August 8 2008
by C.S.

What is a jewellery trunk show:

A trunk show is a retail event at which the jewellery designer and or jewellery manufacturer brings in designs that are new or not otherwise available at the boutique. A jewellery trunk show can take place not only in a jewellery specialty boutique, but also in a clothing boutique, gift store, or even gallery. It is an exciting opportunity for the jewellery designer as well as the boutique owners.

Why put on a jewellery trunk show

Jewellery Trunk Shows are great for the jewellery designer because:

- The jewellery designer gets to meet customers and increase brand recognition and customer loyalty - increase demand for her brand of jewellery designs

- The jewellery designer gets to build boutique staff loyalty for her brand of jewellery designs - staff always promote those people they like

- The jewellery designer gets to train store staff about her jewellery designs (how to sell her jewellery, unique selling features, what is the designer's capabilities and possible special orders, answer any burning questions about her jewellery)

- The jewellery designer can display and sell showpieces - test the water for a different look, show off jewellery designing talent, show the retailer she can sell at a higher price point & help persuade the boutique owner and or buyer to expand purchasing. Often retailers don't want to invest in higher ticket items or they started buying from you a certain look of jewellery and don't want to venture out because of risk. A jewellery trunk show is a risk-free way for them to see what other jewellery designs you can make & what other jewellery can sell in their store

- The jewellery designer can get a good view of the jewellery design competition out there [note: don't copy, it won't do the jewellery designer any good because those designs are already in the store. As a designer, you don't want to be considered a follower.] It is one thing to see other jewellery designer's booths at a tradeshow or craft market, it is quite another to see how much retail store real estate is given to the competition. Sometimes it is humbling to see all the jewellery design talent out there, but almost always you get a sense of what is selling. The jewellery boutique staff always knows which look or silhouettes sell best and what jewellery customers are asking for. This feedback is invaluable and it will help the jewellery designer edit her designs and help guide for future jewellery collections.

- The jewellery designer can sell off samples or unsold jewellery. Chances are, it is a new set of customers, and they're seeing these jewellery designs for the first time. A jewellery trunk show is a great event that brings a large concentration of new customers - retail opportunity not otherwise accessible for the jewellery designer, for those designs.

- Jewellery trunk shows are fun! It is a great reason to go out of the studio. Almost always, the customers will have great praise for the jewellery designer's talents. It's wonderful validation.

- The jewellery designer can learn some invaluable lessons about people management, and that's what retail really is: people management. If the jewellery designer pays attention, she/he can learn what makes the store work, and what pitfalls to avoid. The jewellery designer can spend the time to speak to the boutique managers and individual staff. You can learn something new at every store, every time.

Jewellery Trunk Shows are great for the boutiques because:

- A jewellery trunk show is a risk-free trial of new jewellery price points, new looks. They can see what sells and what doesn't, and this would be great before a new jewellery buying season.

- A jewellery trunk show brings in extra foot traffic to the store that would otherwise not be there. It keeps store visits interesting for regular customers, thereby increasing their occurrence. It is also great customer service to bring in the latest goods and allow the customer to interact with the jewellery designer.

- A jewellery trunk show, if well planned, can generate a great deal of press for the store, as well as for the event. This will help the boutique become recognized as a boutique offering designer jewellery, and help enhance its reputation as the place to be.

- Hosting a jewellery trunk show builds loyalty from the jewellery designer. If the boutique brings retail customers and promote the jewellery designer's line, they are less likely to sell to the boutique's competitors. Also, when the jewellery designers form relationships with the store staff, the designer is less likely to say no to the store's requests (such as custom orders for customers, rushed delivery).

Hosting a jewellery trunk show helps boutique managers to train and motivate the store's staff. No one knows more about the jewellery than the jewellery designer. Who best to train the staff than the expert? Some jewellery boutique chains are known to pay a great deal of money to bring in industry professionals to help coach their staff on selling, product knowledge and trends. A jewellery trunk show offers much of this for free. Also, the boutique's staff knows the jewellery designer will be there the entire day and would notice any flaws in the jewellery displays, the staff's product knowledge and their sales approach. Most boutique staff would work hard to brush up and make a good impression on the jewellery designer. An appreciative jewellery designer would also be generous with praise, if not with complimentary jewellery pieces outright. These are great pride builders and motivators which the boutique managers would not be able to easily match, but even if he/she does, it will not be the same.

To read about the Do's and Don'ts of Trunk Shows click here .

To read about what happens during a Trunk Show, click here.

To read about Other Trunk Show Practices click here .