INSTORE Podcasts

This month, Jeffrey Samuels, owner of William Jeffrey’s Jewelers near Richmond, Virginia, joins host Jimmy DeGroot and co-host Doug Meadows of David Douglas Diamonds in Marietta, GA to talk about how a jewelry store owner can build a business that supports their lifestyle. Samuels started in the industry as a loose diamond sales rep covering nine states. He decided to open a retail jewelry store in his hometown of Mechanicsville when his oldest son was born in 1990. At that time, store hours were six days a week from 10 until 8. Today, the store is open Tuesday through Friday until 6 and Saturday until 3. And this year, Samuels will only work four days a week in the store. He discusses how a store owner needs to train their team to take ownership, but more importantly, how the owner has to train himself not to micro-manage and how to ignore that “little gremlin” that says you could have done something better than your employee did it. One impressive feature of Samuels’ operation is that his average inventory turn is 6 — whereas most jewelers have an average turn of about 1. “It’s not about how much you sell,” Samuels says, “but about how much you make in profit.” Samuels goes on to discuss his aversion to traditional advertising and insistence on ROI, and how he’s found reliability in Podium and Google Reviews. He also talks about why he doesn’t sell lab-grown diamonds, gives his thoughts on CRM (customer relationship management) software, and shares his preliminary exit plans.

This month, JimmyCast brings you a story of hope — of a business person who fell so hard for metals and gemstones that he felt he needed to open his own jewelry business, even in the face of a historic health crisis. In the episode, host Jimmy DeGroot and co-host Doug Meadows chat with Wilson Lin, a 33-year-old whose family immigrated from China to Nebraska when he was in his teens. After graduating school, Wilson, a non-smoker and non-drinker, decided he had little interest in the family business of liquor and spirits. Instead, he found his passion in working with metals and gemstones. With no history in the jewelry business, getting his foot in the door was difficult for Wilson. He applied and was rejected 13 times for jewelry store positions, before finally getting a job as a bench jeweler’s apprentice at the 14th location — A.T. Thomas in Lincoln, NE. He later worked as a manager at a Zale’s location. Now, however, Wilson taking the biggest step of all — launching his own business, with an opening target of September 1. He talks with Jimmy and Doug about how and why he decided to launch right now, his intended product and service range, as well as other details on how he financed his business and selected a location. Plus, Wilson also discusses the Facebook group he formed for jewelers in a similar position to his, called “First Generation Jewelers”, which now has close to 900 members. (Sign up for the group here.)  

This month, JimmyCast welcomes Larry Rickert, owner of Jim Kryshak Jewelers in Wausau, WI. The two know each other well, as Jimmy was the general manager at Rickert's business from 1996-2007, before leaving to begin his jewelry consultancy business. Amongst other useful business advice, Larry offers timely guidance to jewelry business owners on how to adjust to working from home. In fact, Larry is something of an expert on the matter -- having worked off-site with Jim Kryshak Jewelers since 2005. Larry's most important lesson? Stop micro-managing and trust your people. Since 2005, "the store has continued to grow. Because of the people at the store. Not because of me. It actually was in spite of me. Because I wasn't there. I couldn't micro-manage. I broke my micro-managing tendencies and ... everybody did just fine." Hear more wisdom from Larry, Jimmy and co-host Doug Meadows in the latest episode of JimmyCast.

This month, Jimmy DeGroot welcomes a guest he knows quite well. In fact, they know each other so well that they can complete each other’s … “… sandwiches?” suggests Jason Druxman, co-owner of Avenue Jewelers in Appleton, WI. Druxman has been in the jewelry business for over 30 years — “which is impossible,” he jokes, “because I’m only 36.” Before taking over Avenue Jewelers (where he worked with DeGroot), the fourth-generation jeweler spent much of his early career in corporate settings — working for Sterling Jewelers’ sub-brands. In the podcast (11:50), he discusses pros and cons of working in a corporate jewelry environment versus an independent one.  Druxman describes the corporate business as “very cutthroat, very push-push” but admits he enjoyed it, especially as a young man with an instinct for competitiveness. “It was awesome for me,” says the jeweler, “because I could measure myself against these other thousand stores.” How does independent life compare? As his current business title on his LinkedIn profile and business card (“The Diamond Stud”) indicates, Druxman’s working life is definitely not as stiff and regimented as it use to be. Hear more pros and cons in the latest JimmyCast.

In this special episode of Over the Counter, host Kyle Bullock grabs a guitar and presents you with his very own, jeweler-specific version of the holiday classic, "The 12 Days of Christmas". We won't spoil it for except to say that, while you won't hear about any partridges in pear trees, one part of the song remains, reassuringly, the same. (Can you guess which part?)

This week, JimmyCast welcomes Aleah Arundale, founder of the popular private Facebook group, Jewelers Helping Jewelers, and a fifth-generation jeweler who works for diamond wholesaler Olympian Diamonds. Chatting with co-hosts Jimmy DeGroot and Doug Meadows, Aleah shares why she created Jewelers Helping Jewelers (4:05), which now has 18,500 members. A few years back, Aleah felt there was something missing in other social media communities. “I wanted a free, open forum where everybody could say whatever they want, whenever they want,” she says.  She decided to launch a brand new community for which the primary rule would be having the fewest rules possible. She says she’s proud that, despite the openness and freedom of the group, participants (mostly) get along, providing an important source of advice, support and trading partners to thousands of jewelry professionals who would otherwise struggle to find community. Says Aleah, “This is a testament to show that, if you just let people go, they will show you how wonderful they can be.” Aleah estimates that the group has facilitated more than $1 billion in transactions since its launch, sharing a few anecdotes of jewelers whose businesses and lives were changed by the community, including one jeweler who claims to have done $4 million in business through JHJ. Later in the podcast, Aleah discusses one of her pet peeves — jewelers who refuse to put prices alongside jewelry in the showcase (11:00). Plus, she offers her extremely simple tip for selling more diamonds (13:05).

For his last podcast of the season, Kyle Bullock of Over the Counter tells the story of Emma, a woman whose life was turned upside down when the man she loved and planned to marry died in a car accident. For Emma, the tragedy caused her to completely change the direction of her life. She left community college, where she was studying to become an art teacher, and moved to a different school to try out the art of metalsmithing. Quickly showing promise in her new field, as well as finding comfort in the act of creating jewelry, she decided to build her skills further with a months-long jewelry apprenticeship in Florence, Italy.   Emma’s instinctual method of working through her grief was to create beautiful jewelry that was redolent with symbolism. And while her loss remained one of the defining events of her life, she was able to move forward and build a satisfying, deeply meaningful career by fashioning beauty out of the most terrible of losses. There’s a lesson in that for all jewelers, says Kyle.  “Don’t ever forget that every and every piece we create or sell means something deeper to the customer that we might ever imagine,” says Kyle. “In the same way, don’t ever forget your own experiences. Owning and managing a jewelry company can bring difficult, sometimes even painful, experiences for you to deal with. It has in my life, for certain. But in the nature of our work, we are given a unique opportunity to shape our circumstances into something beautiful. So, go out and do beautiful work, listeners. The world needs it.”

Dropping into the Barb Wire for this month’s episode is Jenny “Jenny O” Calleri, the owner of Huntington Jewelers in Las Vegas, NV. A jewelry-industry veteran whose career has seen her move between the supply and retail side in both sales and management, Jenny O finally took her biggest step yet two years ago— becoming the owner of her very own store with the nearly 70-year-old Huntington Jewelers. In the podcast, she discusses what a transformative experience a GIA education can be for a young person in jewelry sales (12:40) and how, after she took her very first GIA gemstone course, she dropped everything — including a “super hot and heavy” relationship with her future husband — sold her house, and went to study at GIA in Carlsbad, CA.  Jenny O also talks about her career, and the key lessons she has learned along the way that she is following as she builds the Huntington Jewelers brand.  And, recently having had her third child, she describes the challenges of life as a working mom. (35:30) Plus, you’ll also hear why Jenny O believes that Liz Taylor is the ultimate and enduring jewelry icon (44:45).

In this month's episode of JimmyCast, host Jimmy DeGroot talks customer data with Dave and Spencer Mink of TraxSales. One of the earliest customer tracking companies, launched in 1996, TraxSales uses an infrared camera system to track door traffic (eliminating visits from your staff and other non-customers like the mailman). The statistics generated can then be integrated with retailers' CRM program, offering the ability to create up to 30 different reports, including closing ratio and a statistic owner/CEO Dave Mink calls "revenue per guest". Hear more about how Dave's big "epiphany" led to the creation of the company in 1996, as well as how you can use customer-tracking data in order to make better management decisions and dramatically improve your sales team's performance.

Sometimes the jewelry customers most want, or have even dreamed about for years, simply isn't right for them. Owing to our professional expertise, many jewelers know when this is the case. But, as often as not, customers don't. Whether it's a hue that doesn't match a woman's coloring, a design too gaudy for her personality, or a gemstone too large or small for the wearer's proportions, jewelers can typically sense when something is or isn't right for a client. Of course, no jeweler ever enjoys telling someone that the item they covet will make them look awful. However, when you're seeking to create lifetime customers, it pays to be honest — albeit as tactfully as you can. In this episode of Over the Counter, host Kyle Bullock tells the story of Denise Oros of Linnea Jewelers in LaGrange, IL, and what Denise did when a customer entered her store an asked for a very expensive item that simply wasn't right for her. Enjoy the episode. P.S. Fans of Over the Counter and Kyle Bullock won't want to miss this special offer. The author recently released a new book called Mister Christmas, described as "the story of a white-collar loser who has his life turned around when a mysterious stranger offers him a job creating a real-life Santa's toy factory". For listeners of this podcast, Kyle is offering the audiobook version of Mister Christmas for only $3. Go to misterchristmasbook.com to order and use promo code "OTC" at checkout to get the deal.

The Barb Wire celebrates its tenth episode with a visit from Ben Smithee, CEO at The Smithee Group (thesmitheegroup.com), a digital consultancy whose mission is "helping big brands think small and small brands think bigger".   Talking with host Barbara Palumbo, Ben shares why he decided to originally focus his consultancy on the jewelry business (8:10), and Barbara refers to him as one of the industry's few true "influencers" online (11:10). He talks about his unique upbringing in Dallas as the adopted Asian son of white parents (17:00).   Ben's passionate about social media, calling it "the great equalizer" for small businesses (29:30). And he later shares one of his pet peeves -- retailers who can't stop complaining about the things their customers do (32:50).   He also cites a specific behavior that he believes, if a retailer performs it daily for the next 365 days, will guarantee them a six-figure increase in their sales (36:20). Later, Ben shares the specific sales pitch he uses with jewelers to convince them to invest in building their social media following (40:30).    

Kim Gordon is living the dream — it's the dream of owning her own store, the aptly named Dream Jewelers in Oshkosh, WI. Gordon has spent most of her career in jewelry sales, having spent more than a decade as an assistant manager at a Kay Jewelers and, after that, another decade as sales manager at Jim Kryshak Jewelers in Wausau, WI. Then, in 2014, she finally made the leap into jewelry-store ownership, using her life savings to purchase a Wisconsin business called Thimke Jewelers, which she later rebranded as Dream Jewelers. Gordon shares the story of her journey, and tells you how she's launched her business in a challenging competitive environment and on an ultra-tight budget. "I had $20,000 in the bank," she says. "And $20,000 seems like a lot of money ... until you open a jewelry store." Hear the rest of Kim's story on the latest edition of JimmyCast.

This month in Over the Counter, Kyle Bullock has his mind on conservation. In the latest episode of his podcast, the owner of Bullock's Jewelry in Roswell, NM, tells a series of interconnected stories related to efforts big and small to make the jewelry industry more friendly to consumers, communities and the planet. These efforts range from the ultra high-profile work of the Diamond Producers Association to promote more responsible diamond mining to the almost entirely overlooked efforts of one of Kyle's own employees, Sherri, who hoards used scraps of paper so they can be re-used in the office. Kyle asks her why she does this. "To help the environment," she says. "And to save money." "But paper is cheap!" says Kyle. "Not to the trees," Sherri answers. Can't argue that.  The very important message? Every little bit helps. And no matter what your role in the industry, everybody can do something. Why not start today?      

Marketing colored gemstone is on the agenda when Hayley Henning visits The Barb Wire with host Barbara Palumbo. Henning is currently vice-president of Greenland Ruby, where she has been working the last two years after spending most of her career as one of the key faces behind the rise of Tanzanite since the mid-1990s. (In fact, Barbara says that before she knew Hayley personally, she thought of her as “the Tanzanite lady”.) The South African native shares some of her personal journey (2:55) from her homeland to a career in the U.S., working for a company called Afgem that eventually became the well-known Tanzanite One. Hayley calls the company’s efforts to market Tanzanite "the start of colored gemstone marketing as we know it today". (6:55) Now Hayley is involved in a similar effort to increase public and industry acceptance of Greenland ruby (12:10). Her company, Greenland Ruby, is the first business with government permission to mine, market and sell ruby material found in Greenland. Says Henning: "There is no real instruction manual on how to introduce a new gemstone to the gem and jewelry industry. But we're figuring it out." She is passionate about the story behind Greenland rubies. Says the executive: “It's not as though we went to some fancy marketing agency to say, "Alright, help us make up a story. We are telling the story of a gemstone that has been buried under ice and snow for nearly 3 billion years." (25:20) Later you’ll hear some of the work Hayley is doing with retailers to promote rubies from Greenland, as well as best practices for retailers looking to introduce new gemstone varieties. Want to learn more about marketing colored gemstones to your customers? Don't miss Hayley Henning on The Barb Wire.

If making mistakes is the best way to learn, then the latest episode of JimmyCast promises to be a tremendous learning experience. In the episode, Jimmy DeGroot and co-host Doug Meadows each share five dumb things they've seen jewelers do in their jewelry stores. "This includes us," notes Jimmy. "Actually, my list is mostly mine," says Doug. Tales shared include a pyrotechnic prank gone wrong (3:40), a store owner who brought in a new sales trainer to work with his team, only to completely sabotage the effort before it even began (11:30), plus an expensive lesson from a jewelry con artist (20:00). Says Jimmy, "This is a good episode for learning what not to do in your jewelry store." 

In the latest episode of Over the Counter, host Kyle Bullock tells the story of one of the most memorable custom-design sales of Sandra Locken of Sarini Fine Jewellery in Vulcan, Alberta, Canada. In the heartbreaking tale, the jeweler creates a rush job for a woman dying of terminal cancer, who is holding onto life by creating jewelry memories for her family in her final days. Kyle concludes: "Remember that what we do In the jewelry business goes far beyond little hunks of metal. We are invited to share in the expression of people's hearts and souls in a very real, very emotional, and very honest way."Enjoy the story. (Have those tissues ready.)

In this month’s episode of JimmyCast, hosts Jimmy DeGroot and Doug Meadows chat with the manager of the winning store in the “Small Cool” division of INSTORE’s America’s Coolest Stores”, EAT Gallery of Maysville, KY. Katherine Cotterill, manager at EAT Gallery, has an eclectic past, including more than three years spent in New Zealand and Samoa (2:30). She talks about how she was hired to run the store in 2016 by Simon and Laurie Watt, owners of colored gemstone dealers Mayer & Watt, who had opened EAT Gallery in the early 2000s as a side project (5:30). The discussion continues to cover EAT’s attention-getting (and occasionally confusing to visitors) neon “EAT” sign (9:15), which had previously identified a diner that was a town fixture for 50 years. “We are definitely not a restaurant,” says Cotterill. “But we do say that we’ll feed your soul.”  As for the big question of how many visitors per week come in, thinking it’s a restaurant? “At least a couple a week,” says Cotterill. Hear more of the conversation — including tips on how to make a tiny business stand out with marketing and product selection — in this month’s JimmyCast.

In this month's Over the Counter, we bring you several short stories aimed at reminding you of what is most important in life.  It is so easy to go day by day, nose to the grindstone, that we lose sight of what matters. In fact, we may start to believe that work is what is most valuable — that our identity comes from work, or wealth, or from accomplishments. And the truth is, it doesn’t.

Watch collectors, vintage jewelry, adventures in treasure hunting, and a showplace new store are on the agenda when jeweler Craig Husar steps into the Barb Wire this month. Husar is the owner and self-titled "Chief Romance Officer" at Craig Husar Fine Diamonds & Jewelry Designs in Brookfield, WI. Husar's spectacular new store, which is located opposite a major new lifestyle center, opened in January. Says the owner about the difficult store-creation process: “I was relentless. I’ve never been so focused and passionate about making something happen in my life. And it was that passion, that drive, that led me here. It was almost like, knowing somehow, that this was my destiny, to be here and nothing was going to stop me.”

Open the box. That’s the central theme of the latest edition of JimmyCast. By “opening the box”, Jimmy and Doug mean jewelers’ tendency to grasp for things — a training course, a new technology, or a hot line of jewelry — but then not do what they have to do in order to ensure that the new purchase positively impacts their business. Says Jimmy: “A lot of time people regard training as a pill, and as they write the check, they think “This is gonna fix me, this is gonna fix me.” But then those jewelers get the training package back to their store, and they never open the box.Learn why jewelers keep making this common mistake, and how you can be sure to "open the box" in the future.

This month, Over the Counter tells the story of one of the more poorly planned, and under-rewarding, diamond heists you'll ever hear about. Let's allow host Kyle Bullock to set up the episode: "When you sell valuable things, it's not a matter of if, but when, a criminal will try to steal something from your cases, which is why safety and preparation should always be a top priority for jewelry stores. But in today's story, the crime in question took place not in a jewelry store, but in a place that features even more unique and irreplaceable set of valuables. It also features a criminal who could have used, uh, a few tips before pulling off the heist of a lifetime."

On this month’s JimmyCast, the focus turns to co-host Doug Meadows, who shares an abridged history of his life in jewelry retail. The interest in Doug’s story is probably not in its uniqueness, but rather its familiarity. In fact, Jimmy says at the end of the podcast that “I bet you 99% of the jewelers that are listening to this right now, they would have a very similar story in terms of how things came along.” Hear Doug's story in the latest episode.

Colored gemstones, and their increasing popularity with younger buyers are the key topics when Doug Hucker, long-time CEO of the American Gem Trade Association (AGTA) is interviewed by host Barbara Palumbo on this month's edition of The Barb Wire. Doug shares the story of his path into the jewelry business, his years at GIA, his leadership of AGTA, and also talks about the increasing popularity of colored gemstones with new buyers, as well as the AGTA's participation in the new "The Collective" event during Las Vegas jewelry week this year.

In this bonus episode of Over the Counter, Kyle Bullock talks with jewelry industry management consultant Andrea Hill on what jewelers need to do when facing challenges similar to the ones faced by the jewelry store featured in Episode 10 of the podcast.

"Who doesn't love a good underdog story?" asks Kyle Bullock at the start of this month's podcast. We absolutely agree. That's why we think you're going to love this particular underdog tale -- of a 17-year-old high-school student who had to take over his family's struggling jewelry store after his father died of cancer. Learn the identity of this very special jeweler, and hear his story, in this month's "Over the Counter". Also, don't miss the bonus episode in which Kyle talks with Andrea Hill of Hill Management, a top jewelry industry management consultant, about what jewelers need to do (and how they need to think) when facing the most difficult challenges.

Want to know more about selling lab-created diamonds? In the latest episode of JimmyCast, Jimmy DeGroot and co-host Doug Meadows talk with Joy Janssen of Eco Diamond, a family-owned jewelry retailer based in Little Chute, WI.  In addition to selling lab-created gems, Eco Diamonds is unusual for a family-owned retailer in its emphasis in selling online. While the company has a physical showroom where it takes appointments as well as a limited amount of walk-in customers, most of its sales are done online. 

This month, the Barb Wire welcomes innovative jeweler Nick Linca, a managing partner with Provident Jewelry, a seven-store jewelry retailer.  The business launched 25 years ago as a jeweler specializing in estate goods. However, in 2008, it moved in a new direction by opening a luxurious, state-of-the-art store in Jupiter, FL selling higher-end branded goods. Linca, who had been a manager at Zale in the late 1990s and a sales manager at Hamilton Jewelers from 2000 to 2008, was brought on to lead the launch of the Jupiter business. Over time, Provident Jewelry’s Jupiter location has achieved status of one of the country’s most impressive jewelry stores, selling brands like Baume-et-Mercier, Bell & Ross, Breitling, Carl F. Bucherer, Cartier, Chopard and more, and featuring amenities like a fully stocked bar and cigar bar for customers. Chatting with Barbara, Nick talks about the background of the business (2:00), and the importance of opening a store around the right people rather than the other way around (4:00). He discusses the mindset in opening the Jupiter store of creating a "third place" for customers, a la Starbucks — a place that is not work and is not home (6:45). Barbara raves about the quality of the drink bar and cigar bar at the Jupiter store (8:50). Nick loves that his customers can be out golfing and invite a friend over post-round to relax at the jewelry store (10:30). He shares how the team at Provident likes to "blow it out" and have fun with store events, including an upcoming "Bubbles and Bling" party (14:20). Barbara and Nick discuss Provident Jewelry's wide-ranging charity activities (14:30), including dog adoptions. And Nick shares the reasons why, over time, he has connected so much with independent watch brands (18:50) over time. One reason is loyalty. After a 2011 robbery in which Provident Jewelry lost more than $15 million in inventory, and were uncertain to survive. During that stressful period, Nick saw how some brands acted like partners, and others didn't (20:30). Watch discussion continues with Nick sharing how he used FaceTime to make direct sales to customers of newly released watches while in Basel (24:00). He also tells a story of an extremely unusual trade-in he received on a high-end watch recently (31:30).  In the later portion of the podcast, Barbara asks her regular series of standard regular questions. In this section, Nick shares his dream industry dinner partner (33:50), refers to his 65-year-old clients as “millennials" (35:20); tells of the useful people skill inherited from his father that helps him (38:00); identifies his biggest fan (38:40); and shares his favorite four-letter industry word, which we think could become yours as well (40:10). He shares his favorite trade event (41:00), and talks of a few shockingly extravagant parties he has attended at this event over the years, as well as revealing the details of a fiendishly brilliant prank played with a chili pepper on a member of his travel party (44:10).

In this month's episode of JimmyCast, Jimmy DeGroot and Doug Meadows talk about one of their least favorite things — firing staff. It’s one of the toughest things a store-owner has to do. But once you determine that someone is dragging your business down, you can’t ignore the issue and need to take action. Says Jimmy: “The predominant situation is one who does not play well with others. This can be anything from people who think they know it all, they’re not coachable, they’re not manageable, they do things their own way. And then there are people who are very much an island unto themselves, and these are sales-stealers, people who in general create discord among the group. Here’s the really weird twist … so often, they’re the top seller, they’re the top producer in the store.” Jimmy and Doug discuss how you determine whether someone is holding your business back, the steps you should take once you decide there is an issue, and the results you can expect to see once you make the difficult call to end a problem employee’s tenure with your company.

In this month’s throwback version of Over the Counter, you’ll hear the story of a frazzled advertising copywriter struggling to come up with a last-minute slogan for a jewelry company’s new consumer campaign. We can’t spoil more than that, but can let Kyle Bullock tease a bit more. Says Bullock: “This story is one that you’re going to want to hang on until the very, very end, because I think the payoff is going to be worth it. I hope so, anyway. Because out of all the stories I have featured on this podcast, I think that this one might be the one the hits closest to home for all of us.” Learn why when you listen to the latest episode of Over the Counter.

This month on The Barb Wire, host Barbara Palumbo welcomes a rising star in the jewelry business, gem trader Dave Bindra, vice-president of B&B Fine Gems. Still in his early 30s, Bindra has built up an impressive resume, serving as president of the Los Angeles chapter of the GIA Alumni Association, member of the board of directors of the Jewelers Vigilance Committee, acclaimed AGS Conclave speaker, not to mention running a seriously cool Instagram account @gemfluencer. (Come for the awesome collection of gemstones, stay for the awesome collection of color-coordinated shoes.) Enjoy the newest episode of The Barb Wire. It's talk radio for the jewelry business.

In a tight job market where the average person seeks to "reinvent" themselves four or five times their career, what does a jewelry store have to do to keep its very best employees for the long-term? That’s the focus of the fifth episode of JimmyCast from jewelry store trainer Jimmy DeGroot of jewelrystoretraining.com. Guest Brad Huisken of IAS Training drops in to talk with Jimmy and co-host Doug Meadows about the practices and policies that will give you a better chance of keeping key employees.

This month's episode of Over the Counter is about taking responsibility for one's mistakes and, as host Kyle Bullock puts it, "going above and beyond  ... even when it comes at a great personal cost." Listen to the story of one of the toughest, and yet most rewarding times, in the career of Bill Brundage of Bill Brundage Jewelers in Louisville, KY.  Brundage is a veteran jeweler who stopped advertising in 1993 and, since then, has relied entirely on the power of word of mouth. "And we've done very well that way," he says. So when one of his bench staff vaporized a customer's prize family heirloom — a five-carat, natural, non-heat-treated sapphire — Bill knew right away what he was going to have to do. Says Bullock, "This is exactly the kind of story that I love to share on this show."     .    

Can social media make your store more approachable? That’s the focus of the fourth episode of JimmyCast from jewelry store trainer Jimmy DeGroot of jewelrystoretraining.com. Guest George Fritz of Mills Jewelers in Lockport, NY drops in to talk with Jimmy and co-host Doug Meadows about his fun experiments on social media, events, as well as his store’s widely-admired community activism.

Michael O'Connor drops into The Barb Wire this month to talk with host Barbara Palumbo about his career in the jewelry business -- which has featured one of the most unique development paths in today's industry. The two discuss Michael's progress from Toronto teenager to jewelry salesperson, to New York-based jewelry designer, to jewelry marketer, to QVC on-air presenter, and finally, his ultimate transformation into celebrity stylist and on-air style commentator for numerous major media brands. Discussion topics include techniques for staying young, the importance of being a no-BS operator, this year's Oscar trends, as well as some fun dishing on celebs. (For instance, Michael tells us which member of the Desperate Housewives cast is most fun to drink a margarita with.)   Enjoy the newest episode of The Barb Wire. Think of it as talk radio for the jewelry business.

If today's jeweler has an arch-nemesis, it has to be the Internet. It's an imposing opponent, a protean, seemingly omnipresent foe offering unparalleled convenience, massive selection, and hard (but not impossible) to beat prices. In this month's episode of Over the Counter, Kyle Bullock, who typically shares stories of other jewelers' most memorable sales, tells the story of one of his OWN memorable recent sales. In this transaction, Kyle faces off against the Internet ... and wins. Trying to serve a long-time acquaintance, Kyle finds himself unable to match the far lower prices available online. The customer's hesitancy to buy from him, despite their existing relationship, shakes Kyle ... and even plants a seed of doubt about his own future in the business. But once he learns more about the customer's backstory, Kyle is able to do something -- and provide a service -- that the Internet never could. You'll learn an important lesson in Kyle's latest podcast, "How the Internet Almost Won". To receive all of Kyle's podcasts on your mobile phone, subscribe to "INSTORE Podcasts" on Apple Podcasts, Google Play, Stitcher, or your favorite podcast platform.

Hiring. It's one of the most important things you do. Hiring the right person can lift your store into the stratosphere; hiring the wrong one will drag you into Dante's 7th circle of hell. Finding and hiring people who can become high-quality employees is the key topic discussed in the third episode of INSTORE's new podcast series, JimmyCast, from jewelry-store trainer Jimmy DeGroot, along with co-host Doug Meadows of David Douglas Diamonds in Marietta, GA. Some of the topics covered in the discussion: * Why people today can't fill out job applications* Why restaurant servers are often great candidates to attract into the jewelry business* Doug shares how he has found some of his employees. These include Craigslist, spreading the word amongst friends, hiring a family member (who didn't have a choice); and several from Facebook. Doug has even used divine intervention, praying for a good employee to arrive at a critical moment. (Guess what? It worked.)   * How Jimmy took a coffee-shop barista and turned her into a half-million-a-year seller  • One question Doug used to weed out applicants for available jewelry sales positions: "If we had two positions available -- one in the backroom, working with inventory, and one out on the floor, working with customers, which would you prefer?" He was surprised to see that numerous people who, we want to remind you, were applying for a sales position, said that they would far prefer the back-room job. "You don't even call those back," says Doug.* When it's appropriate to use a headhunter.* Why it's almost always smart to hire a good candidate even if you're not looking for someone new* Is it smart -- or not -- to hire your good customers?

In his popular podcast series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Roswell, NM tells the stories of inspirational and/or memorable jewelry sales. In this special holiday wrap-up episode, Kyle tells the story of a woman whose father brought her a merry Christmas surprise by paying off an item that she hadn't quite paid off on layaway, and the story of a small watch repair service, provided for free, that provided a meaningful lesson for a young boy and an unexpected reward for a generous jeweler; as well as the most memorable holiday sale that took place in Kyle's own store — an $80 gold rose to an extremely special couple. Says Kyle: "No matter what stage of the business you're in, we all have the power to take in these simple, subtle, quiet moments that change people's lives. We are privy to people's most important and cherished moments and memories, which is what makes this the greatest business to be in." He concludes the podcast with a special wish for all jewelers. "I hope you take time this year and appreciate these moments as they come. May your 2019 be fruitful and blessed."

How can a jewelry-store owner get the members of his or her team to think and act like they are store-owners? That's the big question covered in the second episode of INSTORE's new podcast series, JimmyCast, from jewelry-store trainer Jimmy DeGroot, along with co-host Doug Meadows of David Douglas Diamonds in Marietta, GA. One of the main problems jewelers face is having the courage to empower their employees. DeGroot says many fear that if they train their employees to think like store-owners, those employees will eventually become store-owners ... as your competition. But is that possibility worse than having someone on your team you have to baby-sit as long as they work for you? Other podcast highlights: * Inspiring employees -- especially younger employees -- with a sense of a store's mission, or its "why?"* Why its important to let employees drive the process of creating store rules.* Why DeGroot is not a fan of the interview question, "Where do you see yourself in five years?"* The Christmas gift DeGroot would most like. * The one jewelry-store job that DeGroot hates most.* Meadows shares how he now ranks his daily to-do list by the profitability of individual actions. * How a specific personality test, called a "Flagpage" (flagpage.com), can help you determine the best roles for every person in your store. The test, which costs $24.99, breaks a person's personality characteristics down into four types — called "countries" — peace, perfect, fun and control. Each person can be a resident of a single country or multiple countries -- i.e. "fun/peace country" or "perfect/control country".  

In this episode of "The Barb Wire", host Barbara Palumbo talks — and plays a drinking game — Alexis Padis, director of operations at the successful San Francisco-area jewelry store, Padis Jewelry, plus the company's side business, Padis Vineyards. Padis is also the youngest member of the board of the American Gem Society and was a 2017 "Award of Excellence " winner from the Women's Jewelry Association. Discussion topics include the role of millennials in the jewelry industry, as well as unfounded prejudices against millennials in the jewelry business. The two discuss the rise of Padis Jewelry from her father selling puka shells out of his car trunk to an area fixture serving San Francisco's rising "Cloud Corridor" of key tech businesses. And also how her father's "side hustle" turned into a successful Napa Valley vineyard and wine label. The episode includes lots of drinks (the two challenge each other to finish a glass every time the word "Conclave" is mentioned), as well as shoutouts to John Carter (yet again), Cindy Chandler, Denise Richards, Joshua Israileff, Dave Bindra and more. Introducing "The Barb Wire". Think of it as talk radio for the jewelry business.

In this special holiday episode of "Over the Counter", host Kyle Bullock brings listeners something a little different — "a poem, a story I've written, that anybody who has gone through a Christmas season in a jewelry store can relate to". In "Twas Christmas in a Jewelry Store", Kyle takes the familiar rhythms of a classic holiday poem and bends it, realistically, to a story of one jewelry store's last-minute holiday rush. Our suggestion? Play during your morning set-up or at least share with your staff for smiles and inspiration during the busy days ahead. (Or you can share with friends or family if you'd like them to see how crazy your life can get during the holiday rush.) Enjoy "Twas Christmas in a Jewelry Store" from Kyle Bullock in a very special episode of "Over the Counter".

Welcome to the debut episode of JimmyCast, featuring Jimmy DeGroot. DeGroot is a jewelry store manager who has been in the business for over 20 years. Now he spends his time training teams around the world at jewelrystoretraining.com and sharing marketing advice through his blog site at jewelrymarketingguy.com.  In this episode, DeGroot and guest host Doug Meadows talk about the paradigm shift that has occurred in the jewelry business over the last decade or so, and what it takes to be successful today.   

In his popular podcast series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Roswell, NM tells the stories of inspirational and/or memorable jewelry sales. In this episode, Kyle tells the story one of the most unusual, and meaningful, sales ever made by Jim Saylor of Jim Saylor Jewelers in Kauai, HI. The item sold? A custom engagement ring ... for a blind couple. How did this experienced jeweler, who had designed thousands of rings prior to this, change his creative process to serve a client who can't see the final work? And what did this particular sale wind up meaning to him? You'll find out in this episode of "Over the Counter".  

In the second episode of "The Barb Wire", host Barbara Palumbo chats with Jen Cullen Williams, the managing director of Luxury Brand Group, a communications agency for the jewelry and luxury industries. The episode includes in-depth discussion of industry trade events — including the dangers of “trade show arrogance” from certain monolithic trade events as well as the opportunities for industry events to better serve their audiences with new technology and focused education. But there’s also lighter discussion of trade show dress codes, the importance of careful shoe management during a trade event, as well as the towering personal confidence provided by zero-humidity “Vegas hair”. Introducing "The Barb Wire". Think of it as talk radio for the jewelry business.  

In his new series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Roswell, NM tells the stories of inspirational and/or memorable jewelry sales -- or events related to jewelry sales. In this episode, guest Jennifer Farnes of Revolution Jewelry in Colorado Springs, CO shares a story about an incredible, even life-changing (for some) reward that she provided to her team after they didn't only reach, but crushed, an ambitious sales goal. Then hear Kyle tell the inspiring story of Revolution Jewelry's big voyage in the latest "Over the Counter".

In her debut episode of "The Barb Wire", host Barbara Palumbo chats with her good friend, John Carter, the president and CEO of Jack Lewis Jewelers in Bloomington, IL, as well as the president of the American Gem Society (AGS). Their free-wheeling conversation covers child care, Adam Sandler movies, rocking out to AC/DC, and the funniest people in the jewelry business. But it also includes valuable intel on social media, website creation, marketing strategy and story-telling at one of the country's most innovative retail jewelry stores. Introducing "The Barb Wire". Think of it as talk radio for the jewelry business. 

In his new series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Roswell, NM tells the stories of inspirational and/or memorable jewelry sales. In this episode, a jeweler searches for a special pair of earrings for a customer, who is seeking a very specific design and precise color to match his wife's favorite blue dress. The jeweler eventually finds a perfect match for the client, but the circumstances of the sale were, ultimately, heart-breaking. Would you like Kyle to tell *your* story? Email him at: kylerbullock@gmail.com Musical credits============Golden Alley by Nicolai Heidlas and Francesco Rea | www.nicolai-heidlas.comMusic promoted by www.free-stock-music.comAttribution 4.0 International (CC BY 4.0)creativecommons.org/licenses/by/4.0/

In his new series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Roswell, NM (yes, *that* Roswell, New Mexico!) tells the stories of inspirational and/or memorable jewelry sales. In this episode, a diamond salesperson helps out an overwhelmed jewelry store owner, while her grandmother, who had long before stopped dealing with that jewelry store after a small squabble, has her loyalty won back by a thoughtful gesture. Would you like Kyle to tell *your* story? Email him at: kylerbullock@gmail.com Musical credits============Golden Alley by Nicolai Heidlas and Francesco Rea | https://www.nicolai-heidlas.comMusic promoted by https://www.free-stock-music.comAttribution 4.0 International (CC BY 4.0)https://creativecommons.org/licenses/by/4.0/

In his new series "Over the Counter", fourth-generation jeweler Kyle Bullock of Bullock's Jewelry in Lubbock, TX tells the stories of inspirational and/or memorable jewelry sales. In this episode, a jeweler who prides himself on trustworthiness has to step up and face the consequences of one of the biggest mistakes of his career. Would you like Kyle to tell *your* story? Email him at: kylerbullock@gmail.com Musical credits============Golden Alley by Nicolai Heidlas and Francesco Rea | https://www.nicolai-heidlas.comMusic promoted by https://www.free-stock-music.comAttribution 4.0 International (CC BY 4.0)https://creativecommons.org/licenses/by/4.0/