniques to use for which situation; How making your store less imposing and more engaging results in more sales Speaker: Harry Friedman
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Super-charge your sales floor! U HARRY
FRIEDMAN
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SUN
EXPERIENCE(SPONSORED BY DIAMOND COUNCIL OF AMERICA)
SECRETC10:15-11
Small Cool division for 2011. Owner Ellen Hertz shares how Owner Ellen Hertz shares how she turned her dream of a jew-elry store into reality. Terry Chandler with Ellen Hertz
SECRETCC2-2:45 P.M., EXH
ica’s most innovative jewelers how they use store design, em-ployee training and company culture to create a memorable experience. dler with Tom Duma, Evange-line Ross, Lisa Maloney, Monica Kessler-Torcivia, Elizabeth Blair
SECRETCR5-5:45 P.M., EXH
America’s Coolest Stores how America’s Coolest Stores how they achieved the award-win-ning designs of their stores. Host: Keely Grice with Lisa Ma-loney, Kas Jacquot, Katie Ben-nett, Elizabeth Blair
SUN
EXPERIENCE(SPONSORED BY SILVER
PROMOTION SERVICE)
BECC10:15-11
trends are hot and what is sell-
for which situation; How making your store less imposing and more
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PROMO POWOWO ER: WER: WTV and Video Marketing 5-5:45 P.M., EXHIBIT FLOOR
Video is the most persuasive advertising medium. But most
Howard Gurock
OWOWO ER: WER: W
SUN SALES: PRODUCT STORIES EXPERIENCESTORY TIME: Female Self-Purchasers10:15-11 A.M., EXHIBIT FLOOR
Take a storytelling approach to build an emotional connec-tion between your customers and your products. Sally Furrer shows how jewelers can attract more female self-purchasers by telling a more powerful story using your product mix, case
presentation, display materials and sales conversations. Speak-er: Sally Furrer
STORY TIME: Selling Palladium2-2:45 P.M., EXHIBIT FLOOR
Craft an emotional story that inspires customers to buy palladium. Create a story based on actual products from the show floor using the tools of merchandise selection, case presentation, display materials and sales conversations. Speak-er: Kate Peterson
STORY TIME: Selling Silver5-5:45 P.M., EXHIBIT FLOOR
Sure, silver is hot. But you can turn up the heat on sales turning your silver inventory into a collection of silver sto-ries. Create new silver product narratives using the tools of merchandise selection, case presentation, display materials and sales conversations. Speak-
ers: Michael C. Barlerin, Mi-chael O’Connor
SUN SALES: SELLING SKILLS EXPERIENCEENGAGING THE CUSTOMER THROUGH STORYTELLING10:15-11 A.M., EXHIBIT FLOOR
Retailers like Whole Foods and Anthropolgie have pio-
neered the art of creating pow-erful product stories that build customer desire. Product story-telling occurs not just in your sales presentations, but also in your merchandise selection, case presentation, and display materials. Kate Peterson shares compelling stories she has found and helps attendees de-velop new ones. Speaker: Kate Peterson
using your product mix, case
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THE CARE AND HANDLING OF INDECISIVE GIFT-BUYERS2-2:45 P.M., EXHIBIT FLOOR
Wishy-washy gift custom-ers? With the right sales tech-niques, you can straighten them out and send them to your cash register. Learn how to hone in on an appropriate gift using open-ended probing questions. And learn how to move away from either-or syndrome (“sil-ver or gold?” “earrings or neck-lace?”) Speaker: Karen Barry
MONSTERS OF SALES: How Much Is Too Much?5-5:45 P.M., EXHIBIT FLOOR
If you’re still asking custom-ers ‘How much do you want to spend?’ you’re leaving a ton of money on the table. Stop play-ing the budget guessing game. Learn how you can work at the
top line of a customer’s budget without crossing the line of trust. Speaker: Karen Barry
BENCH DEMOS AND LIVE CHAT12:15-2 P.M., EXHIBIT FLOOR
Bench jewelers demonstrate the latest bench products and supplies. Jump in, show off your skills and share in the fun. Host: Joel McFadden
BENCH DEMOS AND LIVE CHAT4-5:45 P.M., EXHIBIT FLOOR
Our product demonstrations continue — this time with a focus on platinum. Got a ques-tion about working with plati-num? Bring it to our experts. Take a test run with the prod-ucts that our “Rock Star” jewel-ers are demonstrating. Host: Joel McFadden
SUN BENCH EXPERIENCE(SPONSORED BY STULLER)
INSTORE’S BENCH PRESSURE CHALLENGE: Palladium10:15 A.M.-12:15 P.M., EXHIBIT FLOOR
Four top bench jewelers share the key issues you’ll face when working with palladium. They will fire up their torches and show you how they use their knowl-edge and skills to complete a special project in this very special metal. Hosts: Chris Ploof, Linus Drogs, Joel Mc-Fadden, David White
INSTORE’S BENCH PRESSURE CHALLENGE: Platinum2-4 P.M., EXHIBIT FLOOR
Platinum requires special handling to display its beauty. This project will fo-cus on finish, the final step in the fabrication process. Hosts: Jurgen Maerz, Joel McFadden, Kevin Reilly, David White
Keely Grice
HowardGurock
EllenHertz
Karen Barry
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EDUCATION
MON COOL STORES EXPERIENCE(SPONSORED BY DIAMOND COUNCIL OF AMERICA)
SECRETS OF AMERICA’S COOLEST STORES: Inventory Secrets10:15-11 A.M., EXHIBIT FLOOR
How do some of the coun-try’s most innovative jewelers stock their display cases? You’ll find out as a panel of America’s Coolest Stores share their mer-chandising philosophies in a conversation moderated by INSTORE merchandising guru Sally Furrer. Host: Sally Furrer with Tom Duma, Mark Loren
SECRETS OF AMERICA’S COOLEST STORES: Successful Custom and CAD2-3:30 P.M., EXHIBIT FLOOR
This panel of America’s Coolest Stores will discuss what they do to attract new custom-design customers and inspire
them with the magic of the cre-ation process. Host: Mark Lo-ren, Katie Bennett, Cynthia Gould
MON MARKETING EXPERIENCE(SPONSORED BY SILVER PROMOTION SERVICE)
MONSTERS OF SALES: PROMO POWER: Direct Mail Marketing10:15-11 A.M., EXHIBIT FLOOR
Discover the astonishing secret weapon that can blow your competition away. It’s not junk mail if you’re getting a 40 percent response rate. Or even 25 percent, 15 percent or 5 per-cent. Learn how to get these kinds of results in this session with Jim Ackerman. You’ll learn why most direct mail doesn’t work and how to make your direct mail a stealth pro-motional powerhouse. Speaker: Jim Ackerman
PRE-SHOW KEYNOTE SESSION
MONSTERS OF SALES: 9 Secrets That Guarantee You’ll Never Worry About Lousy Sales Again8:30-9:45 A.M., ROOM 309, CONFERENCE LEVEL
Want to see sales soar? In this keynote session, learn nine secrets that will help you improve the sales results of everyone on your floor. You’ll go back home with the power to “bottle” successful selling and get your whole team “drinking the Kool-Aid.” Watch out, though, this magic elixir could turn your whole staff into cash-generating sales monsters! Speaker: Jim Ackerman
You’ll go back home with the power to
MONDAY23APRIL
EDUCATION
KEYNOTE SESSION
: 9 Secrets
ousy Sales Again
MONDAYMONDAYMONDAYMONDAYMONDAY
SPONSORED BY
S M A RTJ E W E L RY S H OW.C O M | 49
Promo Power:radio Advertising2-2:45 p.m., Exhibit Floor
In the topsy-turvy world of media today, radio can still bring in the gold. But only if you do it right. Jim Ackerman shows you exactly what you need to do to double, triple or quadruple the effectiveness of your radio advertising. Want twice the response from half the media budget? Don’t miss this session. Speaker: Jim Ack-erman
MON SALES: PRODUCT STORIES EXPERIENCEwhAt’s the story: selling Platinum and Bridal10:15-11 a.m., Exhibit Floor
Build your skills at telling product stories that connect customers to the platinum and bridal jewelry in your store. Speaker: Kevin Reilly
story time: selling Diamonds in today’s market2-2:45 p.m., Exhibit Floor
When your customer comes in to buy a diamond today, you’d better have the right story! Learn the stories that create the romance and value of dia-monds that connects with the customer. Speaker: Maarten de Witte
MON SALES: SELLING SKILLS EXPERIENCEselling skills: opening, Asking and Presenting10:15-11 a.m., Exhibit Floor
Sharpen your selling skills with this review of the key points of the selling process. Let Janice Mack Talcott put you back on track to being your store’s Monster of Sales. Speak-er: Janice Mack Talcott
selling skills: Customer testimonials that sell2-2:45 p.m., Exhibit Floor
Everyone knows that your customer can be your greatest sales person. Kate Peterson will tell you how to capture cus-tomer testimonials and put them to work today! Speaker: Kate Peterson
MON BENCH EXPERIENCE(SPONSORED BY STULLER)
instore’s BenCh Pressure ChAllenge: wax Carving10:15 a.m.-12:15 p.m., Exhibit Floor
Four top professionals com-pete to create the finest wax to meet a customer request in just two hours. Host: Joel McFad-den, David White
BenCh Demos AnD live ChAt12:15-2, Exhibit Floor
Get your own hands on the greatest bench tools, tech and supplies. Host: Joel McFadden
winner AnnounCements: instore’s ultimate Design Contest and Bench Pressure Challenge2-3 p.m., Exhibit Floor
Designs have gone from hand- or CAD-rendering to a finished piece. Now it’s time for the judges to have their say as we name a win-ner of the Ultimate Design Contest. Then we’ll announce the big winner of our three-day Bench Pressure Challenge. Be there to cheer the winners. Host: Joel McFadden
EDUCatioN
EDUCATION AT A GLANCE
50 | S M A RTJ E W E L RY S H OW.C O M50 | S M A RTJ E W E L RY S H OW.C O M
APRIL 20 U FRIDAY
8:30-9:45 A.M. ROOM 309
RINGING THE REGISTER Je�rey Gitomer
BENCH EXPERIENCECOOL STORES EXPERIENCE MARKETING EXPERIENCE PRODUCT STORIES EXPERIENCE
10:15-11 A.M. SECRETS OF AMERICA’S COOLEST STORES: Hamilton Jewelers
Terry Chandler, Donna Bouchard
10:15 A.M.-12::15 P.M.
INSTORE’S CAD PRESSURE CHALLENGE
Joel McFadden, Matt Feliksa
12:15-2 P.M.
BENCH DEMOS AND LIVE CHAT
Joel McFadden
2-4 P.M.
INSTORE’S BENCH PRESSURE CHALLENGE: Engraving
Joel McFadden, David White
4-5:45 P.M.
BENCH DEMOS AND LIVE CHAT
Joel McFadden
CONTESTS AND PROMOTIONS: Do Them Right!
Shane O’Neill
HOW TO BUILD YOUR BRIDAL BUSINESS
Sally Furrer
2-2:45 P.M.
SELLING SKILLS EXPERIENCE
SECRETS OF AMERICA’S COOLEST STORES: Silver Success
Michael C. Barlerin, Eileen Alexanian
HOW TO USE SOCIAL MEDIA TO SELL DIAMONDS IN-STORE AND ONLINE
Jay Gerber
WHAT’S THE STORY: Selling Diamonds
Shane Decker, Maarten de Witte
CUSTOMER TESTIMONIALS THAT SELL
Kate Peterson
5-5:45 P.M. SECRETS OF AMERICA’S COOLEST STORES: Events That Rock
Nathaniel Smith, David Rocha, Sami Jack, Harris Botnick, Elizabeth Blair
WHAT’S THE STORY: Selling Platinum and Bridal
Kevin Reilly
RINGING THE REGISTER
MONSTERS OF SALESPROMO POWER: Direct Mail Marketing
Jim Ackerman
MONSTERS OF SALES
OVERCOMING OBJECTIONS
Shane Decker
KEYNOTE SESSION
MONSTERS OF SALES
BEST OPENING LINES
Shane Decker
APRIL 21 U SATURDAY
9-10 A.M. ROOM 307
TIP SHEET: Whip Your Inventory into Shape
Lenny Prion and Janice Mack Talcott
ROOM 309
MARKETING RX: Website Best Practices
Nick Failla
ROOM 301
BRAND THAT IS YOU
Adam Fried
ROOM 305
CUSTOM JEWELER THEATER: Role-Playing Scenarios
Kate Peterson, Chris Ploof, Linus Drogs, Joel McFadden
ROOM 313
BETTER SHOWCASE SETUP
Larry Johnson
10:15-11:15 A.M. ROOM 307
MANAGER’S TO-DO: Creating Sales Monsters
Janice Mack Talcott, Lenny Prion
ROOM 309
TACTICS: Mobile- and Location-Based Marketing
Casey Ford, Marty Hurwitz
ROOM 301MONSTERS OF SALES
INTERVIEWS WITH MILLION DOLLAR BABIES
Shane Decker
ROOM 305
“ROCK STAR” JEWELERS: Alternative/Exotic Metals in the Shop
ROOM 313
E-MAIL AND ENGAGEMENT MARKETING
Steve Robinson
11:30 A.M-12:30 P.M.
ROOM 307
DIAMOND PRICES: Bubble or Trend?
Abraham Stern
ROOM 309
THE DIGITAL BRIDE: Customer for Life
David Liu
ROOM 305
BENCH JEWELER: Platinum at the Bench
Jurgen Maerz, Kevin Reilly
ROOM 313
MOBILE MARKETING: What’s the Deal?
Casey Ford
ROOM 301
MERCHANDISE STORIES THAT SELL
Adam Fried
12:45-1:45 P.M.
2-3 P.M. ROOM 307
TIP SHEET: Buying from the Customer
Craig Miller
ROOM 309
CASE LOGIC: Your 10-Week Plan to Perfect Display Cases
Larry Johnson
ROOM 305
BENCH JEWELER: Palladium at the Bench
Chris Ploof, Linus Drogs
ROOM 313
COOL STORE SECRETS FOR EXHIBITORS
Kate Peterson
ROOM 301MONSTERS OF SALES
POWER QUESTIONS
Shane Decker
3:15-4:45 P.M. ROOM 307
ASK INSTORE: When Is It Smart to Work with a New Vendor?
Sally Furrer
ROOM 309
SOCIAL MEDIA MARKETING: Doing More with Less
Steve Robinson
ROOM 305
BENCH JEWELER: State of the Bench
Jurgen Maerz, Chris Ploof, Linus Drogs, Joel McFadden
ROOM 313
CELEBRITY RED CARPET INSIGHTS
Michael O’Connor
ROOM 301MONSTERS OF SALES
BEST CLOSING LINES
Shane Decker
ONSTERS OF SALES
LUNCHSPECIAL
BUSINESS MARKETING VENDOR ONLYSALES SHOP TALK
ROOM 309 (Box lunch available for $17; see page 35 for details)
HE SAID, SHE SAID — The Engagement Ring Shopping Experience — David Liu
DON’T WAIT UNTIL THE LAST MINUTE! RESERVE AND BUY YOUR LUNCH NOW AT CHICAGOSMARTLUNCH.EVENTBRITE.COM
EDUCATION AT A GLANCE
S M A RTJ E W E L RY S H OW.C O M | 51
8:30-9:45 A.M. ROOM 309
HOW CHANGING THE WAY YOU MANAGE YOUR STAFF CAN DOUBLE YOUR SALES - Harry Friedman
OU MANAGE YOUR YOUR YHarry Friedman
BENCH EXPERIENCECOOL STORES EXPERIENCE MARKETING EXPERIENCE PRODUCT STORIES EXPERIENCE
10:15-11 A.M. SECRETS OF AMERICA’S COOLEST STORES: Max’s
Terry Chandler, Ellen Hertz
10:15 A.M.-12::15 P.M.
INSTORE’S BENCH PRESSURE CHALLENGE: Palladium
Chris Ploof, Linus Drogs, Joel McFadden, David White
12:15-2 P.M.
BENCH DEMOS AND LIVE CHAT
Joel McFadden
2-4 P.M.
INSTORE’S BENCH PRESSURE CHALLENGE: Platinum
Jurgen Maerz, Joel McFadden, Kevin Reilly, David White
4-5:45 P.M.
BENCH DEMOS AND LIVE CHAT
Joel McFadden
BEST OF THE BEST: Celebrity Red Carpet Insights
Michael O’Connor
STORY TIME: Female Self-Purchasers
Sally Furrer
ENGAGING THE CUSTOMER THROUGH STORYTELLING
Kate Peterson
2-2:45 P.M.
SELLING SKILLS EXPERIENCE
SECRETS OF AMERICA’S COOLEST STORES: Customer Super Service Terry Chandler, Evan-geline Ross, Lisa Maloney, Tom Duma, Monica Kessler
TIP SHEET: A Well-Lighted Case
Larry Johnson, Howard Gurock
STORY TIME: Selling Palladium
Kate Peterson
THE CARE AND HANDLING OF INDECISIVE GIFT-BUYERS
Karen Barry
5-5:45 P.M. SECRETS OF AMERICA’S COOLEST STORES: Renovation Secrets Revealed
Keely Grice, KasJacquot, Katie Bennett, Lisa Maloney
STORY TIME: The Magic of Silver
Michael C. Barlerin, Michael O’Connor
MONSTERS OF SALES
TV AND VIDEO MARKETING
Jim Ackerman
HOW MUCH IS TOO MUCH?
Karen Barry
Gurock
MONSTERS OF SALES
TV ANV ANV D VIDEO MARKETING
Jim Ackerman
KEYNOTE SESSION
8:30-9:45 A.M. ROOM 309
9 SECRETS THAT GUARANTEE YOU’LL NEVER WORRY ABOUT LOUSY SALES AGAIN - Jim Ackerman
BENCH EXPERIENCECOOL STORES EXPERIENCE MARKETING EXPERIENCE PRODUCT STORIES EXPERIENCE
10:15-11 A.M. SECRETS OF AMERICA’S COOLEST STORES: Inventory Secrets
Sally Furrer, Tom Duma, Mark Loren, Curtis Bennett
10:15 A.M.-12::15 P.M.
INSTORE’S BENCH PRESSURE CHALLENGE: Wax Carving
Joel McFadden, David White
12:15-2 P.M.
BENCH DEMOS AND LIVE CHAT
Joel McFadden
2-3 P.M.
WINNERS ANNOUNCED: INSTORE’s ‘Ultimate Design Contest’ and ‘Bench Pressure Challenge’
Joel McFadden
MONSTERS OF SALES
PROMO POWER: Direct Mail Marketing
Jim Ackerman
WHAT’S THE STORY: Selling Platinum and Bridal
Kevin Reilly
SELLING SKILLS: Opening, Asking and Presenting
Janice Mack Talcott
2-2:45 P.M.
SELLING SKILLS EXPERIENCE
SECRETS OF AMERICA’S COOLEST STORES: Successful Custom and CAD
Mark Loren, Katie Bennett, Jim Tuttle, Cynthia Gould
MONSTERS OF SALESPROMO POWER: Radio Advertising
Jim Ackerman
STORY TIME: Selling Diamonds in Today’s Market
Maarten de Witte
SELLING SKILLS: Customer Testimonials That Sell
Kate Peterson
KEYNOTE SESSION
ORRY
APRIL 22 U SUNDAY
APRIL 23 U MONDAY
S M A RTJ E W E L RY S H OW.C O M | 51
S P O N S O R S :
Shop TalkFRIDAY
MarketingFRIDAY
Cool Stores ExperienceSATURDAY
Marketing ExperienceSATURDAY
Bench Challenge Bench CAD Challenge10:15 A.M.-12:15 P.M., SATURDAY
52 | S M A RTJ E W E L RY S H OW.C O M
JIM ACKERMAN U is a renowned marketing speaker, coach, author and copywriter who specializes in direct response and alternative
marketing. MARKETINGWIZARDSALLIANCE.COM
MICHAEL C. BARLERIN U is director of the Silver Institute’s Silver Promotion Service and has an extensive background in
marketing with an emphasis in both jewelry and retailing. WWW.SAVORSILVER.COM
KAREN BARRY U is a trainer for The Friedman Group who has worked with clients like Cartier, Ashley Furniture, Theory, Le Creuset and
others. THEFRIEDMANGROUP.COM
CURTIS BENNETT U is vice president of retail operations for O.C. Tanner in Salt Lake City, UT, which won the Big Cool division
of INSTORE’s 2010 America’s Coolest Stores. WWW.OCTANNERSTORE.COM
KATIE BENNETT U is director of operations at Gould’s Diamonds and Jewelry in Anoka, MN, which was named one of INSTORE’s
America’s Coolest Stores in 2011. GOULDSJEWELRY.COM
ELIZABETH BLAIR KIRBY U aka “Dilly,” owns Elizabeth Blair Fine Pearls in Harbor Springs, MI, which was named one of
INSTORE’s America’s Coolest Stores in 2011. GOULDSJEWELRY.COM
JIM BRETZEL U is a finished jewelry buyer at Kesslers Diamonds in Germantown, WI, which was named a Cool Store in INSTORE’s
2011 contest. KESSLERS.US
TERRY CHANDLER U is president and CEO of the nonprofit Diamond Council of America, which provides education and
training for professional jewelers and jewelry salespeople. DIAMONDCOUNCIL.COM
MAARTEN DE WITTE U is the executive director for the U.S. arm of Embee Diamonds — the makers of the Sirius Star series of
Canadian diamonds. SIRIUSSTAR.CA
SHANE DECKER U has provided sales training for more than 3,000 stores worldwide as president of Ex-sell-ence Sales Academy. EX-
SELL-ENCE.COM
LINUS DROGS U is a casting consultant for Palladium Alliance International who oversees the creation and dissemination of
technical information on the uses of palladium. AUENTERPRISES.COM
TOM DUMA U owns Thom Duma Fine Jewelers in Warren, OH, which was a past monthly Cool Store in INSTORE. TDFJ.COM
NICK FAILLA U is president of Premier Consulting Innovations, a training, consulting and fulfillment company that designs
and implements behavior-based training and internet based marketing programs. COLLECTEDCONCEPTS.COM
MATT FELIKSA owns Golden Sun Manufacturing in Montana.GOLDENSUNMFG.COM
CASEY FORD is president of Tappinn, which builds mobile smart sites and specializes in QR codes. TAPPINN.COM
ADAM FRIED is part of an exclusive team of Hearts On Fire Global Trainers, and travels the world to work with Hearts On Fire
authorized jewelers and share his expertise and passion. HEARTSONFIRE.COM
HARRY FRIEDMAN is an international retail authority, bestselling author, consultant and CEO of The Friedman Group.
THEFRIEDMANGROUP.COM
SALLY FURRER is a merchandising consultant with 20-plus years of jewelry industry experience. SALLYFURRERCONSULTING.COM
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S M A RTJ E W E L RY S H OW.C O M | 53
OUR SPEAKERS
JAY GERBER is vice president of sales and marketing at WRCobbOnline — the leading digital platform for jewelry
retailers in the United States. WRCOBBONLINE.COM
JEFFREY GITOMER is a master of sales, customer loyalty and personal development, and the author of four New York Times
bestsellers. WWW.GITOMER.COM
CYNTHIA GOULD U owns Gould’s Diamonds and Jewelry in Anoka, MN, which was named one of INSTORE’s America’s Coolest
Stores in 2011. GOULDSJEWELRY.COM
KEELY GRICE U owns Grice Showcase & Display, which specializes in custom designed and tailored display cases for
independent jewelers. GRICESHOWCASE.COM
HOWARD GUROCK U is president of Econo-Lite, the leading supplier of energy-efficient, product-enhancing lighting to jewelry
stores. ECONO-LITE.COM
ELLEN HERTZ U owns Max’s, a jewelry store in St. Louis Park, MN, which won the Small Cool division of INSTORE’s 2011
America’s Coolest Stores. STYLEBYMAX.COM
MARTY HURWITZ U is founder of MVI Management, which provides research and market development services exclusively
to the global gem, jewelry and watch industries. MVIMARKETING.COM
LARRY JOHNSON U is senior vice president of Pacific Northern in Carrollton, TX, and the author of The Complete Guide To Eective
Jewelry Display. EFFECTIVEJEWELRYDISPLAY.COM
MONICA KESSLER-TORCIVIA U is a finished jewelry buyer at Kesslers Diamonds in Germantown, WI, which was named a Cool Store in
INSTORE’s 2011 contest. KESSLERS.US
DAVID LIU U is co-founder and CEO of The Knot Inc., the premier media company devoted to weddings, pregnancy and
everything in between. THEKNOT.COM
JANICE MACK TALCOTT U is a management consultant for The EDGE Retail Academy and has been a teacher and mentor to
thousands of jewelers around the world. EDGERETAILACADEMY.COM
JURGEN MAERZ U became a recognized expert on working with platinum while working at PGI. He now runs Jurgen Maerz
Jewelry Industry Consulting service.
LISA MALONEY U takes “family business” to a whole new level, working with seven family members at the Canadian Jewelry
Exchange in Kelowna, BC. CJEX.NET
JOEL MCFADDEN U regularly teaches at the Bench Jewelers’ Conference and owns Joel McFadden Designs in Red Bank,
NJ. UNIQUEENGAGEMENTRINGSNJ.COM
CRAIG MILLER U is managing director of the retail division of CIRCA, the leading global buyer of fine jewelry, diamonds and
watches from the public. WWW.CIRCAJEWELS.
COM)
MICHAEL O’CONNOR U is president of Style & Substance Inc., which helps jewelry companies with branding, strategy, marketing,
public relations and promotional programs. STYLEANDSUBSTANCE.COM
SHANE O’NEILL U is director of Social Marketing & Design at Fruchtman Marketing. FRUCHTMAN.
COM
KATE PETERSON U is president of Performance Concepts, a sales and management consultancy for retail jewelers. She writes the
monthly “Real Deal scenarioes for INSTORE. PERFORMANCECONCEPTS.NET
CHRIS PLOOF U is technical consultant for Palladium Alliance International. He trains designers, manufacturers and
retailers how to work with palladium. CHRISPLOOF.COM
LENNY PRION U is head of education for the EDGE software by Abbott and Shapiro — currently the most widely used
software in the jewelry industry. AJSLLC.COM
KEVIN REILLY U is director of business development for Platinum Guild International. WWW.PLATINUMGUILD.COM
STEVE ROBINSON U is the Illinois regional development director for Constant Contact, an e-mail marketing firm. CONSTANTCONTACT.
COM
DAVID ROCHA U is executive director of Jewelers for Children, which raises funds for children who are the victims of
catastrophic illness or life-threatening abuse and neglect. JEWELERSFORCHILDREN.ORG
EVANGELINE ROSS U is director of marketing for Zachary’s Jewelers in Annapolis, MD, which won the Small Cool division of INSTORE’s
2008 America’s Coolest Stores. WWW.ZACHARYSJEWELERS.COM
NATHANIEL SMITH U is special events manager at Delfine’s Fine Jewelry in Charleston, WV. WWW.DELFINESJEWELRY.COM
ABRAHAM STERN U CEO of IDEX Online, introduced the Guaranteed Diamond Transactions platform — a fully
automated online trading service for loose certified polished diamonds. IDEXONLINE.COM
DAVID WHITE U is a designer with Aucoin Hart Jewelers in Metairie, LA. White won the 2011 Bench Pressure Challenge. AUCOINHART.COM
bestsellers.
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