Retail Consulting

Shane Decker is the owner, President and principal consultant of Ex-Sell-Ence, Inc. For over 30 years Mr. Decker has provided advice and consulting services to owners and operators of hundreds of jewelry stores throughout the United States. Shane Decker has worked with more than 3,000 stores and since no two jewelry stores are alike, we adapt our program for each store.

There are three different selling styles that salespeople use: serpentine, missile, and sneak. There are different diamond-selling approaches for those stores that allow discounting and those that do not.

  • Net & Gross Profit
  • Mark-ups on All Merchandise
  • Sales People Profiles
  • Management Profiles
  • Communication
  • Weekly Sales Meetings
         4 Types
         • Store Procedure
         • GIA Knowledge
         • Product Knowledge
         • Anatomy of a Sale
  • Closes of the Sale
  • Targets & Goals
  • Marketing & Advertising
  • False & Real Momentum
  • Sources
  • Jewelry, Mix, Inventory Mix
  • Diamond Information
  • Payroll
  • Operation Manuals
  • Job Descriptions
  • Interview Procedure of New Employees
  • Hiring & Firing of Staff
  • Case Layout & Traffic Flow
  • Employee Personality Mix
  • Spiffs & Motivational Tools
  • Private Selling Areas
  • Stage Setting
  • Buy-outs
  • Appraising & Selling Stores
  • Going Out of Business Procedure
  • Mediations of Next Generation Take-over
  • Vendor Restrictions
  • Vendor Trade Policies
  • Branding
  • Raising Average Ticket
  • Becoming Recession-proof
  • Repair Pricing & Profits
  • Employee Benefits
  • Store Location & Moving Store
  • Consult with Financial Institutions on Behalf of Store in Reference to Moving Location

His consulting services include but are not limited to the following:

  • Appraisals of the value of jewelry stores relative to their potential sale or purchase.
  • Advantages and disadvantages of existing store location(s).
  • Potential advantages or disadvantages in relocating a jewelry store's operations to other sites and the important factors to consider in such analysis.
  • Potential sales and profit enhancement based upon:
    • 5 045 400X229 72Dpilocation
    • trade policies
    • product offerings
    • product knowledge
    • store layout
    • marketing
    • sales personnel
    • advertising
    • sales techniques
    • personnel issues
    • pricing, margins
    • motivation
    • management
    • methods of salesmanship
    • communication
  • Techniques and assistance in all areas mentioned above is provided by Mr. Decker daily to clients throughout the United States


Mr. Decker is a recognized expert who is often called upon to speak at trade shows and seminars worldwide.

  • Visit to see a list of Shane’s upcoming speaking engagements
  • For a list of past speaking engagements go to the Events page on his website.

Please feel free to contact us.

We have consulting professionals ready to help.

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