How to Supercharge Your Social Media Game
Room 50 45minAn effective social media strategy is about more than just attracting followers and likes. Your posts should give your business a recognizable voice, and help you start and build profitable relationships. Above all else, you want to reliably convert online engagement into actual sales. Discover how to use words, images, and video to create compelling, personal content.
Moderator: Shane O’Neill; Panelists: Karen Hollis, John Carter, Alyssa Jones
Happy Together: How to Build a Strong Company Culture
Room 53 45minYou can hire the best people and give them the finest merchandise to sell, but the real secret to sustainable success is company culture. What does your business stand for? What common goals is your team working toward? How do you dress, talk, share the work, and celebrate? Figuring out your culture will help you set expectations and create a harmonious environment where everyone is pulling in the same direction. Moderator: Mark Pimental; Panelists: Viviana Langhoff, Jennifer Farnes, Allison Leitzel Williams
MJSA Live! Bold and Beautiful: Exploring Custom Jewelry Design Techniques
Room 52 45minCustom design offers you a chance to produce personalized treasures and flex your creative muscles, but it can also present unique challenges. In this session, top bench jewelers will share stories about tricky design requests and how they solved the problems that inevitably crop up when you’re trying something new and innovative. Moderator: Anna Samsonova Panelists: Eve Alfille, Shayna Jingst and Jim Tuttle
How to Make Your Store Feel Like a Lounge
Room 50 45minWith so many customers now shopping from the comfort of home, the most successful retailers are transforming their stores into cool, relaxing hangouts. By investing in a lounge area that invites clients to come in and stick around, you give your customers a reason to leave the house — or if they’re already out and about, to swing by for a visit. And those visits inevitably generate sales. Wouldn’t it be fun to turn your store into the place to be? Moderator: Jesse Balaity; Panelists: Ken Jacobs, Owner of Wanna Buy a Watch, West Hollywood, CA; Charlie Dixon, Owner of Schwanke-Kasten, Milwaukee, WI; Karen Hollis of K. Hollis Jewelers in Batavia, IL
How to Make Your Jewelry Displays Pop
Room 53 45minThat necklace might look stunning on your customer — but first she has to notice it amid all your other beautiful merchandise in the showcase. In an industry where dazzling, shiny objects are the norm, it takes skill and imagination to put together displays that reliably catch the eye and make shoppers stop and say, “Wow!” Learn how to use color, light, size, and more to design the kind of displays your jewelry deserves. Presenter: Larry Johnson
MJSA Live! Work Smarter, Not Harder: Tips for Efficient Bench Operations
Room 52 45minRunning a jewelry business, you may never have enough time to get everything done — but you can give yourself more time by making your bench more efficient. Doing so involves finding smart solutions for everything from organizing your workshop to managing inventory. Hear from experts about specific steps you can take to streamline your bench operations. Moderator: Sharon Zimmerman Panelists: Jim Tuttle and David Alan
Lunch Break
TBD 1h 30minComplimentary with Cram Day Conference Registration
What You Don't Know About Selling Custom Design
Room 50 45minCustom jewelry is hotter than ever. But to generate consistent profits from custom, you need a system. In this session, hear how our panelists have taken custom design sales to the next level — and learn how you can do the same, step by step. Discover everything from how to promote your custom business to the correct way to handle deposits and guarantees for custom pieces. Moderator: Anna Samsonova; Panelists: Eve Alfille, Jim Tuttle, Babs Noelle
How to Make Your Store Safer
Room 53 45minNo one should feel scared to come to work at a jewelry store, but the reality is that robberies, break-ins and accidents do happen. By thinking ahead and assessing risk smartly, though, you can reduce the chances of bad things happening to your business or employees. Our knowledgeable panel will highlight specific problem areas to watch out for and offer actionable advice to keep your store from becoming a cautionary tale. Moderator: John Fierst, Vice President of Global Risk Services & Analytics for Jewelers Mutual; Panelists: Leo Anglo, Mark Clodius, President of Clodius & Co. Jewelers; Rex Solomon, President of Houston Jewelry
MJSA Live! Fancy Free: Strategies for Unusual Stones and Settings
Room 52 45minRising interest in novel and unusual gemstones presents challenges — and opportunities — for the bench jewelers tasked with securely setting these often unfamiliar materials. Our panel of pros will share real-life stories about working with offbeat stones, the issues they encountered while setting them, and how they overcame those problems. Moderator: Marylouise Srirgnano Lugosch Panelists: Shayna Jingst, Mark Loren and Laurie Watt
Visioneering: How to Big-Picture Plan for Your Business
Room 50 45minJust looking a year ahead can feel like a tall order. So when it comes to figuring out what you want your store to be — much less how to get there — where do you even start? In this session moderated by Robbins Brothers’ former vice president of stores, store owners who have successfully tackled big-picture planning will share their experiences, insights and advice to help you get a firm handle on this complex process. Moderator: Mark Pimental; Panelists: Susan Eisen, Bradley Marks, Denise Oros
How to Transition Out of Ownership
Room 53 45minOwning a business is challenging enough. But letting go is often complicated, too. Whether you’re handing it off to the next generation, selling to someone outside of the family, or closing up shop entirely, there’s a lot you need to know and think about. Delve into the financial, legal, and personal considerations you’ll face as you move on from owning your business, so that you’re well prepared for the big decisions ahead. Presenter: Becka Johnson Kibby, Vice President for The Edge Retail Academy; Scot Caniglia, Business Advisor for The Edge Retail Academy.
MJSA Live! The Custom Jewelry Profit Formula: Essential Tips and Tricks
Room 52 45minOne potential pitfall of custom jewelry design is pricing. When you’re creating something new and unique, it’s not always clear at the outset how much you’ll need to charge for time or materials. At the same time, a quote that’s too high might lose you the job. Metalsmith and business consultant Sharon Zimmerman will show you how to find the right pricing formula for custom, as well as how to improve communication with custom clients to protect your margins and make the whole process easier. Presenter: Sharon Zimmerman, designer/consultant, Sharon Z Jewelry
Crank Up Your Curb Appeal
Room 50 45minFind out how signage, color, windows, foliage, geometry, and more can be employed to pique the interest of passersby and draw them inside for a closer look at everything you’ve got on offer. Getting people in the door is the most crucial step in the sales process — learn to leverage their curiosity to make it easier, as experience curator and consumer behavior specialist Lyn Falk and our retail panelists teach you how to crank up your curb appeal. Moderator: Lyn Falk; Panelists: Meredith Lusk, Craig Husar
Building the Perfect Website
Room 53 45minFar more than just a collection of pictures and links, your store’s website should be an essential component of your business strategy. Our panelists will break down how to create a dynamic website that attracts customers and can drive sales 24 hours a day. Find out what your home page should say, which subpages to include, how chat and other features can improve the customer experience, how the best jewelry store websites are managed and updated — and more.
Moderator: Shane O’Neill, vice-president, Fruchtman Marketing
Panelists: Chae Carter, Carter’s Jewelry, Petal, MS; Rhett Outten, Croghan’s Jewel Box, Charleston, SC and Daniela Balzano, Water Street Jewelers, Guilford, CT
MJSA Live! Jewelry Rehab: Tips for Breathing New Life into Damaged Pieces
Room 52 45minThere’s damaged jewelry, and then there’s damaged jewelry — the kind that can’t simply be easily restored to its original state. These cases are opportunities to impress your customers by turning a broken or worn-out piece into something new and still meaningful. Our panel of veteran jewelry rehabbers will share stories about how they resurrected beloved pieces, from straightforward repairs to complete remakes. Moderator: Marylouise Srirgnano Lugosch Panelists: Susan Eisen and Mark Loren
Welcome Reception
Ballroom Lobby (Near Room 43) 2:00 hoursHelp us kick off the start of the show with drinks during the Saturday evening Welcome Reception. Mingle with your jewelry pro peers and make new connections. We can’t wait to see everyone there! Please note, the first two drinks are on us. Additional beverages can be purchased with a credit card only. The venue bars will not accept cash.
Opening Keynote: A Cultural Look at Consumer Meaning-Making and Brand Consecration
Room 46 1h 15minKEYNOTE SESSION - MARCUS COLLINS
When your customers are shopping for something special, it’s obviously not just about price or specs — they’re looking for a piece of jewelry that means something to them. But meaning is complex, a product of both our larger culture and their own individual experiences. In this keynote, award-winning marketer Marcus Collins digs into how culture shapes consumer behavior, and what you can do to leverage the powerful meanings we imbue brands and objects with.
The former head of strategy for famed global creative agency Wieden+Kennedy New York and professor of clinical marketing at the University of Michigan, Marcus Collins has worked with clients ranging from Apple and Nike to Beyoncé. His new book is For the Culture: The Power Behind What We Buy, What We Do, and Who We Want to Be.
Trade Show Hours
Trade Show Hall 7h
How to Create Buzzworthy Omnichannel Events
Room 50 45 minsAs the internet has become a ubiquitous part of our daily lives, the line between online and offline has blurred. The most effective events and promotions now engage consumers both in person and digitally, not only during but also before and after they take place. Learn how to truly stand out with your omnichannel events, reaching new and old customers in exciting and memorable ways.
Moderator: Andrea Hill, president & CEO, Hill Management Group
Panelists: Evangeline Ross, Zachary’s Jewelers, Annapolis, MD; Barb Binkley, Cooper & Binkley, Brighton, MI; John Carter, Jack Lewis Jewelers, Bloomington, IL
Data Deep Dive: The KPIs that Could Change Your Business Forever
Room 52 45 minsData can be a huge differentiator, clarifying your business’s strengths and weaknesses and showing you exactly where to focus your attention. But with limited time, you need to focus on the most important data. In this session, our presenters will take you deep into the numbers to show you key performance indicators that will yield the most valuable information.
Moderator: Trace Shelton, Editor-in-Chief, INSTORE
Panelists: Sherry Smith, director of business development, Edge Retail Academy; Peter Smith, Founder of The Retail Smiths; Joel Hassler, Von Hasle Jewelers, Racine, WI
Taking It to the Streets: Customer-Centric Approaches to Retail
Room 50 45minWhile every retailer pays lip service to the importance of the customer, too many fail to really put the customer at the center of everything they do. But as soon as you do, you can see the difference! Discover how to consistently think about everything from location and store layout to marketing and advertising, merchandising and service from the perspective of the people you want to attract.
Moderator: Anna Samsonova, Samsonova Consulting
Panelists: Jennifer Gandia, Greenwich St. Jewelers, New York, NY; Chae Carter, Carter’s Jewelry, Petal, MS; Christina Baribault-Ortiz, Baribault Jewelers, Glastonbury, CT
Breaking the Ice: How to Talk About Responsibility with Suppliers and Customers
Room 52 45minConsumers — especially younger shoppers — are increasingly concerned about buying gemstones and metals that are ethically sourced in an environmentally friendly manner. Addressing their concerns doesn’t mean your store has to be perfect — it’s a journey, and you can start from where you are right now. Join members of Ethical Metalsmiths for a lively conversation and practical guidance about how to incorporate supply chain responsibility into your conversations with suppliers and customers.
Moderator: Andrea Hill, president & CEO, Hill Management Group
Panelists: Susan Wheeler, Christina Malle, Robert Goodman and Wendy Woldenberg
Play it Cool Party
Room 49 2h 30minJoin your fellow attendees, exhibitors and the INSTORE team for THE industry event of the summer, including appetizers, drinks, music and networking! The Ron Harris Music Group — a favorite of past SMART Jewelry Show attendees — returns with their fun mix of Motown, disco, 80s/90s and contemporary music. As part of the evening’s festivities, the winners of the 2023 America’s Coolest Jewelry Stores competition will be recognized. But more importantly, the Play It Cool Party will be a time to relax, unwind and party on down! Please note, the first two drinks are on us. Additional beverages can be purchased with a credit card only. The venue bars will not accept cash.
Keynote Session: How to Double Your Average Ticket Sale
Room 46 1h 30minEvery retailer wants to increase their sales numbers. In this INSTORE Show keynote presentation, the jewelry industry’s most respected sales trainer explains how you can not only do that but double your average ticket. Industry legend Shane Decker will show you how to tap into the romance of jewelry to convey its true value, how to master the add-on sale and stand behind your prices, and so much more.
Presenter: Shane Decker, Shane Decker Sales Academy
Trade Show Hours
Trade Show Floor 7h 00minTrade Show Hours
Just Be You: How to Match Your Store Environment with Your Culture and Model
Room 50 45minWith so many cool stores out there, it can be hard to decide what yours should look like. Big or small? Airy and minimalist or luxurious and opulent? The right answer is that your business’s physical space should reflect its culture and your personality. Find out how to figure out what that means for you in this session featuring jewelers from some of the country’s most interesting stores.
Moderator: Jesse Balaity, Balaity Property Enhancement
Panelists: Viviana Langhoff, Adornment + Theory, Chicago, IL: Wendy Woldenberg, WEND Jewelry, Seattle, WA; Ellie Thompson of Ellie Thompson + Co., Chicago, IL
How to Make the Most of Your Online Marketing
Room 52 45minDigital marketing can reach massive audiences over long periods of time. It can also target highly specific consumers with incredible precision, and take advantage of text, images, video, audio, and interactivity. But how do you maximize your online marketing efforts and use these highly adaptable tools and technologies to deliver the greatest return for your business? Attend this session to answer that question.
Moderator: Shane O’Neill, vice-president, Fruchtman Marketing
Panelists: Andy Koehn, Koehn & Koehn Jewelers and "The Buy Like a Guy Podcast", West Bend, WI; William Jones, Sissy’s Log Cabin, AR & TN
How to Manage Your People So that Everybody Wins
Room 50 0h 45minManagement is a skill in and of itself, and great management is akin to an art form. In this session, learn strategies for handling the wide variety of personalities on your team and getting the most out of each person’s talents, in a way that leads to happier employees and a better bottom line. Fewer headaches and bigger smiles are on the horizon!
Moderator: Jimmy DeGroot, Jewelry Store Training Academy
Panelists: Mark Loren, Mark Loren Designs, Fort Myers, FL; Cheryl Skenandore, Linnea Jewelers, La Grange, IL and Peter Smith of The Retail Smiths
How to Overcome the Most Difficult Customer Objections
Room 52 0h 45minThat customer who’s explaining why they can’t make that purchase? There’s a reason they’re still talking to you, and you can win them over. Join INSTORE columnist Peter Hannes as he shares responses and tactics that can win over even the most seemingly stubborn mindsets when you’re hoping to close the sale.
Presenter: Peter Hannes, sales manager at Craig Husar Designs, adjunct professor at Concordia University-Wisconsin and INSTORE columnist