[Biz talk] Ain't no 'biz!

Hey Lisa,

all of these posts are reflecting what I saw at the recent
wholesale shows on the east coast. Store after store looking but
notbuying, or buying only a very few pieces. Yikes! Many galleries
from very different parts of the country told me that they were
"dying like dogs". 

I posted to another board about this, and mostly I got responses from
journalists who wanted to sell advice to designers about how to
exhibit better.(lolololol)

Hey - I don’t go to book signings and tell them how to be better
authors!I wish business was better for them too! But, c’mon!!!

My uncle Quentin used to say “You can’t sell out of an empty
pushcart”. He also told me that my Italian immigrant, green grocer,
great grandfather would boost sales by stocking new fruit. You’d
think it wasn’t rocket science wouldn’t you.

It was great meeting you there! What an incredible bunch of artists.
Best time we’ve had so far this year!

Fondly,
Michael

David,

Keep the cappuccino machine fired up, a tray of biscotti on the
coffee table between the easy chairs, and get a cat for customers
to pet (get a hepafilter for the allergy plagued), and some toys
in a box in the corner. Nobody should be able to find anything like
your work anywhere else, and allow them to see some actual jewelry
making going on. 

I have had this picture in my mind for years, a little shop with
dutch doors and a bay window like the candy shop in Carmel on Ocean
Ave. Having friends/customers come in to chat and buy while you work
at the bench,

sigh…Marta

We see the middle and upper middle income levels spending less.

Our sales are doing well. We had to increase our inexpensive product
line, focus more on specialty items such as custom cut and
sell items which have little competition such as Kashmir stones or
Pietersite. We are directing more time and resource toward the
internet since road sales and tradeshows have become more costly,
competitive and dangerous.

We live in both unpredictable and exciting times.

Ed Cleveland

Well, I have some good news. I just had my first retail art/craft
show of the season in Morristown, NJ. I was a little worried since I
had been working on a new line in silver, & consequently hadn’t done
much in gold, which usually sells well in this market. I had a very
good show, one of my best in this location, where I have sold for
many years.My work is not high end; my average sale is about $150 in
silver. So, I don’t ask why, I just say thank you!

Daphne
Daphne’s Jewelry Works

David and all

Its not what you say that “rings” true, it’s “what you do” that says
it best. I told some of my setter friends while I was at a jewellery
shop some years ago, that something was “NOT KOSHER” with all of the
tax-men looking over the companies ‘books’. I told them to look
elsewhere fast. Their simple answer was “Gerry, you’re just breathing
steam, again”. Well what that same company went Chapter-11 big time 4
months later. I also saw within our Toronto trade something was not
happening. There was a lull for too long a time. I began to look
around and get out of my shop/office to save some monthly shekels.
Then things happened and now this trade is simmering on loosing many
of its skilled tradespersons.

So what is this Canadian setter doing now, doing teaching, seminars
and just finished writing his second setting book.

Gerry Lewy!

My first show is coming up next month - maybe I should start
designing some $15 earrings!!! 

First of all this is the exact opposite of what you should be doing.
The low end market is dead for you because Wal Mart can always sell
it cheaper. Additionally rising gas and fuel prices have
disproportionately impacted the lower classes in this country and
they have no money to spend right now. On the other hand the people
who have a much higher earning level have been only minimally
impacted by the rising costs associated with the recent economic
changes.

I just don't get it - the news keeps boasting about how 'great'
the economy is - if so, why isn't anybody buying anything. I wish
some of those folks in Washington could read these posts--because I
never feel like I am part of the poll or economic index!!! 

When the reports state the economy is doing well, you have to
remember what they are reporting. Employment is up, but in part
because of the destruction Katrina wrought, and in part because there
are jobs available in general. The problem is that they aren’t the
right kind of jobs. Mostly they are in the low paying service
industry (or places like Wal Mart where they underpay their employees
and don’t cover basic needs like health insurance) or they aren’t
paying enough to make up for the rising costs under way now.
Additionally the economic reports tend to look at how large
industries are doing. Well, the oil industry is booming right now,
as is the business for companies (like Halliburton) who are able to
get the no bid contracts the federal government rewards to the people
who are friends with those in power at the moment. Companies like
these are making billions of dollars in profits and the people at the
top are reaping the benefits. The economic reports do not look at
small businesses like most of us run. As it happens the definition of
a small business by the government usually refers to companies with
less than 500 workers! How many people on this list have even 5
workers, no matter 500??

Daniel R. Spirer, G.G.
Daniel R. Spirer Jewelers, LLC
1780 Massachusetts Ave.
Cambridge, MA 02140
617-234-4392
@Daniel_R_Spirer

Hi all,

I’m putting on my cheerleading outfit for this one. We are roughly
six weeks away from the second busiest weekend in my retail history.
( How did I get sooo old?) Anyway…This is the time to get rockin’.
Mothers day, graduations, confirmations, weddings, etc.etc. Get that
mailing list, customer list, together, send out a post card, a flier,
a small ad, whatever. Have a trunk show for a fellow artist,
designer,(careful there’s that word again) jeweler. Have an open
house at your store or studio. Offer a small but not insulting
discount as an incentive, but DO something! I know it takes money.
Everything takes money, but we have to remind our customers we are
here, alive, and we have great things they may not find elsewhere. We
get soooo tired and complacent with the everyday of this business, we
forget how unique and special it is…Are you explaining to your
customers how and why they should buy that one of a kind fabulous
ring or necklace or earrings that they are looking at? Did you get it
out of the display case for them to touch, hold, and g… forbid try
on??? We have absolutely nothing without our customers. Heck, we are
customers too. Think of the last time you received great customer
service??? I find it like a virus, it can run rampant if you let it.
Ok I’ll stop cheerleading now and go to day two of my weekend trunk
show at my friends boutique here in the cranky midwest. Oh, buy the
way, my show is going great, they’re spending, and I LOVE my
customers!!! With respect…come on…get happy!

Karen
We had huge snowflakes falling at the show last night and
the crocus and hyacinths are all smiling.

All,

I wholeheartedly agree with most of Dave’s observations and
recommendations. I’ve been actively changing my m.o. for several
months. I’ve been booting out the shlock silver jewelry, upgrading
the stones, increasing my lighting, developing a local marketing
program, culling and recycling, developing some new designs,
upgrading my equipment, cleaning up my displays and organizing my
inventory for better accessibility. Dan Spirer hit the nail on the
head…what are we doing about the situation? You can sit there
and watch the ship sink or you can goose your energy, imagination
and effort into action. Nothing remains the same forever !

Happy landings !
Ron Mills, Mills Gem Co.Los Osos, Ca.

I think there are many reasons beside the economy that are causing
people to buy less jewelry and one that no one has mentioned is –
with the advent of PMC and fasion geared toward beads and ethnic
looking jewelry a large percentage of people can now make their own
jewelry. Every time I go to a gem show in our area I see people
coming out of the woodwork buying manufactured beads and pearls and
findings. People who are retired, have never had an art class,
absolutely no design experience, no soldering experience are now
capable of making jewelry. Just go the bookstore and look at how many
publications there are on bead and PMC related jewelry - look at the
magazines. Over the course of the last few years so many new how-to
journals have popped up. People are making bracelets and anklets and
pendants and selling them at work or giving them to their nieces and
girlfriends. (sitting in front of the TV mind you). You may argue
that the quality of these pieces can’t come close to the handcrafted
work you do but nonetheless they work with fashion and from a
distance they don’t look so bad. More and more I have customers
coming through my booth praising the work and then they proudly hold
out their arm or stretch out their neck and say I made what I am
wearing and they walk out without a purchase. I can’t believe this is
just happening to me.

Has this been the experience of others?

Hi

My first show is coming up next month - maybe I should start
designing some $15 earrings!!! 

I don’t know if it will be helpful, but I have been selling these
beaded bracelets all year long. I can never keep any in stock.
They’re no great shakes, but there is a spin to them. When I buy
beads, I purposely buy only 2 to 3 strands of the same bead. That
way, I only have the ability to make a couple of the same bracelet. I
always mix and match the patterns. I market these as “one-of-a-kind”
bracelets. I feel kinda like a shark for doing it, but it works. I
sold 100 bracelets last year just out of the back of my car with no
advertising. People just call me the “bracelet lady”.

So, instead of 15 dollar earrings, how about 65 dollar
“one-of-a-kind” earrings?

BTW, I am 5 on the waitlist for a large show in New York for Sept.
I’m bringing 100 bracelets and I have little doubt that I will sell
them all in the weekend.

Good Luck
Kim Starbard

I think David L. Huffman has it about right.

Some have mentioned making up cheaper things. It ain’t about the
price.

What are you doing that’s different? If you’re buying and selling
you’re in for a rough time.

It’s only jewelry; it’s not food or drink! Are you taking care of
business (when you get some) in a timely, professional manner? Greet
your (potential) customers with a smile and energy. Let them know
you’re happy to see them. What is distinctive about your work? In
business it’s price point or differentiation. Can you compete with
Asian countries or Mexico?

I do “art fairs” from the east coast to the west coast. The one place
where it’s not happening is the Detroit area; and even there what we
sold were the highest price pieces that were unique. If you go to art
fairs, ACC shows; how often do you see things that make you pause to
look more closely? Your experience may vary; but the things I
mentioned in the first paragraph are the closest to universals.

The hardest thing when things aren’t the best is keeping up the
energy. I wish everyone success.

Kevin Kelly

Dear Blow hard,

He who laughs last laughs hardest eh? Hats off to you. As I said,
one exhibitor was having $80,000 days at the Rosen show. I aspire.
Its also the reason that I jumped into 22k. Not everyone can do it or
wants to. I figured if business was going to hell in a handbasket,
then I had better figure out where the lifeboats were. Finding or
making a niche is a great idea. I am slowly paddling my way there.
We shall see. There’s a great article on Tom Herman in the current
Lapidary Journal, speaking of someone that no one can copy or equal.

Lisa,(Article on the Red Cross today in the NY Times having nada to
do with me, however, I ended the day with a letter from the
president of the Red Cross, and a personal call from Washington DC,
from the House FInance Committee who all now want copies of my long
ago report on the ARC. Thanks to an industrious friend. Yikes! What
next?) Topanga, CA USA

Is it ever going to end? Hopefully in late 2008 / early 2009 here
in the States. 

Heh,heh. Yeah, I as thinking the same thing. There were will be at
least one major change in 2008 that might help. Or not.

Hi Tom and Grace;

maybe I should start designing some $15 earrings!!! (YUK). My
booth is already starting to look similar to the Walmart jewelry
counter and I don't think I can stoop any lower.

Think about what you’re saying here. Now that you’re competing with
Walmart, you can expect to make about as much money as they pay
their overseas manufacturing labor. What’s that, around $3 a day?
This is what I mean when I say “don’t compete down”! You can still
make a low cost item or two, a basket of toe rings on the counter
won’t hurt. But you’re much better off coming up with stuff at any
price that stands out as different. What happens when you make the
generic item is that people have a context for the price, namely, the
cheaper guys that carry the same thing. If the stuff is all
different, you can establish the perception of value, rather than let
a larger competitive market do that to you.

Best of luck.
David L. Huffman

David,

I think you are absolutely right. I can already see the trend you
are talking about in a number of small suburban towns. The small
businesses that are doing well sell unique pieces that can’t be
found anywhere else or manufactured in a third world country.

Binita
@Binita_Bhattacharya
www.atouchofwearablewhimsy.com

Here near Seattle, January and part of february were terrible,
unbelievably slow, but since about Valentine’s very very busy- a
complete pendulum swing. We have so much custom work we don’t know
how to get it done in time. So there’s hope! Be ready, it will hit
you next!

Michael Babinski
Designer Goldsmith
Foxfire Jewelers

Buzinez is lousy, so why complain? Use this “free time” to think
about dusting off your tears and get some confidence and march on. We
all have our strengths, so lets use them. When everyone is crying
the blues, is the best time for us to gain higher ground.

This setter is a simple maven in “Bright-Cutting”, I don’t use the
microscope to set, I use my two hands and tools to set…:>) I’m going
to advertise anywhere I can, starting NOW. There are many tools and
gadgets abound letting the setter do great settings. But many of
them haven’t a clue in designing in gold, they only think in the
mechanics of it. We all have our chosen path, don’t let it waste
away. Those in ‘other’ countries haven’t the jewellery or setting
experience, we do, we’ve earned it over the many 45+ years. So lets
all capitalize on what “we” know and do well.

We all know over here in the Western World we are in a very rapid
changing world, so lets stop the crying, turn the page, move on.
This jewellery trade ain’t gonna die, its just going to ruddy change.
So ‘we’ must change with it. Those who do not change, will suffer the
consequences. My favourite wax carver is seeing his writing on his
wall. He must now change in to buying a CAD-CAM machine or he will
loose out on his mechanics, but "his’ creativity will never suffer.

If I may be able with Hanumans permission to use a simple Yiddish
phrase"Genug Shoin"… the English translation is "Enough Already"
lets just forge ahead and look at our own precious skills.

Gerry Lewy!

Hi :

I’m going way out on a limb here and I have had 2 glasses of wine.
These people are not going to buy anyway. They come to your booth and
show you their homemade jewelry because they want desperately to
identify with you. They want to be like you.

The reason the beaded jewelry is selling so well is the
individuality that is involved. We can go over and over about how
it’s not too difficult to design a beaded piece, but it has very
little to do with how the work sells. The beads are pretty. You
switch them around, make different patterns…voila! You have a
genuine, one-of-a-kind beaded masterpiece. The customer thinks it’s
grand.

I wouldn’t say I am an artist. I wouldn’t even say I am creative,
but I do seem to have a flair for business. They want something
affordable, wearable, individual, and versatile. If you can cover
those areas, in whatever medium you choose, then you will do well.

There is a woman in the next town over. She is selling beaded
necklaces for about 500 a piece…to celebrities and all the ladies
in town who want to think they are wearing what the celebrity wears.
It is said that she is doing great and growing.

This is business. We do what works. Sometimes we have to modify our
dream to fit what is actually happening in our lives. I want so
badly to be an artist, but, right now, it’s not what is selling. If I
want to keep money coming in to take the classes I need to fulfill my
dream ,then, right now, I have to sell one-of-a-kind beaded
wonderfuls to the ladies who want them. It can’t all be perfect.

Best of luck to everyone
Kim Starbard
p.s BTW from a distance, they still look just as bad

Ron,

Thank you for your comments. You are doing exactly what I think
Daniel has in mind. In my mind one either does or is done unto. I
used to sit and wait for my ship to come in then one day I realized
that I had all of the tools in my hands to build a raft. It doesn’t
have to be a fancy raft to keep you afloat, a dugout log works too,
then get a paddle, later get a sail…later get an out board
motor… later get…one day you find your raft being towed behind
a yacht. I have gotten to where I don’t like wet feet. The raft now
has a good sail, shelter, and a back up motor.

$15 dollar earrings won’t get you there either. Vision, quality, and
energy will. I can’t afford to make anything for under $49.95
anymore. Ain’t worth my time.

I taught a Keum-Boo workshop yesterday. It was so rewarding to watch
one of the students come to see how what she just learned will enable
her to enhance her inexpensive earring line and significantly raise
her prices! She left with a new vision! I am excited for her. Her
business will grow.

Everyone, go back and reread David Huffman’s post. He is right.

I don’t really care what the situation is, what I care about is
“what am I doing about it?”

I sometimes think I should be encouraging more people to compete
with the walmarts. That would mean far fewer people competing at the
higher end of the market. But hey, I am a nice guy…so I am told.

Vision, quality, and energy. A winning combination.

Remember, all this is worth just what you paid for. ( I do hope you
contribute $ to this forum)

Bill Churlik
@Bill_Churlik
www.earthspeakarts.com

Hey everyone,

I never intend to make $15 earrings - and am not trying to compete
with Walmart -that was sarcasm talking. I have however definitely
changed my strategy over the last few years. I started working with
some polymer clay and adding that to my metal. I have a low end of
earrings all with beads that I make and they sell between $35 - 40,
– they sell well and keep me afloat. They are unique because I make
the beads and I can still make money at that price. I find, in
contrast to many posts that the high end just won’t move now, but it
does bring people into the booth. Perhaps the people who are really
looking for high-end don’t shop at craft fairs? I am from Ohio and
do most of my shows in Ohio, PA or Michigan and I am not seeing
high-end customers even in the most affluent neighborhoods. This area
of the country has taken a blow for sure and that could be why. My
husband has been looking for a new job for quite some time, alot of
experience and very few responses to his resume???