FinancialsAug 15, 2025
In Q2 Results, Pandora Talks Tariffs, Q4 Plans The company had a solid second quarter, with sales of non-charm jewelry outpacing sales of pieces in its core collections.
IndependentsMay 09, 2016
Column: Respect the Traveling Salespeople
While Peter Smith understands the tremendous demands on jewelers’ time today, he points out that it only takes a minute to be civil to traveling salespeople.
I was in Pennsylvania this past week and my colleague and I stopped in to say hello to a retailer “friend” whom I have known for about 15 years. We had a few minutes to spare between calls with two of our customers.
When we entered the store, we were approached by an employee who could not have been less welcoming.
“How can I help you?” she demanded, summoning her most authoritative voice and demeanor and aiming a disgusted look our way.
I indicated that I just stopped in to say hello to my friend, stretching the association somewhat as we’ve never actually shared Christmas cards or attended family events with one another.
“He is not here … do you have an appointment?”
“No,” I replied, “I just wanted to say hello.” I handed her my business card and we left the store.
I hadn’t quite experienced anything like that since I worked for Montblanc back in 1994, when I visited a store in Connecticut one day and the retailer was so nasty that I had to remind myself that I had in fact showered that morning.
My colleague and I left that particular store, and we both agreed that the experience had been disturbing. Was it possible, we wondered, for that woman, and that store, to flip a switch between delivering a great customer experience and a nasty experience to non-customers?
We weren’t sure if the way we were treated was consistent with the wishes of the owner, or if the gatekeeper had taken it upon herself to serve as “chief swat-master,” bound and determined to repel any and all visitors who even remotely appeared interested in selling them something.
The irony of us having stopped in to simply say hello between visits with our own customers was of little consolation. We were, quite frankly, disgusted at the incivility.
I understand that retailers can feel overwhelmed with the number of calls and visits. There are so many demands on retailers today and they’d never get anything done if they were to carve out time every time a salesman paid a visit. That said, what does civility cost?The experience got me thinking about what the men and women of our industry have to endure on
Editors' Picks
Sponsored by
an ongoing basis as they traverse their various territories.
Not only must they contend with the very real security issues that are an ever-present danger when visiting jewelry stores, but many of them have to pay their own way, with flights, car expenses and hotels consuming an ever-larger share of their hard-earned dollars.
There are fewer and fewer people coming into our business and I know only too well how incredibly difficult it is to find good traveling salespeople. It is not a profession that attracts young people and it is certainly not a job that is easy for those people who have made a career of representing the various jewelry and watch lines.
With the decreasing number of jewelry stores, and the seemingly ever-increasing number of trade shows, it has never been more difficult for road salespeople to make a living.
I understand that retailers can feel overwhelmed with the number of calls and visits, scheduled and otherwise. There are so many demands on retailers today and they’d never get anything done--let alone sell anything--if they were to carve out time every time a salesman paid a visit. That said, what does civility cost? How difficult would it really be to offer a bottle of water and a sincere apology if you do not have the time to meet with a sales rep? Do the hard-working men and women of our industry not deserve some modicum of respect when they pay a visit?
I don’t imagine that our experience in that store was the norm. I’d like to believe that most retailers are respectful and considerate of traveling salespeople and find a way to politely decline the offer to visit if they do not have the time or inclination to do so.
I have one friend who has long plied his trade in the Southeast who recently said, “I call to make an appointment and they won’t return my calls. Then when I show up, they tell me I need to call and make an appointment. What am I supposed to do?”
He is a hard-working guy and he cares for his profession and for his retailers. He has been robbed by the Colombian gangs on at least two occasions that I know of and yet he still he puts himself in harm’s way day in and day out because this is his job; it’s what he has always done.
So, if you see him, please give him a welcome smile and ask him if he’d like a cold bottle of water.
Peter Smith, author of Hiring Squirrels: 12 Essential Interview Questions to Uncover Great Retail Sales Talent, has spent more than 30 years building sales teams at retail and at wholesale. He currently is president of Vibhor Gems. Email him at peter@vibhorgems.com, dublinsmith@yahoo.com or reach him on LinkedIn.
Not only must they contend with the very real security issues that are an ever-present danger when visiting jewelry stores, but many of them have to pay their own way, with flights, car expenses and hotels consuming an ever-larger share of their hard-earned dollars.
There are fewer and fewer people coming into our business and I know only too well how incredibly difficult it is to find good traveling salespeople. It is not a profession that attracts young people and it is certainly not a job that is easy for those people who have made a career of representing the various jewelry and watch lines.
With the decreasing number of jewelry stores, and the seemingly ever-increasing number of trade shows, it has never been more difficult for road salespeople to make a living.
I understand that retailers can feel overwhelmed with the number of calls and visits, scheduled and otherwise. There are so many demands on retailers today and they’d never get anything done--let alone sell anything--if they were to carve out time every time a salesman paid a visit. That said, what does civility cost? How difficult would it really be to offer a bottle of water and a sincere apology if you do not have the time to meet with a sales rep? Do the hard-working men and women of our industry not deserve some modicum of respect when they pay a visit?
I don’t imagine that our experience in that store was the norm. I’d like to believe that most retailers are respectful and considerate of traveling salespeople and find a way to politely decline the offer to visit if they do not have the time or inclination to do so.
I have one friend who has long plied his trade in the Southeast who recently said, “I call to make an appointment and they won’t return my calls. Then when I show up, they tell me I need to call and make an appointment. What am I supposed to do?”
He is a hard-working guy and he cares for his profession and for his retailers. He has been robbed by the Colombian gangs on at least two occasions that I know of and yet he still he puts himself in harm’s way day in and day out because this is his job; it’s what he has always done.
So, if you see him, please give him a welcome smile and ask him if he’d like a cold bottle of water.
Peter Smith, author of Hiring Squirrels: 12 Essential Interview Questions to Uncover Great Retail Sales Talent, has spent more than 30 years building sales teams at retail and at wholesale. He currently is president of Vibhor Gems. Email him at peter@vibhorgems.com, dublinsmith@yahoo.com or reach him on LinkedIn.
More on Independents
The Latest
EditorsAug 15, 2025
Piece of the Week: Etho Maria’s Showgirl-Approved Ruby Drop Earrings Taylor Swift dons the vibrant pair in new promotional imagery for her upcoming album, “The Life of a Showgirl,” set to release in October.
WatchesAug 15, 2025
Audemars Piguet Acquires Majority Stake in ManufacturerIts investment in micromechanics expert Inhotec will preserve skills essential to the watchmaking industry as a whole, said the company.
Brought to you by
Taking the Moment Head On: How Rio Grande Champions the Present & Future of Fine JewelryAs a leading global jewelry supplier, Rio Grande is rapidly expanding and developing new solutions to meet the needs of jewelers worldwide.
MajorsAug 15, 2025
Rio Grande Names New Marketing DirectorNicolette Bianchi joins the wholesale provider with more than 15 years of cross-industry experience in marketing and product development.
Weekly QuizAug 15, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CollectionsAug 14, 2025
In Midst of ‘Sardine Girl Summer,’ Pippa Small Looks to ‘Flounder Fall’Her new “Ocean” collection was inspired by Myanmar’s traditional articulated fish jewelry, with depictions of flounder, catfish, and more.
MajorsAug 14, 2025
Casio America Names New CEOLongtime Casio executive Yusuke Suzuki is the new president and CEO of Casio’s U.S. subsidiary.
Brought to you by
Investing in the Next Generation of Bench JewelersThe Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.
SourcingAug 14, 2025
West Coast Orgs to Host Trading Event, Mixer in LAThe full-day sourcing and networking event, slated for Aug. 18, will be followed by the fifth annual Mega Mixer Summer Soirée.
TrendsAug 13, 2025
Cristiano Ronaldo Proposes With Gigantic Oval-Cut DiamondModel Georgina Rodríguez received a rock of an engagement ring, with her diamond estimated to be 35 carats, experts say.
SourcingAug 13, 2025
ICA Names 2025 Board of DirectorsThe board elected 9 new directors at its recent ICA Congress in Brazil.
TrendsAug 13, 2025
Colorado Jeweler, Whiskey Maker Collab on Ring GiveawayThree winners will receive a custom ring from Honest Hands Ring Co. inlaid with a piece of history from Denver-based distillery Stranahan’s.
SurveysAug 13, 2025
These Are The 25 Hottest Retailers, Says NRFJD Sports and Wawa were among the fastest-growing retail companies in the U.S. last year.
SourcingAug 13, 2025
Columbia Gem House Launches Winza Sapphires, RubiesThe new inventory, all untreated, features vibrant hues and unique bicolor combinations.
SourcingAug 12, 2025
Gemfields Sells Fabergé for $50MAcquired by a tech investor, the historic brand will continue to focus on jewelry, accessories, and timepieces.
Policies & IssuesAug 12, 2025
Higher Tariff on Chinese Imports Paused for 90 Days, Trump SaysPresident Donald Trump issued an executive order extending the pause on higher tariffs to November as negotiations with China continue.
CollectionsAug 12, 2025
Jacquie Aiche’s New Collection Harnesses the Energy of the ThunderbirdThe “Thunderbird Slab” collection features a thunderbird motif as a symbol of power, protection, and boundless possibility.
ColumnistsAug 12, 2025
Creative Connecting: How to Take a Better HeadshotColumnists Jen Cullen Williams and Duvall O’Steen share tips on how to elevate your professional image.
CrimeAug 11, 2025
Man Convicted of First-Degree Murder in Death of Colorado JewelerPeter Damian Arguello, a jeweler in the Denver suburb of Wheat Ridge, was found dead inside his store in November 2023.
Events & AwardsAug 11, 2025
Bethenny Frankel to Give Keynote at CBG’s Experience ShowThe Continental Buying Group’s 2025 Tampa Experience Show is slated for Sept. 8-10.
EditorsAug 11, 2025
The Colors Expected to Be On-Trend in a Couple YearsAssociate Editor Lauren McLemore recently attended a fabrics trade show where a trend forecaster shared her predictions for summer 2027.
FinancialsAug 08, 2025
Brilliant Earth’s Q2 Sales Up 3% as Engagement Ring Sales RiseThe company raised its full-year sales guidance while noting it has not yet assessed the potential impact of the latest tariff news.
Events & AwardsAug 08, 2025
GJEPC’s Jewellers for Hope Celebrates 10 Years of FundraisingThe organization has raised more than $1.3 million for charity since its inception.
TrendsAug 08, 2025
Piece of the Week: Rahaminov Diamonds’ Bezel BangleThe brand’s latest iteration of a bezel-set diamond bangle features clean lines and a timeless design for a new modern silhouette.
WatchesAug 07, 2025
Bulova’s New Collection Honors Tony BennettThe first watch in the series commemorates his participation in the Civil Rights movement, marching from Selma to Montgomery in 1965.
Lab-GrownAug 07, 2025
Chatham Releases Catalog for Loose Lab-Grown GemstonesThe catalog contains a complete listing of all the loose gemstones in stock, as well as information about the properties of each stone.
TechnologyAug 07, 2025
Rembrandt Charms Debuts New Website, Bird CharmsThe company added a retailer dashboard to its site and three new birds to its charm collection, the cardinal, blue jay, and hummingbird.
