Jeweller - December Issue 2017

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Completing my Diploma in Gemmology has benefited me as a jeweller in more ways than I ever expected. I have always had an interest in gemstones and found the course was not only informative and challenging but immensely rewarding. Studying with the GAA has also allowed me to meet like-minded people from many facets of the jewellery industry and grants me access to resources that I will continue to use throughout my professional career. Emma Meakes FGAA Jeweller, John Miller Design - WA Diploma in Gemmology Enrolments now open For more information 1300 436 338 learn@gem.org.au www.gem.org.au Be Brilliant Gem-Ed Australia ADELAIDE BRISBANE HOBART MELBOURNE PERTH SYDNEY Passionately educating the industry, gem enthusiasts and consumers about gemstones
BUSINESS THE MERITS OF A MORNING MEETING Driving a team to reach a shared goal requires owners to know what they want and what they need to do to get there. DAVID BROWN explains why a daily morning staff meeting is one of the best resources to bring to a business. Morning meetings are often one of the hardest initiatives to implement. To benefit from them, managers should always plan an agenda that details the team’s objectives for the day. Stick to the plan and lead by example – be punctual, professional, enthusiastic and always follow through on any tasks. The main role of management is to coach; to encourage staff to be better today than they were yesterday. Remind them that even the best athletes have coaches. Athletes realise that the greatest threat to their success is complacency. Set the morning meeting to commence 15 minutes before store opening. That sounds short but the meeting is intended to inform, enlighten and reinforce the four attributes all top salespeople need: • An outstanding attitude • A great technique • Consistent application • A love of selling It’s also a great idea to make one meeting a week light, fun and personal. TIPS FOR A BETTER MEETING 1. Review and update monthly and daily budgets – the likelihood is that the team will either be ahead of budget for the month or behind. If the daily budget has just been achieved, give praise and encouragement such as, “If we could do it yesterday, we can certainly do it today. Does everyone believe that today’s budget is achievable? Are we working on any special orders that need to be followed up? What about layby payments and repairs?” If the team is ahead of budget, project what the store is on track to achieve by the end of the month and offer an extra team incentive if they reach it. For example, say, “Our budget for the month is $50,000 but THE MAIN ROLE OF MANAGEMENT IS TO COACH; TO ENCOURAGE STAFF TO BE BETTER TODAY THAN THEY WERE YESTERDAY after 10 days we’re on track to hit $60,000. If we achieve $60,000, and we know we can because we’re already doing it, there’s an extra $1,000 team bonus on offer.” At a 55 per cent margin, the business is still $4,500 better off. If the team is behind budget, discuss how many sales are needed to get back on track. Knowing this amount and discussing with staff ‘how’ it is going to be reached can help teams to refocus on the sales they require. Sometimes a salesperson will ask a tricky question. To keep the meeting moving forward, managers should consider firstly if the question is relevant and secondly whether they are qualified to answer it. That is, if the question points to an issue that the business hasn’t faced since 1983, refer the question to a later date. This meeting is really about daily targets. Secondly, if management doesn’t know the answer, don’t answer. Note the question for follow-up at a later date. 2. Enrol the team (selling not telling) – just as staff should aim to close a sale every time they make a sales presentation, management needs to sell the team on ideas discussed December 2017 Jeweller 39
Page 1 and 2: VOICE OF THE AUSTRALIAN JEWELLERY I
Page 3 and 4: WORLD SHINER PTY LTD Inspired Perfo
Page 5: RETAIL HAS CHANGED FOREVER, ADAPT N
Page 8 and 9: UPFRONT “I first worked in my fam
Page 10: TOP PRODUCTS TOP PRODUCTS FOR 2017
Page 13 and 14: MARTIN RAPAPORT IMAGE COURTESY: PRO
Page 15 and 16: ® TONES & SILVER WHOLESALERS OF QU
Page 17 and 18: CUSTOMER EXPERIENCE Defining the cu
Page 19 and 20: CUSTOMER EXPERIENCE core competenci
Page 21 and 22: NEW NORMAL Prospering in the New No
Page 23 and 24: NEW NORMAL increase. There will be
Page 25 and 26: NEW NORMAL however, it’s importan
Page 27 and 28: Andrés Gallardo Name: Pablo Limón
Page 29 and 30: Butani Name: Stefano Tordiglione Po
Page 31 and 32: Luxe by Hugh Rice Name: Lloyd Blake
Page 33 and 34: Brands do not appear from nothing,
Page 35 and 36: GEMSTONE FACETING faceting. I will
Page 37: When you open your eyes it’ll be
Page 41 and 42: SELLING SELLING WHAT’S IN STOCK
Page 43 and 44: MARKETING & PR WAGING WAR: MARKETIN
Page 45 and 46: GEMS COLOUR INVESTIGATION: ZIRCON z
Page 47 and 48: CALENDAR 2018 TRADE SHOW CALENDAR N
Page 50 and 51: SOAPBOX MARGIN CALL I’ve been in
Page 52: MERRY CHRISTMAS FROM ALL OF US pms

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