The trio of Advent calendars include a version with 18-karat gold and lab-grown diamond jewelry in a red lacquer jewelry box.
Squirrel Spotting: You Don’t Need To Outrun the Bear
You just need to outrun the other jewelers who haven’t adapted their businesses, Peter Smith writes.

When we find ourselves in the middle of challenging days, we would do well to remember the story of the two guys getting chased by a bear.
Mid-pursuit, one of them stops to tie his shoelaces. His friend looks at him aghast and exclaims, “You think you’re going to outrun the bear?” The guy responds, as he rises to resume his run: “I don’t need to outrun the bear. I just need to outrun you!”
It is easy to descend into the abyss, believing that events are conspiring against us. It is convenient to blame forces outside of our control, to lament our misfortune as foot traffic declines, average tickets regress, retail stores close and younger people seem less than enthralled at the prospect of shopping in jewelry stores.
The reality is that we hold the key to our own destinies. If we were to honestly assess our own operations, our decision-making, our execution, even our mindset, there’s a very strong likelihood that we are simply not doing all, or even most, of the things we need to be doing within our own four walls.
In retail, that means paying close attention to the evolution that is happening around us. Don’t talk about hiring great salespeople; do it. Don’t talk about investing in your teams’ education; do it. Don’t talk about having a compensation plan that rewards the top performers; get it done.
As you think about your product mix, don’t talk about ridding yourself of dated inventory; do it. Don’t talk about narrowing your product choices so that your target customer better understands what you are about; make it happen.
Don’t theorize about replenishing your best-sellers; do it religiously. Don’t just accept that consumers place a lesser value on generic goods; act on that by limiting generics in favor of real brands and relevant private-label storytelling.
Don’t talk about having a coherent and cohesive marketing strategy that merges traditional, digital, social media, website, e-commerce and in-store; make it happen.
And don’t talk about turning your store into a consistently great experience for customers. With great lighting, music, scents and customer-centric events, make it happen.
In “Thinking Fast And Slow,” Nobel Prize-winning behavioral economist Daniel Kahneman wrote: “Optimistic individuals play a disproportionate role in shaping our lives. Their decisions make a difference; they are the inventors. The entrepreneurs, the political and military leaders--not average people. They got to where
Complaining about things beyond your control while ignoring the many things that you ought to be taking care of is, quite honestly, a smoke screen.
If you were to put together a checklist of the key elements of your respective businesses--the store, personnel, marketing, product, financials and culture--could you honestly say that you are operating at the highest level--not at the level that used to suffice, but at a level that ensures success in today’s retail environment?
We can’t ignore the broader challenges in retail but burying one’s head in the sand is a surefire way to extinction. Concern yourself less with the bear and focus on outrunning the other guy.
Peter Smith is president of Vibhor, a public speaker and author of “Sell Something” and “Hiring Squirrels.” He spent 30 years building sales teams in retail and wholesale and he can be contacted at dublinsmith@yahoo.com, peter@vibhorgems.com, or on LinkedIn, Facebook or Twitter.
The Latest

Created in collaboration with Nymphenburg Porcelain, the lock is part of a four-piece collection that took two years to bring to fruition.

Jewelry industry veteran Alisa Bunger has taken on the role.

The upcoming show provides savvy retailers with the opportunity to stock their cases with best sellers in advance of the holiday season.

The company and industry leader’s two-decade tenure with De Beers will come to a close at the end of the month.


“The Winter Egg” set the world auction record for a Fabergé piece twice at previous Christie’s sales.

The company will pay 1.5x silver’s current spot price for each pound of silver oxide batteries submitted.

The line includes a “Shadow” series crafted exclusively for the new men’s offering and reimagined styles from the brand’s core collections.

The rough on offer was recovered from a newer area at the Montepuez mine.

The retailer’s new collection of engagement rings and fashion jewelry is set with natural diamonds that are traceable via blockchain.

The champagne colorway in her newest “Ombré” collection combines white and trendy brown diamonds, a departure from her usual vibrant hues.

Kosann partnered with the Museum of Fine Arts, Boston, to create a set of necklaces inspired by the artwork on samurai sword handguards.

Carlos Jose Hernandez and Joshua Zuazo face life in prison for the October 2024 murder of 72-year-old Detroit-area jeweler Hussein Murray.

The brand’s first high jewelry collection, “Tempest” plays with movement while calling to mind the folklore of the sea.

Proceeds from its jewelry raffle will go to a volunteer-run fire and rescue group in the Lightning Ridge area of New South Wales, Australia.

Stuller said the recipients embody the company’s core values, which include community participation and personal and professional growth.

Citizen’s new “Rainell” women’s watch has a raindrop-shaped case and is available with a silver-, gold-, purple-, or green-colored dial.

The “Mercedes Gleitze Rolex Oyster,” named for the British endurance swimmer who made it famous, will go up for sale next month.

Amit Pratihari was previously the managing director of De Beers India and Forevermark India.

Members of the Jewelers 24 Karat Club of Southern California will gain access to expanded services, resources, and connections, DCWC said.

Gomez’s jewelry included Tiffany & Co. drop-style earrings while Blanco stacked diamonds from Jacob & Co. on his wrist.

Diamond industry banking veteran Paul De Wachter will take on the role in January 2026.

Taylor Swift flaunts an Elizabeth Taylor-esque gemstone in promo for her new album, “The Life of a Showgirl.”

Its “Quantre Sand” capsule was made using a 3D sand printing technique borrowed from the automotive and aeronautics industries.

Four individuals have been charged in the “takeover-style” robbery of Heller Jewelers last month, and additional charges are expected.

“Radiance and Reverie” will showcase more than 150 jewels from Lane’s personal collection by Tiffany & Co., Cartier, and more.