CollectionsFeb 03, 2023
Chipotle Spices Up Valentine’s Day with Jewelry CollectionThe fast-casual chain partnered with Anna Sheffield’s Bing Bang NYC brand on a capsule collection and it’s a little “extra.”
IndependentsSep 11, 2017
Squirrel Spotting: Let Your Product Breathe
Peter Smith recently went on a trip with his 16-year-old son. Here’s what it taught him about how young people shop.
A display case inside Alexander Fine Jewelers in Fort Gratiot, Michigan is an example of what Peter Smith talks about in his latest column: the importance of letting jewelry “breathe” instead of overwhelming the showcases--and the customers--with product.
I took one of my sons to Las Vegas for a few days in July. Why, you might ask, would anyone take a 16-year-old boy to Vegas at all, especially at a time of year when the weather averages about 114 degrees a day?
So off we went; Killian, excited about seeing Vegas for the first time--unless, that is, you count the movie “The Hangover”--and me, wondering what I was thinking going back to Vegas just one month after JCK.
We went to see a different show each night, including the highly recommended, and free, lighting and sound demonstration at the LOVE Theatre at The Mirage.
We took the tour of the Zappos headquarters and visited the site of the World Famous Gold & Silver Pawn Shop from the TV show “Pawn Stars.” All of this, while marveling at what it’s like to experience 114 degree temperatures.
We also ate at restaurants my son had never previously experienced (he loved Giordano’s deep-dish pizza!) and, of course, we shopped. We went to Caesars and the Venetian shops, Fashion Show Mall and the outlet stores. And, as we did so, I couldn’t help but conduct my own informal observation about the shopping habits and likes/dislikes of a 16-year-old boy.
“Removing SKUs and creating negative space will result in a more compelling and interesting visual, and make it much easier for your customers to engage.”In watching Killian, one of my own instincts about how younger people shop was borne out completely. I noticed, time and again, that he was much more interested in stores where less was more. Whether it was shoes, clothes or even the couple of jewelry stores we visited, he seemed much more likely to take a few moments to look at products when they were displayed with some “breathing room” rather than cases, racks and shelves stacked with stuff.
His attitude and body language seemed
Editors' Picks
Sponsored by
to recoil at the prospect of having to work too hard to engage with products that were not tastefully displayed or easily understood.
When I asked him about what kinds of stores he preferred, he described, without really knowing what they were called, shop-in-shops. He was drawn to ease of experience and visual stimulants, not to quantity and generics.
There are two factors in play when we merchandise stores.
The first is the paradox of choice; the idea that while we crave options, the more we must choose from, the greater the likelihood that we won’t make any choice at all. To that end, the more products you have in your cases, the less the customer sees and the more difficult it is to make a buying decision.
The second factor is that we tend to make buying choices driven more by emotions than logic.
B. Joseph Pine II and James H. Gilmore wrote in “The Experience Economy” that: “The sensory stimulants that accompany an experience should support and enhance its theme. The more effectively an experience engages the senses, the more memorable it will be.” Jamming cases with “me-too” products just doesn’t get it done.
Even if you are overstocked, suppress the temptation to display everything you own in your cases.
Removing SKUs and creating negative space will result in a more compelling and interesting visual, and make it much easier for your customers to engage.
And, speaking of compelling visuals, if you haven’t already done so, when you next find yourself in Las Vegas, check out Cirque du Soleil’s LOVE.
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.
When I asked him about what kinds of stores he preferred, he described, without really knowing what they were called, shop-in-shops. He was drawn to ease of experience and visual stimulants, not to quantity and generics.
There are two factors in play when we merchandise stores.
The first is the paradox of choice; the idea that while we crave options, the more we must choose from, the greater the likelihood that we won’t make any choice at all. To that end, the more products you have in your cases, the less the customer sees and the more difficult it is to make a buying decision.
The second factor is that we tend to make buying choices driven more by emotions than logic.
B. Joseph Pine II and James H. Gilmore wrote in “The Experience Economy” that: “The sensory stimulants that accompany an experience should support and enhance its theme. The more effectively an experience engages the senses, the more memorable it will be.” Jamming cases with “me-too” products just doesn’t get it done.
Even if you are overstocked, suppress the temptation to display everything you own in your cases.
Removing SKUs and creating negative space will result in a more compelling and interesting visual, and make it much easier for your customers to engage.
And, speaking of compelling visuals, if you haven’t already done so, when you next find yourself in Las Vegas, check out Cirque du Soleil’s LOVE.
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.
More on Independents
The Latest
EditorsFeb 03, 2023
Piece of the Week: Gismondi 1754’s ‘Marea’ CuffThe diamond and tanzanite bracelet was inspired by the waves of the Italian gulf near Genoa.
Brought to you by
Bringing Over 130 Years of Diamond Expertise to Modern GradingDe Beers Institute of Diamonds provides the very best in diamond verification, education and diamond services.
CollectionsFeb 02, 2023
Lowe’s Is Now Selling JewelryThe home improvement store’s website features an “Empowerment Tools” demi-fine jewelry collection.
Weekly QuizFeb 02, 2023
This Week’s QuizTest your jewelry news knowledge with this short test.
Events & AwardsFeb 02, 2023
Registration is Now Open for JIS Spring 2023The show will feature a new pavilion of 30 jewelry designers and manufacturers from Surat, India.
Policies & IssuesFeb 02, 2023
Tiny Radioactive Capsule Lost in Australian Outback FoundA government official said search crews “found the needle in the haystack” when they located the capsule belonging to Rio Tinto along an 870-mile stretch of road.
Brought to you by
De Beers Institute of Diamonds Expands to Offer Education De Beers is sharing over 130 years of experience and expertise through the De Beers Institute of Diamonds with a selection of courses.
TrendsFeb 02, 2023
Amanda’s Style File: Purple and Playful Amanda Gizzi welcomes February with a selection of amethyst jewelry, a birthstone that “deserves its own time to shine.”
EditorsFeb 01, 2023
Designers to Watch in 2023: BoochierBehind the playful and nostalgic brand lies deeper meaning.
Events & AwardsFeb 01, 2023
New Miami Jewelry Center Slated to Open in Q1The Time Century Jewelry Center is located in downtown Miami’s jewelry district.
SurveysFeb 01, 2023
Consumer Confidence Falls in JanuaryWariness about the year ahead offset a more positive view of the current economic situation.
MajorsFeb 01, 2023
Six New Retailers Appointed to IJO’s Board of DirectorsThe IJO also welcomed one new vendor member to its 13-member board, Brecken Farnsworth of Parlé Jewelry Designs.
ColumnistsJan 31, 2023
Squirrel Spotting: How About a Word for the New Year?It begins with a “t” and ends with a “c” and is imbued with warmth and positivity, Peter Smith writes.
Policies & IssuesJan 31, 2023
Rio Tinto Issues Apology After Radioactive Capsule Goes Missing The tiny capsule, which is believed to have fallen out of a truck, was lost somewhere along an 870-mile stretch of desert road.
MajorsJan 31, 2023
Indian Jewelry Brand Tanishq Opens First U.S. Store, More on the WayThe jeweler’s expansion plans include 20 to 30 more stores in North America and the Middle East over the next two to three years.
Events & AwardsJan 31, 2023
Gucci Is Getting a Gem AwardThe Italian luxury brand will receive the first Gem Award for High Jewelry Excellence.
MajorsJan 31, 2023
Martin Flyer Names New VP of Business DevelopmentIndustry veteran Kevin Lane has stepped into the role.
MajorsJan 30, 2023
Researchers Uncover Bejeweled ‘Golden Boy’ MummyThe ancient Egyptian teenager was buried 2,300 years ago with 49 amulets to guide him through the afterlife.
SurveysJan 30, 2023
Consumers Embracing Non-Traditional Ways to Mark Valentine’s Day The NRF’s annual survey shows that consumer attitudes about how, or even whether, to celebrate Feb. 14 continue to evolve.
Events & AwardsJan 30, 2023
JA Is Searching for the Next Retail ’20 Under 40’ Nominations are open now through March 24.
MajorsJan 30, 2023
10 Jewelry News Stories You Might Have MissedA column detailing how independent jewelers did last year and the top watch brands of 2022 were among the most-read stories last week.
FinancialsJan 27, 2023
Tiffany & Co. Shines for LVMH in 2022Acquired in 2021, the brand’s high jewelry sales have doubled and its new “Lock” collection was an instant hit.
MajorsJan 27, 2023
Diamond Council of America Appoints Treasurer, Board MemberExecutives from Fred Meyer Jewelers and Riddles Jewelers have filled the roles.
CollectionsJan 27, 2023
Piece of the Week: Heavenly Vices’ Lock NecklaceThe Victorian-inspired design is a functional lock and key.
Supplier BulletinJan 26, 2023
JA New York Spring Brings the Industry TogetherFor over 100 years, JA New York has played an integral role in facilitating the evolution of our industry, while also honoring past traditions.
TrendsJan 26, 2023
At Vicenzaoro, Paola De Luca Gazes Into Jewelry’s FutureThe trend forecaster and her guests explored unconventional jewelry designs, NFTs, AI art, and more during her Trendvision presentation.
