My Favorite Things: Kathi Main

California store owner sings the praises of Hearts On Fire, Todd Reed, and The Little Red Book of Selling.

 

BY LORRAINE DePASQUE

Published in the March-April 2012 issue

01TODD REED PALLADIUM When a woman comes in saying, “I want something different,” we like showing her this jewelry. Her self-purchase typically winds up being about $2,500 to $3,000 — something she’s comfortable paying when we point out the distinctiveness of the piece, educating them on raw diamonds, which Todd is known for, and palladium, a metal they may not know about. We use the word organic to describe the overall look, and always talk about the designer, explaining he’s from Boulder, very involved in his community, and highly innovative.

02HEARTS ON FIRE BRIDAL This is our go-to line for engagement rings and wedding bands. Average purchase is between $5,000 and $6,000 in 18K white gold or platinum. One style that sells like hotcakes is the Transcend engagement ring with its exclusive patented Dream Cut. A halo of diamonds frames the square Dream stone, creating the illusion of a much larger center diamond — brides-to-be love that!

03KEVIN MAIN ART JEWELRY My husband, Kevin, has been creating one-of-a-kind designs for more than three decades, and the collection is very successful. Both men and women — especially artsy customers in their 30s — love the idea of non-traditional custom work. Pieces are in all different metals, starting at $150 and going up to $10,000. We never put this private collection on our website, which makes the pieces even more special to people who appreciate handcrafted, out-of-the box jewelry.

04MY GRANDKIDS’ PIX Having a photo of Eleanor and Vincent is not only inspirational but actually keeps me focused on being highly productive — because they live about ten hours away and, if I don’t work to maximum efficiency, I won’t get to visit them as often as I want to!

03KEVIN MAIN ART JEWELRY My husband, Kevin, has been creating one-of-a-kind designs for more than three decades, and the collection is very successful. Both men and women — especially artsy customers in their 30s — love the idea of non-traditional custom work. Pieces are in all different metals, starting at $150 and going up to $10,000. We never put this private collection on our website, which makes the pieces even more special to people who appreciate handcrafted, out-of-the box jewelry.

05RECOGNITION CERTIFICATE On my office wall is a certificate from our Chamber of Commerce, recognizing my three years on their board of directors. It’s a reminder of the importance of giving back to the community, but also of how serving on the board helped me to create my own identity within the local business community.

06A BOOK Jeffrey Gitomer’s Little Red Book Of Selling: 12.5 Principles Of Sales Greatness is an important tool I use to motivate our sales associates. I give it to each of them within the first few months of their employment with us. It’s a quick, fun, and entertaining read, and we set a time to discuss it after they’ve read it. I like that it’s more of a personal development and motivational guide than a hard-core sales manual.