Montblanc Honors Princess Grace with a Sparkling Collection

Princess Grace

There may be no greater symbol of royalty, style and fashion than Grace Kelly. The Philadelphia-born actress was thrust into the international spotlight when she married Rainier III, Prince of Monaco, and became known throughout the world as Princess Grace. It was a role she was born to play and till this day she is looked upon as one the world’s great fashion icons.

With this in mind, Montblanc, has created the “Collection Princesse Grace de Monaco,” as a tribute to the person and the place. It is a limited-edition collection of jewelry, timepieces and writing instruments, encompassing the specialties of the luxury brand. All of the pieces are embellished with filigree petal cut stones, honoring the Grace de Monaco pink rose, a flower named after Kelly in 1956 for her wedding day. Diamonds and pink sapphires are strong influences in the collection.

The collection comes with a charity partnership between Montblanc and the Princess Grace Foundation-USA, which assists emerging talents in the performing arts.

The haute joaillerie collection is made up of three one-of-a-kind sets featuring petal cut stones and diamonds. Each set includes a necklace of cascading pink sapphires and diamonds (pictured), long earrings ending with drop cut pink sapphires and a refined matching bracelet.

The timepiece collection consists of a limited edition of eight watches in 18k red gold with 76 baguette cut diamonds on the bezel and the horns (3.30 cts.). The crown is topped with the Montblanc diamond (0.05 ct, F-G color). There’s a three-dimensional pink sapphire drop at 6 o’clock. The flange and dial are set with a cascade of 177 brilliant cut diamonds (0.53 cts.). The dial is made of white mother-of-pearl. A white alligator strap and a buckle are set with 76 brilliant cut diamonds (0.32 cts.).The case back is engraved with the Princesse Grace de Monaco monogram.

The fountain pen, available in a limited edition of three as a tribute to Princess Grace’s three children, is crafted entirely of champagne colored solid gold with diamonds and rubies on the cap and barrel. The Principality of Monaco coat of arms provided the inspiration for a circle of rhomboid-shaped cut rubies arranged on the cap of the writing instrument. The piece is topped with a heart-shaped hole of the gold nib and the finely engraved Princesse Grace de Monaco monogram on the cap-top.

Zale Corp. Reports Strong Holiday Sales for Second Consecutive Year

Zale Corp. said Tuesday that comparable store sales increased 5.9 percent, year-over-year, for the November-December holiday sales period. This increase follows an 8.5 period rise in the same period in the prior year.

Within this two-month period, comparable store sales increased 10.1 percent in November and 4.2 percent in December. At constant exchange rates, which exclude the effect of translating Canadian currency denominated sales into U.S. dollars, comparable store sales increased 6.2 percent for the holiday selling period, compared to an increase of 7.6 period in the prior year period.

Revenues for the two-month period increased 5.8 percent, year-over-year, to $564 million. Revenues include approximately $10 million resulting from the change in warranty revenue recognition.

Zale Corp. operates approximately 1,820 retail locations in the United States, Canada and Puerto Rico and has online operations for most of its brands.

Sales by brand and country:

* U.S. Fine Jewelry brands (which account for about 69 percent of annual revenue for the company), consisting of Zales Jewelers, Zales Outlet and Gordon’s Jewelers, had an increase in comparable store sales of 9 percent for the holiday period. This increase follows a 7.5 period rise in the same period last year.

* Canadian Fine Jewelry brands (which account for about 17 percent of annual revenue for the company), consisting of Peoples Jewellers and Mappins Jewellers, had an increase in comparable store sales of 0.2 percent. This increase follows a 15.6 percent rise in the same period last year. At constant exchange rates, Canadian Fine Jewelry brands comparable store sales increased 1.7 percent, compared to an increase of 10.2 percent in the prior year period.

* Kiosk Jewelry (which accounts for about 14 percent of annual revenue for the company) comparable store sales decreased 2.1 percent. In the same period last year, Kiosk Jewelry comparable store sales rose 4.2 percent.

In its outlook for the quarter ending January 31, Zale Corp. says it expects gross margin to be consistent with the prior year quarter’s gross margin of 50.3 percent. Operating margin is expected to be slightly below the prior year quarter’s operating margin of 7 percent due to higher selling, general and administrative expenses primarily driven by the holiday advertising campaign and marketing for the launch of proprietary products.

Three Language Secrets to Improve Your Sales

This is one of a series of articles by Mónica Arias of Excellence Consulting, a luxury sales and marketing consulting firm based in Buenos Aires, Argentina. These articles will focus on ways that sales and marketing professional in the jewelry and luxury industries can improve their techniques.

Language is one of the most important means of communication. Words are vital components of language, and so are gestures, looks, movements, sounds, art, music, and of course, silence. (Many people feel uncomfortable with silence, yet, it is such a remarkable excellent tool both in life and in sales.)

As effective communicators, we sales people need to be aware of our messages: sometimes “unwanted” words and gestures come up, and fluid communication becomes somewhat difficult. That is why it is so important to think how we are going to use words with clients before actually being with them. Rehearsing some language secrets in advance will turn your communication into a more fluent, transient and empowering experience for your clients.

Secret Number One: Avoid Labeling
Broadly speaking, when we openly or mentally label a situation, a person, a feature of ourselves, it is always with a negative connotation which tends to limit possible different ways to keep on growing, especially in the sales arena. This is because labeling is a means to narrow our minds and has the effect to “filter in” only the information that will serve as consistent evidence that back-up the labels we created. You need to remember that our mind is sometimes tricky: you cannot trust it very much; it may lead you to make big mistakes.

So, in order to avoid labeling, every time you have a tendency to judge, simply act as a judge and instead, use language to reason, ask yourself: “What is the real evidence I count on to make such an assumption about this person, situation, myself, whatever?” “What questions could I make in order to learn more about this and check if I am making a sound conclusion or a stupid one?” “Why do I post this “identity label” to myself and keep it in my mind when it does not help me in my work—and life—at all? What is it I need to say or do differently in order to produce the outcomes I desire?

To help you with self-criticism, just refer to (the situation, the other person – whatever ) in a positive, inquiring manner: “I am such a great salesperson! Isn't it great I am able to improve my performance by learning new language strategies?” “She is a very reserved and quiet client, what could I say to her (or what words would I choose) to open up the dialogue without sounding pushy or invasive given her reluctance to speak?

Note that whenever I get you through this column, I reinforce the idea of making lots of open questions everyday, all day long. They are really helpful and have the advantage of erasing all psychological tricks to labeling.

Secret Number Two: Use Tag Questions
This is such a simple, wonderful and effective technique. You will find it very useful, especially when you have established good rapport with clients. Question Tags are known as “positive change facilitators” in Neurolinguistics because they reinforce “buy-in” behaviors. You can even apply them to reinforce the client´s “mood” of the moment: “You know Ms. XX, I truly believe you are going to enjoy this beautiful ring for many years to come and in plenty of occasions, don´t you agree?”

I am pretty sure once you start noticing how helpful this tool is in getting results, and once you feel comfort in expressing question tags,  you will feel encouraged to use it more in your daily working routine.
 
Secret Number Three: Neutralize objections with “And…”
Your clients will come up with thousands of diverse objections rather than price or payment. They will tell you even interesting things about family matters if they have in mind to get you up in their roller coaster of “not being sure” or “not being ready” to purchase. We know and expect that. After all, it is in the very core of human nature to struggle a bit before closing a deal, just because…

Therefore, when a client posts an objection and he/she says something like: “I am really scared to make this step,” take a few seconds and magnetize your suggestion: “I understand Mr XX…and that means you are someone conscious about your important choices. Plus, fear is part of human nature, isn´t it? Although I am sure you will agree that our best decisions come associated with a little bit of fear just because it is an ingredient of getting something is worth having. Don´t you think so?”

As professional salespeople in the luxury market however, we have today what I believe is an unprecedented historical opportunity to take advantage of the person-to-person interaction. You can harness language tools and use them purposefully in the direction of positive change, whether it is closing a sale or coming to an agreement.

Make the effort. Study these secrets further and apply them right away, they will help you go beyond your imagination and sales goals.

Mónica M. Arias
Excellence Expert & Consultant: Helping you discover how to reach your next level through excellence.
contacto@monicaarias.com.ar
Copyright 2011

Signet Holiday Same Store Sales Up 7.8%

Kay Jewelers is operated by Signet Jewelers.

Signet Jewelers Ltd. said Tuesday that same-store sales for the nine-week holiday season grew by 7.8 percent, year-over-year.

The Bermuda-based company bills itself as the largest specialty retail jeweler in the U.S. and the U.K.,

In the U.S., which accounts for about 80 percent of total group sales, same-store sales increased 9.2 percent for the holiday period. The company operates Kay Jewelers, Jared The Galleria Of Jewelry and a number of regional brands.

In the U.K., which accounts for about 20 percent of total group sales, same-store sales rose by 1.8 percent for the period. Last season, same-store fell in the U.K. The company operates H.Samuel, Ernest Jones, and Leslie Davis retail chains.

Internet sales rose by 24 percent for the period, the company said during a conference call.

Based on the results, the company, which operates approximately 1,860 retail jewelry stores in the U.S. and U.K., now expects its income in fiscal 2012 to increase from 64 to 67 percent to $494 to $501 million.

Tiffany Holiday Sales Up 7%

Holiday sales at Tiffany's New York flagship fell 1 percent.

Tiffany & Co. said Tuesday that its worldwide net sales in the two months ended December 31 increased 7 percent, year-over-year, to $952 million with robust sales in Asia were offset by weaker sales growth in the U.S. and Europe.

“After achieving very strong and better-than-expected sales and earnings growth in the first three quarters of 2011, sales weakened markedly in the United States and Europe during the holiday season, reflecting restrained spending by consumers for fine jewelry,” said Michael J. Kowalski, Tiffany chairman and CEO.

The luxury jeweler reported double-digit sales growth in Asia-Pacific and Japan regions and smaller increases in the Americas and Europe. On a constant-exchange-rate basis excluding the effect of translating foreign-currency-denominated sales into U.S. dollars, worldwide net sales rose 6 percent and same store sales increased 4 percent.

In the Americas region—which includes the United States, Canada and Latin America—sales rose 4 percent to $503 million. On a constant-exchange-rate basis, total sales increased 4 percent and same store sales rose 2 percent—with same Americas' branch store sales rose 3 percent and New York flagship store sales declined 1 percent). Higher sales to tourists from outside the U.S. were partly offset by weakness in spending by U.S. customers. Combined Internet and catalog sales in the Americas were 4 percent below last year.

Sales in the Asia-Pacific region increased 19 percent to $165 million. On a constant-exchange-rate basis, total sales increased 18 percent and same store sales increased 12 percent due to growth in most countries.

In Japan, sales increased 13 percent to $160 million. On a constant-exchange-rate basis, total sales rose 5 percent and same store sales increased 6 percent.

Sales in Europe increased 1 percent to $117 million. On a constant-exchange-rate basis, total sales increased 2 percent and same store sales declined 4 percent, reflecting modest sales growth in Continental Europe and lower sales in the U.K.

The Company currently operates 246 stores (102 in the Americas, 57 in Asia-Pacific, 55 in Japan and 32 in Europe), versus 232 (96 in the Americas,  51 in Asia-Pacific, 56 in Japan and 29 in Europe) a year ago.

Other sales, which primarily include wholesale sales of finished products to independent distributors within emerging markets and wholesale sales of rough diamonds, increased 8 percent to $8 million.

“We are now estimating that earnings per diluted share for the fiscal year ending January 31, 2012 will increase 23 percent – 25 percent to a range of $3.60 - $3.65. This estimate compares with a prior forecast made in November of $3.70 - $3.80 per diluted share and our initial fiscal 2011 outlook provided last March of $3.35 - $3.45 per diluted share,” Kowalski said. “We are in the preliminary stages of financial planning for 2012 and will provide more detailed guidance when we report our full year financial results in March.”