Why Your Closing Ratio Matters More Than Your Marketing with Eric Loch

The Hard Decision That Changed Everything - Basch Brothers

What happens when growth isn’t the answer? In this episode of Across The Case, I sit down with the Basch Brothers to unpack one of the most honest conversations in jewelry retail—what it really looks like to grow, scale back, and rebuild with intention. After expanding to multiple locations, they made the difficult decision to downsize back to one store. What followed wasn’t a step backward—it was clarity. We talk through the realities of growth, the pressure of family business, and how they redefined what success actually means. This episode also dives into something deeply personal—their custom brand and diamond line named in honor of their late mother. A powerful reminder that the best businesses aren’t just built on strategy, but on meaning, legacy, and the stories behind what you sell. If you’re a jeweler navigating growth, family dynamics, or trying to build something that truly stands out, this conversation delivers real perspective. In this episode: * The truth about scaling a jewelry business * Why they chose to downsize—and what they gained from it * Lessons learned from working in a family business * How to build a brand rooted in meaning and story * What actually drives success in today’s retail environment A raw and impactful conversation about business, family, and building something that lasts.

Education Over Pressure with Tina Yelton

What actually separates a great jewelry store from the rest? In this episode of Across The Case, I sit down with Tina Yelton of Yeltons Jewelers to break down one of the most overlooked advantages in retail: education and experience. Tina shares how her team focuses on making every customer feel at home, why education is the foundation of trust, and how that approach translates directly into stronger relationships and better sales outcomes. We also get into one of the biggest conversations in the industry right now—lab vs natural diamonds—and how to guide customers without pressure, bias, or confusion. If you’re a jeweler trying to compete with online pricing, improve your sales process, or create a store environment customers actually want to come back to, this episode delivers practical, real-world insight. In this episode: * How to create a “feel at home” experience from the moment a customer walks in * Why education is the most powerful (and underused) sales tool * How to navigate the lab vs natural conversation the right way * What to say when customers compare you to online pricing * Sales language and small shifts that build trust and confidence A conversation focused on trust, clarity, and what it really takes to win on today’s sales floor.

Why Your Closing Ratio Matters More Than Your Marketing with Eric Loch

What separates top-performing jewelry stores from everyone else? It’s not just the product — it’s the process. In this episode of Across The Case, we sit down with industry veteran Eric Loch to break down what actually drives performance on the showroom floor. From hiring the right people to tracking closing ratios and building a culture of accountability, Eric shares hard-earned lessons from decades in the business. This is a conversation about moving beyond product knowledge and building a system that consistently produces results. ---------------------------------------- WHAT WE COVER: * Why product knowledge alone isn’t enough * How to identify and develop top sales talent * The importance of tracking closing ratios * Building a culture of transparency and accountability * Simple systems that drive better performance

Across the Case - Mens Fashion & Trade show Tips with Sebastian Velasquez

Men’s jewelry is having a moment—but why now? In this episode of Across The Case, I sit down with Sebastian Velasquez, Brand Manager at INOX Jewelry, to talk about the growing opportunity in men’s jewelry and what retailers may be missing. Sebastian brings nearly two decades of industry experience and a unique perspective from working closely with both vendors and retailers. We dive into why the men’s category is evolving, what today’s customer is actually looking for, and how brands are thinking differently about product, merchandising, and retail partnerships. We also discuss trade shows, technology, and how retailers and vendors can work together more effectively in a changing industry. This conversation isn’t about pushing product—it’s about understanding the shifts happening in jewelry and how stores can position themselves to win. In this episode: * Why men’s jewelry is gaining real traction right now * What retailers often misunderstand about the category * How vendors think about supporting retail partners * The evolving role of trade shows and technology in the industry * Practical insights for retailers looking to grow the men’s business A thoughtful conversation on trends, partnerships, and where the industry may be heading next.

Across The Case - Creating the luxury customer experience - William Jones

The conversation delves into the world of luxury retail and jewelry sales, emphasizing the importance of consistency, sales focus, and organization. William Jones shares insights on maintaining a luxury environment, understanding the sales aspect of the jewelry business, and the key practices for sales associates. The conversation also explores the adaptation to changing customer behavior and the legacy of Sissy's Log Cabin. Takeaways * Consistency in sales and teamwork is crucial * Understanding the focus on sales in the jewelry industry * The importance of organization and planning for sales associates Chapters * 00:00 Key Practice for Sales Associates