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Saturday, April 16
 

9:00am

Know It All - Authenticating Luxury Watches

Take the guesswork out of authenticating luxury watches. Join Joseph as he shares the knowledge gained in his 25 years of experience. The real-life examples and pictures of counterfeit and authentic watches will enable you to buy and sell pre-owed watches with greater confidence.

In this session, you will learn:

  • What to look for when authenticating a luxury watch for sale or purchase
  • The clues found in watch cases, crowns, dials, bezels, movements, and more
  • How to evaluate the condition of a pre-owned watch

Speakers
avatar for Joseph Akar

Joseph Akar

CEO, Chronofy
Joseph Akar is the founder and CEO of Chronofy Inc., the watch industry’s most technologically advanced valuation company, and the publisher of The Chronofy Watch Guide™, a trade-only, multimedia publication comprising the most comprehensive directory of luxury pre-owned watches and their current market values. Long overdue, the guide revolutionizes how dealers validate and price pre-owned watches. Joseph created the guide as a... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 301 - 303

9:00am

Accessible Science for Design and Bench Professionals

The Basic Metallurgy of Precious Metals: Important Considerations for the Bench and the Consumer

Do not underestimate the importance of having metals behave in a consistent and predictable manner at the bench and during regular wear. A bad casting, an overly soft alloy, or a piece that has simply been cold-worked too long can result in scrap and rework, causing potential downstream problems for both your clients and profitability. 

In this session, we will look at the far-reaching effects of metallurgical quality on the performance of a jewelry item. We will discuss porosity, microstructure, mechanical strength, and the effects of alloying elements, as well as best practices for high-quality metallurgical outcomes.

The issue or problem we will address in the session:  Insufficient information regarding the root causes of failures in precious metal castings that can cost jewelers unnecessary time, expense, and reputation. 

This session provides: 

  • An in-depth look at the root causes of metallurgical failures at the bench.
  • Information and tools to help avoid and/or address metallurgical issues that come up at the bench. 
  • Tips to avoid porosity, contamination, and embrittlement, along with steps toward optimizing precious metals performance for the bench and the consumer.  

Speakers
avatar for Teresa Frye

Teresa Frye

President, TechForm Advanced Casting
Teresa Frye is the owner and President of TechForm Advanced Casting Technology. In the early 90s, her firm introduced to jewelry manufacturing the high-temperature casting methods used by the aerospace industry.  | A leading expert on jewelry casting and a prolific researcher, Teresa has published technical papers and articles worldwide and speaks frequently at industry conferences in the United States and Europe. Her pioneering research... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 313

9:00am

Hot Topics: 4th Quarter Planning and Sales

What's the new strategy for 4th quarter sales and planning as holiday sales revenue now is spread over the last three months of the year? It's not all about December sales anymore!

This session will tackle the product, price points, and planning that have an impact on 4th quarter sales. Retailers will share and discuss what worked for them and what didn't. 

Bring your experiences and suggestions. How will you have a super finish to 2016?


Moderators
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →
avatar for Joe Gurzik

Joe Gurzik

Venturesome Videographer, Collected Concepts
After years of being a player on Zeus’ foosball table, Joe decided he would break free of restricted lateral movement and move forward for a change. Zeus understood his decision, but would not allow him to reside on Mount Olympus. Riding bareback upon a unicorn, he headed to Earth in search of his true calling. He had many adventures, but no one would believe his epic tales. He needed proof, and that's when his path became... Read More →

Speakers
avatar for Andrea Hill

Andrea Hill

Owner, StrategyWerx
Andrea is the owner of Hill Management Group, a group of brands (StrategyWerx, SupportWerx, MentorWerx) focused on helping small business owners succeed and prosper. She is renowned for making the most complex business subjects understandable. (“We speak strategeze, brandeze, marketeze, and all dialects of computerese.”) Her expertise extends into such areas as strategic development, leadership development, branding, marketing, merchandising... Read More →
avatar for Becka Johnson Kibby

Becka Johnson Kibby

Sales and Training Manager, The Edge Retail Academy
Becka Johnson Kibby works with the Edge Retail Academy team of professionals as the sales and training manager. Previously, she was the general manager of U.S. operations for The Q Report, and comes with over 20 years of experience in retail fine jewelry sales and training.   Becka’s career path has included both training and management positions for Robbins Brothers, Borsheims, Helzberg Diamonds, and Jay B. Rudolph (Finley... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 305
  • INSTORE Article http://instoremag.com/lead-stories/the-big-story-holiday-q-a; http://instoremag.com/lead-stories/merchandising-from-a-z

9:00am

Strategic Marketing in a Disruptive Digital World

As social and digital marketing have become a dominant force and integral part of the luxury landscape, marketing channels like social media, paid search, and your website must be part of a larger coordinated strategic plan. If your digital marketing plan is the no-plan plan, it's time to step back and create a new one.


In this session you will learn:

  • Why you need a cohesive digital plan
  • The points you must consider when creating your plan
  • Guidelines to establish a basic digital marketing plan
  • The synergy created with a digital and traditional marketing plan


Speakers
avatar for Damian Capello

Damian Capello

Founder and Master Programmer, Red Rocket Media LLC
Damian Capello, founder and master programmer at Red Rocket Media LLC, is an accomplished social media advertising expert and one of the largest independent purchasers of Facebook Advertising. His revolutionary three-step process, “The Basics,” teaches businesses how to properly use paid advertising to achieve social media marketing goals.  | | Damian founded Red Rocket with the idea that advertising could be streamlined using... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 306

9:00am

Three Things You Must Do Now to Capitalize on Customer Trends

Good business owners know their customers and continually assess the drives and demands of their markets. GREAT business owners truly understand their customers' wants, needs, passions, and motivations, while recognizing that everything they understand today likely will evolve into an entirely different scenario tomorrow. The keys to moving from GOOD to GREAT lie in a thorough understanding of consumer demographics, careful attention to the lifestyle details of customers who love your store and your business model, and recognition of worldwide evolving trends in consumer behavior. 

So... what is the new normal for consumer demographics? People — of all ages and in all markets — are constructing their own identities more freely than ever. As a result, consumption patterns no longer are defined by traditional demographic segments such as age, gender, location, income, or family status. Today, it's about a complex weave of factors that create a lifestyle behavior

INSTORE's Kate Peterson will explain these changes in demographic analysis and will help you understand how best to move to a new way of thinking in your own business. You will exit this session with a new strategy to engage and retain your current customers, as well as a solid plan for attracting more of the people who are most likely to become long-term, high-value members of your client community.

In this session, you will learn:

  • The new normal for consumer demographics
  • How these changes impact how you should look at your business
  • What factors create a "lifestyle" profile 
  • A new strategy and plan to engage and retain your customers 

For advance information see the recommended Trend Watching Report at the website below.


Moderators
avatar for Brandy Agerbeck

Brandy Agerbeck

Owner - Graphic Recorder/Facilitator, Loosetooth
Graphic facilitator Brandy Agerbeck believes that drawing is a powerful thinking tool. She supports clients by mapping out their complex conversations onto giant sheets of paper. Working as a visual, silent partner to facilitators, she collaborates to make meetings more productive with the best visual, spatial, and kinesthetic tools. | As an author, teacher, and speaker, Brandy speaks to the power of drawing. From her 18 years of graphic... Read More →

Speakers
avatar for Kate Peterson

Kate Peterson

President, Performance Concepts
Kate Peterson is president of Performance Concepts, Inc., a company dedicated to providing innovative and effective consultation in the areas of organizational design and development, retail operations, human resource management, sales and consumer behavior, as well as training and education focused on the learning needs of the luxury retailer. Ms. Peterson is a member of the board of directors of the Diamond Council of America. Along with her... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 307

9:00am

Merchandising and Display Innovations

How you present your assortments and products can significantly impact sales and margin. Learn how to create meaningful collections and how to brand yourself and your jewelry. Displays are truely the "silent sellers". What do your displays tell your customers about who you are? Are the displays telling your story? And, are they consistent with your overall merchandising and brand image?

In this session you will learn:

  • What displays tell your customers
  • The newest looks in displays and presentation
  • Display concepts that enable you to sell more jewelry

Packed with in-depth plans, must-know formulas, handy checklists, calendars and much more, SMART Merchandising will help you get organized, know what’s really going on in your business, and give you more confidence in every merchandising decision you make.

Grab a copy of SMART Merchandising and start making the numbers work in your favor today — because this is the stuff that makes you money and turns an okay business into a thriving success. 

Click here to become a merchandising master!


Speakers
avatar for Sally Furrer

Sally Furrer

Merchandise and Display Specialist, The Edge Retail Academy
In 2011, Sally joined the consulting team at the Edge Retail Academy where her considerable and broad experience coupled with her merchandising expertise compliments the rest of the Academy retail specialists Sally’s extensive experience in retail jewelry began working in the family business in Montreal, Canada. After the family relocated to Switzerland, she worked in sales for Bucherer, the largest retail jewelry chain in Switzerland... Read More →

Sponsors
avatar for Women's Jewelry Association

Women's Jewelry Association

The Women's Jewelry Association
WJA Mission Statement: | To help women in the jewelry and watch industries advance and develop professionally through networking, education, leadership development, and the provision of member services. | | WJA Vision Statement: | To be the premier business networking organization dedicated to enriching and advancing the professional lives of the women in the jewelry and watch industries. 



Saturday April 16, 2016 9:00am - 10:00am
Room 302 - 304

9:00am

Bridal Buying Signals: Close More Sales Today

Wedding businesses across the country and around the world all want to know — what is the most effective way to close a sale. In this session, Alan will address this often-requested topic. His in-depth knowledge of the wedding business gives him a unique perspective on wedding and bridal sales and has impacted sales significantly for many wedding professionals. Alan will share his knowledge of how jewelry professionals can sell effectively to this emotional customer. Love it or hate it, sales is an integral part of your jewelry business. 

In this session, you will learn: 

  • When to ask for the sale
  • How to ask for the sale
  • How to recognize the buying signals and how to see them more clearly
  • Plus: Alan will reveal the top two skills you need to close more sales


Speakers
avatar for Alan Berg, CSP

Alan Berg, CSP

Speaker, Author, Consultant, AlanBerg.com
Alan's been called "North America's Leading Expert on the Business of Weddings & Events." With more than 20 years in sales, marketing, and executive management, Alan Berg is uniquely qualified to help businesses and entrepreneurs achieve their goals. Alan spent 11 years at The Knot, a leading lifestage media company, most of them as Vice President, overseeing the sales, education, and training of the local sales team and local pros around the... Read More →


Saturday April 16, 2016 9:00am - 10:00am
Room 309 - 311

10:00am

JA Sales and Management Professional Certification Exams
This nationally recognized jewelry industry certification is now open to all jewelry professionals! 

Jewelers of America membership is not required.

Jewelers of America is offering its renowned Sales & Management Professional Certification exams at the Smart Show. Don’t miss this special opportunity to demonstrate your sales and management proficiency through this nationally recognized certification. Contact Sharie Fogarty (sfogarty@jewelers.org) to reserve your exam, call  646.658.5813 or RSVP online 

https://www.jewelers.org/files/certexams/ja-cert-app-onsite-smart-0414.pdf

Register early and save $10.00! Pre-registered JA members can take each exam for only $25 ($35 on-site) and pre-registered non-members can take each exam for $45 (regularly $55)! On-site registration spots are limited.

Sales Professional Certification and Management Professional Certification are offered in two levels. Successfully completing the first level of certification earns an individual the title of JA Certified Sales Professional or JA Certified Management Professional. Successful completion of both the first and second level tests earns the title JA Certified Senior Sales Professional orJA Certified Senior Management Professional.

Why Get Certified?

  • Your customers want assurance that the jewelers they shop with are educated, ethical and experienced. When certified, you clearly communicate your professionalism.



  • Promoting Jewelers of America Certified Professionals on staff differentiates your store and drives consumers to it.



  • There are few better ways to demonstrate to the world your commitment to ethics and professionalism than to become certified through one of JA’s certification programs.



  • Think of certification testing as the beginning of an exciting journey that will lead you to higher levels of professional achievement as it validates your existing knowledge and reveals areas that can benefit from further development.


You’re Ready Now - No Studying Required! To receive Professional Certification, you simply take and pass a written exam at the Smart Show. Exams are available for two levels of skill and ability and cover procedures, terms and concepts that jewelry professionals encounter in their everyday work.

Who Should Get Certified? Recommended for jewelry store managers, assistant managers, owners and all sales associates

Testing Times and Location: Two testing sessions will be offered on Friday, April 4 in meeting room 321 adjacent to the show floor: 10:00am-12:00am and 2:30-4:30pm.

Saturday April 16, 2016 10:00am - 12:00pm
Room 316

10:00am

The Chicago Field Museum Special Tour and Lunch - Cancelled
Limited Capacity seats available

So sorry! This trip was cancelled. We did not make the minimum sign-ups for this special tour. Please watch for it next year.
For more information contact Cindy Chandler at cindy@smartworlmedia.com. 



Saturday April 16, 2016 10:00am - 3:00pm
Chicago Field Museum Chicago Field Museum

10:15am

Intellectual Property Law for Jewelers
Intellectual property — copyright, trademark, patent, and other areas of intellectual property law — is an important part of any business. Understanding how to use it to protect and promote your work can give you a leg up on the competition.

In this session, you will learn: 

  • The difference between copyright, trademark, and patent law
  • What can qualify for legal protection and how to protect it
  • Practical applications of these laws in the jewelry industry
  • Publicity rights and how they affect your advertising campaigns

Come armed with questions or send questions in advance to sara@jvclegal.org. Our expert is ready to offer guidance on protecting yourself and your IP!
 

Speakers
avatar for Sara Yood

Sara Yood

General Counsel, Jewelers Vigilance Committee
Sara Yood, Jewelers Vigilance Committee (JVC) Assistant General Counsel, is an attorney admitted to practice in the states of New York and New Jersey, with extensive experience in intellectual property law.  Yood’s responsibilities at JVC include trademark monitoring, advertising monitoring, and general legal support. Yood came to JVC from a fellowship at the Fashion Law Institute at Fordham Law School. During law school at Fordham... Read More →

Sponsors
avatar for Women's Jewelry Association

Women's Jewelry Association

The Women's Jewelry Association
WJA Mission Statement: | To help women in the jewelry and watch industries advance and develop professionally through networking, education, leadership development, and the provision of member services. | | WJA Vision Statement: | To be the premier business networking organization dedicated to enriching and advancing the professional lives of the women in the jewelry and watch industries. 


Saturday April 16, 2016 10:15am - 11:15am
Room 301 - 303

10:15am

Repairs and Custom: Pricing for Profit

Your shop should be a profit center. Learn how to price your custom work and repairs for the profits you deserve. David will remind you that repairs are not PRICE sensitive, they are TRUST sensitive. Find out if you are charging enough for your labor and your trust factor. Learn from this industry guru how to make sure you correctly value your worth and the services you provide!

In this session, you will learn:

  • Price ranges for repair and custom
  • Small changes you can make that have big effects on profitability
  • The value of your time, effort, knowledge, and trust 
  • How the right tools and technology increase productivity and profitability


Speakers
avatar for David Geller

David Geller

President, Jeweler Profit
David Geller is the repair pricing guru for jewelers in America as well as a QuickBooks Pro advisor. Having his own store in Atlanta for over 25 years, David devised his Geller's Blue Book to Jewelry Repair & Design for his store, doing $1.8 million, three-quarters of that coming from the shop. In addition to helping jewelers increase their shop profits, David assists them in using several POS programs and in setting up QuickBooks... Read More →


Saturday April 16, 2016 10:15am - 11:15am
Room 313

10:15am

Hot Topics: Is Social Media Worth the Effort?
How effective is social media in driving customers and business to your store? The buzz is that social media provides some sort of marketing magic. However, additional studies show that the influence of social media marketing is declining. Other reports show that Facebook fans spend 50% more money on products than non-fans. So how effective is social media? Join the discussion — and bring your experience and unique perspective to share.

Moderators
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →
avatar for Dominick Gabriel

Dominick Gabriel

Senior Vice President, Gabriel & Co.
Born and raised in the fine jewelry world, Gabriel & Co. Senior Vice President Dominick Gabriel simultaneously mastered the crafts of jewelry making and sales at a young age. His passion for art, design, and pristine craftsmanship has manifested into his current position as the chief marketing and merchandising mind behind his company’s 25-year success.  Literally the “yang” to his CEO brother Jack’s... Read More →
avatar for Joe Gurzik

Joe Gurzik

Venturesome Videographer, Collected Concepts
After years of being a player on Zeus’ foosball table, Joe decided he would break free of restricted lateral movement and move forward for a change. Zeus understood his decision, but would not allow him to reside on Mount Olympus. Riding bareback upon a unicorn, he headed to Earth in search of his true calling. He had many adventures, but no one would believe his epic tales. He needed proof, and that's when his path became... Read More →

Speakers
avatar for Damian Capello

Damian Capello

Founder and Master Programmer, Red Rocket Media LLC
Damian Capello, founder and master programmer at Red Rocket Media LLC, is an accomplished social media advertising expert and one of the largest independent purchasers of Facebook Advertising. His revolutionary three-step process, “The Basics,” teaches businesses how to properly use paid advertising to achieve social media marketing goals.  | | Damian founded Red Rocket with the idea that advertising could be streamlined using... Read More →


Saturday April 16, 2016 10:15am - 11:15am
Room 305

10:15am

The 3 Crucial Principles That Determine Your Marketing Effectiveness

From a Facebook post to a billboard, from email to direct mail, from your business card to a full-blown, interactive, e-commerce-enabled website, most jewelers are hyperfrustrated by the diminishing returns on their advertising efforts, regardless of the chosen media. Seems like the more you spend, the less you make. While all kinds of experts advocate for this marketing approach or that, nothing seems to bring in more customers. It's a common industry lament.

The problem is simple. Most jewelers are missing — or mis-executing — the three primary determinants of successful response-generators: Targets, Headlines, Offers. Get these right and the rest, as they say, is cream cheese! If you want more customers who will pay you more money, more often™, you must reach the right people at the right time. Then you need to capture their attention, convert it into interest, cultivate deep desire for your products, and get customers to take action. Learn the powerful headlines and compelling offers ignored by most jewelers.


In this session, attendees will discover the usually unknown, seldom-revealed secrets for:

  • Getting to the right people at the right times — and often enough
  • Assembling a library of sensational headlines that will suck people into your ads and marketing materials
  • Developing irresistible offers for all eight reasons you use 
  • Installing a protocol for testing and tracking your marketing efforts so you know what actually works, how well, why, and how to make it better next time


Isn't it time to take a profit-proven, scientific approach to marketing and stop throwing your hard-earned dollars down the drain. Don't miss this session!


Speakers
avatar for Jim Ackerman

Jim Ackerman

President, Ascend Marketing
Jim helps jewelers across the nation and around the world get more bodies through the door so they can put more dollars in the till. Sound good? | | It's the single most important thing an independent retailer must do, and Jim is one of the few people in the industry who helps you do it. | | In this year's sessions, Jim will share some unconventional, inexpensive, pay-for-results-only marketing strategies that most jewelers don't know... Read More →


Saturday April 16, 2016 10:15am - 11:15am
Room 306

10:15am

Selling to the Internet Shopper
Do you dread having a bridal customer pull out Internet site printouts and compare your diamonds and pricing to those of Internet diamond companies? This presentation offers an in-depth look at what Internet sites offer and how, as retailers, we effectively can sell and satisfy the client. We will share techniques and information that will give you the confidence and passion to overcome objections, protect your margins, and increase your sales.


This session provides: 

  • What the informed shopper is learning online
  • Key information you need to have online for your engagement and bridal shopper
  • What you and your staff need to know when this shopper enters your store
  • How to avoid the mistakes and errors that will drive the customer from your store

Grab a copy of SMART Merchandising and start making the numbers work in your favor today — because this is the stuff that makes you money and turns an okay business into a thriving success. 

Click here to become a merchandising master!


Moderators
avatar for Brandy Agerbeck

Brandy Agerbeck

Owner - Graphic Recorder/Facilitator, Loosetooth
Graphic facilitator Brandy Agerbeck believes that drawing is a powerful thinking tool. She supports clients by mapping out their complex conversations onto giant sheets of paper. Working as a visual, silent partner to facilitators, she collaborates to make meetings more productive with the best visual, spatial, and kinesthetic tools. | As an author, teacher, and speaker, Brandy speaks to the power of drawing. From her 18 years of graphic... Read More →

Speakers
avatar for Sally Furrer

Sally Furrer

Merchandise and Display Specialist, The Edge Retail Academy
In 2011, Sally joined the consulting team at the Edge Retail Academy where her considerable and broad experience coupled with her merchandising expertise compliments the rest of the Academy retail specialists Sally’s extensive experience in retail jewelry began working in the family business in Montreal, Canada. After the family relocated to Switzerland, she worked in sales for Bucherer, the largest retail jewelry chain in Switzerland... Read More →
avatar for Becka Johnson Kibby

Becka Johnson Kibby

Sales and Training Manager, The Edge Retail Academy
Becka Johnson Kibby works with the Edge Retail Academy team of professionals as the sales and training manager. Previously, she was the general manager of U.S. operations for The Q Report, and comes with over 20 years of experience in retail fine jewelry sales and training.   Becka’s career path has included both training and management positions for Robbins Brothers, Borsheims, Helzberg Diamonds, and Jay B. Rudolph (Finley... Read More →



Saturday April 16, 2016 10:15am - 11:15am
Room 309 - 311

10:15am

Diamonds: From "Meh" to "OMG!"

When you are buying, selling, or recutting a diamond, little things can mean a lot. Let this master diamond cutter show you what to look for in the most beautifully cut diamonds. His in-depth look at the finer points of cutting will take you beyond Hearts and Arrows to an understanding of the facet definition subtleties for cutting and polishing this gemstone — and will show you that faceting is the key to bringing out the best in a diamond. Evert will give you easy-to-see and understand examples of what takes a diamond from "meh" to "OMG!"


In this session you will learn:

  • Diamond facet definition and the effects on diamond appearance
  • How off-the-street diamonds can increase your bottom line
  • How to use diamond cutting and other diamond events to bolster your social media and marketing
See the video of Mike Botha cutting the Esperanza diamond. (Https://Youtu.Be/AfllEy3Q5Hw)

Speakers
avatar for Evert Botha

Evert Botha

Chief Operating Officer, Embee Diamond Technologies
Evert is a product marketing and relationship management specialist with 20 years combined experience in Marketing (Mobile, Internet) eCommerce and Loyalty/Rewards Programs. He works with some of the most talented and knowledgeable master diamond cutters in the world.  He is responsible for ensuring that Embee Diamonds' strategy remains on track and able to grow the business through strategic alliances, partnerships and most importantly... Read More →


Saturday April 16, 2016 10:15am - 11:15am
Room 302 - 304

10:15am

Perfect Your Engagement and Bridal Presentation

Workshop and Role-Play

Each engagement and wedding ring sale is different. Your processes need to be as flexible as your clients are varied, but your message and your brand promise need to be completely consistent and concisely delivered every time.

Practice makes perfect! Practice your presentation here, not on your customer.


In this session you will get:

  • An overview of the most effective steps for presenting the right product to your engagement-minded shoppers
  • An opportunity to practice and demonstrate your flexibility and skill in product presentations. Each item and each customer will provide a different challenge. Can you master the process, key in on the nuances, and make the sale? 
  • To use live product and presentation tools to perfect your presentation
  • To capture new ideas and sales techniques from your peers and receive their valuable feedback
  • To tap into Kate's experience with retail salespeople and customers nationwide
*Protype product for this hands-on session is provided by Gabriel.& C0.

Speakers
avatar for Kate Peterson

Kate Peterson

President, Performance Concepts
Kate Peterson is president of Performance Concepts, Inc., a company dedicated to providing innovative and effective consultation in the areas of organizational design and development, retail operations, human resource management, sales and consumer behavior, as well as training and education focused on the learning needs of the luxury retailer. Ms. Peterson is a member of the board of directors of the Diamond Council of America. Along with her... Read More →


Saturday April 16, 2016 10:15am - 11:15am
Room 307

11:30am

Synthetic Diamond Update - The ABCs of CDV

It is important to know that all lab grown diamonds can be identified by a professional diamond lab. It is the diamond industry's responsibility to ensure the consumer is never misled.

HRD Antwerp, Europe's leading authority in diamond certification, takes this task to heart. 

In this session, you will learn all about Synthetic Diamonds.

  • What is a synthetic diamond
  • Natural versus synthetic
  • Screening versus detection
  • Identification methods and instruments

Speakers
avatar for Dr. Katrien De Corte

Dr. Katrien De Corte

Chief Officer & Graduate Club, HRD Antwerp
In 1994, Dr. Katrien De Corte earned her master’s degree in Geology at the University of Ghent, where she presented a graduate research and master thesis on the identification and physical characteristics of beads from a Roman archaeological site in the United Arab Emirates. Based on this expertise, the Geology Department of the Royal Museum for Central Africa recruited her to be a scientific collaborator with the department and set up an... Read More →


Saturday April 16, 2016 11:30am - 12:30pm
Room 302 - 304

11:30am

From Haggling to Happy: Stop Custom Jewelry Negotiations and Get Better Margins

You know your custom jewelry is worth more than the sum of its parts, but it can be difficult to present its value in ways that consumers understand and embrace. The key to high perceived value is to start long before the inquiry or sale. In this session, you will learn the techniques used by luxury businesses around the world to establish a strong value story through messaging, sales, and presentation. Get beyond how you cost and price your work and start realizing the margins your custom work deserves.

Luxury businesses have long known how to sell the idea that a purse can be more than just a purse, and a pair of shoes can be more than just a pair of shoes. Yet, some of the most impressive luxury experiences are offered by small local sellers — not multinational giants — proving that you don’t have to be an international brand to pull this off. This session will teach you how to make your store brand and custom jewelry purchasing experience work for you by increasing perceived value and finding ways to dissuade buyers from their inclination to haggle for a better price.


In this session you will learn:

  • The elements of a store brand and how that brand can be used to promote a perception of value
  • How to improve your pricing strategy by decoupling cost and price 
  • How to embed high perceived value in your custom jewelry sales pitch
  • How to use your final presentation to ensure the customer walks out fueled on high satisfaction


Speakers
avatar for Andrea Hill

Andrea Hill

Owner, StrategyWerx
Andrea is the owner of Hill Management Group, a group of brands (StrategyWerx, SupportWerx, MentorWerx) focused on helping small business owners succeed and prosper. She is renowned for making the most complex business subjects understandable. (“We speak strategeze, brandeze, marketeze, and all dialects of computerese.”) Her expertise extends into such areas as strategic development, leadership development, branding, marketing, merchandising... Read More →


Saturday April 16, 2016 11:30am - 12:30pm
Room 313

11:30am

Hot Topics: The Future Beeps

Wearable technology in the form of watches, rings, bracelets, and more is here to stay. Smart jewelry transforms your product into a highly functional accessory. Does this functional jewelry have a place in your merchandise mix? How SMART is your jewelry? Is wearable technology something that excites you or your customer?  

Join and participate in this interactive discussion with your peers to consider the place of wearable technology in the retail jewelry store. 


Moderators
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →
avatar for Joe Gurzik

Joe Gurzik

Venturesome Videographer, Collected Concepts
After years of being a player on Zeus’ foosball table, Joe decided he would break free of restricted lateral movement and move forward for a change. Zeus understood his decision, but would not allow him to reside on Mount Olympus. Riding bareback upon a unicorn, he headed to Earth in search of his true calling. He had many adventures, but no one would believe his epic tales. He needed proof, and that's when his path became... Read More →

Saturday April 16, 2016 11:30am - 12:30pm
Room 305
  • Website http://techcrunch.com/gallery/the-complete-guide-to-wearable-jewelry/; http://www.bustle.com/articles/88205-9-wearable-tech-jewelry-pieces-were-excited-about-from-purse-stereos-to-cuffs-that-keep-you

11:30am

You Probably Shouldn't Be Paying for SEO

It's 2016 and your digital presence is more important than ever. So should you be paying someone to increase you search engine optimization (SEO) rankings each month? Surprisingly, probably not.

In this session you will learn:

  • How SEO works
  • How to improve your search engine rankings for free
  • The most effective online marketing strategies to grow your business
  • Why paying companies to manage your SEO is often not helping your business

Speakers
avatar for Larry Chasin

Larry Chasin

Director of Business Development, Thinkspace
Larry Chasin is the director of business development at Thinkspace Jeweler and is responsible for the continued development of its business endeavors. Starting in 1996, Larry worked as a sales manager for more than 12 years with brand heavyweight Kwiat Inc., where he learned the needs of retailers, diamond suppliers, jewelry manufacturers, and brands. Since March 2008, Larry has been a leading proponent of digital marketing and website network... Read More →
avatar for Lake Giles

Lake Giles

Director of Operations, Thinkspace
Lake Giles is the Director of Operations and Sales at Thinkspace Jeweler. With an MBA in marketing and extensive experience in the world of digital marketing and sales, Lake is ultimately responsible for ensuring that clients' needs are met, and Thinkspace Jeweler is humming along productively. | | Lake is involved in everything that happens behind the scenes, as well as in front of retailers. His jewelry industry experience includes the account... Read More →
avatar for Rami Kassab

Rami Kassab

CEO & Co-founder, Thinkspace
A Portland native, coffee aficionado, and acoustic guitarist, Rami Kassab is a graduate of Oregon State University College of Engineering and holds a degree in computer science, with two minors in business and multimedia. Passionate about software, technology, and business (especially jewelry) since his early years, Rami worked at Intel for four years before setting off on his own during college. Rami comes from a jewelry background himself... Read More →


Saturday April 16, 2016 11:30am - 12:30pm
Room 301 - 303

11:30am

The Synchrony Path to Purchase Consumer Research

Synchrony Financial’s Fourth Annual Major Purchase Consumer Study

Join Synchrony Financial’s Market Research & Competitive Intelligence Leader Ronda Slaven to review the Path to Purchase of Fine Jewelry shoppers. How do customers think about the purchase, how long do they take to buy, what resources do they search, and where do they look for the information? This presentation will provide insightful tips and best practices to help you participate more actively in your consumers’ Path to Purchase. It also will expand your knowledge of financing and its role in the Fine Jewelry category. Learn how you can incorporate the financing discussion effectively throughout the Path to Purchase.

In this session you will learn:

  • How major-purchase consumers shop
  • The role of online and digital presence for retail jewelers
  • What shoppers expect from their jeweler 
  • The role of brick-and-mortar in making the purchase 


The link below the speaker bios is for the Fourth Annual Sychrony Report

 


Speakers
avatar for Ronda Slaven

Ronda Slaven

Market Research & Competitive Intelligence Leader, Synchrony Financial
Join Synchrony Financial's Market Research & Competitive Intelligence Leader, Ronda Slaven, to review the Path to Purchase of Fine Jewelry Shoppers. How do they think about the purchase, how long do they take to buy, what resources do they search, where do they look for the information? Her presentation will provide insightful tips and best practices to participate more actively in your consumers' Path to Purchase. It will also give you ideas... Read More →

Sponsors
avatar for Synchrony Financial

Synchrony Financial

Built from GE Heritage! | More than the programs we create. More than the value we offer. Nothing gets us more excited than building relationships that drive results for you. The core of our business is you: the merchants, dealers, retailers, manufacturers, buying groups and industry associations who turn to us to engage your customers. We invest in programs that strengthen those relationships, creating greater possibilities for growth. Our... Read More →



Saturday April 16, 2016 11:30am - 12:30pm
Room 309 - 311

11:30am

Top Trends in Engagement and Bridal
As a year-round business, bridal is a staple for most retail jewelers. Learn the newest statistics about the bridal market and information about the ever-changing bridal consumer. Find out the newest trends in engagement rings and wedding bands that will keep your bridal business relevant to today's customer.
This session provides: 
  • What the hot sellers are in engagement and bridal
  • What diamond and gemstones are must-haves for your inventory
  • Bridal gift items and categories that can add to your bottom line as add-ons
  • Wedding and engagement items for same-sex couples
  • The new commitment jewelry trends


Speakers
avatar for Michael O'Connor

Michael O'Connor

President, Style & Substance Inc.
Michael O’Connor is president of Style & Substance, Inc., helping jewelry and luxury goods companies with branding, strategy, marketing, public relations and promotional programs. Additionally, via his television endeavors, O’Connor has become one of America’s leading voices on style trends regularly appearing on a variety of shows such as The Today Show, Access Hollywood, EXTRA, E! News, and Entertainment Tonight. He is QVC’s Jewelry and... Read More →


Saturday April 16, 2016 11:30am - 12:30pm
Room 306

11:30am

The Business of Bridal: The Perfect Close

Workshop and Role-Play

When it’s time to close the sale, you do not want to be practicing your technique on the customer! We will review common failures to close and how best to handle them before going step by step through the closing process. Then, we will give audience members the chance to show their consultative selling skills by demonstrating how they would close the sale. Pick up pointers and share your own sales talent. 

In this session, you will:

  • Learn the common reasons for failure to close on bridal and engagement sales
  • Role-play with your peers on four bridal/engagement sales scenarios
  • Work with prototype merchandise and selling tools to perfect your presentation timing
  • Learn the signs that your customer is ready to buy
  • Techniques and practice on asking for the sale — this is often the hardest part!
*Prototype product for this hands-on session provided by Gabrie & Co.

Speakers
avatar for Kate Peterson

Kate Peterson

President, Performance Concepts
Kate Peterson is president of Performance Concepts, Inc., a company dedicated to providing innovative and effective consultation in the areas of organizational design and development, retail operations, human resource management, sales and consumer behavior, as well as training and education focused on the learning needs of the luxury retailer. Ms. Peterson is a member of the board of directors of the Diamond Council of America. Along with her... Read More →


Saturday April 16, 2016 11:30am - 12:30pm
Room 307

1:00pm

Lunch and Learn: Angry Brides! Protecting Your Online Reputation

Couples on the path to an engagement and/or a wedding are your most emotional and vocal customers, especially when something goes wrong! In this age of instant feedback through reviews, testimonials, blogs, and social media, keeping track of your online reputation is a little like herding cats. Just when you think you have a handle on it, along comes another twist and turn. What action should you take when your online reputaion is less than wonderful? Alan will help you make sense of it all.

Come to this session to learn:

  • How the best defense is a good offense
  • How to respond to a less-than-favorable review
  • Why doing what’s right is usually better than being right
  • Bonus: How to get and use stunning testimonials!


(Have a story you would like to share? Email cindy@smartworkmedia.com.)
 

BUY YOUR TICKETS NOW



Moderators
avatar for Brandy Agerbeck

Brandy Agerbeck

Owner - Graphic Recorder/Facilitator, Loosetooth
Graphic facilitator Brandy Agerbeck believes that drawing is a powerful thinking tool. She supports clients by mapping out their complex conversations onto giant sheets of paper. Working as a visual, silent partner to facilitators, she collaborates to make meetings more productive with the best visual, spatial, and kinesthetic tools. | As an author, teacher, and speaker, Brandy speaks to the power of drawing. From her 18 years of graphic... Read More →

Speakers
avatar for Alan Berg, CSP

Alan Berg, CSP

Speaker, Author, Consultant, AlanBerg.com
Alan's been called "North America's Leading Expert on the Business of Weddings & Events." With more than 20 years in sales, marketing, and executive management, Alan Berg is uniquely qualified to help businesses and entrepreneurs achieve their goals. Alan spent 11 years at The Knot, a leading lifestage media company, most of them as Vice President, overseeing the sales, education, and training of the local sales team and local pros around the... Read More →


Saturday April 16, 2016 1:00pm - 2:15pm
Room 309 - 311

2:30pm

Diamond Update: Panel Discussion

Catch up on the issues and news surrounding diamond supply, trends, and sales with this panel of industry experts. The panel will address the supply chain issues, pricing and Internet competition, marketing, and trends. 


In this session, you will learn valuable information that will:

  • Aid you in your diamond-buying decisions
  • Prepare you to address consumer questions and concerns
  • Update you on diamond marketing initiatives and strategies
  • Give you an overview of how synthetic and treated diamonds are performing in the marketplace


Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Evert Botha

Evert Botha

Chief Operating Officer, Embee Diamond Technologies
Evert is a product marketing and relationship management specialist with 20 years combined experience in Marketing (Mobile, Internet) eCommerce and Loyalty/Rewards Programs. He works with some of the most talented and knowledgeable master diamond cutters in the world.  He is responsible for ensuring that Embee Diamonds' strategy remains on track and able to grow the business through strategic alliances, partnerships and most importantly... Read More →
avatar for Dr. Katrien De Corte

Dr. Katrien De Corte

Chief Officer & Graduate Club, HRD Antwerp
In 1994, Dr. Katrien De Corte earned her master’s degree in Geology at the University of Ghent, where she presented a graduate research and master thesis on the identification and physical characteristics of beads from a Roman archaeological site in the United Arab Emirates. Based on this expertise, the Geology Department of the Royal Museum for Central Africa recruited her to be a scientific collaborator with the department and set up an... Read More →
avatar for Jeff Pancis

Jeff Pancis

Owner, Pancis Gems Inc.
I have been involved in Fancy Natural Color Diamonds since around 1983. I became involved because of my travels to Antwerp, Belgium, where I was introduced to the Color Diamond business. At that time, my wife Audrey’s uncle was journalist to the King of Belgium. From this contact, I received a letter of introduction to the King’s personal diamond cutter who specialized in Natural Color Diamonds. Pancis Gems has developed a large... Read More →
avatar for Russell Shor

Russell Shor

Sr. Industry Analyst, Gemological Institute of America
In his capacity as senior industry analyst, Russell Shor writes analyses of the complex political and economic issues facing today’s gemstone and jewelry industries. He is part of the Public relations team and has authored a number of articles for Gems & Gemology, GIA’s award-winning quarterly. He  also contributes to various other GIA publications, and works with the GIA’s Education, Research, Development, and... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 302 - 304

2:30pm

The Keys to Better Margins Are Hiding in Your Shop

You work hard for your money, so it’s important that you don't allow hidden inefficiencies rob you of even a fraction of your profits. In Lean Manufacturing, we call these inefficiencies waste, and waste can be found in everything from equipment maintenance problems to poorly maintained tools, to problems with workflow, or even poor ergonomics. In this session, you’ll learn how to do a production environment audit, then tackle the problems you identify. Take these lessons straight from the session to the shop, and you’ll be improving efficiencies (and therefore profits) immediately.

The jewelry business comes with high cash demands, and cash flow problems weigh on most jewelry business owners. This session helps owners and shop managers identify and eliminate internal problems that rob them of cash and slow down their operations.

Lean Manufacturing is a set of disciplines that has long been credited with improving manufacturing speed, quality, and performance. But most Lean Manufacturing programs are geared to more complex manufacturing operations. Andrea Hill has been breaking down Lean Manufacturing for the jewelry shop environment for nearly 15 years, taking the most valuable aspects of Lean and showing small shop owners how to gain value from a handful of basic, down-to-earth practices.

Andrea Hill will cover the basics of how to reduce unnecessary movement and increase productivity, how to find shop bottlenecks and what to do when you find them, how to perform a quarterly shop audit to identify opportunities for improvement, and how to transform the term continuous improvement from a thing people say to a thing people do. 

In this session, you will learn: 

  • How to perform a production environment audit and correct problems
  • How to identify internal problems that rob you of cash and slow down production
  • How to apply Lean Manufacturing principals to your shop to save both time and money


Speakers
avatar for Andrea Hill

Andrea Hill

Owner, StrategyWerx
Andrea is the owner of Hill Management Group, a group of brands (StrategyWerx, SupportWerx, MentorWerx) focused on helping small business owners succeed and prosper. She is renowned for making the most complex business subjects understandable. (“We speak strategeze, brandeze, marketeze, and all dialects of computerese.”) Her expertise extends into such areas as strategic development, leadership development, branding, marketing, merchandising... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 313

2:30pm

Hot Topics: Millennials — Moving Past the Hand-Wringing
Enough already! You've heard all you want to hear about this important group of potential customers. What you need is to understand what will entice, excite, and make this customer group yours. 

Join your peers at this roundtable discussion and learn how you can develop solutions and actions that create an experience calculated to bring the Millennial purchaser through your door and become your customer.

Moderators
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →
avatar for Joe Gurzik

Joe Gurzik

Venturesome Videographer, Collected Concepts
After years of being a player on Zeus’ foosball table, Joe decided he would break free of restricted lateral movement and move forward for a change. Zeus understood his decision, but would not allow him to reside on Mount Olympus. Riding bareback upon a unicorn, he headed to Earth in search of his true calling. He had many adventures, but no one would believe his epic tales. He needed proof, and that's when his path became... Read More →

Speakers
avatar for Benjamin Smithee

Benjamin Smithee

CEO, The Smithee Group
From being nominated as one of the Top 10 Youth Marketers to the AMA's Marketer of The Year, or TV co-host of "The Weekend Insider," Ben Smithee is known for making an impact. He started his first consultancy, SPYCH, in 2009 and grew it to become one of the most respected and innovative Marketing Insights and Strategic Consulting firms in the industry. His expertise in digital marketing and the Millennial consumer propelled Ben to consult with... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 305

2:30pm

Funnel Marketing: Influencing the Consumer Decision Journey

The only way to get hordes of new prospects, customers, and clients in today's crazy, mixed-up, new-ballgame, millennial world…

In today's "world of the millennials," it may be impossible to get an immediate, up-front purchase. You may have to court your customers and cajole them into the eventual buy. If that's the way today's customer does business, you need to switch to a "funnel approach" — one that attracts more specific prospects with whom you can develop a relationship that encourages them to buy from you. 

Sounds like a real pain in the patoot, doesn't it? Why can't things be simple, like they used to be — a Yellow Page ad, a little something in the paper, and the money comes rolling in. Well, those days are gone, and you'd better adapt to the new marketing paradigm FAST. 

This is where funnel marketing comes in. And effective funnel marketing boils down to two things: Generating TRAFFIC and getting CONVERSIONS. Harder than it sounds and a bit more complex, too. 

In this session, Jim unravels the mysteries and shows you how you easily can get your funnel marketing efforts up and running in no time, and producing more sales, as you discover: 

1.  The pros and cons of social media — loads of potential, but 97% of all independent jewelers are using them WRONG! Here's how to do it right!

2.  How to integrate your digital and traditional media to get more bodies through the door so you can put more dollars in the till.

3.  A place for all marketing, and all marketing in its place.

4.  Test, Track, ANALYZE & Adjust! Failure to do these things could spell the DOOM of your business. 

If you've been frustrated by the current emphasis on "nothing but digital," if your instincts tell you it takes more than that, you're going to walk away from this session saying, "Finally, it all makes sense!"


Moderators
avatar for Brandy Agerbeck

Brandy Agerbeck

Owner - Graphic Recorder/Facilitator, Loosetooth
Graphic facilitator Brandy Agerbeck believes that drawing is a powerful thinking tool. She supports clients by mapping out their complex conversations onto giant sheets of paper. Working as a visual, silent partner to facilitators, she collaborates to make meetings more productive with the best visual, spatial, and kinesthetic tools. | As an author, teacher, and speaker, Brandy speaks to the power of drawing. From her 18 years of graphic... Read More →

Speakers
avatar for Jim Ackerman

Jim Ackerman

President, Ascend Marketing
Jim helps jewelers across the nation and around the world get more bodies through the door so they can put more dollars in the till. Sound good? | | It's the single most important thing an independent retailer must do, and Jim is one of the few people in the industry who helps you do it. | | In this year's sessions, Jim will share some unconventional, inexpensive, pay-for-results-only marketing strategies that most jewelers don't know... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 301 - 303

2:30pm

Make Them Love You! Creating an Exceptional Customer Experience

Alan has spent 23 years in the wedding and events industry. He brings a unique perspective to current engagement and wedding consumers' needs for a meaningful experience and shares his wedding industry knowledge with the independent retail jeweler. Discover what these important customers expect in their jewelry shopping experience, and how you can give them the exceptional moment that makes them yours.

Alan will provide insights into:

  • How they shop
  • When they shop
  • What shopping experience turns them off
  • And what turns them on


Speakers
avatar for Alan Berg, CSP

Alan Berg, CSP

Speaker, Author, Consultant, AlanBerg.com
Alan's been called "North America's Leading Expert on the Business of Weddings & Events." With more than 20 years in sales, marketing, and executive management, Alan Berg is uniquely qualified to help businesses and entrepreneurs achieve their goals. Alan spent 11 years at The Knot, a leading lifestage media company, most of them as Vice President, overseeing the sales, education, and training of the local sales team and local pros around the... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 309 - 311

2:30pm

Buy, Promote and Sell SMART - A 360 of Expert Advice

Get the inside scoop from leading experts in the fields of merchandising, marketing and sales. Informationals and executions tips and advice on trends impacting your merchandise assortment, how to reach and engage your target customer and how to win them over once they're in your store and keep them coming back. Join the energetic conversation and share your own best ideas.

In this session, you will learn:

  • Proven tips on merchandising and marketing
  • How to parner with suppliers for successful in-store events 
  • Hot tips on hot sellers 
  • How to make designer trends work for you


Moderators
avatar for Michael O'Connor

Michael O'Connor

President, Style & Substance Inc.
Michael O’Connor is president of Style & Substance, Inc., helping jewelry and luxury goods companies with branding, strategy, marketing, public relations and promotional programs. Additionally, via his television endeavors, O’Connor has become one of America’s leading voices on style trends regularly appearing on a variety of shows such as The Today Show, Access Hollywood, EXTRA, E! News, and Entertainment Tonight. He is QVC’s Jewelry and... Read More →

Speakers
avatar for Lika Behar

Lika Behar

Owner, Lika Behar Collection
Only 8 years young in business Lika Behar has managed to become one of the more sought after fine fashion jewelers in upscale jewelry stores in the United States. | | Acclaimed designer Lika Behar was born in the magnificent City of Istanbul. With roots in ancient Anatolian civilizations, this former Byzantine capital has evolved into a cosmopolitan metropolis which juxtaposes sublime historical architectural expressions within a modern... Read More →
avatar for Lee Krombholz

Lee Krombholz

Owner, Krombholz Jewelers
Lee Krombholz, the third generation owner of Krombholz Jewelers, got his start here during his junior year of high school, which was… 33 years ago. Known as the store’s “Visionary” Lee puts his heart and soul into creating unique pieces of jewelry that are “Just Like You.” When Lee isn’t in the store crafting and designing, he claims that his hobbies are running and being a “computer... Read More →
avatar for Barbara Palumbo

Barbara Palumbo

Founder and Blogger, Adornmentality
Barbara Palumbo writes the popular and humorous editorial trade blog, Adornmentality.com, and has recently launched a female-friendly watch blog titled WhatsOnHerWrist.com. With a jewelry background in wholesale and retail sales, manufacturing, and marketing, she has written for a variety of publications over her twenty years in the jewelry industry. Palumbo states that her strong suit is her ability to tell a written story in her own voice and... Read More →
avatar for Benjamin Smithee

Benjamin Smithee

CEO, The Smithee Group
From being nominated as one of the Top 10 Youth Marketers to the AMA's Marketer of The Year, or TV co-host of "The Weekend Insider," Ben Smithee is known for making an impact. He started his first consultancy, SPYCH, in 2009 and grew it to become one of the most respected and innovative Marketing Insights and Strategic Consulting firms in the industry. His expertise in digital marketing and the Millennial consumer propelled Ben to consult with... Read More →


Saturday April 16, 2016 2:30pm - 3:30pm
Room 306

2:30pm

The Business of Bridal: Caseline Logic

Workshop and Role Play

How do you present your engagement and bridal jewelry in a manner that matches the way your clients make their decisions. There is a logic to successful displays that aids the buying process and eases the angst that can be part of this emotional purchase. INSTORE's Larry Johnson puts to work the principles he discovered in the book, Predicatably Irrational by Dr. Dan Ariely. 

In this session, you will learn: 

  • How your customers make decisions
  • How to position merchandise to help your customer with the buying decision
  • Why price points matter
  • How to logically guide your customer through to the buying decision 


To get the most of this session, you may want to watch Dr. Ariely's video and check out his website. His short, amusing videos are excellent support for each chapter of his book. 

Hands-on prototype models for this workshop provided by WR Cobb/WR Cobb Online. (http://www.wrcobb.com/)


Speakers
avatar for Larry Johnson

Larry Johnson

President and Owner, Larry Johnson Consulting
Larry Johnson is the creator of EffectiveJewelryDisplay.com, an on-line resource and training course for the improvement of jewelry displays. He is also CEO of Larry Johnson Consulting, based in Colleyville, Tex. His firm consults with independent jewelers and manufacturers worldwide to improve their sales through better visual presentation strategies. He can be reached at larry@larryjohnsonconsulting.com or at (817) 980-2135.



Saturday April 16, 2016 2:30pm - 3:30pm
Room 307

2:30pm

JA Sales and Management Professional Certification Exams
This nationally recognized jewelry industry certification is now open to all jewelry professionals! 

Jewelers of America membership is not required.

Jewelers of America is offering its renowned Sales & Management Professional Certification exams at the Smart Show. Don’t miss this special opportunity to demonstrate your sales and management proficiency through this nationally recognized certification. Contact Sharie Fogarty (sfogarty@jewelers.org)  to reserve your exam, call 646.658.5813or RSVP online

 https://www.jewelers.org/files/certexams/ja-cert-app-onsite-smart-0414.pdf

Register early and save $10.00! Pre-registered JA members can take each exam for only $25 ($35 on-site) and pre-registered non-members can take each exam for $45 (regularly $55)! On-site registration spots are limited.

Sales Professional Certification and Management Professional Certification are offered in two levels. Successfully completing the first level of certification earns an individual the title of JA Certified Sales Professional or JA Certified Management Professional. Successful completion of both the first and second level tests earns the title JA Certified Senior Sales Professional orJA Certified Senior Management Professional.

Why Get Certified?

  • Your customers want assurance that the jewelers they shop with are educated, ethical and experienced. When certified, you clearly communicate your professionalism.

  • Promoting Jewelers of America Certified Professionals on staff differentiates your store and drives consumers to it.



  • There are few better ways to demonstrate to the world your commitment to ethics and professionalism than to become certified through one of JA’s certification programs.

  • Think of certification testing as the beginning of an exciting journey that will lead you to higher levels of professional achievement as it validates your existing knowledge and reveals areas that can benefit from further development.




You’re Ready Now - No Studying Required! To receive Professional Certification, you simply take and pass a written exam at the Smart Show. Exams are available for two levels of skill and ability and cover procedures, terms and concepts that jewelry professionals encounter in their everyday work.

Who Should Get Certified? Recommended for jewelry store managers, assistant managers, owners and all sales associates

Testing Times and Location: Two testing sessions will be offered on Friday, April 4 in meeting room 321 adjacent to the show floor: 10:00am-12:00am and 2:30-4:30pm.

Saturday April 16, 2016 2:30pm - 4:30pm
Room 316

3:45pm

QuickBooks™ for Jewelers

David Geller will give you the steps you need to organize your store's accounts and help you truly reveal the foundation of your business and your customer base. Knowing where the money comes from will show you where you should be focusing your energy and resources. Make more money with less stress! David is the author of a series of articles on QuickBooks™ for INSTORE magazine. The man has the answers to your questions about this amazing accounting software.

In this session you will learn:

  • Why QuickBooks is used by over 80% of America's small businesses
  • How to access your Profit and Loss Statement with the push of a button
  • How QuickBooks works with your Point of Sale system
  • How to set up special order, memo, repair, and custom sales 
  • Geller's recommended Chart of Accounts
  • Amazing QuickBooks shortcuts


Speakers
avatar for David Geller

David Geller

President, Jeweler Profit
David Geller is the repair pricing guru for jewelers in America as well as a QuickBooks Pro advisor. Having his own store in Atlanta for over 25 years, David devised his Geller's Blue Book to Jewelry Repair & Design for his store, doing $1.8 million, three-quarters of that coming from the shop. In addition to helping jewelers increase their shop profits, David assists them in using several POS programs and in setting up QuickBooks... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 302 - 304

3:45pm

Casting of 3-D Printed Models: Methods, Materials, and the Role of Design

Jewelry manufacturers increasingly are integrating digital casting models into their production processes with a wide variety of machines and materials from which to choose. There is a significant body of evidence, both anecdotal and documented, indicating that digital model materials have varying degrees of success in casting. The root causes of related defects are not well understood, leaving the industry plagued with speculation and a variety of homegrown methods aimed at addressing these problems.

This presentation will share original research using controlled studies to understand the casting behaviors of several model materials, including an evaluation of dimensional movement experienced by these materials when subjected to firing.  In addition, we will show how we track related casting defects to their root causes through observations of defect size and shape. 


In this session, you will learn how to optimize product quality when casting with digital models, and

  • Receive information regarding the root causes of failures in precious metal castings that can cost jewelers unnecessary time, expense, and reputation. 
  • Take an in-depth look at the root causes of casting failures related to digital models.
  • Leave this session with information and tools to help avoid and/or address casting failures when working with digital models. 



Speakers
avatar for Teresa Frye

Teresa Frye

President, TechForm Advanced Casting
Teresa Frye is the owner and President of TechForm Advanced Casting Technology. In the early 90s, her firm introduced to jewelry manufacturing the high-temperature casting methods used by the aerospace industry.  | A leading expert on jewelry casting and a prolific researcher, Teresa has published technical papers and articles worldwide and speaks frequently at industry conferences in the United States and Europe. Her pioneering research... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 313

3:45pm

Hot Topics: Diamond Reports/Docs — What's the Solution?

This interactive discussion is a perfect follow-up to the earlier Diamond Update panel. Our industry has developed a reliance and need for accurate diamond grading reports. Inaccurate reports and industry scandals at the retail and lab levels have rocked our industry. Are we in need of universal standards or non-human grading? Are synthetic diamonds being accurately identified?

Join and participate in this discussion with your peers and industry experts as we consider the role and future of diamond documents in the retail jewelry store.


Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →

Speakers
avatar for Dr. Katrien De Corte

Dr. Katrien De Corte

Chief Officer & Graduate Club, HRD Antwerp
In 1994, Dr. Katrien De Corte earned her master’s degree in Geology at the University of Ghent, where she presented a graduate research and master thesis on the identification and physical characteristics of beads from a Roman archaeological site in the United Arab Emirates. Based on this expertise, the Geology Department of the Royal Museum for Central Africa recruited her to be a scientific collaborator with the department and set up an... Read More →
avatar for Russell Shor

Russell Shor

Sr. Industry Analyst, Gemological Institute of America
In his capacity as senior industry analyst, Russell Shor writes analyses of the complex political and economic issues facing today’s gemstone and jewelry industries. He is part of the Public relations team and has authored a number of articles for Gems & Gemology, GIA’s award-winning quarterly. He  also contributes to various other GIA publications, and works with the GIA’s Education, Research, Development, and... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 305

3:45pm

Is Your Website Working Harder Than You? eCommerce in 2016

Emmanuel Raheb, CEO & Founder of Smart Age Solutions, will be sharing his experience and knowledge, as well as best practices to compete in today’s eCommerce world. Having spoken to hundreds of business owners, and helping them turn their websites around to start “working for them”, he brings his unprecedented exposure to America's top sites and data analytics to help you understand what the greatest websites of our time are doing to reach their ultimate success goals.

"Being a Google Elite Partner means that our agency has access to information that many others don’t,” states Emmanuel. “This allows us to work with clients, from single store operators to national chains on their marketing strategies, helping them turn around their web presence to get the most out of their marketing dollar.”

 

Mr. Raheb will discuss pain points for retailers who are experiencing the ever growing convergence of Site-to-Store and online shopping, as well as important questions every website owner should ask:

 

Does your site invite consumers into your store? 

Are you implementing the best call to actions?  

Does your competitor have a stronger web presence? 

Are you learning anything from your current site? 

Is Google even seeing your website? 

Is your website truly yours?

 

He will also cover:

 

- 10 Things all Websites Must Have!

- What works and what to stay away from.

- Tips to help improve your Local SEO presence.

- Tactics to help get more business from your site.

- What you can learn from your site.

 

 


Speakers
avatar for Emmanuel Raheb

Emmanuel Raheb

Founder & CEO, Smart Age Solutions
Smart Age is a leading full-service digital marketing agency. We can grow an online audience into loyal customers by increasing your visibility online through a number of ways. We understand how social media works and know how to fully harness its potential. From SEO packaging to pay-per-click advertising, we are at the cutting edge of online marketing, and we possess the know-how to help your brand flourish, both on and offline. | | "Being... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 309 - 311

3:45pm

Forget the Business Card, Tell Me a Story

What's your story?

Stories are powerful tools, and storytelling is a valuable skill in sales and Organizational Management. Today's business card provides identification, yet little about our interests, what we like to do, how we like to spend our time, and our network of relationships. These are important assets you need if you are to build a powerful sales and management team. 

In this hands-on workshop, you will create a Personal Narrative card for telling stories about yourself. Share your story, listen to others, and discover the importance of this active listening and communication technique to:

  • Identify personnel strengths and weakness
  • Build complementary and collaborative teams
  • Hire the right people and effectively integrate them into your organization


Moderators
avatar for Brandy Agerbeck

Brandy Agerbeck

Owner - Graphic Recorder/Facilitator, Loosetooth
Graphic facilitator Brandy Agerbeck believes that drawing is a powerful thinking tool. She supports clients by mapping out their complex conversations onto giant sheets of paper. Working as a visual, silent partner to facilitators, she collaborates to make meetings more productive with the best visual, spatial, and kinesthetic tools. | As an author, teacher, and speaker, Brandy speaks to the power of drawing. From her 18 years of graphic... Read More →

Speakers
avatar for James Moustafellos

James Moustafellos

Assistant Professor, Fox School of Business, Temple University
James Moustafellos is Center for Design + Innovation co-founder and Associate Director and an assistant professor of management information systems at the Fox School of Business, Temple University. In addition to his academic role, he is a founding partner of EnA/Elements and Alloys, a luxury brand of fine jewelry. James’ work engages business innovation through design, production, research, and entrepreneurship. Recently, he... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 307

3:45pm

2017 Trendvision Jewelry Trend Forecast

This session is a preview of the new Trendvision Jewellery + Forecasting global consumer trends that are shaping the jewelry market of 2017 and beyond. You don't need a crystal ball to see future jewelry and fashion trends!


Speakers
avatar for Cheryl Kremkow

Cheryl Kremkow

Coolhunter, Trendvision J+F
Cheryl Kremkow has more than 25 years experience telling compelling jewelry stories to consumers, retailers and manufacturers. The former editor-in-chief of Modern Jeweler, Lustre, and Jewellery News Asia magazines, she has also been the vice-president of content for three jewelry e-commerce start-ups. Her popular jewelry blog GemObsessed.com attracts an international audience of jewelry collectors, designers, and retailers. Kremkow’s marketing... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 306

3:45pm

Engagement and Bridal Merchandise Fundamentals

If you possess the fundamentals of bridal sales and merchandising, it will be easy to guide your customers through becoming engaged to getting married! Joshua will help you understand the price points your customers are looking for — the Good, Better, and Best. His simple approach divides bridal categories into five basic classifications and three basic styles. When you have what the customers need, you can help them make the right bridal and engagement jewelry purchase.


In this session, you will learn:

  • A simple method for merchandising and buying engagement and bridal
  • The "must-have" price points for engagement and bridal
  • The classifications and styles of engagement and bridal 


Speakers
avatar for Joshua Kaufman

Joshua Kaufman

CEO, Martin Flyer
Since 1945, Martin Flyer has been providing the jewelry industry with the highest quality of products backed by first-class service. Martin Flyer introduced their FlyerFIt® Bridal Brand to the industry seven years ago, and today FlyerFit® is one of the leading American designer bridal brands. Martin Flyer has always been known for high quality, classic diamond product. | | Today, Martin Flyer enters a new category in the jewelry... Read More →


Saturday April 16, 2016 3:45pm - 5:00pm
Room 301 - 303

5:00pm

WJA/GenNext SMART Show Party

Riva resturant on the Navy Pier is the place to be for the opportunity to connect and network. This casual venue offers a great view and super refreshments!  WJA brings just the right energy for a successful evening of socializing.

RSVP to Bernadette Mack

Email: Bernadette@womensjewelryassociation.com

Phone: 914.474.6002

Online:

http://www.womensjewelryassociation.com/ev_calendar_day.asp?date=4/16/2016&eventid=19


Sponsors
avatar for The Edge

The Edge

The Edge
The Edge retail jewelry store management system was built from the ground up as a solution for independent retail jewelers. It is arguably the easiest yet most technically advanced industry software product available. Currently installed in over 3,000 jewelry stores, The Edge is a truly modern Windows program built on Microsoft’s .NET platform, and is compatible with Windows 8, Windows 7 and Windows XP both 32-bit and 64-bit versions. In... Read More →
avatar for The Edge Retail Academy

The Edge Retail Academy

The Edge Retail Academy
The Edge Retail Academy is a retail jewelry business consulting company that examines all the pieces of your business puzzle.  We help you Reduce debt and Increase profit; Create a profitable product mix; Build your most effective team; Reduce discounting; Differentiate your brand; Capture & profit from loyal customers; Enhance your leadership skills; Create a balanced life; Exit well and profitably; and Utilize the Edge software for... Read More →
avatar for Women's Jewelry Association

Women's Jewelry Association

The Women's Jewelry Association
WJA Mission Statement: | To help women in the jewelry and watch industries advance and develop professionally through networking, education, leadership development, and the provision of member services. | | WJA Vision Statement: | To be the premier business networking organization dedicated to enriching and advancing the professional lives of the women in the jewelry and watch industries. 



Saturday April 16, 2016 5:00pm - 8:00pm
Riva - Navy Pier Restaurant 700 E. Grand Ave.
 
Sunday, April 17
 

8:30am

Path to Purchase: The INSTORE Experience

Today, the experience is more important than the product. If the experience isn't there for customers, they will not purchase, they will not return to your store, and certainly will not brag about you.

Shopping for bridal and engagement jewelry can be an exhaustive and emotional journey. The average couple will take 80 days for research, and 60% will visit a retailer's website and review other web and social media sites. In addition, 74% conduct in-store research. What do you do when they get to your store?

Shane will give you a guide to meet these couples' expectations and make them customers for life. Be prepared for this all-important sales opportunity. Using Synchrony Financials Annual Major Purchase Consumer Study will give you the information you need to fulfill the bridal and engagement couples' expectations of a meaningful shopping experience.

In this session, you will learn:

  • What shoppers need to know about your store to move through the sales process
  • How to apply consultative selling techniques to the engagement and bridal customer
  • How to establish the value of your store, not just sell the product
  • The Top 10 things Shane recommends you do to WOW your customer
  • What makes a customer yours for life — follow-up is crucial



Speakers
avatar for Shane Decker

Shane Decker

Owner and President, Ex-Sell-Ence Academy
Shane Decker is president of Ex-Sell-Ence, Shane Decker Sales Academy, and a featured contributor to INSTORE, the magazine for the American jewelry store owner. With the fervor of a televangelist, Shane teaches retailers the anatomy of a sale, how to handle objections, closing skills, the art of the turnover, to recognize sales profiles and much more. Shane has provided much sought-after sales training for more than 3,000 stores worldwide.

Sponsors
avatar for Synchrony Financial

Synchrony Financial

Built from GE Heritage! | More than the programs we create. More than the value we offer. Nothing gets us more excited than building relationships that drive results for you. The core of our business is you: the merchants, dealers, retailers, manufacturers, buying groups and industry associations who turn to us to engage your customers. We invest in programs that strengthen those relationships, creating greater possibilities for growth. Our... Read More →



Sunday April 17, 2016 8:30am - 9:45am
Room 309 - 311

2:00pm

Secrets of America’s Coolest Stores: Cut Fine Jewelers

Third Place Small Cool Division

Matt and Evan established their business in 2012 and added a $35,000 buildout in 2014. Business grew based on their use of social media and a strong referral culture. Matt describes himself as a networking ninja! The 2014 buildout allowed them to create the collaborative selling and designing space that provides a unique nontraditional store environment.

Find out what this business does to attract the young and the social wedding and engagement business!


Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Evan Patton

Evan Patton

Owner, Cut Fine Jewelers
avatar for Matthew Patton

Matthew Patton

Owner, Cut Fine Jewelers
Four generations of jeweler genes made Matthew Patton love gemstones, but his own eye for innovative design drove him to Cut — an interactive showroom, where jewelers and clients together develop personal contemporary cut diamond creations that promise more than a lifetime. Rich in luxury and mobile technology, Cut offers that connectivity and comfort Matthew knows fosters the quality relationships that create great jewelry. With his... Read More →

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.



Sunday April 17, 2016 2:00pm - 2:45pm
Cool Stores Experience - Sponsored by DCA Show Floor

2:00pm

Online First Impressions: Marketing for Local Traffic
Consumers are becoming ever mindful of the benefits of supporting local small businesses. This session will give you plans that will put you on the radar when potential customers make their first online search for a local retail jeweler.

In this session, you will: 

  • Learn how you can enhance the customers' search for local jewelers using Local Search Optimization
  • See how Google Maps puts you on the local search map and gets you found online
  • Get tips on how to have an engaging web presence that differentiates you from your competition and drives local traffic to your store
  • Receive a 10-Point Action Plan to help you market yourself locally, efficiently, and cost-effectively


Speakers
avatar for Alex Fetanat

Alex Fetanat

Chief Executive Officer, GemFind
Alex Fetanat is president and CEO of the GemFind Network, the jewelry industry’s premier online marketing company, providing online business solutions and marketing tools. During his world travels in the late 90s, Alex took a liking to the jewelry industry and immediately recognized a need for a company that could provide the industry with an online presence coupled with more advanced marketing tools. Thus, GemFind was... Read More →


Sunday April 17, 2016 2:00pm - 2:45pm
Marketing and Sales Experience Show Floor

2:00pm

Synchrony Path to Purchase Consumer Research

Synchrony Financial’s Fourth Annual Major Purchase Consumer Study

Join Synchrony Financial’s Market Research & Competitive Intelligence Leader Ronda Slaven in a review of the Path to Purchase of Fine Jewelry shoppers.

How do customers think about the purchase, how long do they take to buy, what resources do they search, and where do they look for the information? This presentation will provide insightful tips and best practices to help you participate more actively in your consumers’ Path to Purchase. It also will expand your knowledge of financing and its role in the Fine Jewelry category. You will learn how you can incorporate the financing discussion effectively throughout the Path to Purchase.

In this session, you will learn:

  • How major-purchase consumers shop
  • The role of online and digital presence for retail jewelers
  • What shoppers expect from their jeweler
  • The role of brick-and-mortar in making the purchase 


The link below is for the Fourth Annual Synchrony Report

 


Speakers
avatar for Ronda Slaven

Ronda Slaven

Market Research & Competitive Intelligence Leader, Synchrony Financial
Join Synchrony Financial's Market Research & Competitive Intelligence Leader, Ronda Slaven, to review the Path to Purchase of Fine Jewelry Shoppers. How do they think about the purchase, how long do they take to buy, what resources do they search, where do they look for the information? Her presentation will provide insightful tips and best practices to participate more actively in your consumers' Path to Purchase. It will also give you ideas... Read More →

Sponsors
avatar for Synchrony Financial

Synchrony Financial

Built from GE Heritage! | More than the programs we create. More than the value we offer. Nothing gets us more excited than building relationships that drive results for you. The core of our business is you: the merchants, dealers, retailers, manufacturers, buying groups and industry associations who turn to us to engage your customers. We invest in programs that strengthen those relationships, creating greater possibilities for growth. Our... Read More →



Sunday April 17, 2016 2:00pm - 2:45pm
SMART Buyer Experience Show Floor

2:00pm

Angry Brides! Protecting Your Online Reputation

Couples on the path to an engagement and/or a wedding are your most emotional and vocal customers, especially when something goes wrong! In this age of instant feedback through reviews, testimonials, blogs, and social media, keeping track of your online reputation is a little like herding cats. Just when you think you have a handle on it, along comes another twist and turn. What action should you take? Alan will help you make sense of it all.

Come to this session to learn:

  • How the best defense is a good offense
  • How to respond to a less-than-favorable review
  • Why doing what’s right is usually better than being right
  • Bonus: How to get and use stunning testimonials


Speakers
avatar for Alan Berg, CSP

Alan Berg, CSP

Speaker, Author, Consultant, AlanBerg.com
Alan's been called "North America's Leading Expert on the Business of Weddings & Events." With more than 20 years in sales, marketing, and executive management, Alan Berg is uniquely qualified to help businesses and entrepreneurs achieve their goals. Alan spent 11 years at The Knot, a leading lifestage media company, most of them as Vice President, overseeing the sales, education, and training of the local sales team and local pros around the... Read More →


Sunday April 17, 2016 2:00pm - 2:45pm
The Business of Bridal Experience Show Floor

2:00pm

JA Sales and Management Professional Certification Exams
his nationally recognized jewelry industry certification is now open to all jewelry professionals! 

Jewelers of America membership is not required.

Jewelers of America is offering its renowned Sales & Management Professional Certification exams at the Smart Show. Don’t miss this special opportunity to demonstrate your sales and management proficiency through this nationally recognized certification. Contact Sharie Fogarty (sfogarty@jewelers.org) to reserve your exam, call  646.658.5813 or RSVP online 

https://www.jewelers.org/files/certexams/ja-cert-app-onsite-smart-0414.pdf

Register early and save $10.00! Pre-registered JA members can take each exam for only $25 ($35 on-site) and pre-registered non-members can take each exam for $45 (regularly $55)! On-site registration spots are limited.

Sales Professional Certification and Management Professional Certification are offered in two levels. Successfully completing the first level of certification earns an individual the title of JA Certified Sales Professional or JA Certified Management Professional. Successful completion of both the first and second level tests earns the title JA Certified Senior Sales Professional orJA Certified Senior Management Professional.

Why Get Certified? 
  • Your customers want assurance that the jewelers they shop with are educated, ethical and experienced. When certified, you clearly communicate your professionalism.

  • Promoting Jewelers of America Certified Professionals on staff differentiates your store and drives consumers to it.

  • There are few better ways to demonstrate to the world your commitment to ethics and professionalism than to become certified through one of JA’s certification programs.

  • Think of certification testing as the beginning of an exciting journey that will lead you to higher levels of professional achievement as it validates your existing knowledge and reveals areas that can benefit from further development.
You’re Ready Now - No Studying Required! To receive Professional Certification, you simply take and pass a written exam at the Smart Show. Exams are available for two levels of skill and ability and cover procedures, terms and concepts that jewelry professionals encounter in their everyday work.

Who Should Get Certified? Recommended for jewelry store managers, assistant managers, owners and all sales associates


Sunday April 17, 2016 2:00pm - 4:00pm
Room 316
  • Website www.jewelers.org

5:00pm

Secrets of America’s Coolest Stores: Fox Fine Jewelry

2015 First Place Big Cool Division

Fox Fine Jewelry opened in 2014 with a build-out cost of $1.1 million. While well-known for custom work, this store also carries numerous brands to entice customers into the heavily trafficked store.

This husband-and-wife team worked with designer Jesse Balaity to develop innovative ideas for displaying product — including the must-see diamond wall that makes shopping for that important diamond easy and awesome. Discover how this team of store owners and store designer transformed this business into a Cool Store!

 


Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Jesse Balaity

Jesse Balaity

Owner, Balaity Property Enhancement
Jesse R. Balaity is a consultant specializing in retail environment design. His experience is a culmination of a traditional architecture education and hands-on experience. | | Jesse began in New Orleans, where he earned a Masters of Architecture at Tulane University. In New Orleans, he worked with the firms Barron + Toups and later Trapolin Architects, before returning to his home town of Sarasota and joining the ADP Group. In his first... Read More →
avatar for Debbie Fox

Debbie Fox

Owner, Fox Fine Jewelry
Debbie Fox grew up studying art, dance and music but became a CPA for a more predictable income. In 1998 she moved to Ventura with her husband George and they opened Fox Fine Jewelry. With young children at home, she began assisting part time with the store operations, growing her responsibilities as the business grew. Fox’s business background assisted her in the physical running of the business, but her creative side gave rise to... Read More →
avatar for George Fox

George Fox

Owner, Fox Fine Jewelry
George Fox began making jewelry at age sixteen because he thought it would help him meet girls and it did! He received his Graduate Gemologist in 1984, Certified Gemologist in 2004, had a store in Venice, CA and owned a trade shop. In 1998 Fox and his wife Debbie moved to Ventura and opened Fox Fine Jewelry. On a limited budget, the original store had just 100 square foot of retail area and every piece of jewelry was made by Fox! Fox continuously... Read More →

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.




Sunday April 17, 2016 5:00pm - 5:45pm
Cool Stores Experience - Sponsored by DCA Show Floor

5:00pm

Social Media Strategy Basics
It's time to get down to basics with your social media efforts and strategy. This session will give you a basic overview of social media and how to apply it to your retail business. Once the basics are covered, the focus will be on social media and the ways to create synergy with all your other marketing efforts.

In this session, you will learn: 

  • Targeting: To identify and focus on your target customer.
  • Content: Once you know your target customer, you can focus on the right content for you social media efforts. This will include content ideas, optimum posting times, and highlight hot to "post social."
  • Promotion: Best practices in how to pay-to-play with social media. Promoting your business does not have to be expensive.


Speakers
avatar for Damian Capello

Damian Capello

Founder and Master Programmer, Red Rocket Media LLC
Damian Capello, founder and master programmer at Red Rocket Media LLC, is an accomplished social media advertising expert and one of the largest independent purchasers of Facebook Advertising. His revolutionary three-step process, “The Basics,” teaches businesses how to properly use paid advertising to achieve social media marketing goals.  | | Damian founded Red Rocket with the idea that advertising could be streamlined using... Read More →


Sunday April 17, 2016 5:00pm - 5:45pm
Marketing and Sales Experience Show Floor

5:00pm

Engage Customers with Natural Color Diamonds
Not all beautiful natural color diamonds demand an auction-sized price tag!  You can set your store apart by offering beautiful and affordable natural color diamond engagement, wedding, and fashion jewelry. Jeff will share his knowledge and the steps needed to introduce your customers to these beautiful gemstones. Learn the gemological basics and the steps to successful selling of natural color diamonds.

In this session, you will discover: 

  • What's hot in trends and color for natural color diamonds
  • How to make natural color diamonds accessible to all customers
  • How to merchandise and display these diamonds for the best sales results
  • Natural color diamonds facts and selling tips 


Speakers
avatar for Jeff Pancis

Jeff Pancis

Owner, Pancis Gems Inc.
I have been involved in Fancy Natural Color Diamonds since around 1983. I became involved because of my travels to Antwerp, Belgium, where I was introduced to the Color Diamond business. At that time, my wife Audrey’s uncle was journalist to the King of Belgium. From this contact, I received a letter of introduction to the King’s personal diamond cutter who specialized in Natural Color Diamonds. Pancis Gems has developed a large... Read More →


Sunday April 17, 2016 5:00pm - 5:45pm
SMART Buyer Experience Show Floor

5:00pm

The Business of Bridal Experience - BVW Jewelers
Britten and Michelle Wolf will share with you some of the maverick choices they have made to attract couples in love to their Reno store. This 4th Place Small Cool Store launched an edgy advertisement featuring a same-sex couple in October of 2015 that created quite a stir. This ad is being shown in local movie theaters and on their local CBS station during the Ellen Show. Find out how this bold move impacted their business and standing in the community.

If you are considering advertising that targets the LGBT community you so not want to miss this session. 

Moderators
avatar for Trace Shelton

Trace Shelton

Editor-in-Chief, INDESIGN Magazine
Trace Shelton is editor-in-chief of INDESIGN Magazine and a contributing editor with INSTORE Magazine.

Speakers
avatar for Britten Wolf

Britten Wolf

Owner, BVW Jewelers
Owner of BVW Jewelers in Reno, Nevada. Winner of 4th Place Cool Store by INSTORE magazine for 2015.


Sunday April 17, 2016 5:00pm - 5:45pm
The Business of Bridal Experience Show Floor

6:00pm

INSTORE's SMART Party - Sponsored by AWDC
The Aon Grand Ballroom of the Chicago Navy Pier provides a dramatic backdrop for this spectacular event. Complimentary cocktails and hors d'oeuvres make this party mandatory for all SMART Show attendees. Don't forget your dancing shoes!

TAKE YOUR CHANCE!
During this year's SMART Party two lucky winners will be selected to fly to Antwerp for the VIP treatment! For more information and to enter, go to:  Antwerp Diamond Experience

Last shuttle for the evening departs at 9:15 p.m.

Sponsors
avatar for Antwerp World Diamond Center

Antwerp World Diamond Center

AWDC is a Public, Private Cooperation, officially representing and coordinating the Antwerp diamond sector. Our mission is twofold: strengthening Antwerp’s position as the world’s primary diamond trading centre and strengthening the image of diamonds to a general audience. We do this through Diamond Office, where we streamline the vast import and export flow of diamonds in and out of Antwerp and through a wide variety of dedicated... Read More →




Sunday April 17, 2016 6:00pm - 9:00pm
Aon Ballroom - Navy Pier 600 East Grand Ave.
 
Monday, April 18
 

8:30am

The Thumb Wars: How to Win the Battle for the Connected Consumer

How do you connect today’s consumers to the luster and relevance of fine jewelry? What makes them tick, click, swipe, and tap, and thereby form a relationship with your brand?

Today’s highly digital and social environment provides more opportunities to engage, communicate with, and understand consumers. How can you optimize your brand approach to develop business with these customers and stay relevant with this retail revolution?

First, whether you are a designer, manufacturer, or retailer, you must learn new skills so that you can understand the current technology. The consumers of today and tomorrow have a different understanding and expectation for how a brand relationship should look and feel, and technology plays a big part in the process. However, although today's consumer is tecnologically savvy, the connectivity goes far beyond Facebook, Instagram, and mobile websites. Current brands must create new and meaningful experiences for their customers. They must create opportunities for cultural and sociological movements, not simply craft marketing messages.

Ben Smithee is known for helping companies create new relationships with their customers. Recognized around the globe as an expert in digital marketing and the connected consumer, his work in the jewelry industry ranges from the largest retail brands and manufacturers to start-up designers and family stores. 

His keynote at the 2016 SMART Jewelry Show will help attendees look into the future and start evolving their businesses — today.


In this session you will learn:

  • Who are the connected consumers 
  • Why they engage with a brand
  • What the digital consumer evolution means to your business
  • How you can remain relevant to the connected consumers
  • What the future holds


You will leave this session with a clear understanding of what connected consumers are looking for in their shopping experiences and the Top 10 things you can do now to delight them.

 


Speakers
avatar for Benjamin Smithee

Benjamin Smithee

CEO, The Smithee Group
From being nominated as one of the Top 10 Youth Marketers to the AMA's Marketer of The Year, or TV co-host of "The Weekend Insider," Ben Smithee is known for making an impact. He started his first consultancy, SPYCH, in 2009 and grew it to become one of the most respected and innovative Marketing Insights and Strategic Consulting firms in the industry. His expertise in digital marketing and the Millennial consumer propelled Ben to consult with... Read More →

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.


Monday April 18, 2016 8:30am - 9:45am
Room 309 - 311

10:15am

Secrets of America's Coolest Stores: Veloce, Jewelry by Medawar
First Place Small Cool Division 

No, it is not an Apple store. It just feels like one!

No other jewelry store says interactive quite like this one. Pierre and Christina designed their own interactive showcases, which seem to float on air. The $200,000 build-out of this 1,500 square-foot space transforms the jewelry customer's experience. You will not want to miss the interview with this innovative brother and sister team!

Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Christina Medawar

Christina Medawar

Founder and Owner, Veloce, Jewelry by Medawar
Meet Christina: | | The Medawar legacy began in 1920 with Chakib Medawar, a renowned watchmaker and master craftsman. The Medawar family relocated from overseas to the United States in the mid-70s and began independent jewelry businesses on the West Coast and in the Midwest. | | In 1978, Pierre Medawar, a watchmaker and master jeweler, opened his first jewelry store in Lansing, Mich., with hopes of continuing the Medawar legacy of creating... Read More →
avatar for Jon-Pierre Medawar

Jon-Pierre Medawar

President, Medawar Jewelers of West Lansing, Veloce, Jewelry by Medawar
The Medawar legacy began in 1920 with Chakib Medawar, a renowned watchmaker and master craftsman. The Medawar family relocated from overseas to the United States in the mid-70s and began independent jewelry businesses on the West Coast and in the Midwest. In 1978, Pierre Medawar, a watchmaker and master jeweler opened his very first jewelry store in Lansing Michigan, with hopes of continuing the Medawar legacy of creating exquisite heirloom... Read More →

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.



Monday April 18, 2016 10:15am - 11:00am
Cool Stores Experience - Sponsored by DCA Show Floor

10:15am

Engaging Your Staff

Your store staff is the key to your success. In a sense, owners want their employees to be married to the store with the same passion and care they themselves feel.

In this session, you will learn the management skills and motivation techniques that will help you meet the most challenging staff situations. Come learn ways you can keep your staff motivated and productive for greater success.​ 


Speakers
avatar for Mary Peterson

Mary Peterson

CEO, RJO
Mary Peterson has served for the past 12 years as the Retail Jewelers Organization (RJO) Chief Executive Officer, and has a masters degree in leadership, policy, and planning from the University of Iowa. Among her many duties as CEO, Mary has developed curriculum and facilitated education-based programs to ensure the continued growth and development of the retail jewelry industry. The Next Generation Experience and The Succession Experience... Read More →


Monday April 18, 2016 10:15am - 11:00am
Marketing and Sales Experience Show Floor

10:15am

Fashion Trends in Natural Colored Gemstones
Diamonds aren't for everyone when it comes to the important engagement and wedding jewelry! Doug Hucker will show you the trending colored stone choices on the rise today.  Get the colors, the history, and the wearability factors you can use to take the customer conversation to the profitable topic of colored gemstones.


Come to this session to learn: 

  • What colored gemstones are in demand
  • How colored gemstones rule in the fashion world
  • Why colored gemstones deliver top dollars to your bottom line
  • What information you always should share with your gemstone customers


Speakers
avatar for Douglas Hucker

Douglas Hucker

Chief Executive Officer, AGTA
As Chief Executive Officer of the American Gem Trade Association, Mr. Hucker represents the premier Association of United States and Canadian colored gemstone professionals.  The American Gem Trade Association (AGTA) is an association dedicated to promoting the long term stability and integrity of the natural colored gemstone and cultured pearl industries. The Association pursues its goals through the combined use of educational programs... Read More →


Monday April 18, 2016 10:15am - 11:00am
SMART Buyer Experience Show Floor

10:15am

Combining Brick and Mortar With Omni Channel Marketing

Gabriel shares what he has discovered about the importance of an onmi channel marketing presence to the brick and mortar retailer. By combining a strong online presence and servicing customers in brick and mortar stores, jewelers can stay relevant and can anticipate selling trends.

Find out why Blue Nile and Amazon are opening stores they call 'web rooms' to take advantage of the consumer preference for in-person browsing and to up their online presence. And, why Warby Parker, a well-known purveyor of eyeglasses, now has storefronts in nine cities.


Speakers
avatar for Dominick Gabriel

Dominick Gabriel

Senior Vice President, Gabriel & Co.
Born and raised in the fine jewelry world, Gabriel & Co. Senior Vice President Dominick Gabriel simultaneously mastered the crafts of jewelry making and sales at a young age. His passion for art, design, and pristine craftsmanship has manifested into his current position as the chief marketing and merchandising mind behind his company’s 25-year success.  Literally the “yang” to his CEO brother Jack’s... Read More →


Monday April 18, 2016 10:15am - 11:00am
The Business of Bridal Experience Show Floor

4:00pm

Secrets of America’s Coolest Stores: Sparkles Fine Jewelry
2015 Fifth Place Small Cool Division 

It's all a little crazy at this Cool Chicago store devoted to sparkle!

Rachel Meyerling decided to open her own business at the age of 28. Find out how Sparkles became a jewelry store favorite of the LGBT community in Chicago's Andersonville neighborhood. Rachel is happy to share the secrets of her success.

You can expect dance breaks and outbursts of personal expression in this truly unique store. 



Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Rachael Meyering

Rachael Meyering

Owner, Sparkles Fine Jewelry
After a decade of working in various aspects of the jewelry industry, from wholesale to retail management, Meyering decided to open a retail business at age 28. With help from friends and family, she leased an empty storefront in Andersonville, and within a month, transformed it into a vibrant, elegant space - opening in September 2013. The store achieved INSTORE's 2015 5th Place Cool Store in the small store division.

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.



Monday April 18, 2016 4:00pm - 4:45pm
Cool Stores Experience - Sponsored by DCA Show Floor

4:00pm

Store Experience: 7 Seconds to Make an Impression

Studies have indicated that a retailer has roughly seven seconds to capture the attention of passing potential customers. Does your store make that right impression? In this interview-style session, Leslie will provide amazing images of projects, big and small, focusing on ideas that can be implemented in any size jewelry store,

In this session, you will learn:

  • What interior elements are turn-offs and create a negative impression
  • How to create a wonderful first impression with your store entryway
  • How to create a powerful visual hook that draws customers into your store


Moderators
avatar for Trace Shelton

Trace Shelton

Editor-in-Chief, INDESIGN Magazine
Trace Shelton is editor-in-chief of INDESIGN Magazine and a contributing editor with INSTORE Magazine.

Speakers
avatar for Leslie McGwire, ASID Allied

Leslie McGwire, ASID Allied

President, Leslie McGwire™ & Associates Interior Design Company
Leslie McGwire™ ASID Allied has over 30 years in the business development, commercial interior design, equipment, furniture sales, and marketing services for jewelry stores, retail, environments and salons, resorts, and spa businesses.  | In 2015, Leslie McGwire™ A.S.I.D. Allied won 2nd. place with the INSTORE BIG COOL DIVISION - America's Coolest Stores" Award for the interior design for Crocker's Jewelers (2.5 million project... Read More →


Monday April 18, 2016 4:00pm - 4:45pm
Marketing and Sales Experience Show Floor

4:00pm

Buy Right to Sell Right!
If a potential customer comes into your store, and you do not have the hot item they are looking for, there is only a 50% chance they will return. Discover which current hot items you need to keep in stock and how to conduct effective inventory performance reviews that will turn your inventory dogs into the continual cash flow you need.

In this session, you will learn: 

  • How to keep customers and potential customers coming back
  • How to conduct effective inventory performance reviews
  • How to pinpoint the hottest goods
  • How to sell off inventory dogs effectively
  • How to identify which market message(s) will increase performance


Speakers
avatar for Michael Lebowitz

Michael Lebowitz

Director of Jewelry, White Pine Trading
Michael is a seasoned veteran of the jewelry industry, with specialized experience in antiques and the decorative arts. He is affiliated with numerous trade associations and remains an active participant in key industry affairs. Most recently, Michael served as executive vice president at Buxbaum Jewelry Advisors, where he directed store closings, promotional sales, inventory augmentation programs, wholesale auctions, and consulting... Read More →


Monday April 18, 2016 4:00pm - 4:45pm
SMART Buyer Experience Show Floor

4:00pm

From Bridal Experience to Lifetime Customer - Expert Panel

This panel of experts will share their success in creating the perfect bridal and wedding experience that engages the bride, the groom, and everyone they know.

The outcome? Lifetime customers with only one jeweler in mind — YOU.


What you will learn in this session: 

  • The difference between selling goods and providing a complete customer experience.
  • How to avoid the #1 bridal mistake that costs stores repeat business for years to come. 
  • How to capture the man's wedding band sale and be a hero.
  • Tips for creating raving fans who bring in new customers. 


Want answers? Send your questions to cindy@smartworkmedia.com. 


Moderators
avatar for Travis Isaacson

Travis Isaacson

Vice President of Marketing and Sales, Lashbrook Designs
Travis Isaacson is on a mission to change the way America thinks about, feels about and buys men’s wedding rings! Travis is new to the jewelry industry but not new to changing an industry. Before joining Lashbrook in 2015, he innovated sales and marketing methods that disrupted a niche within the loyalty marketing industry. Now, he’s traveling the country for Lashbrook, visiting successful jewelry stores to uncover best practices and... Read More →

Speakers
avatar for Debbie Fox

Debbie Fox

Owner, Fox Fine Jewelry
Debbie Fox grew up studying art, dance and music but became a CPA for a more predictable income. In 1998 she moved to Ventura with her husband George and they opened Fox Fine Jewelry. With young children at home, she began assisting part time with the store operations, growing her responsibilities as the business grew. Fox’s business background assisted her in the physical running of the business, but her creative side gave rise to... Read More →
avatar for Jason Hackendorf

Jason Hackendorf

Corporate Sales Manager, The Diamond Center
Jason R. Heckendorf grew up in Wausau, WI where he got into ​jewelry as a polisher​, soon moving up to apprentice​, under some really talented Goldsmiths throughout​ the years. In 1998, Jason completed  the Bench Jewelers Program at Stewart's International School​ in Denver, CO.  In 2003​, he ​returned to Wisconsin.  It was here​ that​ he met... Read More →
avatar for David Lorenz

David Lorenz

Owner/Jeweler, Michael & Son's
Deciding to bypass college, David decided to follow his passion, so he attended jewelry art school at the Revere Academy of Jewelry Art. Following his passion for jewelry, David worked as a jewelry salesperson and pawn shop manager while mastering his skills on the bench. In 1990, David and his wife, Shannon, purchased the family business, a modest 400-square-foot store with just one employee. The next 26 years were filled with challenges and... Read More →


Monday April 18, 2016 4:00pm - 4:45pm
The Business of Bridal Experience Show Floor

6:30pm

Chicago Jewelers' Association Networking Event

Join the Chicago Jewelers Association for dinner and drinks, including a two-hoour open bar. Get your tickets early, as this popular event sells out every year!

For ticket information call:: (312) 641.5201

Email: admin@chicagoja.org


Monday April 18, 2016 6:30pm - 9:30pm
Riva - Navy Pier Restaurant 700 E. Grand Ave.
 
Tuesday, April 19
 

8:30am

Hot Topics: Will You or Won't You
Get a rundown on hot topics, including social media efforts, strategies for the 2016  4th quarter, what millennials want in their store experience, wearable tech in jewelry stores, and the impact of diamond reports on business.

The Best of the Best ideas shared in the Hot Topics sessions will be reviewed and discussed with our panel of retailers. Join the conversation and share your viewpoint on these and other hot topics.

 


Moderators
avatar for Nick Failla

Nick Failla

President, Collected Concepts
Nick’s experience as a space pilot, star fighter, and rebel commander, has given him the ability to be successful in the marketing field and an excellent public speaker. Spreading his knowledge of Internet marketing, sales training, social advertising, special events, guerrilla marketing, generational marketing, and advertising, Nick is truly the key to intergalactic success. Nick is a proud graduate of Adrian College and began his... Read More →
avatar for Joe Gurzik

Joe Gurzik

Venturesome Videographer, Collected Concepts
After years of being a player on Zeus’ foosball table, Joe decided he would break free of restricted lateral movement and move forward for a change. Zeus understood his decision, but would not allow him to reside on Mount Olympus. Riding bareback upon a unicorn, he headed to Earth in search of his true calling. He had many adventures, but no one would believe his epic tales. He needed proof, and that's when his path became... Read More →

Tuesday April 19, 2016 8:30am - 9:45am
Conference Level, Room 309

11:00am

Secrets of America’s Coolest Stores: Crocker's Fine Jewelry
2015 Second Place Big Cool Division

This Cool store's current location opened in 2014 after a $2.5 million build-out.

Find out how designer Leslie McGuire worked with Cool Store owner, Shane Woodruff, purposed every inch of space in the newly remodeled store, while mixing up the mood and ambience. You definitely will want to discover how they transformed the bridal department into the stunning store center stage. 

Moderators
avatar for Terry Chandler

Terry Chandler

President and CEO, Diamond Council of America
Terry has been involved in every aspect of the retail jewelry industry, including training, operations, development, management, and, now, distance education and association management. He accepted the full-time role of president and CEO of the Diamond Council in February 2001 and oversees the organization's day-to-day operations at their Nashville, Tenn., offices. | | During his tenure, the Diamond Council has grown from 70 members... Read More →

Speakers
avatar for Leslie McGwire, ASID Allied

Leslie McGwire, ASID Allied

President, Leslie McGwire™ & Associates Interior Design Company
Leslie McGwire™ ASID Allied has over 30 years in the business development, commercial interior design, equipment, furniture sales, and marketing services for jewelry stores, retail, environments and salons, resorts, and spa businesses.  | In 2015, Leslie McGwire™ A.S.I.D. Allied won 2nd. place with the INSTORE BIG COOL DIVISION - America's Coolest Stores" Award for the interior design for Crocker's Jewelers (2.5 million project... Read More →

Sponsors
avatar for Diamond Council of America

Diamond Council of America

The mission of the Diamond Council of America is to provide quality, affordable distance education to enhance the ability of our members’ associates to sell fine jewelry with expertise, integrity, and professionalism and to fuel the passion of all those looking to learn about our industry.



Tuesday April 19, 2016 11:00am - 11:30am
Cool Stores Experience - Sponsored by DCA Show Floor

11:00am

The Business of Bridal Experience - Demographics

INSTORE's Kate Peterson will explain these changes in demographic analysis and will help you understand how best to move to a new way of thinking in your own engagement, wedding and bridal business. You will exit this session with a new strategy to engage and retain your current customers, as well as a solid plan for attracting more of the people who are most likely to become long-term, high-value members of your client community.

In this session, you will learn:

  • The new normal for engagement and bridal consumer demographics
  • How these changes impact how you should look at your business
  • What factors create a "lifestyle" profile for your engagement and wedding customers
  • A new strategy and plan to engage and retain your customers 

Speakers
avatar for Kate Peterson

Kate Peterson

President, Performance Concepts
Kate Peterson is president of Performance Concepts, Inc., a company dedicated to providing innovative and effective consultation in the areas of organizational design and development, retail operations, human resource management, sales and consumer behavior, as well as training and education focused on the learning needs of the luxury retailer. Ms. Peterson is a member of the board of directors of the Diamond Council of America. Along with her... Read More →


Tuesday April 19, 2016 11:00am - 11:45am
The Business of Bridal Experience Show Floor

1:00pm

Merchandising and Display Innovations
How you present your assortments and products can significantly impact sales and margin.. Learn how to create meaningful collections and how to brand yourself and your jewelry. Displays are truly the "silent sellers". What do your displays tell your customers about who you are? Are the displays telling your story? And, are they consistent with your overall merchandising strategy and brand image?

In this session you will learn:
  • What displays tell your customers
  • The newest looks in displays and presentation 
  • Display concepts that enables you to sell more jewelry

Grab a copy of SMART Merchandising and start making the numbers work in your favor today — because this is the stuff that makes you money and turns an okay business into a thriving success. 

Click here to become a merchandising master!


Speakers
avatar for Sally Furrer

Sally Furrer

Merchandise and Display Specialist, The Edge Retail Academy
In 2011, Sally joined the consulting team at the Edge Retail Academy where her considerable and broad experience coupled with her merchandising expertise compliments the rest of the Academy retail specialists Sally’s extensive experience in retail jewelry began working in the family business in Montreal, Canada. After the family relocated to Switzerland, she worked in sales for Bucherer, the largest retail jewelry chain in Switzerland... Read More →



Tuesday April 19, 2016 1:00pm - 1:45pm
Marketing and Sales Experience Show Floor

1:00pm

Top Trends in Engagement & Bridal

As a year-round business, bridal is a staple for most retail jewelers. Learn the newest statistics about the bridal market and information about the ever-changing bridal consumer. Find out the newest trends in engagement rings and wedding bands that will keep your bridal business relevant to today's customer.

 

This session provides: 

  • What the hot sellers are in engagement and bridal
  • What diamond and gemstones are must-haves for your inventory
  • Bridal gift items and categories that can add to your bottom line as add-ons
  • Wedding and engagement items for same-sex couples
  • The new commitment jewelry trends

Speakers
avatar for Michael O'Connor

Michael O'Connor

President, Style & Substance Inc.
Michael O’Connor is president of Style & Substance, Inc., helping jewelry and luxury goods companies with branding, strategy, marketing, public relations and promotional programs. Additionally, via his television endeavors, O’Connor has become one of America’s leading voices on style trends regularly appearing on a variety of shows such as The Today Show, Access Hollywood, EXTRA, E! News, and Entertainment Tonight. He is QVC’s Jewelry and... Read More →


Tuesday April 19, 2016 1:00pm - 1:45pm
SMART Buyer Experience Show Floor