A Brilliant Cut Above: Wilkerson and Associates Helps Jewelers Protect Their Legacy and Maximize Returns
Annual seminar gathers sales consultants from around the country, sets the standard for exceptional training and leadership as the company heads into 2027
Stuttgart, Arkansas –As the nation’s largest independent jewelry liquidator by volume, Wilkerson & Associates has helped more than 6,000 jewelry stores successfully navigate major transitions like retirements, closures, relocations, and changes in ownership over more than 50 years. Even with this impressive volume, Vice President Josh Hayes puts it plainly: “When you work with an owner on a closing sale, you are walking into someone’s home.” For a family business, he says, the store is an identity, not just a place. That’s why Wilkerson’s strategy of building trust, setting clear expectations, and creating alignment is critical in shaping their approach to each sale.
The company’s top priority is understanding its owners. The greatest reward is seeing owners satisfied and confident as the Wilkerson team completes the process.
The numbers show Wilkerson’s growth. The average sale rose from $498,000 in 2010 to $1.76 million in 2025, with the company achieving 148% of its goal. Since 2010, consultants have managed 70 to 100 sales annually, refining a formula for success that’s shared across the company.
The Wilkerson Way: Proven Systems
A talented workforce is always the priority. “Part of our strategic plan is to attend more jewelry shows in 2027 and beyond, to attract both clients and top talent,” says President Rick Hayes. Hayes further states that many of Wilkerson’s highest-producing consultants were once jewelry store owners themselves. Because many of Wilkerson’s sales consultants are former jewelry store owners, they are uniquely positioned to understand owners’ needs, concerns, and goals. “A lot of our consultants have been in these same owners’ shoes,” says Rick Hayes.
During the company’s 2026 national seminar in Stuttgart, Arkansas, Wilkerson & Associates welcomed 60 consultants from around the country for a weeklong training. Sessions covered industry trends, shifting customer demographics, new software technologies, continual learning workshops, guest speakers, and brainstormed ideas with senior leadership. Wilkerson invests heavily in professional development because a talented workforce is always the priority.
Preparation before a sale is crucial, with strategies and tactics that consistently deliver results. The philosophy is simple: “No shortcuts, no magic—just the work,” says Hayes.
Continuous improvement is central to Wilkerson’s long-term vision: success means staying curious and adapting as the business evolves. Wilkerson thrives by embracing new ideas and emerging technologies. For example, at the 2026 conference, the company introduced a new credit card processing and inventory control software that greatly reduced administrative tasks for consultants and owners. “When we invest in new technology that increases efficiency, it gives our owners and consultants more time to focus on customers,” says President Rick Hayes.
Wilkerson’s consultants are positioned nationwide and are key to successful outcomes. Consultants fully own the sale—they are empowered and trained in every aspect, from building relationships with owners to managing the process from start to finish. They never operate behind the scenes. Healthy lead cycles also ensure steady opportunities for Wilkerson’s consultants to drive sales across the country, year-round.
“Our main seasons by volume are the holidays, springtime, and Mother’s Day and Valentine’s Day,” says Josh Hayes. “However, we meet our customers where they are and are able to coordinate and hold sales anytime and ensure they are a great success.”
Consultants receive both on-site and in-the-field training with experienced team members. Peer-to-peer learning is encouraged: at the company conference, consultants shared best practices developed on the job and offered guidance from years of experience. Wilkerson is quick to meet consultants’ needs—whether for supplies, equipment, or merchandise—so they can focus on delivering results.
Retirement Is a Life Shift, Not a Retreat
That’s why Wilkerson asks every owner a simple but powerful question: What legacy do you want to leave?
The stakes are significant. Roughly 70% of jewelry stores are owned by people 60 years or older, and for many, a closing sale means retirement.
“Some view retirement as stepping away from purpose, but we see it differently. Retirement should be celebrated—it reflects dedication, longevity, and the prestige of owning a business for decades,” says Rick Hayes. “Many owners have built lasting legacies in their communities, often spanning multiple generations.”
Sales Consultants Positioned for Success
Wilkerson sales consultants Jim and Louise MacDonald are a husband-and-wife team who travel the country and love the excitement and challenge of each sale.
“I tried retirement for about three months, and it just didn’t work out,” says MacDonald, 74, who was in the jewelry industry for more than 50 years. A Tennessee native, MacDonald worked in the jewelry industry throughout the Southeast and owned a store in Cartersville, Georgia, for almost twenty years. “My father was an entrepreneur, and that spirit has always been with me throughout my career,” says Jim.
Jim’s wife, Louise, had a different career background, working in the flooring industry as a supervisor for many years. When it came time to join Jim on the road after she retired, she didn’t hesitate.
“We love doing this. Wilkerson is entirely supportive of the sales and really puts people first,” says Louise. “This training is so helpful, and it’s great to connect with other consultants from around the country. All the consultants and home office staff are always just a phone call away for help and support.”
“I’ve been in the jewelry industry a long time, and Wilkerson is top of the game for support and efficiency – they have really thought of everything you’ll need during the sales events. There’s no other company we’d want to work with,” says Jim.
The MacDonalds do about 2-3 sales per year, and at the end of each one, Louise and Jim say to each other, “Where are we going next!”
Greg and Ashley Denard are a younger entrepreneurial couple who have already been with Wilkerson for 14 years. During that time, they have seen tremendous growth and know there is more to come. “This company is agile and focused on everyone’s success. I always feel like saying ‘hold onto our seats’ when we get together like this because there is so much energy in the room,” said Ashley.
“Wilkerson really brings it all together – they have a deep understanding of this business and anticipate everything, such as incorporating new technology and even down to how to tag and price inventory,” says Ashley. “By simplifying processes, it leaves us room to spend more time with owners and customers, which is what makes any kind of sale successful – whether it’s going out of business, moving, or changing ownership.”
The Denard’s value their independence and the challenge of each new sale. “This is a lucrative business, which gives us the financial resources to be independent and to control the direction of our lives,” says Greg.
“We coordinate and are on-site with 3–4 sales per year, which is a busy and intense period, but the benefits of managing your own schedule are invaluable,” continues Greg.
The couple currently makes the North Carolina mountains their home—“in this business, you can really live anywhere,” says Greg. “And we’ve been able to experience amazing places in this country and meet great people.”
Wilkerson & Associates is led by President Rick Hayes and was founded in 1970 by Bobby Wilkerson, who remains chairman of the board. Bobby Wilkerson grew up working in the jewelry business alongside his father, who owned a watch repair and jewelry shop in Moulton, Alabama. In 1972, he launched Wilkerson Jewelers, still anchored in downtown Stuttgart. Bobby Wilkerson also launched a nationally known jewelry liquidation and promotional sales company that helped jewelers across the country.
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About Wilkerson & Associates
For over 52 years, Wilkerson has helped jewelers achieve maximum financial success through customized sale events. Offering high-level professional expertise, marketing strategies, and execution, our team knows what it takes to elevate your profits and exceed goals. We can’t wait to make your next venture a success.
Our Leadership
The Wilkerson leadership team has over 300 years of combined experience in the jewelry industry. And as experienced jewelers, we understand the sale event business and specialize in customized strategies for our jewelers. Our team leads with a passion for the industry and has repeatedly proven successful results for our clients.