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CORE VALUES
You Can Count On
We Start With the Hard Data
To enter the ring and negotiate with a buyer and get the best price for your pawn business, you need your shop in its best shape.
As the Market Shifts, So Do We
Stallcup Group knows how to keep your pawn shop marketable; staying on top of the shifts while maintaining flexibility that keeps the communication with buyers on equal footing.
Analysis and Results Driven Marketing
Having a representative that understands the true value of your pawn shop and is aware of your own vested interests is critical. Using tangible, datadriven analysis with multiple buyers, Stallcup Group takes negotiation out of the selling/closing process and keeps the discussion favored on your side of the table.
We Represent You, The Owner
Stallcup Group’s history started in the pawn industry. Having experienced both sides of the negotiation table, we understand how to use your knowledge as a pawn shop owner to fuel and optimize your selling power.
Another Five Pawnshops Sold!
Stallcup Group facilitates the sale of five stores in North Carolina & Virginia!
January 2025 | Stallcup Group, Inc., an Exit Strategy Consulting firm, is excited to share our successful involvement in the sale of Riverside Pawn , an independent pawn shop chain in North Carolina and Virginia. We were the exclusive financial advisor to the seller, ensuring a smooth and profitable transaction. Choose Stallcup Group for your exit strategy needs and achieve success. Stallcup Group’s detailed examination of the seller’s financial data played a pivotal role in guaranteeing our client’s achievement of all their selling objectives.
Another Two Pawnshops Sold!
Stallcup Group facilitates the sale of two stores in Fredericksburg, VA!
January 2025 | Stallcup Group, Inc., an Exit Strategy Consulting firm, announced its successful facilitation of the sale of Liberty Pawn Liberty Pawn is an independently-owned business comprised of two pawnshops located in Fredericksburg, VA. Stallcup Group served as the exclusive financial advisor to the seller in this highly successful transaction.
Stallcup Group’s thorough analyses of the seller’s financial data, and the unique attributes and characteristics of both the company and individual store helped ensure their client achieved all of their selling goals.
Steve immediately understood the ins and outs of our business. He was always there in the beginning to qualify the potential buyers and explain what their thinking would be. He was able to find buyers who understood the potential of the business. Steve was able to bring me an offer that I was truly happy with. Steve was constantly involved with the negotiations and explaining what was a normal request and what wasn’t. I always knew I was the client and Steve always had my back. I would 100% suggest that anyone contemplating selling their pawn business get in touch with Steve.
Ed Bean
Suffolk Jewelers & Pawnbrokers Boston, Massachusetts
Steve Stallcup is not a typical broker. He knows the pawn industry from the inside out. First, Steve was our business advisor, sharing his knowledge as a pawnbroker how to operate our shops more effectively. In the end, I was most impressed with his industry knowledge; analytical valuation of my company; and unparalleled negotiation skills. I would not recommend anyone else.
James Sacco
Snooky’s Pawn
It’s a new year for the NPA, chock full of exciting new endeavors and plenty of ways to experience all that our Association has to offer you and your business.
We have been diligently working on enhancing the value of your membership through expanded educational resources, improved communication channels, and a renewed focus on member engagement. We are also actively pursuing new avenues to educate pawnbrokers nationwide on the work they can and should be doing to protect their own businesses. One such avenue is our partnership with the regional conferences.
You can expect to see key NPA leaders at these events in 2025:
• PNW Pawn Conference (May)
• Midwest Pawnbrokers Convention (May)
• Dixie Educational Conference & Trade Show (Sept)
• CAPA Convention & Expo (Oct)
The NPA’s Government Relations Committee (GRC) will attend and present to update attendees about
2025 NPA ConferenceLegislative
important work being done on their behalf at the state level.
I encourage you to stay connected with the NPA throughout the year. Utilize the new InfoHub for the latest industry news, legislative updates, and valuable resources. Engage with your local legislators to educate them on the vital role pawnbrokers play in their communities. And most importantly, I urge you to join us in Washington, D.C., from April 29th to May 1st for our annual Legislative Conference.
As always, your active participation and unwavering support are instrumental.
Sincerely,
Johnny Whiteside
Johnny Whiteside, President National Pawnbrokers Association
KRISTEN WILLIAMS
Executive Director Kristen@nationalpawnbrokers.org
BUSINESS DEVELOPMENT
JODY KUDLESS Director of Business Development Jody@nationalpawnbrokers.org
DAVID LAFLEUR
Digital Communications Manager David@nationalpawnbrokers.org
EVENTS
CHRISTY NORCROS S
Events Director (PT) Christy@nationalpawnbrokers.org
VERONICA COSTANZA
Events Support Associate (PT) Veronica@nationalpawnbrokers.org
MARKETING
LAURA WASILESKI
Marketing and Media Director Laura@nationalpawnbrokers.org
MARK CAMPANALE
Creative Director Mark@nationalpawnbrokers.org
MEMBERSHIP
AMY KEHOE
Membership Services Manager Amy@nationalpawnbrokers.org
PEG KOCHY
Administrative Assistant (PT) Peg@nationalpawnbrokers.org
National Pawnbroker is the official publication of the National Pawnbrokers Association (NPA) and is published quarterly. No part of this publication may be reproduced without the written consent of Kristen Williams, NPA Executive Director. Sale or distribution of any or all of the contents of this magazine is prohibited. All rights reserved. For more information on advertising or to obtain additional copies of National Pawnbroker, call 817-337-8830 or send an email to info@nationalpawnbrokers.org.
EDITOR’S NOTE:This publication is designed to provide accurate and authoritative information on the subject matter covered. It is provided and disseminated with the understanding that the publisher is not engaged in rendering legal or other professional services. If legal advice is required, the services of a competent professional should be sought. Expressed opinions are those of the author and do not necessarily reflect the views of ownership.
Psst! Check out the full program lineup on page 38.
• Expert-led insights, GIA® training, and peer breakout sessions
• Bustling exhibit hall with 125+ vendors
• Networking events every day
• Endless ways to grow your business
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Join the NPA
Sign up at nationalpawnbrokers.org
Good People, Good Business
We’ve all found ourselves at one time or another sitting alone in an examination room waiting for a doctor to come in. We can’t help but notice the numerous frames on the wall; board certifications, advanced degrees and accreditations intended to showcase expertise and as a consequence of that – trust. The frames on the wall are there to reassure us we are in good and credible hands.
The NPA recently got a call from a customer with an interesting story. They were a long-time and frequent customer of their local pawn store and always had very positive transactions. The customer had been using the same item for pawn over the course of several years, which is not atypical for savvy pawn consumers. The item pawned was a high-end electric scooter and when redeeming the pawn, found the store had mistakenly lost the key to the scooter. Due to a miscommunication with an employee, this loyal customer was led to believe it wasn’t the store’s problem. Another
customer in the store overheard the exchange, pointed to the NPA logo on the door and said “You should contact them. They might be able to help.”
Calls and emails come in every day from people that have pawn related concerns looking for guidance and solutions. Oftentimes, consumers of pawn will contact the NPA because they have expectations – of respect, quality customer service and a level of care they might not receive elsewhere. They look at the NPA decal on the front door or register of a pawn store as a “seal of approval.”
As consumers ourselves, aren’t we all making choices every day about who and where we feel most comfortable and safe doing business?
Like those certificates on your doctor’s wall, we believe the NPA logo provides assurance to customers that NPA members believe in honest and ethical business standards, while appreciating and respecting the dignity of its customers. The NPA logo on the door fosters consumer confidence.
I’m happy to share we received a follow-up call from the scooter owner. He thanked us and expressed his appreciation. The owner of his local pawn store had contacted his customer immediately, addressed the misunderstanding, and offered an acceptable solution. The customer felt heard and appreciated.
Over the course of the last 5 years, we have worked incredibly hard at
the NPA to achieve exactly what this interaction showcases. Members of the NPA are held to a higher standard and agree to abide by a code of ethics. Members strive to do good business with good people, offering expertise and a level of professionalism customers might not find elsewhere. I am proud to say I feel confident the NPA logo speaks volumes – both about you and to your customers.
Missing an NPA logo on your front door? Fix that today at info@nationalpawnbrokers.org.
Kristen Williams NPA Executive Director
As consumers ourselves, aren’t we all making choices every day about who and where we feel most comfortable and safe doing business?
EXECUTIVE OFFICERS
Johnny Whiteside President Kendale Pawn Shop Sanford, NC
Boyd Naylor Immediate Past President Bali Credit Corp San Antonio, Texas
Bill Dawson Vice President LDPM, Inc. Morrisville, NC
Lisa Little Secretary Fieldstone Jewelry & Pawn Conyers, GA
Michael Goldstein Treasurer Empire Loan Boston, MA
Kristen Williams Executive Director National Pawnbrokers Association Victor, NY
BOARD OF DIRECTORS
Beth Anundi, Capital Pawn, Salem, OR
Tim Collier, Pacer, LTD., Little Rock, AR
Robert Barnett, Elk River Trading Co., Fayetteville, TN
Randi Butterfield, Big Dog Pawn, West Jordan, UT
Jay Dunbar, Superior Pawn Company, Hampton, VA
David Ehrlich, City Pawn Shop, Montgomery, AL
Perry Lewin, Decatur Jewelry & Pawn, Decatur, IL
Christopher McCarthy, Lowell Jewelry & Loan, Lowell, MA
Scott Paulsen, Peninsula Pawn, Seaford, DE
Jeremy Powell, BJ Pawn & Gun, Denham Springs, LA
Kerry Rainey. Bayou Pawn, Hammond, LA
Scott Tiemann, Central Mega Pawn, Ontario, CA
Anthony Vanegas, Sunbelt Pawn, Houston, TX
President Trump Sworn In, 119th Congress Is Off to the Races
The landscape in DC has been rapidly changing as the new year has kicked off in a turbocharged fashion. Donald Trump was sworn in as America’s 47th President, and the 119th Congress is in full speed ahead mode with the “trifecta” Republican control of the Administration, the Senate, and the House. The energy is tangible as we witness major policy reforms being implemented via Executive Orders, while Senate Republicans continue working with a sense of urgency to confirm Cabinet positions and Congress works on tackling campaign promises that must be legislated. To add to these dynamics, many new Representatives, Senators, and staff have a big learning curve while right out of the gate Congress is facing a government shutdown on March 14 with the debt ceiling debate circulating in the background.
It is important to remember that despite Republican control of Congress, the margins are such that there is no room for party division if they want to successfully move President Trump’s agenda forward. In the Senate, Republicans are in control with a 53-47 seat majority. This margin should allow Republican
leadership to move Cabinet and judicial nominees as well as budget reconciliation measures given the simple majority vote requirements. However, 60 votes are generally needed to get anything done in the Senate. In the House, Republicans currently have a 218-215 majority so Speaker Johnson will have to work hard to keep his members unified in seeking simple majority votes to pass anything. This reality means Republicans will have to work with Democrats on many policy items if they want to succeed.
At the NPA, we view this year optimistically as there should be a more favorable regulatory and congressional environment. On the regulatory side, despite contentions by some suggesting the CFPB will be abolished, we believe it is here to stay. However, we expect a much more reserved CFPB with a smaller staff and budget. They still will have enforcement authority so as always, we encourage NPA members to stay focused on compliance.
On the congressional front, we are pursuing the opportunity to play some offense to educate new and existing members of Congress and their staff about the importance of pawnbrokers in their communities. Additionally, we are witnessing a big focus on bank
de-risking, which we hope will lead to legislation that will help limit future debanking of pawnbrokers among other financial services providers. Lastly, on the defensive front, we are always vigilant about any rate cap legislation. The rate cap debate is still alive in DC with many consumer groups and Democratic offices supporting legislation, but with the current Republican control, we do not anticipate any significant movement.
To advocate for these provisions, we will continue to focus on the key committees of jurisdiction. These include the Senate Banking Committee with Senator Scott (R-SC) serving as Chairman and Senator Warren (D-MA) serving as Ranking Member and the House Financial Services Committee with Congressman Hill (R-AR) serving as Chairman and Congresswoman Waters (D-CA) serving as Ranking Member.
This spring, we hold our annual Legislative Conference in Washington, D.C. from April 29th to May 1st. This event is your chance to meet your representatives where they work and learn about the legislative process. The NPA will facilitate meetings with your elected officials and provide you with the necessary resources to effectively communicate your concerns.
It is imperative at the start of a new Congress for us to have a strong turnout to make our voices heard. There are new members and staff that need to understand the vital services that we provide every day. We have the opportunity to build these crucial relationships now, so when the levers of power inevitably change in the coming years, we are prepared; think of this participation as insurance for your future.
Cliff Andrews CapCity Advocates
Your role at the 2025 NPA Legislative Conference
For anyone considering attending this year’s Legislative Conference, I offer this advice: GO! Show up, speak out, and share your story.
Attending the NPA Legislative Conference in Washington D.C. can be a transformative experience, especially for the pawnbroking industry that is often misunderstood. For those of you that have attended
in years past, you know how powerful and humbling this experience can be. Advocating for the betterment of the pawnbroking industry is a chance to build relationships with your own U.S. Senators and Representatives, highlighting the value of our work, and fostering legislation that supports our role in the community.
This year’s Legislative Conference is April 29th through May 1st, 2025, and we are aiming for 100 pawnbrokers from across the U.S. to attend. If you haven’t attended before, here is what you can expect.
The conference begins with a bustling morning registration and
breakfast reception with your fellow pawnbrokers and a couple of House Representatives. The room is alive with energy and purpose. Industry professionals from across the nation gather to share insights and strategies with each other. The primary purpose is clear: demonstrate how pawnbrokers serve as pillars of financial support for countless Americans by offering a safe, regulated, and accessible alternative for those in need of shortterm financial needs.
As you approach your first scheduled meeting with your congressional
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Perry Lewin
Decatur Jewelry & Pawn, Decatur, IL.
The Road to 100, Cont’d
representative, you’ll feel a mix of excitement, nervousness, and determination. You will be grouped with fellow pawnbrokers from your state. The NPA will provide you with talking points: statistics, success stories, and key points that illustrate the pawnbroking industry’s positive impact. For instance, you will share with your representatives how pawnbrokers provide essential financial services to underserved communities, often stepping in where traditional banking institutions fall short.
The representatives and their staff are usually very receptive, asking thoughtful questions about how the industry operates and the challenges we face. The focus is to emphasize the importance of maintaining reasonable federal regulations while safeguarding our ability to provide small-dollar loans without excessive regulatory burdens. You’ll want to personalize your message. For example: Share a story about a customer who had used a pawn loan to cover emergency medical expenses, later reclaiming their item once their situation stabilized. It is a tangible example of how our services offer both flexibility and dignity.
Networking with lawmakers isn’t the only highlight of the conference. You will also connect with fellow pawnbrokers, exchanging ideas and learning about best practices. These interactions reinforce the sense of unity within our industry. By presenting a united front, we can more effectively advocate for favorable legislation and demonstrate our collective commitment to ethical business practices.
The importance of humanizing our industry to lawmakers is imperative. Misconceptions about pawnbroking often stem from outdated and untrue stereotypes. By showing that we are community-oriented small business
owners who genuinely care about our customers, you will shift perceptions and build goodwill.
The event’s culmination is a group dinner after an exhilarating day on Capitol Hill. Here, you will recap the day’s experience with fellow pawnbrokers. Everyone shares their experiences over cocktails, appetizers, and dinner.
After the conference, you will feel a renewed sense of purpose. Advocacy is not a one-time event but an ongoing effort to educate and collaborate. By attending this legislative conference, you’ll not only strengthen your business’s position, but also contribute to the broader goal of ensuring that our industry thrives under fair and supportive legislation.
For anyone considering attending this year’s Legislative Conference, I offer this advice: GO! Show up, speak out, and share your story. Building relationships with lawmakers is crucial for shaping policies that reflect the realities of your industry. Together, we can foster a brighter future for pawnbroking and the communities we serve.
We hope to see you there.
Share a story about a customer who had used a pawn loan to cover emergency medical expenses, later reclaiming their item once their situation stabilized.
It is a tangible example of how our services offer both flexibility and dignity.
To register and book your hotel room, scan the QR code:
SCAN ME
Engage with lawmakers, strengthen relationships, and directly influence the policies that impact your business.
No one else should tell your story.
July 21 - 24, 2025 | The Renaissance
Rachael Goldman has worked fulltime in the pawn industry for twenty years and is the fifth generation of her family to own and manage Goldman’s Pawn Shop in Evansville, IN. She is an active member in her community and has served on numerous boards and committees for local nonprofit organizations including the Evansville Museum of Arts
and Sciences, Temple Adath B’nai Israel, Alhambra Theatre, Inc. and the Women’s Fund of Vanderburgh County. Rachael also has a background in stand-up comedy and comedy writing and was a staff writer for the nationally syndicated Bob & Tom radio show. She was the keynote speaker for the 2023 Midwest Pawnbrokers Convention in Indianapolis, IN.
Waverly Hotel, Atlanta, GA
Clicking with the Community
Edward Best, owner of Discount Jewelry and Loan in Shreveport, LA, didn’t just celebrate National Pawnbrokers Day; he used it as a catalyst for positive change.
Determined to challenge the negative stereotypes often associated with the pawn industry, Edward Best launched a unique initiative: for every $100 in sales generated on December 6th, his store pledged to donate one Chromebook to Southwood High School.
“There’s a stigma sometimes in mainstream media that we are a bad industry, that our stores are full of old rusted tools or stolen items,” Best explained to a local news station. “We use this day to give back to our communities and to show them that we are a part of the everyday community, that we are a part of the business community, and we are here to support them.”
The community responded with overwhelming enthusiasm, generating a remarkable $2,450.54 in sales. The impressive result of Best’s campaign translated into a generous donation for 25 Chromebooks to the school, empowering students with valuable tools for learning and success.
Our plan is to add at least one school per year until we have a scholarship for every high school in our area.
Building on this success, the company has launched an exciting new initiative: the Discount Jewelry and Loan Entrepreneur Scholarship. Any senior at Southwood High School that wants to start their own business after graduation will have the opportunity to submit essays outlining their business ideas. A panel of local small business owners will review the submissions and select five finalists to present their business plans. If selected, the scholarship recipient will receive $2,500 to jumpstart their business. Additionally, they will receive 12 months mentorship from a network of local business owners, providing guidance and support as they bring their ideas to life.
The scholarship program was unveiled at a Southwood High assembly, where Best and his team spoke to students about the value of entrepreneurship and the role of small businesses in the economy.
“Our plan is to add [at least] one school per year until we have a scholarship for every high school in our area,” said Best. “Hopefully this gives these kids the motivation to start their own businesses even when they may not have the financial resources to do so.”
Discount Jewelry and Loan’s actions are a shining example of how pawnbrokers can be a force for good in their communities. By actively engaging with local schools and supporting educational initiatives, he’s not only demonstrating the generosity of the pawn industry but also helping to reshape the narrative and build stronger relationships with the people they serve.
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DIAMOND VERIFICATION DEVICES THAT CHECK MANY STONES AT A TIME
By
It’s no surprise that satisfied and engaged employees tend to stay in their jobs longer. If you have seen a downward trend in retention or you want to lower your employee turnover rate, it may be time to reevaluate your retention strategies.
Here are 10 areas to consider as you evaluate employee retention options.
1. Benchmark Compensation & Benefits
According to Paychex’s 2025 Priorities for Business Leaders report, the top benefits business leaders plan to use in 2025 to improve retention are short-term disability insurance (24%), long-term disability insurance (24%), and employee assistance programs (24%). Analyzing the market and understanding employee needs can help ensure you’re providing competitive compensation packages and benefits. Use industry data to compare your salary and benefits packages, and assess internal benefits usage to find out which programs employees value. If you must pay employees below the industry average, you may be able to make up the difference by offering unique benefits or a flexible schedule
2. Invest in Training & Development
In addition to the initial investment needed to recruit and onboard an employee, about 54% of business leaders and HR managers surveyed say career planning and skill-building are top priorities for the next 12 months. Employers can provide access to training using a learning management system along with live training and development sessions. Managers should also work with employees to develop an intended career path and set advancement goals.
3. Offer Mentorship Opportunities
Mentorship programs can encourage employees to stay by helping them build a relationship with someone in the company who can offer career advice and guidance. Connect employees with mentors who can offer broader, long-term guidance related to professional development. There are several ways to incorporate mentorship opportunities into an employee’s career lifecycle:
• Set up formal or informal mentorship programs to connect employees who would benefit from a mentor relationship.
• Pair new employees with a coworker as part of the onboarding process. This gives the new hire a resource other than their direct manager to answer questions or listen to concerns.
4. Give Employees Autonomy and Flexibility in the Workplace
Top employees want to help your business succeed. To help keep them engaged and satisfied, find ways to give them ownership over their work rather than micromanaging them. Encourage employees to suggest their own solutions to problems and allow them to recommend efficiency improvements. Look for ways to give leadership opportunities to employees who want to advance into a managerial role. As they take
on added responsibility, let them lead projects or serve as a department liaison. When employees speak up and offer solutions or advice, take their feedback seriously and provide thoughtful responses.
5.
Create a Culture of Respect & Belonging
Employees want to know who they’re Establish a culture that supports organizational goals and values. Employees who understand your vision for success may be more engaged and better equipped to contribute over the long term. Regularly communicate how each team, department, and individual contributor helps the company achieve its goals.
Also, build a supportive workplace community. Help employees set up positive relationships that provide social support and respect for diverse perspectives.
6. Prioritize Mental Health & WellBeing
To support talent retention, consider offering mental health services, flexible hours, or wellness programs. Focus on cultivating a supportive workplace and helping employees avoid burnout that could cause them to seek a career change.
7. Celebrate Achievements
Employees want to be recognized for their hard work, and that recognition is often most effective when it comes from direct managers. Think of employee recognition on a spectrum, from casual compliments at a staff meeting to formal award ceremonies. Find out what type of recognition your employees value most. It could be a small cash bonus, an extra day off, or public acknowledgment of their achievements.
9. Respect Work-Life Boundaries
Acknowledging employees’ lives outside the company and staying in tune with what matters most for their life and career goals will go a long way toward keeping your best employees. This may include providing options about when and how they do their work, providing paid time off, respecting an employee’s time off by not asking for additional work, and incorporating flexibility for appointments and personal days.
8. Ask for Feedback
Sometimes, you don’t know if an employee is unhappy until they turn in their resignation. Exit interviews can provide in-the-moment feedback about why employees leave. Employee surveys and stay interviews with targeted employees can also help to gauge overall job satisfaction. Use the feedback to help shape future retention strategies.
10. Provide Wellness Offerings
Wellness offerings can help employees navigate mental health concerns, performance challenges, and work-related stress. Wellness programs may include challenges, classes, or incentives to encourage employee health. For example, a wellness program might offer fitness challenges, nutrition education, stress management workshops, mental
health screenings, financial literacy classes, or wellness surveys.
Employee retention starts with prioritizing your team’s satisfaction and engagement. The size of your company, your corporate culture, and your budget may determine the extent you can incorporate retention strategies in the workplace but never let lack of creativity be the limiting factor. Employee
Thanks to a national partnership with Paychex, NPA members receive special pricing on services for simplified HR, payroll, and benefits administration
Education By Pawnbrokers, For Pawnbrokers
Get ready to level up your pawnbroking knowledge with the NPA’s exciting new education series! Join us each month for in-depth discussions led by qualified NPA pawnbrokers on topics that matter most to you. From industry trends to operational best practices, these Zoom sessions offer valuable insights and practical tips.
All sessions are open for NPA Members - register today!
Online Marketing & Content Creation
Guest Hosts: Scott Nell and Randi Butterfield, Big Dog Pawn & Jewelry
April 10, 2025 3pm EST
Warehouse Organization
Guest Host: Anthony Vanegas Sunbelt Jewelry & Loan
May 8, 2025 3pm EST
Layaways
Guest Host: Kerry Rainey, Bayou Pawn & Jewelry
June 12, 2025 3pm EST
Brought to you directly by qualified NPA pawnbrokers, this monthly zoom series provides an opportunity for experts in their field to lead education-based discussions on topics they are passionate about.
Scan the QR code to register today!
Transitioning Your Storefront
August 14, 2025 3pm EST
In a recent Lead & Learn session for NPA members, Anthony Vanegas and Stacy Vazquez from Sunbelt Pawn shared their insights on pawn shop merchandising. The father-daughter duo discussed the importance of creating an inviting atmosphere, organizing inventory, and using effective pricing strategies.
• First impressions matter. The exterior of your store should be clean, well-lit, and inviting. Channel letters and lit signs can make your store more visible at night.
• Create a welcoming environment. The interior of your store should be clean, organized, and family friendly. Consider using a scent machine to create a pleasant aroma.
• Organize inventory by category. This makes it easier for customers to find what they are looking for. Sunbelt Pawn separates electronics, game systems, power tools, sunglasses, purses, and luxury items. Anthony and Stacy also recommend separating firearms from the jewelry department to cater to different customer interests.
Want to join a Lead & Learn session? Scan the QR code to register and rewatch past lessons!
• Use clear and consistent pricing. Sunbelt Pawn uses “splash tags” with large, visible prices. They also use a different color tag for clearance items.
• Train your team. Make sure your employees are knowledgeable about your products and pricing.
• Pay attention to the details. Small details, like the size of the shoe or the caliber of a firearm, can make a big difference.
By following these tips, you can create a pawn shop that is both inviting and profitable.
Key Takeaways from This Session:
The End of an Era
A Conversation with Eric Modell
The recent closure of Modell Collateral Loans, after an impressive 131-year run, marks the end of an era. This iconic New York City institution, spanning four generations of the Modell family, has long been a pillar of the pawn industry. We sat down with Eric Modell, the fourth generation to lead the family business, to reflect on his career and the legacy of his father Gerald Modell.
By Laura Wasileski, National Pawnbrokers Association
In the 1870s, the Modell family left Russia and embarked on a journey to America, settling in the bustling Lower East Side of New York City. With limited resources and a strong determination to succeed, brothers George and Morris Modell took to the streets, peddling a pushcart laden with an eclectic assortment of goods. Clothing, jewelry, trinkets – they offered anything that might catch the eye of a passerby.
As Eric Modell recounts, “They bought, sold, traded, pawned, or anything else they could to try to make a living.” Expansion meant getting a second cart and heading east while the first cart went west, neither ever leaving lower Manhattan. They were the quintessential entrepreneurs, always hustling, always adapting.
This resourceful spirit, born out of necessity and fueled by a desire for a better future, laid the foundation for what would become two of New York’s most enduring family businesses. (Morris founded his own company, later known as Modell’s Sporting Goods, in 1889, which operated over a for century until its closure in 2020.)
The pushcart, a symbol of their immigrant journey and entrepreneurial drive, became the first chapter in the Modell family’s remarkable story.
In 1893, George opened a modest jewelry and watch shop on Cortland Street in New York City. His keen eye for value and his dedication to customer service quickly established the business as a trusted source for both buying and selling precious items.
In the 1930s, George’s son Louis joined the family enterprise, bringing with him a new vision for the future. Louis saw an opportunity to expand the business by offering pawnbroking services, providing much-needed financial assistance to the community. The pawn shop flourished under Louis’ leadership, especially during the challenging times of World War II, becoming a lifeline for many New Yorkers.
In the late 1950s, the third generation joined the ranks. Louis’ son Gerald, an alumnus of Columbia Business School, first started his career as a diamond dealer. However, when Louis’ health declined, Gerald stepped in to support his father and the family business, adding pawnbroking to his repertoire.
With Gerald’s help, the company opened a second location in the heart of Manhattan’s Diamond District in 1960. This strategic move allowed Modell to extend financing to the diamond and jewelry industry, further expanding its reach and influence.
Gerald’s entrepreneurial spirit didn’t stop there. In 1965, he founded a separate diamond-importing business, operating in Antwerp, Tel Aviv, and Bombay. This company sold loose diamonds and jewelry wholesale to customers across the United States.
Following the passing of Louis in the early 1970s, Gerald took the helm of the family pawn business. Over the next three decades, his leadership and vision propelled the company to new heights, expanding its operations to four locations throughout New York City.
Growing Up in the Business
“I can remember being six years old and visiting the first branch my dad opened,” recalls Eric. “I spent many Saturdays there, sweeping floors and observing my father interact with both employees and customers. I started to see what it meant to be a boss, even if I didn’t recognize it at the time. He treated everyone with respect and attended to everything that needed to be done.”
This early exposure instilled in Eric the values that would guide his career. “It was here,” he emphasizes, “that I learned to ‘never ask an employee to do something that you are not willing to do yourself.’”
Eric’s experience didn’t end with sweeping floors. Around age nine, he was entrusted with a new responsibility: filing tickets. “Handwritten tickets,” he points out.
But the seemingly mundane task proved to be a formative experience. Instead of being deterred by the monotony, Eric found himself drawn deeper into the heart of the business. “Those flimsy little stubs represented someone’s belongings,” he remarks, “often family heirlooms.” Each ticket had a story, a person, a need. That, Eric says, is when he understood the vital role his father played in the community, providing financial assistance and support to those who needed it most.
Stepping Into the Trade
College initially led Eric down a different path than the family trade. “I had never been pushed in the direction of the pawn business or the diamond business growing up,” he reflects. Upon graduating, he pursued a career with a global accounting firm, a world seemingly far removed from the pawn shop.
However, after three years in the corporate world, Eric felt a pull towards something different. “It was 2000,” he recalls, “I was considering a lateral move with some internet start-up.” Seeking his father’s guidance, Eric arranged a lunch meeting, but the conversation took an unexpected turn. “It quickly turned into a recruiting lunch,” he says. “My father offered me the opportunity to become the fourth generation in the family business — and I had two weeks to decide.”
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End of An Era, Con’td
The decision was far from easy. Eric had witnessed the strain that family businesses could place on relationships. “I had seen too many families fall apart,” he admits. “I was worried about our future relationship.”
He weighed his options carefully: the stability of his current career, the allure of a new venture, and the chance to continue the family legacy. Ultimately, he accepted the job.
“The day I started, I knew I had a lot to learn, and he was eager to teach me,” reflects Eric. Though he found it challenging at first to navigate the boundaries between son and colleague, he eventually learned to embrace both roles. “In the end, I realized it was silly to try to separate them.” For Eric, the reward wasn’t just the business knowledge, but the life lessons and the chance to work alongside his dad.
Over the next 14 years, Eric climbed the ranks, expanding the Modell pawnbroking business to nine locations across New York City. In 2010, he was appointed President of the Modell companies, a position he held until the business closed its doors earlier this year.
Eric’s leadership was deeply influenced by his father’s values. He explains, “My dad taught me that a retail business was worthless if it didn’t have customers who would return time and again, and the only way to do that was to make them feel appreciated.”
Gerald instilled in Eric the importance of respect, even when the customer wasn’t right, and the value of keeping one’s word. “He taught me that people were trusting us with their valuables, and with every ticket, we were
giving our word that the piece would be there when the customer came back for it.”
Gerald Modell’s commitment to community service also left a lasting impression on Eric. “Everything he did was about helping people, whether it be through the pawn shop or through philanthropic efforts,” Eric shares. “It really bothered me that here he was trying to help people yet the label ‘pawnbroker’ [had such a negative connotation]. The stereotype was so ugly and disconnected from reality.”
This desire to help those in need led Eric and his father to look beyond traditional pawnbroking. When bank discontinuance became a problem for the industry, they sought to fill the void by offering alternative financial services. Though that particular venture didn’t succeed, it was the first non-pawn shop project that Gerald and Eric took on together, and it set the path for future endeavors aimed at helping people.
A Pioneer for Pawn
Gerald Modell was a true pioneer in the pawn industry who revolutionized pawn lending in New York. “I had always heard that the pawn laws in NY were unchanged for 100 years and then my dad came along and changed them,” says Eric.
Gerald was President of the Collateral Loanbrokers Association of New York (CLANY) for 25 years, during which time he spearheaded efforts to raise interest rates, lower hold times, and add fees. He was successful in creating what has come to be known as ‘The Modell Law’ (not the one in Ohio) which protects pawnbrokers when there is a question of title within the jewelry industry.
Gerald’s involvement in the National Pawnbrokers Association (NPA) was equally significant. Recognizing the importance of federal advocacy, he joined in the late 80s when the Association was still in its infancy. “He wanted the industry to come together to protect itself and that is what drew him in,” Eric explains.
Gerald served on the NPA Board of Directors for more than 20 years. During his tenure with the NPA, he was instrumental in establishing the NPA’s presence in Washington D.C. He was a founding member of the President’s Council, now called Government Relations Committee (GRC). He initiated and led the search for a lobbyist, interviewing numerous applicants at his own expense and on his own time. He ultimately recommended Cliff Andrews, a decision that has proven to be invaluable for the entire industry.
Remain vigilant and involved in your local government, your state capital, and Washington, D.C. Only you can make the playing field better for the industry. It won’t happen on its own.
Gerald was also the one to recommend the NPA establish its highly successful Legislative Conference. In 2015, he was honored with the NPA’s Charles R. Jones Lifetime Achievement Award.
“I will never forget when I first started coming to NPA events in 2000,” reflects Eric. “Everyone I met would talk so fondly of my dad and I remember being so impressed that all these people who I thought barely knew him had been so impacted by him.”
Eric himself served as CLANY President, and on the NPA Board of Directors for 10 years.
“I have met some amazing people through the NPA,” he recalls fondly. “The Association has brought me together with so many people that I would not have met otherwise. I have crystal clear memories coming together at NPA events in Las Vegas, San Antonio, New Orleans and Washington D.C. and I will not forget those times or those people anytime soon.”
Reflecting on how pawn has impacted his life, Eric acknowledges he became more cynical when he entered the industry, but “really I think the thing that was most impactful was the education I received about the American political machine.”
He notes, “Being a part of the GRC and participating in the Legislative Conference introduced me to how government works – or doesn’t. These lessons were valuable when I was a pawnbroker, [and] their value does not stop as I exit the industry.”
Parting Words
Looking back on his career, Eric emphasizes the importance of building relationships within the industry and advocating for the continued success of pawnbrokers in serving their communities.
He offers two pieces of advice for young people entering the pawn industry today:
1. Embrace technology and use it to grow your business while changing the stereotype.
2. Remain vigilant and involved in your local government, your state capital, and Washington, D.C. Only you can make the playing field better for the industry. It won’t happen on its own.
Modell Collateral Loans, Inc. closed its doors for good in February 2025, nearly a year after Gerald’s passing. While closing the business marks the end of an era, the family leaves behind an enduring legacy that will continue to inspire and shape the pawn industry for generations to come.
“It seems strange to say this as I exit the industry,” reveals Eric “but really, I am proud of surviving. I am proud that for 25 years, I carried the mantle created by my greatgrandfather over 130 years ago. I am proud of being a part of my family’s story. The Modell Family story is part of New York’s history and if you have ever met me, you know that I am the proudest of New Yorkers.”
And, who knows what the next pushcart will bring?
Eric is optimistic about the future:
“I plan to keep the family spirit alive and embrace my inner entrepreneur. There are always new opportunities to explore. The only thing I know for sure that I won’t be doing, is retiring.”
“The NPA is the front line of defense for the long-term stability of the pawn industry.”
~ Craig Harrison, M&M Merchandisers
industry par tners
BENEFITS HIGHLIGHTS
• Access to the largest group of pawnbrokers in the country
• Concentrated advertising to highly-engaged decision-makers
• Exclusive opportunities for sponsorship, in person and in print
• Recognition as an industry expert and the chance to have your industry insights published in NPA’s annual Buyer’s Guide
JOIN TODAY
By Dane Dillon Director, Technical Services, Dargentna Consulting Inc.
As technology advances, protecting data is a growing challenge for businesses. The stakes are especially high for pawnbrokers: you handle sensitive financial data and manage valuable assets, making you a prime target for cyberattacks. One breach could expose customer information, credit card details, and inventory, causing irreparable damage to your business. It’s more important than ever that you be proactive and protect your customers and your business.
Protecting your customers’ data isn’t just good business ethics, it’s the law. Regulators across the United States are taking note of the devastating impact data breaches and ransomware incidents have on individuals and businesses. They are enacting stricter rules to prevent or mitigate these disasters. Failure to comply can result in hefty fines, lawsuits, and potentially the closure of your pawn shop.
Some industries have been transformed overnight thanks to recent advancements in artificial intelligence (AI), including the tools available to cyber criminals. Hackers are using AI for more sophisticated attacks like automated phishing emails, AI-generated malware, and deepfake phone or video scams.
These evolving threats mean that relying on our typical software defenses is no longer sufficient; human error is one of the leading causes of data breaches. Something as simple as clicking on a phishing email or using a weak password can open the door to cybercriminals.
If you don’t understand IT, don’t try to manage it alone. Just like lawyers and accountants, IT professionals are essential hires for your business. They will ensure your systems are secure, up-to-date, and prepared for the latest threats. Scheduling quarterly briefings with your IT provider can help you understand the risks, solutions, and opportunities specific to your business. Insist on clear, jargonfree explanations so you can make informed decisions without getting overwhelmed by technical details.
Even with the best defenses, cyberattacks or equipment failures can happen. The key is to be prepared. A solid incident response plan allows you to act quickly, minimize damage, and recover faster. Work with your IT team to develop a plan that addresses scenarios like ransomware attacks, data breaches, or system outages. Regularly testing the plan ensures everyone knows their role in a crisis.
So, what can be done? You don’t need to be a tech expert to lead a secure business, but you do need to stay informed. A culture of cybersecurity starts at the top and permeates throughout the organization. Show your team it is a priority by attending training sessions, visibly supporting IT policies, and regularly asking about updates or risks.
Think of IT as an asset, not a cost center. It keeps your operations running, your data safe, and your business competitive. Prioritizing cybersecurity isn’t just about avoiding threats; it’s about enabling your business to thrive.
Do you know someone who might qualify for the Future Business
The NPA is proud to provide scholarships for the children and grandchildren of NPA members and their employees, as well as any employee of an NPA member store. Now through May 31, 2025, eligible students may submit an application to be considered for the 2025-2026 scholarship fund.
YOUNG PROFESSIONALS DINNER – 2025 LEGISLATIVE CONFERENCE
Join the Young Professionals Committee and other under 40 conference attendees for a special dinner offsite the night before your visit to Capitol Hill. Sponsored by GIA®, this is a great time to get to know everyone, ask questions about the day ahead, and have some fun.
YOUNG PROFESSIONALS TAILGATE – PAWN EXPO 2025
When the sessions end, the fun begins! Meet and network with other Young Professionals at the YP Tailgate before heading out to the Braves Game. There will be drinks and snacks to get you in the spirit.
YOUNG PROFESSIONALS PAWNBROKER PEER GROUP
Connect with other Young Professionals on Zoom each month to solve problems, share ideas, and learn from one another. Thanks to popular demand, the NPA has added a second group that meets every third Tuesday of the month. Want to join? Visit nationalpawnbrokers.org/young-professionals.
JOIN THE MAILING LIST
Sign up to receive communications directly from the NPA Young Professionals Committee about activities specific to those under 40. Anyone who is working in the pawn industry and affiliated with an NPA member store or company can join. You can scan the QR code to get involved.
July 21 - 24, 2025
Your Business
Join us for an action-packed experience designed to empower you with the knowledge and connections you need to thrive in the pawn industry. Whether you’re a seasoned pawnbroker or just starting out, Pawn Expo offers something for everyone.
GIA® Training Sessions Breakout Sessions
Sessions led by knowledgeable, experienced pawnbrokers ready to share their expertise.
• How To Get More for Your Melee
• Managing After A Catastrophe
• Ai 101 for Pawnbrokers
Adapting to Change: Growth in the Modern Economy
• Employee Development
• Buying Your First Store – Lessons Learned
• Firearms Panel
• How to Educate your Local Police
(pre-registration required; limited to 50 attendees)
• Overview of Laboratory-Grown Diamonds
• Advanced Laboratory-Grown Diamonds
• Technologies Used for Diamond Screening Devices
• Understanding a Diamond’s Value
Thank You NPA. Best Expo EVER. I wish I didn’t have to leave.
RICHARD
DAN, KAMAAINA LOAN
The Renaissance Waverly Hotel, Atlanta, GA
The NPA has given us access to thriving pawnbrokers excelling in their field and sharing their knowledge annually at Pawn Expo. Education, networking, insight, training, guidance – it is what every business owner needs.
BETH ANUNDI, CAPITAL PAWN
Industry Insights
Learn from Industry Partners who are leading experts in their specialties. Topics include:
• Sell more jewelry at higher prices with these FREE display ideas and secrets
• What FFLs Should Expect from Trump’s ATF & Inspection Updates
• Jewelry Industry Updates and the Resurgence of Natural Diamonds
• Heat Up Your Firearms Sales: Strategies for Type 02 FFL Holders to Boost Summer Business Growing Your Pawn Shop with Compliant Marketing
• Exit Strategy Discussions
Don’t Miss These Key Highlights:
• Trends in International Watch Crime and How to Protect Your Business and Reputation
• Modern Pawn Customers Revealed – Data-Driven Marketing That Works
• What It Takes To Run The Finest In Premier Pawn Operations In The World Today
• Ai Solutions and Strategies for Pawnshop Security and Operations The Evolution of Asset Protection ...and more!
• The Jewelry Exchange: Unload your unwanted jewelry and sell it directly to suppliers at the Jewelry Exchange.
• Dynamic Breakouts: Choose from a diverse range of breakout sessions, roundtables, and panel discussions led by highly qualified pawn professionals.
• Expanded Exhibit Hall: Explore the latest products, services, and technologies from leading vendors in the pawn industry. Discover new solutions to improve your operations and boost your bottom line.
• Unparalleled Networking Opportunities: Connect with fellow pawnbrokers from across the country at fun networking events like the Grand Opening Welcome Reception, the NPA Annual Auction and Gala, various meet and greets, and the Young Professionals Tailgate ahead of the Braves Game.
Spark Your Calendars!
Pawn Expo 2025 is being held in Atlanta, GA from July 21 to July 24. Don’t miss this opportunity to invest in your business and connect with the best in the pawn industry. Visit pawnexpo.com to register and secure your spot. Early bird discounts are available through May 12, 2025.
SCAN ME
ARMS / AMMUNITION
Armslist.com
Charter Arms
GunBroker.com
Guns.com
Hicks, Inc.
JTS Group / Xisico USA
NSSF
Warrior Systems USA
Wise Arms
AUCTIONS / RESELLERS
Rapaport Diamond Auctions
AUTHENTICATION / DETECTION
Entrupy
JAGi Lab
LegitGrails
Sigma Metalytics
The Watch Register
Thermo Fisher Scientific
Watch Certification Services of America
BANKING / FINANCE / PAYMENT
PROCESSING
AltruPay: Pawn Payments
Blue Payment Agency, Inc
Electronic Transfer, Inc.
FlexApproved
Fortis Payment Systems, LLC
Max Cash
P2M.ai
Pawnbroker Financing
Pawnshop Books
COIN / WATCH BUYERS & SELLERS
Bezels for Watches
GreatCollections
Isaac Watches & Jewelry LLC
Tangible Investments Inc.
Times Past and The Vintage Contessa
COMPUTER SERVICES / SOFTWARE
Arch Crown Inc.
Bravo Store Systems
PawnMate, Inc.
Torchsec Technologies
DIAMOND BUYERS / SELLERS
Aaria, Inc.
ABC Diamond Buyer, Inc.
Adamas
Atish Diamonds LLC
Bluestone Trading Company, Inc
Demond Gems, Inc.
DiaTrendz
Di-Moksh Diam, Inc.
FCP Diamonds, LLC
Gemxo LLC
Georgia Carbon
Jay Pays
Jebel Gems Inc/Shri Diamond Inc.
Jewelry Group
MOD Diamond Group / Rock & Divine
Padmavati Exports Inc.
Palak Diam Inc
RK Kalati Company
S Padmavati Exports
SimplexDiam, Inc
Showkase
Smart Grown Diamonds LLC
Solitaire NY
Sparkle & Dazzle LLC
StarDimon, Inc.
SunDiam, Inc.
The Dealer of Diamonds
Truth Jewel Inc.
EDUCATION
AML Gurus
/ TRAINING / CONSULTING
Gemological Institute of America (GIA)
International Gemological Institute (IGI)
Pawnshop Consulting Group, LLC.
PawnTrain LLC
Stallcup Group Inc, Exit-Strategy
Consulting
HR / INSURANCE / HEALTHCARE
JM Insurance Agency Partners
Marshall & Sterling, Inc.
McLarens
JEWELRY BUYERS / SELLERS
Brilliant Elements
Global Liquidators
Heera Moti, Inc.
King Diamonds, LLC.
Nikos Jewelry Inc.
Nisha Design Inc.
Pawn One Trading, LLC
Vama Diam
Verma Group, Inc.
Wisconsin Avenue Jewelry & Loan
Zafrani Gold
JEWELRY TECHNOLOGY
Polygon
Quick Jewelry Repairs
Textmechat (StarGems Inc.)
Unified Laser Corp
Vtron Lasers
Yehuda Company
JEWELRY TOOLS / COMPONENTS
Box Brokers Group
Ed’s Box & Supply Inc.
Jewel-Craft Inc.
Kassoy
Noble Display & Packaging
MARKETING/MEDIA/ADVERTISING
Strive Marketing Studio
PRINTING / PROMOTIONS
Burrell Printing
PRODUCT WHOLESALERS / DEALERS
Blitz Manufacturing Company, Inc
Famous Gold, Inc.
Fashionphile Wholesale LLC
LePrix Wholesale
M & M Merchandisers
MIRC, LLC
Stuller
The Luxury Bee
Tiger Wireless/Tiger BuyBack
Upstate Coin & Gold
WBC Designer Luxury
REFINING
AAA Precious Metals, Inc
Core Scientific
David H. Fell & Co.
Dillon Gage Metals
Dlight Refiners LLC.
Elemetal LLC
Garfield Refining
General Refining Corporation
Hi-Tech PMR
Hoover & Strong
Jack Hunt Coin Broker Inc
LGS Refining
Manhattan Gold & Silver
Midsouth PM
Mid-States Recycling & Refining
Noble Metal Refining
Noble Metal Services, Inc.
Pease & Curren, Inc
Precious Metal Refining Services
Refine Max Inc.
SHR Precious Metals
So Accurate Group
Specialty Metals
United Precious Metal Refining
US Metals LLC
Williams Gold & Silver
STORE DESIGN / EQUIPMENT
Rack’Em Racks / Horizon Mfg
STORE SECURITY
Eyeson Digital
Fortress Display
ZeroEyes
Colorado
Steven Adsit
President of the Colorado Pawnbrokers Association
Colorado is facing quite a few changes and challenges going into 2025. The firearms industry in specific has seen a whirlwind of changes: Age restrictions, industry specific taxes, transfer waiting periods, and the new CO Firearms Licenses which will include employee testing, background checking and licensing. We are working hard to get some clarity on many of these new rules.
We also know there will be additional legislation introduced this year that will require our attention. We have had members meeting with legislators and explaining how pawn works. Again and again, we find that legislators don’t understand our industry, and a simple store tour and explanation can move mountains. We can help anyone set up these meetings! As always, we are still working to get every pawnbroker in the state into our 100% Free Association. Colorado Pawnbrokers, please talk to your neighbors and make sure everyone is signed up! Contact coloradopawnbrokers@gmail.com.
New York
David Kaminsky, President of the Collateral Loanbrokers Association of New York CLANY wishes to express its sincere gratitude to Modell Collateral Loans Inc. for their 131 years of service to the New York City community. We congratulate them on their successful legacy and wish them well in their future endeavors. We also congratulate GEM Financial Services on the acquisition of their Bay Ridge, Brooklyn, and 47th Street, Manhattan branches.
Oregon
Beth Anundi, President of the Oregon Pawnbrokers Association
As Oregon’s legislative season unfolds, our lobbyists are keeping us informed about potential pawn and firearm laws. This year requires careful monitoring and strategic action. We value our strong relationship with Oregon’s Department of Financial Regulation, and we are looking forward to our Annual Meeting to be held at this year’s PNW Pawn Conference.
The PNW Pawn Conference, to be held May 2-4, will feature Jeff Wilhelm as the Keynote Speaker. NPA’s 2024 Pawnbroker of the Year, Lisa Little, will join the conference for the popular Pawnbroker Panel, and Martin Strasser and Sam Shocket will be welcomed back in an interactive session. We have more incredible pawnbrokers joining us this year and are solidifying the line up as I write this. OPA’s Annual Meeting will be held on May 4th, 2025, at the conference. www.pnwpawnconference.com
Texas
Tammi Springett, Managing Director of the Texas Association of Pawnbrokers
Texas Association of Pawnbrokers would like to invite all pawnbrokers to our 2025 Convention & Expo. The Expo will be held March 21-23, 2025 at the Moody Gardens Convention and Hotel in Galveston, TX. Dinner Friday night will include entrance to the Moody Gardens Aquarium with our group having free range of the aquarium all evening. We will have some exciting speakers this year:
• Larry Oxenham from American Society for Asset Protection
• John Bocker with National Shooting Sports Foundation will update us on gun issues
State Associations,
• A representative from the National Pawnbrokers Association will discuss NPA Legislative issues
• Devin Battersby with Entrupy will give a discussion on purses etc.
This year we have extended a special invitation to members of the Oklahoma Pawnbrokers Association. We hope to partner more with them in the future.
Legislative wise, Texas has been quiet this year. We hope to keep it that way through the coming Legislative year!
Washington
Janelle Morehart-Leevey, President of the Washington State Pawnbrokers Association
Washington State has been very busy with our bill this long session. HB1269 had its public hearing in the House Committee and is now waiting executive session. A few of the WSPA members testified during our public hearing via Zoom and in person. We look forward to it moving smoothly through Olympia and hopefully passing this year. The WSPA and OPA are hard at work setting up a
great conference in the PNW! We have a stellar lineup of speakers and Industry Partner booths to visit. It isn’t too late to sign up and attend. For more information, please visit www.pnwpawnconference.com. All are invited and we can’t wait to introduce you to the beautiful PNW in May!
THE FUNDS YOU NEED TO GROW YOUR PAWN SHOP
Welcome to the NPA!
Congratulations! You now belong to a network of trusted professionals in the pawn industry who can help you grow your business.
Blitz Manufacturing Company, Inc.
Skip Powell, Jefferson, IN
Blue Payment Agency INC
Alex Roy, Windham, ME
Jewelry-N-Loan
Steve Chandler, Costa Mesa, CA
TC’s Pawn Company
Jay Sargent, Waterbury, CT
LGS Refining
John Argenziano, Antioch, IL
Shores Pawn & Jewelry
Jeff Lazaruis, Ocala, FL
Strive Marketing Studio
Peyton Gwaltney, Ringgold, GA
Jery’s Pawn
After more than two decades in the pawn industry, Jery Howland and his wife Denise took a leap of faith and opened their own shop in 1997.
Now, with their son Trip by their side, they’ve grown Jery’s Pawn to three locations across southeastern North Carolina. Add to that their commitment to ethical practices, customer service, and advocacy, this family-run business embodies
We joined the NPA for education, fellow pawnbroker knowledge, and legal expertise in the industry.
For Trip Howland, his dad’s pawn career was a part of his childhood. “Jery worked for another pawn shop when I was young, so my early memories were of Dum-Dum suckers and meeting up with Dad to go to the Chinese buffet,” he recalls. While the shop provided some unique perks, it also taught him valuable lessons about the industry. “We often got things without a factory box as kids,” Trip shares, “but we got them!”
Overcoming Challenges
Starting a pawn shop from scratch is no easy feat. Denise Howland remembers the initial challenges vividly. “No one will lend money to a pawn shop, especially a new shop and owner,” she says. “Banks and government
agencies won’t have anything to do with you, but they’ll gladly take your money once you open.”
A Changing Industry
The whole pawn industry has undergone significant changes over the years. Denise notes the positive impact of the television show Pawn Stars. “It changed the public perception of the pawn industry in a very positive way,” she says.
Words of Wisdom
Trip credits his father for much of his success. “There have been so many things Jery has taught me over the years,” he says, “but the sales advice is probably the best he gave, aside from teaching me how to repair jewelry.”
Cont’d on page 46
Memorable Moments
The pawn business is full of surprises. Trip recalls a particularly memorable transaction: “A high school friend’s brother wanted to have a last weekend with his girlfriend before his prison sentence. He pawned his cash bond receipt. The worst part was on Monday, I had to turn him over to the police before I could collect the cash bond. Never did that again!”
Denise also has her share of unique pawn experiences. “The most unusual item I’ve ever pawned was an 1876 Carville musket,” she shares.
The NPA Connection
Denise. Trip serves on the Outreach Committee, Denise is on the Membership Committee, and the whole family attends both the Legislative Conference and Pawn Expo each year.
The mother and son both agree the most rewarding aspect of working together is simply enjoying success as a family. “Also, going to jewelry shows and NPA conventions,” Trip adds. This is not surprising considering Pawn Expo 2023, the NPA’s annual convention, was a defining moment in his life. Trip proposed to his longtime girlfriend, Ashleigh, during the Pawn Expo Atlanta Braves game that year, with hundreds of pawnbrokers cheering them on. Ask anyone in attendance that day and they’ll tell you he hit it out of the park.
The Howland family is actively involved in the NPA. “We joined the NPA for education, fellow pawnbroker knowledge, and legal expertise in the industry,” says
The happy couple wed on May 4, 2024 (and yes, they embraced “May the Fourth Be with You”).
