EditorsMar 02, 2026
Jewelry at the Actor Awards: Reimagining Hollywood GlamourDiamond jewelry was the star of the event formerly known as the SAG Awards.
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
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
SurveysMar 02, 2026
Consumer Confidence Edges Up in FebruaryConsumers were somewhat less worried about the future, though concerns about rising prices and politics remained.
Events & AwardsMar 02, 2026
JVC to Honor Rebecca Foerster at Annual LuncheonFoerster is this year’s Stanley Schechter Award recipient.
Brought to you by
Is This You? Every Jeweler Has This Problem; We Have the Solution.Every jeweler faces the same challenge: helping customers protect what they love. Here’s the solution designed for today’s jewelry business.
Events & AwardsMar 02, 2026
JFC Names 2026 ‘Facets’ Honorees Sponsorships and tickets to the annual fundraising event, set for May 31, are available now.
Weekly QuizFeb 26, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CrimeFeb 27, 2026
Man Charged in Murders of Father, Son Jewelers in ChicagoChicago police and members of the U.S. Marshals Service tracked down the 35-year-old suspect earlier this week in St. Louis.
SourcingFeb 27, 2026
South African Diamond Mine Closes Amid Search for Missing WorkersOwners of the Ekapa Mine reportedly filed for liquidation about a week after a mudslide trapped five workers who have yet to be found.
Brought to you by
DCA Enters a New Chapter in Jewelry EducationWith refreshed branding, a new website, updated courses, and a pathway for growth, DCA is dedicated to supporting retail staff development.
MajorsFeb 27, 2026
Jewelers Mutual to Donate $10M to Savannah College of Art and DesignA 10-year alliance has also begun to address the shortage of bench jewelers through scholarships, enhanced programs, and updated equipment.
CollectionsFeb 27, 2026
Renato Cipullo Turns Gold into HardstonesThe “Splendente” collection has evolved to feature hardstone letter pendants, including our Piece of the Week, the onyx “R.”
AuctionsFeb 26, 2026
Noonans to Auction Lady Wardington’s JewelryThe jewelry collection belonged to “one of society's most glamorous and beautiful women of the mid-20th century,” said the auction house.
SourcingFeb 26, 2026
Anglo American CEO Gives Insight Into De Beers SaleThe update came as Anglo took its third write-down on the diamond miner and marketer, which lost more than $500 million in 2025.
ColumnistsFeb 26, 2026
Practical Ways Jewelers Can Leverage AI in 2026Emmanuel Raheb discusses the rise of “GEO” and the importance of having well-written, quality content on your website.
CrimeFeb 26, 2026
Three Sentenced in California Jewelry HeistEach received around four years for burglarizing a jewelry store and a coffee shop in Simi Valley, California, last May.
Events & AwardsFeb 26, 2026
GIA Names 2026 Jewelry Design Contest Winner, Retires Annual AwardCatherine Aulick, a GIA graduate, received the ninth and final Gianmaria Buccellati Foundation Award for Excellence in Jewelry Design.
TrendsFeb 25, 2026
Engagement Ring Trends 2026: What’s In, and WhyWe asked a jewelry historian, designer, bridal director, and wedding expert what’s trending in engagement rings. Here’s what they said.
SourcingFeb 25, 2026
7 Trends That Could Define the Diamond Industry’s FutureExperts from India weigh in the politics, policies, and market dynamics for diamantaires to monitor in 2026 and beyond.
EditorsFeb 25, 2026
Q&A: Brilliant Earth’s CEO on the New Beverly Hills StoreBeth Gerstein discusses the vibe of the new store, what customers want when fine jewelry shopping today, and the details of “Date Night.”
PodcastsFeb 25, 2026
Episode 2: Jewelry Trends & Does the Red Carpet Matter?Are arm bands poised to make a comeback? Has red-carpet jewelry become boring? Find out on the second episode of the “My Next Question” podcast.
WatchesFeb 25, 2026
Private Equity Firms Write Down Value of Breitling, Report SaysThe Swiss watchmaker is battling declining sales amid a rapid retail expansion, according to a Financial Times report.
CollectionsFeb 25, 2026
Rahaminov Diamonds’ New Campaign Honors Its MatriarchThe campaign celebrates Giustina Pavanello Rahaminov, the co-founder’s wife and matriarch of the family-owned brand, for her 88th birthday.
Policies & IssuesFeb 24, 2026
IEEPA Tariffs Terminated, New 10% Tariff Already ImposedAfter the Supreme Court struck down the IEEPA tariffs, President Trump imposed a 10 percent tax on almost all imports via a different law.
IndependentsFeb 24, 2026
Yafa Signed Jewels to Open Store in MiamiThe vintage signed jewelry retailer chose Miami due to growing client demand in the city and the greater Latin American region.
WatchesFeb 24, 2026
Chrono24 Names New VP, U.S. General ManagerFormer Flight Club executive Jin Lee will bring his experience from the sneaker world to the pre-owned watch marketplace.
SourcingFeb 23, 2026
Designer Eddie Sakamoto, a Humble Artist, Dies at 72Sakamoto, who died in mid-January following a sudden illness, is remembered for his humility and his masterful, architectural designs.
Events & AwardsFeb 23, 2026
NYCJAOS Announces Four-Day Spring ShowThe April event will feature a new VIP shopping day requiring a special ticket.
TrendsFeb 23, 2026
Dua Lipa Is Bulgari’s New AmbassadorBulgari chose the British-Albanian singer-songwriter for her powerful and enduring voice in contemporary culture, the jeweler said.
