National Pawnbroker Summer 2015

Official Publication of the National Pawnbrokers Association

SUMMER 2015

Getting Your Ducks in a Row

How to Prepare For the Sale of Your Pawn Business Emergency Planning Surviving a Natural Disaster

Pawn Expo 2015 Recap

GEARING UP FOR

FALL Marketing Tips

for the New Season

1 | NATIONAL PAWNBROKERS ASSOCIATION | WINTER 2015

MESSAGE FROM THE PRESIDENT

We Shall Prevail

Larry Nuckols NPA President

I WOULD LIKE TO THANK EVERYONE for the opportunity to serve as NPA President for the coming year. Having served on the Board of Directors for the past six years and as Chairman of the Government Relations Committee, I am very aware of the many challenges facing our industry. It seems as if we no sooner put out one fire that another one flames up to take its place. From fighting the string of Durbin 36 percent APR bills to navigating the Dodd-Frank legislation to achieve the best possible outcome for the pawn industry under the CFPB, and our most recent battle over the new Department of Defense Military Lending Act regulations, we continue to do everything possible to see that our voice is heard loud and clear in Washington, DC. We have been fortunate to receive strong support from our members over the years. Due to your support, we are in the best financial position in our association’s history. We have a strong diverse group of individuals serving on our Board, superb legislative and regulatory consultants, and a fine staff of professionals at the NPA office. All of these assets, and more, will be necessary in the coming years as the challenges grow.

We have been working on numerous programs focusing on bringing more pawnbrokers on board to help with the many challenges before us. Our Young Professionals program was a big success at Pawn Expo this year with more participation than we might have hoped. This is a great indicator of the future of the pawn industry and the strength of the NPA. We also kicked off a very successful beginning to our Certified Pawn Professional program and were very pleased with the initial response. Work will continue to further refine this program as well as the addition of more courses in the near future. Completing the program and receiving the credentials designating you as a Certified Pawn Professional is a great way to set NPA members apart from other pawnbrokers back home, and demonstrates to your customers and community that you are there to serve them with ever increasing professionalism.

It was once said that the road is long and the battle is hard, but we shall prevail. That is the approach we must take as we forge ahead with continued efforts to strengthen our industry, individuals who continue to step up when called, and a growing number of members set upon growing this industry and the NPA. Once again, thank you for allowing me to serve, and I look forward to working with each of you.

Sincerely, Larry E. Nuckols

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 1

Table of Contents

SUMMER 2015

PAWN EXPO 2015

Raising the Bar

COVER STORY Pawn Expo 2015!

Page 29

29 HIGHLIGHTS

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 29

Creating a Pro Forma

Page 20

What’s Your Fall Marketing Plan?

Page 24

Contributors for this issue of National Pawnbroker

48

IN THIS ISSUE Message from the President

1

Fran Bishop Dollar Pawn

Member News

Message from the Executive Director 4

NPA Anniversary Awards

Community Involvement

New NPA Members

17

State Association News

58

FBL Scholarship Winners

13

Compliance

NICS News

Business Sense 56

Government Relations Update

Compelling Displays

Conference Recap Pawn Expo 2015

Preparing for the Sale

8

Fall Marketing Ideas

24

29

Are You Disaster Ready?

48

of Your Business

Pawnbroker Spotlight

Braswell & Son Pawnbrokers

18

Young Pawnbroker to Watch

Brian Moulton Garrett Metal Detectors

65

Pawnder This

66

Calendar of Events

67

23

First CPP Courses Offered

46

Tim Collier Pacer, Ltd

JoAnn Garrison FBI NICS Liaison Rudy Klancnik Eric M. Moore FBI NICS Liaison Emmett Murphy 3CLickMedia, LLC Herb Schottland Store Design and Fixturing

44

Certified Pawn Professional

20

Index of Advertisters

Industry Partner Spotlight

14

6

2015 Legislative

Marc Chamberlain FBI NICS Liaison

Tony Gallo Sapphire Protection

Store Design Part 3: Creating

Government Relations

10

20

Steve Stallcup Stallcup Group

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 Dana Meinecke, 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 Margie@NationalPawnbrokers.org. For membership information, email Helen@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. © 2007-15 National Pawnbrokers Association: PO Box 508, Keller, TX 76244 • (817) 337-8830 •NationalPawnbrokers.org EDITOR: Margie Swoyer, Director of Communications & Marketing, Margie@NationalPawnbrokers.org DESIGNER: Kim Baker, Orange Brain Studio

2 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 3

MESSAGE FROM THE EXECUTIVE DIRECTOR

Pawn Expo 2015 NPA’S MAJOR EVENT OF THE YEAR,

Pawn Expo 2015, was held last month in Las Vegas – and what an event it was!

New speakers, old friends, innovative sessions, and great entertainment were all part of this year’s convention. If you were one of the hundreds of attendees, we appreciate your participation. A special thank you is extended to the many firsttimers who were able to join us. We hope Dana Meinecke, to see all of you again next year.

NPA Executive I’d also like to extend a big thank you Director to the staff members and volunteers who participated in making this a truly outstanding convention and trade show. The number of hours required to make this event happen is staggering, and I appreciate all the time spent on it.

Three new Certified Pawn Professional (CPP) courses were offered at the show for the first time ever. The inaugural class of 45 pawnbrokers took advantage of this new learning program and are now on their way to earning their CPP designation.

Information on future course offerings will be coming soon.

Another first at this year’s convention was the highly-attended Young Professionals luncheon. Over 60 members networked during lunch with some continuing their discussion later that evening over cocktails. There’s no doubt we’ll be hearing a lot more from this group of future industry leaders.

Congratulations to our newly-elected NPA Officers and Board members. I look forward to working with Larry Nuckols, NPA President; Tim Collier, Vice-President; and Kathleen Barbee, Secretary. Rob Anderson will continue to serve as NPA Treasurer. The two newest Board members include Seth Gold and Michael Goldstein. As always, we are here to serve our members and are excited to start a new chapter in the association’s history.

Finally, if you hear some unfamiliar voices when you call the NPA office, you may be talking with one of our new staff members. Priscilla Fitz will be working on membership and association functions, and Marliss Allen will be assisting with events and communications duties. Please join me in welcoming them both to NPA!

4 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

NPA STAFF Dana Meinecke Executive Director Dana@NationalPawnbrokers.org

Helen Moore Director of Membership Helen@NationalPawnbrokers.org

Lindsay Wilson Director of Meetings and Events Lindsay@NationalPawnbrokers.org

Margie Swoyer Director of Communications and Marketing Margie@NationalPawnbrokers.org

Marliss Allen Program Coordinator – Events and Communication Marliss@NationalPawnbrokers.org

Priscilla Fitz Executive and Membership Program Coordinator Priscilla@ NationalPawnbrokers.org

MAILING ADDRESS: PO Box 508, Keller, TX 76244 PHYSICAL ADDRESS: 891 Keller Pkwy, Ste 220 Keller, TX 76248 Phone: (817) 337-8830 Fax: (817) 337-8875 NationalPawnbrokers.org

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GOVERNMENT RELATIONS

Educating Washington RAISING AWARENESS ABOUT THE INDEPENDENT PAWNBROKER

WE CONTINUE TO WORK

with the federal regulatory agencies that oversee pawnbrokers and the various financial services aspects of our businesses. The NPA and Team GRC have been working overtime to protect the interests of our members. It began in November 2013 with the Wall Street Journal article reporting that JP Morgan Chase had discontinued the banking privileges of Cash America (a direct result of earlier 2013 federal agency announcements regarding payment processors), and continued with the most recent Federal Reserve Board meetings held in early June.

OPERATION CHOKE POINT

To date, representatives of the NPA have met with officials at the Office of the Comptroller of the Currency (OCC), the Federal Deposit Insurance

Corporation (FDIC), the Consumer Financial Protection Bureau (CFPB), and the Federal Reserve Board (FRB) in Washington, DC, on your behalf to introduce and reacquaint them with the pawn industry in order to create an open dialogue and discussion of any concerns from both sides of the table. The primary topics of conversation were the numerous instances of pawnbrokers’ banking services being discontinued and the Justice Department initiative commonly known as “Operation Choke Point”.

While in Washington for the NPA Legislative Conference in April of this year, our pawnbroker delegation reinforced these concerns to key Members of Congress and addressed other pawn industry issues on the horizon. I attended a meeting with Congressman Jeb Hensarling, Chairman

Tim Collier NPA GRC Chair

of House Financial Services Committee, along with other pawnbrokers and several staffers to discuss the effects Operation Choke Point was having on the pawn industry, and how state and federally licensed businesses were under attack with no reason given by the terminating bank.

While we feel these issues are at the forefront of concerns by many Members of Congress, we will not rest until we are satisfied that no additional bank discontinuance of pawnbrokers is taking place and Operation Choke Point is a thing of the past.

FEDERAL CHARTER

“ We must continue to educate not only Members of Congress, but also the general public, on why we are different from other non-depository lenders.”

Another obstacle we face in Washington is differentiating the independent traditional pawnbroker from the publicly traded mega-chains that offer and promote many other types of non-pawn products. While we share some of the same (Continued on page 63)

6 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

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GOVERNMENT RELATIONS

2015 Legislative Conference THE ROAD TO SOLUTIONS

THE COVER OF THE WINTER 2015 ISSUE

of National Pawnbroker magazine depicts the crossroads of Pawn and Washington, DC. This very intersection is where over 50 pawnbrokers from around the country met for NPA’s annual Legislative Conference on April 29, 2015. This group of independent pawnbrokers seized the opportunity to make their voices heard to the Members of the 114th Congress.

A welcome reception was hosted on the eve of the conference by long-time NPA Industry Partner, Pease & Curren. Pawnbroker attendees renewed old friendships, became acquainted with first-time attendees, and talked over the mission at hand.

The Wednesday morning breakfast speaker was Representative Mick Mulvaney of South Carolina.

8 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Rep. Mulvaney was well versed on the subject of pawnbrokers having their banking services and relationships discontinued and related the story of a pawnbroker in his district experiencing what is commonly known as “Operation Choke Point”.

This is a perfect example of grassroots politics and the importance of educating your elected officials about pawn industry policy issues.

An extensive briefing of attendees by NPA Government Relations Chair, Tim Collier, and NPA Lobbyist, Cliff Andrews covered a variety of subjects and included a mock Hill meeting.

Everyone enjoyed seeing ‘Pawnbroker Cliff’ under the scrutiny of ‘Congressman Collier’. No doubt remained that Cliff is a lobbyist and not a pawnbroker.

ATTENDEES AT THIS YEAR’S CONFERENCE INCLUDED:

• Dave Adelman • Robert Anderson • Kathleen Barbee • Amy Barber • Dale Barber • Edward Bean • Fran Bishop • Douglas Braswell • Michael Cohen • Tim Collier • David Crume • Bill Dawson • Jay Dunbar • Cathy Gish • Rick Gish • Seth Gold • Michael Goldstein • Jon Green • Marc Gundersheim • John Higney • Brent Kalafat • Karen Kalafat • David Kaminsky

• Lauren Kaminsky • Jeff Knight • Ben Levinson • Christopher McCarthy • Eric Modell • Bob Moulton • Brian Moulton • Boyd Naylor • Larry Nuckols • Josh Oller • Rita Paulsen • Scott Paulsen • Troy Paulsen • Kevin Prochaska • Chase Rainey • Kerry Rainey • Sam Shocket • Jordan Tabach-Bank • Lou Tansky • Mary Tansky • Raphael Tincher • Scott Watson • Jason Weinger • Heidi Werner • Chuck Williams

FDIC MEETING

Earlier that morning, NPA Government Relations Liaison, Fran Bishop; Regulatory Counsel, Professor Sarah Jane Hughes; and NPA Treasurer, Rob Anderson had attended a meeting at the FDIC. They provided a chronology of developments to FDIC officials pertaining to “Operation Choke Point” and the loss of banking relationships by pawnbrokers dating back over two years. The NPA was complimented on the proactive steps and educational measures taken on behalf of the pawn industry, the same compliment received during a prior meeting with the FDIC in September 2014.

Our appreciation was extended to the FDIC for their industry communications encouraging insured depository institutions to serve their communities by taking a risk-based approach in assessing individual customer relationships rather than denying banking services. Educating regulatory agencies is as important as making sure your elected officials understand the pawn industry.

The NPA must continue to hear from you about any instances of account discontinuance and loss of banking services.

HEADED TO THE HILL

Armed with NPA information materials, Hill guides, and maps, Legislative Conference attendees were divided into state and regional groups and set off to attend over 70 meetings in the House of Representatives and the Senate.

The NPA folders left behind at each meeting contained Pawn Industry FAQs; Fact Check: Pawnbrokers are NOT High-Risk Businesses; Pawn

(Continued on page 68)

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 9

MEMBERSHIP

NPA Member Anniversary Awards CELEBRATING LOYALTY TO NPA THE NPA WOULD LIKE TO THANK all members who have provided continuous support for the past 10,

20, and 25 years. Your membership dollars and long-term commitment to the association have enabled us to provide advocacy, education, and mentoring benefits to the pawn industry since 1987. All award members will receive a membership lapel pin signifying their years of support.

25-YEAR ANNIVERSARY COMPANY 1st Lugoff Pawn & Loan Shop American Gold Mine Beverly Bremer Silver Shop Beverly Loan Company, Inc Carver W Reed Co, Inc Deweese Gun and Pawn Trophy Shop Inc Fulton Loan Office, Inc Howard’s Jewelry Center Leo Marks Jewelers M & M Merchandisers, Inc Ohio Loan Co, Inc Palace Jewelry & Loan Co Palace Pawnbrokers Picasso Pawn Royal Loan Silver’s Jewelry & Loan Traders Loan & Jewelry, Inc Uncle Ben’s Pawn Shop West Quincy Pawn Shop Worldwide Diamond Co Zeidman’s Loan Office

CITY STATE Lugoff SC Saint Joseph MO Atlanta GA Beverly Hills CA Philadelphia PA Starkville Atlanta Maple Heights Toledo Fort Worth Dayton Seattle San Diego Durham San Diego Southfield Reseda Cleveland Taylor Los Angeles Detroit

MS GA OH OH TX OH WA CA NC CA MI CA OH MO CA MI

20-YEAR ANNIVERSARY COMPANY CITY STATE AAA Gun & Pawn Shop Deland FL AJ’s Super Pawn, Inc. Pomona CA All American Pawn, Inc Sparks NV American Loan Pawnshop LLC San Antonio TX Arkansas Trading & Loan, Inc. Russellville AR Atlas Loan &Jewelry Co, Inc Bellflower CA

10 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

BJ Pawn & Gun Bradford’s Pawn & Gun Brittain’s Pawn Shop Chipley Gun & Pawn Cooper’s Coin & Pawn, Inc Dakota Pawnbrokers E Z Pawn Eden Jewelry & Loan Company EZ Cash of Panama City Florida Cash, Inc Gold Rush II International Gemological Institute, Inc Jessup’s of New Smyrna K & K Loans Lou’s of Upper Darby, Inc Minden Pawn & Gun LLC Montana Sales and Loan Co., Inc Mountain Man Trading Post Murphy Road Pawn National Jewelry & Loan National Pawnbrokers Outlet of Waterford, Inc Nopp’s Jewelry & Art Numis International, Inc Pacer, Ltd Parker Pawn Shops Pawn Plus, Inc Pawn World Paymaster Pawn and Jewelers Inc Pease & Curren, Inc

Denham Springs Athens Shreveport Chipley Fort Smith Minot Lebanon

LA AL LA FL AR ND MO

Hayward Panama City Saint Augustine Champaign

CA FL FL IL

New York NY New Smyrna Beach FL Buckhannon WV Upper Darby PA Minden LA Polson Butte Stafford Shreveport

MT MT TX LA

Waterford Salem Millbrae Little Rock Fayetteville Broomall Lake Worth

MI OR CA AR NC PA FL

Rockford Warwick

IL RI

MEMBERSHIP Republic Metals Corp Rob Taylor’s Santa Fe Enterprises Royal City Jewellers & Loans Ltd Simpson’s Southeast Jewelry & Loan Sylacauga Pawn Shop The Castle Jewelry and Pawn The Wright Pawn & Jewelry Co Inc Val Shell’s Pawn Shop Watson’s Pawn & Jewelry Co Inc Western Loan & Jewelry Wexler Insurance Agency/IJB Wooden Indian Pawn Shop

Opa Locka

FL

Junction City

KS

New Westminster BC Philadelphia PA Dallas TX Sylacauga AL Lexington KY Houston Waterville

TX ME

Sherwood Los Angeles Coral Gables Defiance

AR CA FL OH

10-YEAR ANNIVERSARY COMPANY 4T Pawn Athens Army/Navy & Pawn Dunlap’s Gun & Pawn El Bufalo Pawn Extreme Pawn

CITY STATE Gillette WY Athens TX Hurricane WV Laredo TX Saint Peters MO

EyesOn EZ Sales & Pawn Inc Gold and Silver Exchange Hallock Jewelry Pawn Insta-Cash Pawn Jewelry Exchange & Loan Lake Miriam Pawn, Inc Lynchburg Pawn Inc Mo Money Pawn Shop Palak Diam Inc Pawnshop Consulting Group, Inc Pay Less Jewelry Permian Pawn & Jewelry Perris Pawn Pine Ridge Pawn & Jewelry Quick Money Rags To Riches Rapaport Group RMF Consulting Group, Inc RTI Disc Repair Sunrise Pawnbrokers, Inc The Other Kind of Jewelry Store Walt’s Pawn, Inc

Miami FL Bluefield WV Parsons KS Anaheim CA Longview TX Jacksonville AR Lakeland FL Lynchburg VA Phoenix AZ Los Angeles CA Tamarac Fort Lauderdale Odessa Perris Naples Florence Hannibal New York Las Vegas Lincolnwood Fort Lauderdale

FL FL TX CA FL KY MO NY NV IL FL

Leesburg Ocala

VA FL

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COMMUNITY INVOLVEMENT

2015 Future Business Leaders STUDENTS RECEIVE $1000 SCHOLARSHIPS

Left to Right: Anthony Vanegas, Adonias Chavez (Store Manager), Mayra Alvarez (Recipient Mother), Jose A. Alvarez, Jr.

NPA’S FUTURE BUSINESS LEADERS (FBL) scholarship program

proudly announces the winners of this year’s $1000 scholarships: JOSE ALVAREZ, JR KELLER, TX

NICHOLAS OWENS, ALABASTER, AL

DANIEL ROVAK, MATTESON, IL

Sponsored by: Sunbelt Jewelry & Loan, Houston, TX

Sponsored by: Sylacauga Pawn Shop, Sylacauga, AL

Sponsored by: Shane’s - the Pawn Shop, Chicago Heights, IL

RORY NIMMONS, HOUSTON, TX

MADELINE PATE, VICTORIA, TX

WESLEY STRONG, SYLACAUGA, AL

Sponsored by: Real Cash Pawn, Houston, TX

Sponsored by: Sam Houston Pawn & Jewelry, Victoria, TX

Sponsored by: Sylacauga Pawn Shop, Sylacauga, AL (Continued on page 55)

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 13

BUSINESS SENSE

Store Design PART 3: CREATING COMPELLING DISPLAYS

By Herb Schottland

PREVIOUSLY IN THE STORE DESIGN SERIES, we talked

about lighting and overall interior design of a pawn store.

In this last column, we’ll discuss merchandise display principles and ideas.

JEWELRY DISPLAYS

There is a strong general tendency among store owners to place too much merchandise in a showcase. Resist this temptation.

This idea is especially harmful when it comes to jewelry and watches since the items are usually small.

When cases are crowded, it becomes nearly impossible for a customer to see any given piece. The customer can’t

distinguish the uniqueness of a piece when their attention is distracted with a too-full display. It is better to have fewer pieces so your customer can focus on a particular item that has been allowed to stand out.

The old maxim, “less is more”, applies here.

When choosing your interior jewelry displays, such as ring trays, necks, and watch holders, it is best to show merchandise at different heights from the floor of the case. Mass trays that hold 24 or more rings, for example, tend to create too much competition for the customer’s attention. In addition, they tend to devalue the merchandise.

Well-placed merchandise placed at varying levels makes a pleasing display.

14 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Herb Schottland President, Store Design and Fixturing Herb Schottland is the President of Store Design and Fixturing.

His family has more than 65 years of experience designing store interiors across the nation.

For more information, visit the website at storedesignandfixturing. com or contact Herb at herb@ storedesignandfixturing.com.

Color is also important. In general, white displays tend to show off the widest variety of jewelry to its best advantage.

Watches look best when displayed on watch holders.

The old maxim, “less is more”, applies here.

With the exception of major brands, like Rolex, watches are better displayed on watch holders or trays rather than in boxes. As is the case with mass displays, boxes tend to make watches look less distinctive and appear less valuable.

Jewelry manufacturers sometimes want to supply their own in-case displays. This can work out, but beware of overcrowding the showcase.

Manufacturers want you to show as much product as possible.

As we’ve discussed above, this could be at cross-purposes with your goal of creating compelling presentations that appropriately highlight individual pieces designed to draw in your customer. Also, manufacturers usually have their own color

scheme for their displays.

While white is generally the best color for displays, when used discerningly, some added color can add interest to your jewelry display.

HARD GOODS

The most common and best wall displays consist of steel base platforms with either steel shelving or slatwall. If you have more than one of a given type of item, such as chain saws, for example, you will enhance their appearance if you arrange them military style where they are all in alignment.

The most important thing about open displays is cleanliness. Your merchandise and displays must be kept clean. This is also true for double-sided steel gondolas.

Those old virtues – cleanliness and orderliness – should be your guiding principles. There is no question that a well-organized store and well-lit displays will generate more business.

Finally, some stores reserve space for floor displays of certain items. Depending on your store’s operations, this can be a great idea. Thinking about your product mix is especially important here, but it can really work if you have the space. Again, keep the merchandise and display areas clean and uncluttered!

The three articles I have presented in the last few issues (interior design, lighting, and displays) highlight some of the things you can do, at little or no cost, to increase traffic and sales.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 15

THE TRENDZ

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MEMBER NEWS

National Pawnbrokers Association New Members APRIL 1, 2015 - JUNE 23, 2015

PAWNBROKERS

LOUISIANA

UTAH

Arkansas County Pawn & Sales LLC

Baton Rouge

Cedar City

ARKANSAS DeWitt

IPawn Arkansas Inc (2)

American Pawn Livingston Gold & Gun Pawn Livingston

Little Rock

MAINE

National Pawn Shop

Sanford

North Little Rock

ARIZONA

Berkshire Asset Lending Tempe

CALIFORNIA

Jewelry-N-Loan Beverly Hills

FLORIDA

Latin American Pawn (2) Orlando

Mike’s Pawn & Jewelry Winter Park

Tucker

KANSAS

American Pawn and Guns Wichita

Shawano

WEST VIRGINIA

Burnsville

Tri-State Pawn & Jewelry #2 Huntington

MONTANA

Gold Rush Pawn

Tri-State Pawn & Jewelry #3

NEW HAMPSHIRE

Tri-State Pawn & Jewelry #4

Kalispell

Huntington

Conway Village PawnShop Conway

Kenova

APPRENTICE PAWNBROKERS

OHIO

Stars & Stripes Firearms, LLC Defiance

Portland

Tucker Pawn & Jewelry Co

Shawano Gun and Loan

PawnWorks

Brookhaven Doraville

Suffolk Pawn & Gun LLC

WISCONSIN

MINNESOTA

OREGON

Metro Pawn Shop

VIRGINIA Suffolk

Top Dollar Pawn Inc

GEORGIA

Happy Hocker Pawn

Pawn Plus

Jesse Valdez

Las Vegas, NV

INTERNATIONAL PAWNBROKERS

A1 Hawk

Nicol Street Pawnbrokers Nanaimo, BC, Canada

TEXAS

City Pawn

Blackland Pawn, LLC

Kelowna, BC, Canada

Greenville

Money Mart Pawn & Jewelry Pasadena

Money Mart Pawn & Jewelry Corpus Christi

Bracebridge Buy-Sell-Trade Bracebridge, ON, Canada

INDUSTRY PARTNERS Bankcard USA

Agoura Hills, CA

Money Mart Pawn & Jewelry San Antonio

Private Asset Loans Dallas, TX

Trader Jim’s Pawn Shop, Inc Fort Worth

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 17

PAWNBROKER SPOTLIGHT

Braswell & Son Pawnbrokers INVESTING IN ARKANSAS COMMUNITIES

DOUG BRASWELL’S COMPANY,

Braswell and Son Pawnbrokers, is located in Little Rock, AR. The company has three stores in the area, one of which is relocating to a larger space later this year. They have been members of NPA since 1991 making them one of the earliest members of the association. Doug, a past board member, shared some of the company’s history with us.

NATIONAL PAWNBROKER (NP):

What prompted you to join NPA? DOUG BRASWELL (DB): My dad helped start the Arkansas Pawnbrokers Association and was an early member of the NPA. He taught me the importance of being active in promoting and improving the industry, not only by operating a business with high standards, but also by participating in our state and national associations.

NP: How did you get started in the

pawnbroking business?

DB: When I was young, my family and I would

always visit pawnshops while travelling around the

country. Mom and Dad always wanted to have one of their own, and in 1979, they opened their first store. After working for a couple of years out of state performing financial audits, I came home to work with Dad in 1993.

NP: What are the biggest challenges facing

pawnbrokers today?

DB: Many small businesses face challenges from

burdensome government regulations. The pawn industry faces more than its fair share. In addition, overcoming negative public perception of our industry and our customers has always been, and will continue to be, a top priority.

NP: What makes your stores different from

other pawn stores in the area?

DB: Braswell & Son is committed to building

long-term relationships with our customers. All pawn transactions take place in private rooms.

Customers appreciate the ability to talk about their needs in a private setting.

NP: What is your favorite career moment

so far?

DB: Every day is a new day in the pawn business.

Growing the business, investing in people, and having a positive impact in the community provide plenty of challenges each day.

NP: How do you give back to your community?

DB: “Community” is one of our core values. Each

Braswell & Son location is partnered with a local non-profit. This allows them to be connected both financially and physically to their community.

We have been the title sponsor of a local half Braswell and Son Pawnbrokers store.

18 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

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JEWELRY AND COLORED GEMSTONES! FREE QUICK QUOTES!

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Contact Lisa or Bob!

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PAWNBROKER SPOTLIGHT marathon, sponsored a number of banquets, and served on a few boards. Showing appreciation by serving the communities in which we operate has always been a very high priority for Braswell & Son. NP: What is the most unique item pawned

in your store?

DB: I have heard some bizarre things that

pawnbrokers around the country have taken in, but I don’t recall anything that would surprise most pawnbrokers. Today, most items are all bought from the same stores (Wal-Mart, Best Buy, etc.) which means even the most unique item is owned by thousands of folks. But the run-up in the silver market brought out some fascinating pieces of Americana - large trophies, bowls and trays commemorating special occasions, purses, and many other antique items.

NP: What is the best career advice you have

been offered?

DB: Spend time with people smarter than you.

NP: What is your favorite thing about being

a pawnbroker?

DB: There is not another profession where people walk in off the streets and share details of their life and give you the opportunity to have a positive impact on it.

NP: Why are you a member of NPA? DB: The NPA needs the participation and support

of pawnbrokers in order to effectively speak with one voice to the general public, government, and our elected leaders.

NP: Tell us one thing about yourself that

would surprise us.

DB: I am married to the smartest and most

beautiful woman in the world, and my kids have never been arrested.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 19

BUSINESS SENSE

How to Prepare for the Sale of Your Pawn Business Before Calling a Buyer GETTING YOUR FINANCIAL DUCKS IN A ROW

By Steve Stallcup

WHAT EXACTLY are the nuts and bolts required for pricing your pawn business? They’re in the pro forma as explained below.

Steve Stallcup CEO and Founder, Stallcup Group

WHAT IS A PRO FORMA?

According to Forbes, “Pro forma first came in vogue in the merger-mad 1980s, as it was used to help investors see what the new combination would have looked like financially had it been a single entity for the previous year or so.”

Investopedia.com perhaps explains the term better, as “a Latin term meaning ‘for the sake of form.’

In the investing world, it describes a method of calculating financial results in order to emphasize either current or projected figures.”

WHY DO YOU NEED A PRO FORMA?

A pro forma lets prospective buyers know the potential value and risks associated with buying your pawn business. It also puts you in a better

position to sell, and helps you find the right buyer at the right time.

HOW DO YOU CREATE A PRO FORMA FOR YOUR PAWN BUSINESS?

You make certain that you have accurate financial data. That data might include income statements, balance sheets, and point-of-sale reports from your pawn operating system. You will also want to make sure that you have accurate monthly or quarterly date-runs for each store for the previous two to three years.

The revenue from your business should also be included in your pro forma. If, for some reason, you’re unable to include it, your revenue will still need to be documented at some point, and presented to the buyer.

Gathering this data can be arduous, and ascertaining forecasting information can be even more difficult, (Continued on page 26)

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BUSINESS SENSE

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 21

YOUNG PAWNBROKER TO WATCH

Brian Moulton SERVICE WITH A SMILE

BRIAN MOULTON IS THE MANAGER of National Jewelry & Pawn’s newest store in Hope Mills, NC. While the company has operated several stores in the Raleigh-Durham area for almost 30 years, the Hope Mills location is a new market for them. They are now the “new guy in town” competing with stores who have been in the market for a long time.

As the son of long-time NPA member, Bob Moulton, Brian has literally grown up in the world of pawn. Although he didn’t officially start working the pawn counter until he was 17, he remembers doing “pawn walks” (checking off the previous day’s loans and ensuring location accuracy) as a young boy.

It was in the store where Brian first learned about customer service. His philosophy, honed while working at a restaurant in college, is simple: “Treat people fairly and honestly, and always with a smile”.

While pawn industry trends may vary around the country, Brian has noticed more stores paying attention to their image. They are branding themselves better by spending more money on the physical look and theme of their stores. For the future, Brian says, “We all must be aware that information travels quickly in today’s world.

We need to become more proactive and less

reactive when it comes to changing the negative perceptions of our industry. It is unfortunate that a negative story about a pawn shop will spread more quickly than a positive one. We must be actively involved in promoting the good ones in order to bury the bad ones.”

Although it’s still early in Brian’s career, he feels his greatest accomplishment is what every pawnbroker in the country is doing – being on the loan counter every day helping Americans through those tough financial binds. “I find it very rewarding to help a customer out with a loan, and then to see them back in our store later, not to get another loan, but rather to spend money.”

Brian graduated in 2010 from East Carolina University with a degree in engineering. Although an engineering degree isn’t required to manage a pawn store, it has helped him build relationships with his customers. One customer is also a math teacher.

She found out he loved math, so she brought him some equations to solve. “Luckily, this was right after college, so I got most of them right,” he said.

With Brian’s extensive background in the pawn business and his positive customer service mantra, it’s only a matter of time before the new guy becomes the go-to guy.

“ Treat people fairly and honestly, and always with a smile.”

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 23

BUSINESS SENSE

What’s Your Fall Marketing Plan?

MARKETING TIPS FOR THE SEASON AHEAD

By Emmett Murphy, 3ClickMedia

SUMMER’S HERE! It's time for sun, fun, and vacation, right? Not so fast! It may seem like the perfect time for you to kick back and put your feet up, but the holidays are right around the corner.

That means it’s time to start planning your fall and holiday marketing. Most holiday marketing campaigns launch in early October, so you need to start planning today. The good news is there’s still plenty of time to get a good plan in place.

If you are looking for motivation to get going, just take a look at sales receipts and loan records from the last few years of your pawn business.

When family summer vacations finally come to an end, September inevitably becomes the “beginning of the end” of the year. It’s the perfect time to start reaching out to existing and new customers with some innovative fall promotions.

According to a Google survey of American customer shopping trends leading up to the holidays, about half of all customers are simply “not

24 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

sure” when they’re going to shop for the holidays.

However, the remaining half likes to plan ahead. In fact, 30 percent of these “planners” will have their holiday shopping completed before Halloween. 26 percent complete their holiday shopping by Black Friday (November 27), with the remaining 44 percent finishing in early December.

Whether you are a seasoned marketer or just starting out, here are a few tips to help build your fall marketing strategy.

TIP #1 - CREATE A NEW MARKETING GOAL

Every pawnbroker has some type of ongoing annual marketing, like advertising in the Yellow Pages or on a website, but you might want to consider adding a new goal for building new business in the fall. Some examples are: • Get more customers.

• Convert pawn loan customers into retail shopping customers.

• Tap into a new customer demographic in the area, such as more affluent customers or customers who speak Spanish.

By identifying a new goal, you can re-focus your resources and advertising budget to make it a reality.

TIP # 2 - INTRODUCE SOMETHING NEW TO THE MIX

You’ve likely heard Albert Einstein’s quote “The definition of insanity is doing the same thing over and over again and expecting different results.”

This thinking also applies to marketing. For your fall marketing strategy, consider adding a new type of marketing to your current game plan.

• Radio - Radio is a great way to reach your target demographic. According to Neilson reports, around 77 percent of adults hear advertising supported by AM/FM stations, and the average listener spends almost two hours (109 minutes per day) listening to AM/ FM radio. Peak radio listening timeframes coincide with people driving to work, lunch time, and returning home from work. If you haven’t used radio advertising in the past, don’t be intimidated. Radio stations are very accommodating, and will help you with everything from recording the radio ad to planning out the programming times.

Additionally, radio can be an inexpensive way to reach your target pawn customer.

• Search Engine Marketing (SEM) - SEM refers to paid online advertising on search engines like Google, Yahoo, or Bing. By far, the most popular service is Google AdWords.

This service is fairly easy to set up, geo-targets potential customers in your local area, and allows you to control your monthly spend from $50 to $1,000 per month or more. These ads can dramatically increase interested customers

calling your store or visiting your website. For pawnbrokers new to this type of advertising, Google has a service called Google AdWords Express that can help you get your ads up and running quickly and easily.

• Online Retargeting Campaign - In addition to SEM ads, retargeting ads can also be very effective at reaching your target customer during the holiday season. Retargeting is an online advertising technique that displays your banner ad on a network of websites to customers who have previously visited your website. As an example, if a customer visits your website looking for information about pawn loans, a retargeting campaign will publish your banner ads on other websites they visit in the future. This is a very effective way to reinforce your brand. The service targets people who are already aware of your business and stretches your ad dollars by targeting only those people.

• Increased Email Marketing - The fall and holiday seasons are no time to be shy. You should increase the frequency of your email marketing to promote your holiday sales and keep your customers engaged with your brand.

If you don’t currently use email marketing, MailChimp and Constant Contact are two popular services that provide free starter plans. Email marketing is still one of the most valuable marketing tools that pawn stores have at their disposal.

TIP # 3 - START WORKING ON YOUR 2016 MARKETING TIMELINE & BUDGET

Planning ahead is essential for cost effective marketing. The fall is the perfect time for you to put together a 2016 marketing plan that includes all of your marketing goals and a timeline of exactly when and what you’re going to do. This marketing (Continued on page 68)

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 25

BUSINESS SENSE (From page 20)

Prepare for the Sale

but both the gathering of your revenue information and forecasting the potential value of your pawn business will be necessary in order to get the most out of the sale of your shop or shops.

Your ultimate goal is to assess your business accurately from a financial perspective in order to determine the right sell price. All too often, sellers attempt to value their pawn business based solely on what their retirement needs are. No one truly knows the correct marketable value until an accurate pro forma has been created.

Buyers approach acquisitions as investments.

They expect a pro forma, and expect your historical data to be organized. In other words, they expect you to have your ducks in a row. You want your ducks in a row, too; without a pro forma, the chances that you’ll get an offer from a buyer that truly reflects what your business is worth are extremely unlikely.

In your pro forma, you should display your historical performance in an income statement-like format that includes key ratios and percentages, i.e., yield on loans, default rate, gross profit margin and operating expense to net revenue ratio.

Forecasted revenues should be for the next two to five years.

Big tip: Use comparative financial data from stores in the area or a similar buyer’s store data.

ARE YOUR OPERATING EXPENSES “NORMALIZED?”

In your pro forma, it’s important that you indicate which expenses are non-recurring, owner-related expenses. You’ll want to point out owner draws, owner vehicles, travel associated with ownership, benefits, etc.

For you, the seller, the most important reasons for developing a pro forma are to: 1) Achieve a solid understanding of the future cash flow potential of your business.

2) Be able to illustrate that understanding to the buyer.

Buyers approach acquisitions as investments. They expect a pro forma, and expect your historical data to be organized.

WHY SHOULD YOU INCLUDE DATA FROM OTHER STORES?

You can bet your bottom dollar that your prospective buyer will build their own pro forma based on stores similar to yours in order to analyze your business’s target-worthiness. If you provide them with the information yourself—or at least know what they know—you’ll be ahead of the game when it comes to negotiations.

With the right pro forma, negotiations can become less like negotiations and more like a straight deal, which is precisely what you want.

Comparative data is key. Don’t underestimate its value.

26 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Keep in mind that the buyer is looking for a specific return on invested capital for each acquisition investment. There are additional methods of analyses potential buyers will employ, such as internal rate of return, that will also help them determine if the opportunity to purchase your business is worth their while.

A proper pro forma can be difficult to create, but if you want to get the most out of the sale of your pawn business, you’ve got to create it.

Do the legwork. Do the research. You could save—and gain—a lot of money.

Steve Stallcup has been the CEO and founder of Stallcup Group, a nationally recognized exit strategy consulting firm, headquartered in Keller, TX, since 2009. His company focuses on pawn business merger and acquisition activity. Since founding the company, Stallcup Group has transacted over $170 million of merger and acquisition business solely in the pawn industry. To learn more about the Stallcup Group and get a free Acquisition Checklist, visit www.stallcupgroup.com/ checklist.html or call (817) 479-3880.

BUSINESS SENSE

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 27

28 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

PAWN EXPO 2015

Raising the Bar

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 29

PAWN EXPO 2015

Raising the Bar at Pawn

Expo 2015

Convention

STATS

Total pawnbroker attendees: 500 Total states represented: 44

TOP 8 NEW EXPERIENCES AT PAWN EXPO THIS YEAR 1. Triple Your Memory and Triple Your Business presented by keynote speaker Ron White, two-time national memory champion.

2. Customer Service Reenergized and Motivating Employees education sessions presented

by The Ritz-Carlton Leadership Center.

3. Young Professionals Luncheon Young Professionals committee shared ideas on how to get more involved with the NPA. 4. Product Knowledge Sessions offering hands-on opportunity to learn more about GIA’s Diamond Clarity Grading System; using hallmarks to

identify unusual items of jewelry and silver; and how to properly authenticate designer handbags, wallets, and other items.

5. Pawnbroker Peer Roundtables Pawnbrokers shared their experiences with Finding Good Employees, Pitfalls of Electronic Collateral, Online Selling Challenges, Changing Tide of Collateral, Pawn Software, and Increasing Your Loan Base.

6. Certified Pawn Professional (CPP) designation program offering courses on Store Operations; Marketing, Advertising, and Public Relations; and Human Resources.

30 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Percent of fir sttime attendee s: Almost 30%

Number of international attendees: Almost 10% Number of exhibitors: 110 compani es Total convention attendees: 850

7. Celebrating the industry at the Annual Awards Luncheon with recognition given for the Charles R. Jones Lifetime Achievement, Pawnbroker of the Year, Industry Partner of the Year, Outstanding Community Relations, and Young Professional of the Year awards.

8. Trade Show featuring 15 firsttime exhibiting companies and 110 total companies offering products and services to support your business.

PAWN EXPO 2015

NPA Annual Awards

The NPA held its Annual Awards luncheon on Tuesday, July 7, 2015, at The Mirage in Las Vegas, NV, honoring members who have demonstrated superior leadership and service to the pawn industry.

Five awards were handed out including two new awards for Outstanding Community Relations of the Year and Young Professional of the Year.

CHARLES R. JONES LIFETIME ACHIEVEMENT AWARD

The NPA awarded its highest honor, the Charles R. Jones Lifetime Achievement award, to Gerald Modell, Chairman and Founder of Modell Collateral Loan, Inc, of New York, NY. Modell Collateral Loan was established in 1893 and has been family owned and operated for four generations.

Today, the company owns nine stores in New York City.

Gerald, who has been heavily involved in the pawn industry, sat on the NPA Board of Directors for six years and was President of the Collateral Loanbrokers Association of New York (CLANY) for 25 years.

The Charles R. Jones Lifetime Achievement Award recognizes individuals who, through their outstanding leadership and efforts, have gone above and beyond to make a significant and lasting impact on the pawn industry over the course of their career. Honorees are regarded by their peers as leaders in the industry and recognized as such, nationally.

Gerald Modell is recognized with the Charles R. Jones Lifetime Achievement award.

2015 PAWNBROKER OF THE YEAR

NPA’s 2015 Pawnbroker of the Year award was presented to Tim Collier, of Pacer, Ltd, Little Rock, AR. Tim has been a member of NPA since 1995 and was recognized for his dedication to the pawn industry as well as his commitment to his community. He served as chairman of NPA’s Government Relations Committee (GRC) for the past two years and as president of the Arkansas Pawnbrokers Association.

Ben Levinson, president of NPA, stated, “Mr. Collier has demonstrated a firm resolve in supporting the industry, not only during this past year, but during the past two decades as a member. His service as chairman of the GRC alone has helped strengthen the pawn industry’s relationships with legislators and local law enforcement.”

NPA Pawnbroker of the Year Tim Collier, of Pacer, Ltd, accepts his award from NPA President Ben Levinson.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 31

PAWN EXPO 2015

NPA Annual Awards

2015 INDUSTRY PARTNER OF THE YEAR

NPA’s 2015 Industry Partner of the Year award was presented to Marshall & Sterling.

Marshall & Sterling has been an Industry Partner member of NPA since 2010. Established in 1864, the company is one of the largest independent insurance agencies and is a leading broker of all lines of insurance products for various industries including pawn. They support the association through sponsorships and advertising.

2015 OUTSTANDING COMMUNITY RELATIONS

NPA’s 2015 Outstanding Community Relations award was presented to National Jewelry & Pawn, Durham, NC. National Jewelry & Pawn operates 12 stores in the Raleigh-Durham area, and donates financial gifts as well as hundreds of musical instruments to local schools and band programs throughout the community.

The Outstanding Community Relations award is a new award for 2015, and is given to a pawnbroker or affiliate member company who advances the standard and quality of life in their community through public service or volunteerism.

NPA President Ben Levinson presents the Industry Partner of the Year award to Marshall & Sterling’s Scott Sweeney and Dillon Fontaine.

2015 YOUNG PROFESSIONAL OF THE YEAR

NPA’s 2015 Young Pawnbroker of the Year award was presented to Joshua Davis, Gold N Connection, Oakland Park, FL. Gold N Connection has six locations in south Florida and has been a member of NPA since 2008. Joshua serves as president of the Florida Pawnbrokers Association and is an active supporter of the Jewish Federation of Broward County.

Bob Moulton and his son, Brian Moulton, accept the Outstanding Community Relations of the Year award for National Jewelry & Pawn.

This award, presented for the first time by NPA, recognizes young professionals who have demonstrated exceptional success in their businesses and local communities, and have made a significant contribution to the pawn industry.

Joshua Davis accepts the Young Professional of the Year award from Ben Levinson, NPA President.

32 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

2015-2016 NPA BOARD OF DIRECTORS

NPA Board of Directors

Officers President, Larry Nuckols

Larry is a co-owner of Brittex Financial and formed Money Mart Pawn & Jewelry in 1993. He has served on the boards of Texas pawn associations for 25 years and currently serves on NPA’s GRC. He and his wife of 40 years, Beverly, have two children and one wonderful granddaughter, Veronica.

Vice President, Tim Collier

Tim is co-owner and managing partner of Pacer, Ltd. He is president of the Arkansas Pawnbrokers Association and past GRC chair of the NPA. Tim and his wife, Lisa, have been married for 30 years and have three sons, Walker, and twins, Garrett and Griffin.

Treasurer, Robert Anderson CPA, CMA

Rob is CFO for R & R Pawn and holds professional accounting certifications in both the US and Canada. He is an Indiana CPA Society award winner for Leadership in Technology and serves as chair of the NPA Finance Committee.

He is also Treasurer for the Indiana Pawnbrokers Association and an Advisory Board Member for St. Elizabeth Coleman Pregnancy and Adoption Services. Rob has two daughters. He plays and coaches ice hockey with USA Hockey, and his team has won the USA Hockey National Adult Pond Hockey Championship three years in a row (2012-2014).

Secretary, Kathleen Barbee

As the Business Development Manager of Lombard Financial Services, L.P., Kathleen is primarily responsible for the overall growth of the business. She has spent the last several years focusing on its growth strategy, as well as volunteering for various NPA endeavors. Kathleen is excited to utilize her experience to serve the membership of the NPA. She and her husband, Justin, have two dogs which provide continuous entertainment.

Brittex Financial San Antonio, TX

Pacer, Ltd Little Rock, AR

R & R Pawn Indianapolis, IN

Lombard Financial Services Fort Worth, TX

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 33

2015-2016 NPA BOARD OF DIRECTORS

Immediate Past President, Ben Levinson

Ben is president of Dynasty Jewelry & Loan, which has been familyowned and operated since 1987. He is a past president of the Pawnbrokers Association of Georgia. Ben is married to Susan, whose family has a ninety-year history in the pawn business. They have a daughter, Molly, an attorney in Atlanta; a son, Joel, a fifth generation pawnbroker; and a snoodle.

Edward Bean

Ed is president of Suffolk Jewelers and Pawnbrokers in Boston, MA, and a lawyer. As a third generation pawnbroker, he has been in the business for 52 years. He is a founding member of the NPA, and was elected to its first board of directors in 1988. He is also a past president and served as chairman of the Government Relations Committee. Currently, he serves as chair of the NPA Strategic Planning Committee. He and his wife, Laurie, have three children and have been married for fourteen years.

Seth Gold

Seth is a fourth generation pawnbroker and Vice President of American Jewelry and Loan. He oversees the marketing and daily operations for the company which is the subject of the hit television show Hardcore Pawn. In recent years, Seth has been the NPA’s Michigan state association contact and has worked closely with state lawmakers on legislation critical to pawnbroking. Seth and his wife, Karen, have been married for 10 years and reside in the greater Detroit area with their family.

Lauren Kaminsky Goldman

Lauren Kaminsky Goldman is President of New York City multi-store operation, E Z Pawn Corp. She is a third generation pawnbroker, and works closely with her father, David, and brother, Jason, to run their 14 stores. Lauren graduated from Boston University’s School of Management where she earned her Bachelor of Science degree in Business Administration and Entrepreneurship. She is also partners in the pawnshop-concept storefront at Beauty & Essex. Lauren is a graduate of GIA’s Diamond Essentials course.

Michael Goldstein

Michael Goldstein is the owner of Empire Loan, an eight-store pawn broking chain, operating in Massachusetts and Rhode Island. He is a third generation pawnbroker originally from New York. Michael founded Empire Loan in 1985 and claims to be the first fully computerized Pawnshop in the Northeast. Through the Empire Loan Charitable Foundation, founded in 2012, he and his staff have contributed over $200,000 to local non-profits. He and his wife, Allison, live in Concord, MA, with their three children.

Brian Moulton

Brian graduated from East Carolina University with a degree in systems engineering before deciding to get into the family business. In 2010, he joined his father at National Jewelry & Pawn with 12 stores in North Carolina, becoming a third-generation pawnbroker. He strongly believes we can change the negative perceptions of the pawn industry one customer at a time.

Dynasty Jewelry & Loan Ltd Norcross, GA

Suffolk Jewelers Boston, MA

American Jewelry and Loan Detroit, MI

E Z Pawn Corp Long Island City, NY

Empire Loan Boston, MA

National Jewelry & Pawn Durham, NC

34 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

2015-2016 NPA BOARD OF DIRECTORS

Kathy Pierce

Kathy works at Monster Pawn in Bloomington and has ownership in Midwest Exchange also in Bloomington as well as the Monster Pawn stores in Normal and Springfield in Central Illinois. She serves on the NPA Membership Government Relations Committees. Kathy and her husband, Edwin, have been married for 22 years. They have three children, Everson, Annellia, and Tripper, along with two dogs, Honey Bunny and Max. Max, the basset hound, works six days a week at the Bloomington store.

Kerry Rainey

Kerry is the owner of Bayou Pawn & Jewelry, with three locations in Louisiana. He is an experienced jeweler with 30 years on the bench.

He has served as a board member of the Louisiana Pawnbrokers Association for 23 years and is the chair of the NPA Convention Committee. Kerry and his wife, Sharman, along with their three sons, enjoy traveling and scuba diving.

Sam Shocket

Sam Shocket, King’s Jewelry and Loan, is a second generation pawnbroker and has been actively involved in the pawn industry since 1969. He purchased his store in 1976, and now owns three large volume stores in the Las Angeles area. After serving on the NPA board of directors from 2003 to 2011, he now serves as the chair of the NPA Awards Committee. He and his wife, Nikki, have been married for more than 20 years and have three children.

Jordan TabachBank

Jordan is the owner and CEO of Beverly Loan Company in Beverly Hills, Jewelry-N-Loan in Costa Mesa, and New York Loan Company in New York City. He is a member of the State Bar of California and serves as co-chair of NPA’s Government Relations Committee. He and his wife Casey have a son, a daughter, and a mutt named Wilbur.

Diane Taylor

Diane has owned Traders Loan & Jewelry since 1998. She is the past president of the California Pawnbrokers Association and serves as chair of the NPA Nominating Committee. Diane has two sons, Brian who just passed the California state Bar exam, and Chris, a recent college graduate headed to Southwestern Law School in August. She also has two dogs, Katie and Max.

Chuck Williams

Chuck and his brother, Chip, are celebrating 24 years in the pawn and sporting goods retail businesses. Chuck and his wife, Marion, enjoy spending their free time with their granddaughter.

Monster Pawn Bloomington, IL

Bayou Pawn & Jewelry Hammond, LA

King’s Jewelry and Loan Los Angeles, CA

Beverly Loan Company Beverly Hills, CA

Traders Loan & Jewelry Reseda, CA

Chuck’s Gun & Pawn Shop Warner Robins, GA

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 35

PAWN EXPO 2015

Pawn Expo 2015 Exhibitor Booth Awards SPECIAL RECOGNITION FOR UNIQUE EXHIBITORS

oth Best Bo rt o p a R ap

d Corp, Diamon , NY o New Y rk

Most Imaginative

of Rookie r a e Y the

Dino-Lite Scopes (BigC), Torrance, CA

Brinks nk, ZeroShri MA , n to s o B

NPA PAC Event NPA PAC supporters were treated to a dramatic performance at Cirque du Soleil’s Mystere. The award-winning show entertained the audience with its highenergy acrobatics, elaborate sets, and performing artists from around the world.

The NPA PAC helps shape the laws that influence the pawn industry – and your business.

36 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

PAWN EXPO 2015 Networking Reception

Catching up with old (and new!) friends

Annual Membership Meeting and Breakfast

Members ratified the new Board members and were presented with the new NPA Officers.

Keynote Speaker

Ron White, two-time national memory champion, shares his special memorization techniques to help increase business.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 37

PAWN EXPO 2015 Education Sessions

The Ritz-Carlton Leadership Center’s Joseph Quitoni ignites a passion for customer service.

Jamie M. Hasty, SESCO Management Consultants, explains the ins and outs of OSHA compliance.

Michael Mack, Max Pawn, delivers tips on how to properly authenticate a designer handbag.

Bob Moulton, Alan Shepard, and Douglas Braswell share their ideas on how to know if expanding your business is right for you.

Shelly Verwymeren, Graduate Gemologist, explains GIA’s Clarity Grading Systems while members practice hands-on evaluations of mounted diamonds.

Danusia Niklewicz, Hallmark Research Institute, provides a look at hallmarking as a means to identifying unusual items of jewelry and silver.

Welcome Reception

Pawn Expo attendees are welcomed with food, drinks, and entertainment at Tuesday night’s Welcome Reception.

38 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

PAWN EXPO 2015

Pawnbroker Networking Lunch

Members discuss the pawn industry over lunch.

Young Professionals Luncheon

Rising stars of NPA share ideas on how to get more involved.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 39

PAWN EXPO 2015 Trade Show

What’s new in the industry?

Closing Reception

Wrapping up Pawn Expo 2015 and looking ahead to a successful future

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PAWN EXPO 2015

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 41

PAWN EXPO 2015

TWO PAWN EXPO 2015 SPONSORS OFFERED CASH DRAWINGS AT THE TRADE SHOW. THE LUCKY WINNERS WERE THE RECIPIENTS OF $500.

Ashok Mehta (left) of The Trendz, presents $500 cash to Vicki Zhenli Fan of The Pawn Shop in Christchurch, New Zealand.

Matt Ludlow (left) of Valley Jewelry and Loan Inc, Sun Valley, NV, is the winner of $500 cash from Ankur Savani, Palak Diam.

NPA Thanks Our Pawn Expo 2015 Sponsors THE TRENDZ

TURN YOUR DIAMONDS INTO CASH PMS 282

PMS 1255

GEIB REFINING CORP

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SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 43

INDUSTRY PARTNER SPOTLIGHT

Garrett Metal Detectors FINDING HIDDEN TREASURES

ACCORDING TO NPA RECORDS, Garrett Metal Detectors has been a member since 1998 making it one of the top 25 longest-serving Industry Partner members of the association. Steve Moore, Director of Marketing Communications for Garrett Metal Detectors, shared some of the company’s history.

NATIONAL PAWNBROKER (NP): Tell us about Garrett Metal Detectors.

STEVE MOORE (SM): Garrett Metal Detectors has been in business more than 50 years. Charles Garrett and his wife, Eleanor, started the business in 1964, working from their home in Garland, Texas. A U.S. Navy veteran, Charles was employed as an electrical engineer, but he had a passion for building hobby metal detectors that were superior in performance to what he could obtain in the marketplace. He ultimately left his engineering career to pursue the sale of his own inventions full-time.

Our main production facility and corporate offices are still located in Garland, where we employ more than 250 people to build and ship metal detectors for the security, countermine/ ERW (Explosive Remnants of War), and hobby/ sporting goods industries.

NP: What makes your company different from

others in the same business?

SM: Garrett Metal Detectors products are proudly

designed, engineered, and shipped in America under strict quality control standards. Each product is designed to offer ease of use and highend performance at prices generally much lower than that of the competition. Garrett has always maintained a high standard of customer service, which has proven to be beneficial in securing longterm customer loyalty.

44 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

NP: What kind of products or services

do you offer that would benefit our pawnbroker members?

SM: Garrett’s ACE detectors offer ease of use and affordability for newcomers to the sport of metal detecting. For those wishing for more advanced models, Garrett’s AT (All Terrain) models are fully waterproof to a depth of 10 feet. These products are heavily featured on the National Geographic TV series Diggers, which has been encouraging thousands of new detectorists to get into the hobby during the past few years. This new-found energy for the detecting sport is a good reason for pawnshop owners to consider carrying metal detectors either for sale or for rent.

NP: What new trends are you

seeing in the industry?

SM: Treasure hunting hobbyists

seem much more interested in buying products that are protected from exposure to rain, dirt, mud, and other elements. This has led to a rise in sales of Garrett’s all terrain product lines.

NP: From an Industry Partner member’s

perspective, what is the best piece of advice you can give to our pawnbroker members?

SM: Get to know the products you sell. A sales or customer service rep who can answer and solve a customer’s problems is more likely to keep a satisfied customer around.

NP: What is your vision for your company for

the next five years?

SM: Garrett Metal Detectors will continue to introduce new and innovative products within our three main product segments during the next five years. Technology has, and will continue, to improve the performance of future products.

(Continued on page 53)

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46 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

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SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 47

BUSINESS SENSE

Emergency Planning PART 1: BEING PREPARED COULD SAVE YOUR BUSINESS

By Tony Gallo

A NATURAL DISASTER can strike no matter

where you live in the U.S. You have hurricanes on the east coast, earthquakes on the west coast, and tornados in the middle. In this two-part series, we look at the importance of developing an emergency plan and the basic steps to take in either a natural or human-created emergency.

So, why is it so important to have a welldeveloped emergency action plan? According to studies conducted by the Gartner Group in recent years, 60 percent of businesses are underprepared for disasters and emergencies, and 40 percent of companies that experience a disaster go out of business within five years (EmergencyPlan.com).

Without a well-defined emergency plan, your company will likely struggle or fail to remain in business after an emergency.

The purpose of an emergency plan is to organize actions during an emergency.

A well-developed workplace emergency strategy and proper employee training may result in fewer injuries to employees and customers and less structural damage to the business.

The following three sections should be included in your plan: • Emergency preparedness • Emergency response • Disaster recovery It is the responsibility of the owner and management team to evaluate an emergency situation, ensure that appropriate action is taken, determine if outside support is needed, and summon that support, if necessary.

Tony Gallo Senior Director Sapphire Protection

Tony Gallo is the Senior Director of Sapphire Protection (Sapphireprotection.com) with over 30 years of experience in the loss prevention, audit, safety, and risk/emergency management fields. Contact Tony at tonyrgallo@gmail.com and follow him on Twitter at @SapphireProtect.

Management should have valid phone numbers for all employees. They should also post their own mobile and home phone numbers in case employees need to contact them in the event of an emergency.

(Continued on page 60)

48 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

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SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 51

Finding treasure is fun at any age.

Finding profits is easy when you stock Garrett metal detectors.

Sell or rent to anyone seeking lost heirlooms, property stakes, or sprinklers…or for families seeking entertainment and adventure for their kids.

ACE user Bill W. found this diamond ring—appraised at $4,665—in a lake in Lake City, MI.

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Zach T. of North Carolina rented an ACE 250 and found his own $1,200 college ring in the ocean just hours after losing it.

INDUSTRY PARTNER SPOTLIGHT (From page 44)

Garrett Metal Detectors

NP: How do you give back to your

community?

SM: Garrett Metal Detectors supports local organizations and clubs with products and merchandise for their field events.

NP: Why is Garrett Metal Detectors a

member of NPA?

SM: To keep the industry informed of

changes in technology, products, services, and opportunities that are of interest to their associates and members.

NP: What is the best way for our members

to contact you or learn more about your company?

SM: Visit our website at Garrett.com or call (800) 527-4011.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 53

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54 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

COMMUNITY INVOLVEMENT (From page 13)

Future Business Leaders

At the Annual Awards luncheon on Tuesday, July 7, Jane Garris of Sylacauga Pawn in Sylacauga, AL, spoke about sponsoring numerous students over the years for an FBL scholarship. She shared the impact the scholarships had made in the lives of the students, especially for Wesley Strong, a four-time FBL scholarship recipient. Jane shared a video of Wesley who explained the significance of the scholarship in helping him achieve his college degree. He then thanked the FBL committee and the NPA members for their support over the past four years.

The FBL scholarship fund has presented more than $130,000 in scholarships to deserving students since 2003. All scholarships are completely funded through NPA member donations and are given annually to the children, family members, or customers of a member-sponsored company. The NPA also supports Concerns of Police Survivors (C.O.P.S.) with one additional $1000 scholarship.

To learn more about the program or to contribute to the scholarship fund, visit NationalPawnbrokers. org/community-outreach.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 55

COMPLIANCE

NICS News NICS E-CHECK EXPERIENCES SHARP INCREASE IN USAGE PRIOR TO JULY 2013, approximately 25 percent

of all firearm background checks were being initiated via the NICS E-Check. On July 16, 2013, the NICS Section rolled out the new and improved NICS E-Check. Federal Firearm Licensees (FFL) quickly learned that the updated version of the NICS E-Check was much more user-friendly and provided many useful features. The NICS Section began to see a steady increase in NICS E-Check usage.

As of May 31, 2015, approximately 57 percent of all NICS transactions are being initiated through the NICS E-Check. On November 28, 2014, there were 81,941 firearm background checks initiated for the highest NICS E-Check volume day on record.

This represented 74.66 percent of all checks for that day. On November 30, 2014, the percentage of all NICS transactions initiated via the NICS E-Check was at 77.57 percent. This represents the highest percentage of NICS E-Check transactions initiated on any given day.

REGISTER TO USE THE NICS E-CHECK

Step-by-step instructions on how to register to use the NICS E-Check can be accessed at www.nicsezcheckfbi.gov. On the Welcome Page of this website, click on the link that states “Access the FBI NICS E-Check Help Pages.” Select the pdf version of the User’s Guide. Section 1 of the User’s Guide takes you step by step through the process.

Questions regarding the registration process can be directed to the NICS E-Check Customer Service at (877) 324-6427, option 2, then option 5.

GENERAL NICS E-CHECK REMINDERS

• Be certain to check your statuses daily.

FFLs who initiate a firearm background check using the NICS E-Check will receive the updates to the transaction on the NICS E-Check. Please check the system each business day to see if the check has been completed. The change in status will show up as “NEW.” “NEW” is not a final status. Click “NEW” to retrieve the final status.

Once “NEW” is selected, the status change or additional information will be provided. Checking

56 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

the NICS Transaction Number (NTN) status before transfer will help eliminate the potential transfer of a firearm to a prohibited person when the denial has been determined.

• Provide as much descriptive information as possible during a firearm background check.

NICS firearm background checks are name based and dependent upon the descriptive information provided on the Bureau of Alcohol, Tobacco, Firearms and Explosives (ATF) Form 4473.

Question 8 asks for the customer’s social security number. This descriptive identifier question is optional, but if provided, may help prevent a misidentification, which could result in an erroneous deny and a possible loss of sales. If your customer provides their social security number when completing the ATF Form 4473, provide it when conducting your firearm background check via phone or the NICS E-Check.

• Don’t conduct duplicate NICS transactions on the same sale.

Once the FFL receives an NTN, the transaction will be processed by the NICS Section. An initial status (Delay, Proceed, or Deny) is provided within the first two to three minutes in most cases.

However, in rare instances, it may take up to 15 minutes to receive an initial status. If you do not have an initial status after 15 minutes from the time the firearm background check was initiated, you may contact the NICS E-Check Customer Service at (877) 324-6427, option 2, then option 5.

Running the NICS background check again will result in unnecessary NTNs that will show up on audit reports if the ATF conducts an inspection of your FFL. • Approved transactions purge within 24 hours.

The NICS Section is unable to assist with obtaining statuses of NTNs after 24 hours have elapsed from the time it has been retrieved; therefore, be certain to record the NTN and status on the ATF Form 4473. Printing the NTN details for every transaction will ensure you have the

NTN in the event that you forget to write it on the ATF Form 4473. The NICS E-Check printout does not eliminate the need to write the date and NTN on the form.

• Call Center statuses can be retrieved on the NICS E-Check as well.

Check the NICS E-Check if a customer is requesting the status of their transaction. It does not matter which method, NICS E-Check, or call center was used to initiate the transaction.

• Remember your FFL number and codeword.

You do not need the FFL number or codeword when logging in to do a firearm background check. However, if the NICS staff contacts you for additional information, then you will be required to provide your FFL number and codeword.

• Challenge questions You can have your NICS E-Check challenge questions reset by contacting the NICS E-Check Customer Service at (877) 324-6427, option 2, then option 5.

• Companies with multiple FFLs For companies with multiple FFLs, the NICS Section can merge the NICS E-Check accounts so employees who float between locations can log in with just one account. This will also enable someone from the corporate office to administer all accounts from a single account. When logging in, the user will click on the FFL they wish to access.

KNOWLEDGE AT YOUR FINGERTIPS WITH THE NICS FFL—DEDICATED WEB SITE WWW.FBI.GOV/NICS-FFL:

This website was developed with the FFL in mind.

The NICS made easy at www.fbi.gov/nics-ffl.

• NICS FFL User Manual • Enrollment Information • Sign up to Receive NICS Messages/Updates • NICS FFL Quick Reference Guides • Appeal/Voluntary Appeal File (VAF) Information • Voluntary Appeal File Process Video • NICS Process Videos for the FFL and Their Customers This article was submitted by the R. Marc Chamberlain, JoAnn Garrison, and Eric M. Moore, FBI NICS Liaison Specialists. They can be reached via email at NICSLiaison@ic.fbi.gov.

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bravopawnsystems.com l 888 - 407 - 6287 SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 57

STATE NEWS

State Association Updates STATE PAWN NEWS ACROSS THE NATION

reception and dinner will be held Saturday evening with additional seminars conducted until noon on Sunday. For information, contact the APA office at (800) 497-4548.

Make plans to enjoy the historic downtown Hot Springs attractions including original bath houses and the Gangster Museum of America all within walking distance of the hotel.

ARKANSAS

Tim Collier, President

Arkansas Pawnbrokers Association hogtim@windstream.net

The Arkansas Pawnbrokers Association Educational Conference & Trade Show is scheduled for September 25-27, 2015, and will be held at the historic Arlington Hotel & Convention Center in downtown Hot Springs, AR. Activities include a welcome reception on Friday evening, seminars on Saturday and Sunday, and a trade show that will include software vendors, gold refiners, diamond buyers, and more.

Seminars include Brad Huisken’s “The Model Store For The New Economy”, a roundtable discussion with attorneys Paul Efurd and Lyle Foster, concerning the new second hand dealer law and how it effects pawnbrokers, how to sort your diamonds to maximize your profits, and “Best Practices with a Global Perspective on how Industry is Trending Today” with Jerry Whitehead.

There will be time to visit the trade show Saturday afternoon at the conclusion of the seminars. A

58 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

ILLINOIS

Kelly J Swisher, President

Illinois Pawnbrokers Association arlingtonloan@gmail.com

If you attended the last meeting, you were made aware of new legislation (SB1820) that was introduced to change the pawn hold and buy times from 48 hours to seven days, among other changes. The association discussed the proposed changes and suggested to lawmakers that a five-day hold time on buys only would be more appropriate. The response to our request was a 10-day hold time on buys, but to continue with the 48-hour hold on pawns. Note this will only affect those shops that don’t already operate under a

home rule law that is more restrictive.

If you have multiple stores, the other portion of this law will stop you from transferring an item between locations to elude a more restrictive hold time. The item must complete the hold time at the location it was originally purchased at before it will be allowed to be transferred.

The other part of SB1820 deals with serial numbers and, in many ways, is redundant of our existing law. Read the new law that can be found online at ILGA.gov. This law has passed and is awaiting the governor’s signature.

Mark your calendar to attend the next Illinois Pawnbrokers Association meeting to be held at 11 a.m. on September 20, 2015, at the I Hotel and Conference Center in Champaign, IL.

MISSISSIPPI

Kevin MacDonald, President

introduced, but fortunately, due to the grassroots efforts to help educate our representatives about our industry, our state law is still working as is.

A successful Dixie Educational Conference and Trade Show was held at the historic Peabody Hotel in Memphis this last April. Plans are already being finalized by our Louisiana contingent for a March 2016 conference at The Hyatt Regency in the everpopular city of New Orleans.

We will be holding the final “live” continuing education opportunity at The Hilton in Jackson, MS, on Saturday, August 29, and expect about 120 pawnbrokers to receive credit for their 2016 pawn license. Dave Siminski, United Precious Metals, and Paul Katzoff, White Canyon Software, will be leading our education classes this year. The classes are always informative, and we enjoy a day of great pawnbroker fellowship.

Mississippi Pawnbrokers Association kevin@momentumpawn.com

The Legislative session ended in late March in Mississippi with no new legislation passed that would affect us. There were a handful of bills

NEW YORK

Eric Modell, President

Collateral Loanbrokers Association of New York eric@modellfinancial.com

The Collateral Loanbrokers Association of New York (CLANY) is proud to announce that the (Continued on page 61)

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 59

BUSINESS SENSE (From page 48)

Emergency Planning

EVACUATION PROCEDURES

Follow these evacuation procedures for naturallyoccurring or weather-related emergencies.

• Post a diagram of all evacuation routes in the break area or back room.

• Move employees, and others who are closest to the danger, to a safe area near, or at, an emergency exit.

• Direct all persons to evacuate the building through the nearest safe exit.

• Assist anyone with mobility issues.

• Ensure no one is left in the building.

• Employees who have been assigned a safety function should be the last to exit the building whenever possible.

• Assign one employee to take the first-aid kit as they leave the building.

• Notify the police and fire department by dialing 911.

NATURALLY-OCCURRING EMERGENCIES

Floods, including flash flooding from area creeks, lakes, and rivers may occur with or without warning. The store should monitor weather updates during a storm and have a plan as to how to move merchandise to minimize its exposure to water.

All electrical devices, such as TVs, DVRs, gaming systems, DVD players, computers, and cash registers, should be unplugged and moved to an area that would not be affected by the water. Any merchandise displayed outdoors should be brought inside. The manager should monitor the water level in the area as well as any low-water crossings surrounding the store and should consult the owner as to when the store should be evacuated. Nobody should be driving during flash flooding conditions.

Tornado conditions generally occur with little warning. The store should designate a small interior room in which to gather in the event of a tornado.

This room should be as free as possible of items that could become projectiles during the storm. If no such room is present, select a spot as far away as possible from any glass. When a tornado alert occurs, the manager should lock the front door and

60 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Every store should have “emergency supplies” ready in case of an emergency. These supplies should be stored in the manager’s office or in a safe, easily accessible location in the back of the store.

Your emergency supply list should include: • Battery-operated flashlight • Battery-operated radio • Extra batteries to fit the flashlight and radio • First-aid kit • Water • Blankets • Fire extinguisher • Emergency whistle or air horn

instruct all employees and customers to go to the interior until the tornado warning is over.

Hurricanes and Tropical Storms generally provide some warning. The store should use the plan developed for floods to minimize the exposure of the merchandise to water and to make sure all electrical devices are unplugged. As in the case of a flood, the store should bring in any merchandise that is displayed outdoors. Prior to the storm, employees should be instructed whether to board up or tape the store’s glass front. If the store is to close early, the manager should make a bank deposit, if possible, and check the alarm back-up system before leaving.

Winter Storms and Blizzards may or may not provide a warning. The store should have sufficient tools to clear a path from the store. Additionally, the store should have a supply of salt or anti-icing

BUSINESS SENSE

chemical to clear ice buildup on the walkways.

When blizzard conditions occur, or the snow accumulation reaches crisis levels, all electrical merchandise should be unplugged. Any area of the store that is prone to leaks should have merchandise removed from that area.

The manager on duty should monitor the snow levels and consult with the owner as to when the store should be evacuated. This decision should focus on the employees’ welfare as opposed to merchandise. Road conditions should also be considered so that you do not evacuate the store and put your employees on unsafe roadways.

Important: If the store is to be closed due to any emergency situation, the safe should be filled with as much of the company assets as possible i.e., cash, jewelry, small general merchandise loans, or inventory, before leaving.

Use your safe as your “lifeboat” during an emergency. Safes are designed to withstand long periods of attacks from thieves and most will not be able to get into a safe no matter how long they attack it.

In part 2 of this article (to be published in the Fall 2015 issue), emergency procedures for human-created emergencies will be reviewed.

STATE NEWS (From page 59)

State Association Updates

Supreme Court of the State of New York agreed with our point of view. They have granted the temporary injunction the CLANY was seeking in opposition to a local law requiring, among other things, the uploading of customer transactional data to LeadsOnline. At the time of this writing, the city is appealing the decision, but based on a well-articulated decision by the Honorable Judge Denzinger, we remain confident the judge’s decision will be upheld. Stay tuned for new developments.

OHIO

Lou Tansky, President

Ohio Pawnbrokers Association lou@unclebenspawnshop.com

As you know, for the past few months, the Ohio Pawnbrokers Association (OPA) has been

diligently working to defeat an amendment placed into the State Budget Bill at the eleventh hour by those supporting a large Texas-based, publiclyowned payday and pawn operator.

Once again, we have defeated this company and their allies in their attempt to control the pawn industry in Ohio and put independent pawnbrokers (Continued on page 62)

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 61

Four Seconds

Harper Collins, ©2015 by Peter Bregman

BOOK CORNER

by Peter Bregman

GET THE RESULTS YOU WANT WITH ONE DEEP BREATH

read book provides IN FOUR SECONDS, Peter Bregman discusses strategies for acting the negative habits we often develop as a result of more intentionally and living in a world that moves too fast and demands finding your focus. too much of us. While we may strive to make When you change your behavior in meaningful contributions at work small, doable ways, you can impact a and have satisfying relationships “ Slow down much larger section of your life. with family and friends, we often and take a In Four Seconds, he explains why feel overwhelmed, giving knee-jerk listening, instead of arguing, is a reactions when stressed. We honk our deep breath.” better strategy for changing someone’s horn at the car driver who cuts us off ~ Peter Bregman mind; why setting goals may harm or yell at our spouse when he/she is performance instead of enhancing it; and late for dinner, with neither response how taking responsibility for someone else’s failure eliciting the outcome we really want. can help your team.

The answer to more intentional responses is It’s a practical and fresh approach with simple simple: pause for a few moments (as little as four solutions for a more successful life and less seconds) and replace bad habits and reactions stress. with more productive ones. Bregman’s easy-to-

STATE NEWS (From page 61)

State Association Updates

out of business. The Senate, House, and all respective committees pulled the amendment, HC1867, from the House Budget Bill HB64.

We can rest easy now, but not for long. I was personally told by the Representative who initially introduced this amendment, that if it was pulled out of the Budget Bill, he would plan on reintroducing it as a stand-alone bill.

We know what’s coming, so we will prepare for our next fight.

If it was not for all your hard work, dedication, phone calls, letters, and support, we would not be celebrating today. I am continually reminded that grassroots efforts, like those of our membership, get things done.

You have set the standard by which other state pawn associations strive to achieve. For all you have done to save your industry, please accept my sincere thanks.

62 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

AFFORDABLE TRAINING 20 VIDEO PAWNSHOP 101 SERIES LOAN COUNTER CUSTOMER SERVICE TESTING GOLD

THE ART OF SALES FIREARM SAFETY WORKPLACE ADVICE

www.PawnShopAcademy.com

TRAINING

YOU’RE A PHONE CALL AWAY FROM MORE MONEY & LESS FEES! TAKE 5 MINUTES & CHANGE THE WAY YOU REFINE.

www.GarfieldRefining.com FREE STONE REMOVAL

.

NO LOT FEES

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AWARD WINNING SERVICE

GOVERNMENT RELATIONS (From page 6)

Educating Washington

pawn industry concerns with the publicly-held companies, we do not share their vision when it comes to a Federal Charter that would create an uneven playing field and allow them to operate outside longstanding state and local pawn laws.

The argument that a Federal Charter would make small dollar loans available to the average consumer who doesn’t have access to these loans is spun to anyone in Washington who will listen.

They paint a picture of an average consumer who is unbanked or under-banked, with a lack of small dollar credit available to them. However, the NPA does not subscribe to this set of ideals.

Every day, traditional independent pawnbrokers provide the means for consumers to access the small dollar amounts they need without recourse.

Unlike payday loans and car title loans that trap

consumers in a cycle of debt, pawn transactions are unlike any other form of consumer financial service because they are non-recourse and don’t affect credit. Therefore, we must continue to educate not only Members of Congress, but also the general public, on why we are different from other nondepository lenders.

If you keep your customers in mind with the realization that you are there to monetarily assist in meeting their needs, and not the other way around, you will be successful both in business and in life. Rest assured that Team GRC and the NPA are steadfast in our support of you as we continue to fight at the local, state, and national levels to preserve the role of the traditional independent pawnbroker in today’s society.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 63

MARK YOUR CALENDARS

TO ATTEND

PAWN EXPO

2016

JULY 12-14

THE MIRAGE | LAS VEGAS, NV PAW N E X P O . C O M

Index of Advertisers ADVERTISER Page

ADVERTISER Page

ADVERTISER Page

Aaria (248) 961-0506 AariaDiamonds.com

3

Gemological Institute of America 51

Rolland Safe & Lock (800) 225-2984 Rslc.net

46

ABC Diamond Buyer (586) 354-7274 ABCDiamondBuyer.com

5

Hi-Tech Precious Metals & Refinery (866) 950-7528 HiTechPMR.com

54

Stallcup Group (817) 479-3880 StallcupGroup.com

27

50

Stuller, Inc (800) 877-7777 Stuller.com

7

The Trendz (866) 337-7464 TheTrendz.biz

16

Bluestone Trading Back Cover (888) 800-BLUE (2583) Bluestone-Trading.com Bravo Store Systems (888) 407-6287 BravoRevolution.com The Buyers (562) 945-7276 TheBuyers.com

57

11

(800) 421-7250 Gia.edu

Hoover & Strong (800) 759-9997 HooverandStrong.com International Gemological Institute

IGIonline.com

Inside Front Cover

United Precious Metal Refining Co 28

53

(800) 999-3463 UnitedPMR.com

Watch Certification Services (888) 937-9272 WatchCSA.com

CompuPawn (866) 545-9868 CompuPawn.com

47

North American Metals (800) 773-1626 NorthAmericanMetals.com

49

Data Age (888) 949-7296 PawnMaster.com

45

Padmavati Exports (212) 869-0544 PadmavatiExportsinc.com

21

Dillon Gage (888) 436-3489 DillonGage.com

22

Palak Diam (213) 228-0077 PalakDiamond.com

62

63

White Pine Trading (646) 666-7588 WhitePineDiamonds.com

12

Garfield Refining (800) 523-0968 GarfieldRefining.com

Pawnshop Academy (210) 787-2536 PawnShopAcademy.com

43

52

Worldwide Diamond (213) 622-2191 WWDiamond.com

19

Garrett Metal Detectors (800) 527-4011 Garrett.com

Rapaport Auctions (212) 354-9800 RapaportAuctions.com RMF Consulting Group (866) 204-7209 CheckConsultants.com

51

55

Wexler Insurance Agency Inside Back Cover

(800) 432-1853 WexlerInsurance.com

The NPA does not specifically endorse any entity including but not limited to exhibitors and advertisers; makes no representations, warranties, or guarantees; and assumes no responsibility for the products or services provided by these entities. The NPA expressly disclaims all liability for damages of any kind arising from the use or the performance of the products or services provided by these entities.

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 65

PAWNDER THIS

When I Am Elected...

by Rudy Klancnik

THERE ARE APPROXIMATELY 272 PEOPLE (and counting) now

registered to run for President in the next election cycle. I will not be one of them.

For the most part, their platforms will focus on cutting taxes, cutting spending (except on the military), balancing the budget, and being tough on terrorism.

Hard to argue with those issues, right? Of course, five minutes after taking office, reality sets in when the new President gets his first briefing about how things really are.

Knowing that, my platform definitely would be much more down to earth - and much more doable.

Tell me you wouldn’t vote for this platform . . .

• I’d start with the sports world by banning pitchers from hitting in the National League.

We’re all sick of watching the Jon Lesters of the world try to hit a baseball. The game is slow enough without forcing us to watch the number nine hitter flail three times and sit down.

• No more kickoffs at any level of football. Too dangerous when the kick returner actually gets to run the ball, and too boring thanks to the booming legs of kickers these days. I’d also make the NFL overtime rules resemble the college overtime rules with both teams getting the ball at the 25.

• How does 14 holes sound to you? Look, I love golf, but like you, I just don’t have that much

66 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

time to play any more. Cutting out the final four holes would solve the time crunch. If that didn’t work, I’d make it mandatory for all groups to complete the first nine holes in less than two hours. Fail to comply and you’re politely asked to leave the course and try again next time.

Tough love.

• I’d make it illegal for road work to be done on two major highways at the same time in any city in America. Boom! I just won California, Texas, and New York with one campaign promise.

• I’d make it a federal crime to create any more shows having to do with a Kardashian or a Jenner regardless of gender or hotness.

• I’d bring back the Battle of the Network Stars, Seinfeld, and Lost.

• Year-round school would hit the kiddos pretty hard, but I think they’d get used to it soon enough. I’m sure the parents’ adjustment period would be much quicker and, since kids can’t vote, this is a pretty savvy campaign staple.

• Teachers would be paid like college football coaches with one caveat . . . they have to be really good teachers.

• Rudeness and cluelessness would become a misdemeanor with a nominal fine and occasionally some jail time for repeat

CALENDAR OF EVENTS

10/2015 offenders. You know, like cutting me off in traffic for no other reason than you think driving your F-250 gives you the right to be a massive pain in everyone’s backside.

• I’d force the airline industry to make their fee structure consistent and actually logical for the public to comprehend – and no more bag fees.

• I’d make every journalism student watch All the President’s Men and never watch TMZ. • Three words: Ice Cream Day. Once a month, our country would celebrate with ice cream for 24 hours.

• It’s never made sense that Jacksonville has an NFL franchise. I’d move them to Oklahoma City or Portland. Those folks know how to support their local teams.

• No more Mission: Impossible films. Sorry, Tom, but if you’re going to keep telling folks about Scientology, I’m going to shut you down.

• If you thought Ice Cream Day was popular, just wait until Kate Upton Day. • I’d talk the Boys Scouts of America into hiring Under Armour to redesign their uniforms.

Membership would soar.

• I’d force Chris Berman, Skip Bayless, Rush Limbaugh, and Rachel Maddow to retire. Enough is enough folks. Oh, and I’d ship Donald Trump to France.

• I’d make Field of Dreams mandatory for every son to watch on Father’s Day. • Changing the driving age to 30 wouldn’t go over very well with my 16-year-old daughter, but she’d adapt. After all, Uber is a great service.

• I’d push for an 18-wheeler-only highway system.

Not sure how to get rid of pickup trucks carrying ladders and lawn equipment though.

• You’d have to pass an IQ test before being allowed to apply for a driver’s license, a voter’s registration card, or even a Sam’s Club card.

• I’d move the White House to Omaha so I could be closer to my chief economic advisor, Warren Buffett.

• Did I mention Ice Cream Day and Kate Upton Day?

TEXAS ASSOCIATION OF PAWNBROKERS (TAP)

OCTOBER 2-4, 2015 Hilton Anatole | Dallas, TX Contact Peggy Roden: TAP@rmaus.net TexasPawnbrokers.com

CALIFORNIA PAWNBROKERS ASSOCIATION (CAPA)

OCTOBER 23-25, 2015 The Westin Long Beach | Long Beach, CA Contact Kim Andosca: kandosca@amgroup.us CaliforniaPawnbrokers.org

3/2016 2016 DIXIE EDUCATIONAL CONFERENCE & TRADE SHOW

MARCH 4-6, 2016 Hyatt Regency Hotel | New Orleans, LA Contact Chad Carter: chadcarterlpba@yahoo.com DixieConvention.com

4/2016 NPA LEGISLATIVE CONFERENCE

APRIL 27, 2016 Washington, DC Contact Lindsay Wilson: Lindsay@NationalPawnbrokers.org

7/2016 PAWN EXPO 2016

JULY 12-14, 2016 The Mirage Hotel & Casino | Las Vegas, NV Contact Lindsay Wilson: Lindsay@NationalPawnbrokers.org PawnExpo.com

SUMMER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 67

GOVERNMENT RELATIONS (From page 9)

2015 Legislative Conference

transactions should remain exempt from the Department of Defense proposed changes to the Military Lending Act as it applies to “consumer credit” talking points; discussion pieces about bank discontinuance, and many more topics. During the course of the day, many pawnbrokers attended NPA-hosted fundraisers for prominent Members of the House and Senate.

The long and successful day was capped off with a debriefing dinner that was sponsored and hosted by NTR Metals, another long-time NPA Industry Partner.

We extend many thanks to all who took time from their busy schedules to travel to Washington, DC, and participate in the 2015 NPA Legislative Conference. Preparations are already in motion for next year’s conference on April 27, 2016. Watch for more information to come. We hope you plan to join us.

CERTIFIED PAWN PROFESSIONAL (From page 46)

Certified Pawn Professional

Emmett Murphy offers tips on marketing and public relations.

Jamie M. Hasty leads the Human Resources course.

Fran Bishop, NPA Government Relations Liaison, NPA Past President.

BUSINESS SENSE (From page 25)

Fall Marketing Plan

timeline will also help you determine a realistic budget to market your services through the next year as well as the creative and human resources that you will need to facilitate the marketing plan. If you’re not familiar with how to do this, there are many books and online resources to help you plan ahead.

Need more help? The National Pawnbrokers Association offers a Certified Pawn Professional (CPP) module, entitled Marketing, Advertising, and Public Relations, as a component of the certification training.

During the course you’ll learn a variety of marketing fundamentals and tricks-of-thetrade. For more detailed information about the program, visit NationalPawnbrokers.org and click on the CPP tab.

68 | NATIONAL PAWNBROKERS ASSOCIATION | SUMMER 2015

Store Operations participants listen to comments by Sam Shocket.

Three additional courses are currently in development and will be available in 2016.

The CPP designation was created in 2015 by the National Pawnbrokers Association to provide a professional designation for individuals in the pawn industry. The designation will elevate professional standards and be the recognized mark of distinction among those in the pawn business. More information on the CPP program can be found at NationalPawnbrokers.org.

WEXLER INSURANCE AGENCY, INC.

INSURING

PAWNBROKERS

SINCE 1968

The Best Coverage at Competitive Prices Available Coverages: v Pawned & Owned Jewelry & Guns

No Coinsurance for: v Pawned & Owned Guns & Jewelry or Other Stock

v Pawned & Owned Other Stock

v Business Personal Property

v Memo

We pay based on your choice of the following:

v Products Liability for Guns & Ammunition

v Actual cost of the loan plus legally accrued interest

v And many more see back page

v 2 or 3 times pawn value

Wexler Insurance Agency, Inc. 1120 Ponce de Leon Blvd.

Coral Gables, FL 33134 Tel: 305-445-5050 Fax: 305-448-8189 Nationwide: 1-888-4-WEXLER 1-800-432-1853 E-mail: info@wexlerinsurance.com

v Replacement Cost

New York Office 580 Fifth Avenue Suite 715A New York, NY 10036 Tel: 212-391-5211 Fax: 212-391-5212 California Office 2711 East Coast Hwy. Suite 106 Corona del Mar, CA 92625 Tel: 949-723-3835 Fax: 949-723-3839

Ohio Office 7363 E. Kemper Rd. Suite C & D Cincinnati, OH 45249 Tel: 513-891-2131 Fax: 513-891-2132

Ask about our exclusive Workers Comp program for Pawnshops which is available in all 50 states.

CALL 1-800-432-1853 FOR AN IMMEDIATE QUOTE OR VISIT US AT WWW.WEXLERINSURANCE.COM

WINTER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 1

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• webinfo@bluestone-trading.com WINTER 2015 | NATIONAL PAWNBROKERS ASSOCIATION | 1