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OFFICIAL PUBLICATION OF THE NATIONAL PAWNBROKERS ASSOCIATION

FALL 2025

Relive the fun, the insight, and the energy PLUS: Holiday Prep For Pawnbrokers

Welcome to the Fall Digital Issue of National Pawnbroker Magazine, Sponsored by

Your Employees Are Terrified Of AI Secondhand Shopping Is Now The Norm People of Pawn: Family Pawn

THE CAPITOL CLUB

No time to serve? Still want to make a difference?

Details on page 16, or scan the QR code to learn more.

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OFFICIAL PUBLICATION OF THE NATIONAL PAWNBROKERS ASSOCIATION

FALL 2025

Relive the fun, the insight, and the energy PLUS: Holiday Prep For Pawnbrokers Your Employees Are Terrified Of AI Secondhand Shopping Is Now The Norm People of Pawn: Family Pawn

THE CAPITOL CLUB

No time to serve? Still want to make a difference?

Details on page 16, or scan the QR code to learn more.

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CORE VALUES

You Can Count On

Another Three Pawnshops Sold!

We Start With the Hard Data

Stallcup Group facilitates the sale of three stores in South Carolina!

To enter the ring and negotiate with a buyer and get the best price for your pawn business, you need your shop in its best shape.

As the Market Shifts, So Do We Stallcup Group knows how to keep your pawn shop marketable; staying on top of the shifts while maintaining flexibility that keeps the communication with buyers on equal footing.

Analysis and Results Driven Marketing Having a representative that understands the true value of your pawn shop and is aware of your own vested interests is critical. Using tangible, datadriven analysis with multiple buyers, Stallcup Group takes negotiation out of the selling/closing process and keeps the discussion favored on your side of the table.

We Represent You, The Owner Stallcup Group’s history started in the pawn industry. Having experienced both sides of the negotiation table, we understand how to use your knowledge as a pawn shop owner to fuel and optimize your selling power.

Steve Stallcup

steve@stallcupgroup.com

817.479.3880

stallcupgroup.com

July 2025 | Stallcup Group, Inc., an Exit Strategy Consulting firm, is excited to share our successful involvement in the sale of Gene’s Jewelry and Pawn, an independent pawn shop chain in South Carolina. We were the exclusive financial advisor to the seller, ensuring a smooth and profitable transaction. Choose Stallcup Group for your exit strategy needs and achieve success. Stallcup Group’s detailed examination of the seller’s financial data played a pivotal role in guaranteeing our client’s achievement of all their selling objectives.

Steve immediately understood the ins

Another Pawnshop Sold!

and outs of our business. He was always

Stallcup Group facilitates the sale of one store in Tacoma, Washington!

potential buyers and explain what their

there in the beginning to qualify the thinking would be. He was able to find buyers who understood the potential of the business. Steve was able to bring me an offer that I was truly happy with. Steve was constantly involved with the negotiations and explaining what was a normal request and what wasn’t. I always knew I was the client and Steve always had my back. I would 100% suggest that anyone contemplating selling their pawn business get in touch with Steve. Ed Bean Suffolk Jewelers & Pawnbrokers Boston, Massachusetts

For those in the pawn industry considering a sale, I wholeheartedly recommend consulting with Steve Stallcup at Stallcup Group. His expertise not only secured an unprecedented industry price for my business but also ensured a smooth transition to the new ownership, minimizing the impact on our staff and preserving the legacy we built over decades of hard work. Bob Moulton National Pawn and Jewelry, NC

July 2025 | Stallcup Group, Inc., an Exit Strategy Consulting firm, announced its successful facilitation of the sale of Pistol Annie’s Jewelry and Pawn. Pistol Annie’s Jewelry and Pawn is an independently-owned business located in Tacoma, Washington. Stallcup Group served as the exclusive financial advisor to the seller in this highly successful transaction. Stallcup Group’s thorough analyses of the seller’s financial data, and the unique attributes and characteristics of both the company and individual store helped ensure their client achieved all of their selling goals.

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LETTER FROM THE PRESIDENT

supports our bottom line and ensures that our collective voice is heard legislatively. Membership growth alone is not enough. We have been forced to leverage our investment account to sustain operations, which is not a reliable longterm strategy. This is especially true because the needs of our members and the demands of our mission continue to grow. To maintain the work for pawnbrokers across the country on advocacy, compliance, education, and public awareness we must generate dependable consistent revenue every year. We need to evaluate whether our current benefits align with what members want and expect, and decide which programs deliver the most value. Should we expand our reach and speak to a broader audience, both inside and outside the pawn industry? Most importantly every dollar entrusted to the NPA must be spent wisely, transparently, and with purpose.

Dear Members and Friends of the National Pawnbrokers Association, It is an honor writing to you for the first time as President of the NPA. Having previously served as Chair of the Government Relations Committee and as Vice President, I know first-hand the vital role our association plays in protecting and promoting our profession. I am deeply invested in the pawn industry. My business partner and I have children who have chosen it for their careers. I accept this responsibility because I want to see our industry thrive. We face considerable challenges. Consolidation, the absorption of companies who are NPA members by larger ones who are not, is exerting significant pressure on our numbers. Governmental intercession threatens to erode our ability to provide services to our customers. Apathy on the part of members that think this might be the year that they do not need to be involved, for whatever reason, might be the most significant threat of all. The focus of my tenure will be on growth because the strength of the NPA is in its members. Growth because it

Long-term viability will not come from short-term fixes. It will come from building a sustainable model of membership growth, diversified revenue, and fiscal discipline. It will come from developing new opportunities for support and engagement, while holding ourselves accountable to the highest standards of stewardship. If we fail to do this, we risk falling short of our potential. Our path forward is one of both accountability and sustainability. Together, we must determine what the longterm health of the NPA looks like and commit to achieving it. Without that commitment, the future of our association and the profession it represents is at risk. I am very optimistic because I know the character, resourcefulness, and determination of pawnbrokers. With your continued involvement and support, the NPA can and will grow stronger. I look forward to working with you, listening to you, and fighting alongside you for the future of our industry.

With respect and determination,

Bill Dawson, NPA President FALL 2025 | NATIONALPAWNBROKERS.ORG

TABLE OF CONTENTS 7

Letter from the President

Message from the Executive Director

Board of Directors

Government Relations Update

Capitol Club Members

Award Winner Coverage

National Pawnbroker Day

It All Happens At Expo: Photos and Testimonials

Take A Seat At The Table

Your Employees Are Terrified Of AI

In the Know with the Young Professionals

Secondhand Shopping is Now the Norm

Trusted Industry Partners

Lead & Learn: Mastering the Holiday Rush

State Association Updates

Welcome New Members

People of Pawn: Family Pawn

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CHRISTY NORCROSS Events Director (PT) Christy@nationalpawnbrokers.org V E R O N I C A CO STA N Z A Events Support Associate (PT) Veronica@nationalpawnbrokers.org MARKETING LAURA WASILESKI Marketing and Media Director Laura@nationalpawnbrokers.org M A R K C A M PA N A L E Creative Director Mark@nationalpawnbrokers.org MEMBERSHIP AMY KEHOE Membership Services Manager Amy@nationalpawnbrokers.org PEG KOCHY Administrative Assistant (PT) Peg@nationalpawnbrokers.org

National Pawnbroker is the oﬀicial publication of the National Pawnbrokers Association (NPA) and is published quarterly. No part of this publication may be reproduced without the written consent of Kristen Williams, NPA Executive Director. Sale or distribution of any or all of the contents of this magazine is prohibited. All rights reserved. For more information on advertising or to obtain additional copies of National Pawnbroker, call 817-337-8830 or send an email to info@nationalpawnbrokers.org. EDITOR’S NOTE:This publication is designed to provide accurate and authoritative information on the subject matter covered. It is provided and disseminated with the understanding that the publisher is not engaged in rendering legal or other professional services. If legal advice is required, the services of a competent professional should be sought. Expressed opinions are those of the author and do not necessarily reflect the views of ownership.

LETTER FROM THE EXECUTIVE DIRECTOR

Our aim is to provide the very best programming for pawnbrokers, and we’re committed to raising that bar even higher. I’m also excited to share the launch of The Capitol Club, an idea that stemmed from a conversation in 2021 with then-Treasurer Douglas Braswell, owner of Braswell & Son. It took a lot of thought and collaboration to bring it to life, and I’m thrilled to say we launched it at Pawn Expo this year. Even better— we’re already halfway to our ambitious annual goal of $240,000. To everyone who has stepped up to support it: thank you SO much. If you haven’t yet considered participation, use the QR below to understand the program and how you can be a part of it.

I’m thrilled to share that Pawn Expo 2025 was a tremendous success, with more than 700 at-

We’re already working closely with the Convention Committee to plan for 2026, when Pawn Expo returns to Las Vegas. One of our top priorities is ensuring the educational content we deliver is polished, relevant, and professionally presented. Each year, our aim is to provide the very best programming for pawnbrokers, and we’re committed to raising that bar even higher.

Looking ahead, I’m energized to be working with our new Executive Officers and freshly appointed committees. With 12 active committees working behind the scenes, the NPA has more volunteers engaged than ever before. We’re also in the middle of some big-picture strategic discussions about where we’re headed as an organization—conversations that will guide our growth and help refine our mission moving forward. One more thing: mark your calendars! We need you to join us in Washington, D.C., for the Legislative Conference in the spring of 2026. It is one of the most important opportunities you have as pawnbrokers to come together and educate lawmakers who are making decisions about your business and livelihood.

Dear Friends and Members of the National Pawnbrokers Association,

tendees joining us in Atlanta! It was a fantastic event—and it wouldn’t have been possible without the support of our sponsors, attendees, Industry Partners, and the dedicated NPA staff who worked so hard to bring it all together.

And if your invitation link has expired, email amy@nationalpawnbrokers.org and she’ll set you up with a new one.

Thank you, as always, for your continued support. Another exciting update: after a year in the making, we’ve officially launched NPA’s new InfoHub—NPA’s all-new member portal and communication hub, making your membership more valuable than ever. You can even now add key employees to your company profile so they can access NPA tools, resources, education, training, and networking. In short: everything NPA, all in ONE place. Haven’t logged in yet? Don’t worry—it’s quick and easy.

Kristen Williams NPA Executive Director

FALL 2025 | NATIONALPAWNBROKERS.ORG FALL 2025 | NATIONALPAWNBROKERS.ORG

13 13

N PA L E A D E R S H I P

EXECUTIVE OFFICERS BILL DAWSON President

MEET NPA’S NEW

BOARD MEMBER

LDPM, Inc. Morrisville, NC

JOHNNY WHITESIDE Immediate Past President Kendale Pawn Shop Sanford, NC

LISA LITTLE Vice President

Fieldstone Jewelry & Pawn Conyers, GA

KERRY RAINEY Secretary Bayou Pawn Hammond, LA

DAVID EHRLICH Treasurer City Pawn Shop Montgomery, AL

KRISTEN WILLIAMS

Executive Director National Pawnbrokers Association Victor, NY

BOARD OF DIRECTORS Beth Anundi, Capital Pawn, Salem, OR Robert Barnett, Elk River Trading Co., Fayetteville, TN Randi Butterfield, Big Dog Pawn, West Jordan, UT Tim Collier, Pacer, LTD., Little Rock, AR Jay Dunbar, Superior Pawn Company, Hampton, VA Tara Kaminsky, EZ Pawn, New York, NY Perry Lewin, Decatur Jewelry & Pawn, Decatur, IL

Tara Kaminsky is a third-generation pawnbroker and proud New Yorker, currently helping lead EZ Pawn Corp — a family-owned business with 16 pawn shops across the city and growing. Her grandfather opened one of NYC’s earliest pawn shops, and her father followed suit. Today she carries that legacy forward with a modern approach, community focus, and love for service. Tara is proud to represent the next generation of pawnbrokers — rooted in tradition, driven by heart.

Boyd Naylor, Bali Credit Corp, San Antonio, TX Scott Paulsen, Peninsula Pawn, Seaford, DE Jeremy Powell, BJ Pawn & Gun, Denham Springs, LA Scott Tiemann, Central Mega Pawn, Ontario, CA Anthony Vanegas, Sunbelt Pawn, Houston, TX

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Scan for all Board Member Bios

OCT

Don’t miss these upcoming events from the NPA and other pawn industry leaders!

Want to list your event? digital@nationalpawnbrokers.org

NOV

12 DEC

NPA FALL BOARD MEETING RALEIGH, NC & VIRTUAL

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G O V E R N M E N T R E L AT I O N S U P DAT E

I know how critical that seat is. In 2013, after 25 years with the same bank, I received an impersonal letter in the mail from my bank informing me that my account was being closed due to an “internal decision.” Soon, pawnbrokers across the country were receiving the same letter. During a presentation I gave at this year’s Dixie Pawnbrokers Convention, I asked the room how many had lost accounts in the same manner. Nearly a third of the hands went up. That moment confirmed what I already knew, this was not an isolated problem, it was still an industry-wide crisis. Chess is not won in a single move. Every piece on the board has a role to play, and every decision builds toward the endgame. The best players think several steps ahead, making quiet moves that later turn into victory. That is what advocacy for pawnbrokers looks like. It is not about quick wins. It is about steady, patient work that positions us for success when challenges arrive. For more than 30 years, pawnbrokers have shown up. We have told our stories, opened our doors to lawmakers, and built relationships that protect our businesses today. Standing beside us for more than 20 of those years has been our lobbyist, Cliff Andrews. Cliff is our steady voice in Washington, always walking the halls of Congress making sure pawnbrokers are represented so we can focus on running our shops. He embodies consistency; the combined effort of pawnbrokers and advocates that has given our industry a seat at the table.

That is why Congressman Andy Barr of Kentucky and Senator Tim Scott of South Carolina are working to codify the President’s executive order on bank de-risking. Over the past three years during our Legislative Conference, we have had private breakfast meetings with Congressman Barr. These con-

versations were not about headlines or photo opportunities. They were about honesty, trust, and building a lasting foundation. And it is working. Just this year, the National Pawnbrokers Association was quoted twice on House.gov and mentioned twice on Senate.gov. That recognition reflects years of patient, behind-the-scenes work, led by pawnbrokers who keep showing up, supported by a steady voice in Washington who is always there on our behalf. The truth is many of our most important victories are ones you never see. They are the bills that die quietly in committee. They are the times when pawnbrokers are kept out of predatory categories because lawmakers already know us and trust us. This is the long game. It is not glamorous, but it is powerful. It cannot happen without you. Every membership, every phone call, and every conversation with a local representative matters. Cliff cannot do it alone. The board cannot do it alone. It is pawnbrokers, showing up and telling our stories, that make the difference. Like chess, progress in advocacy does not always look dramatic, but each move positions us for future success. In fact, the things you don’t see are often the most important wins of all.

FALL 2025 | NATIONALPAWNBROKERS.ORG

THE CAPITOL CLUB

Introducing the Inaugural Members of The Capitol Club Through participation, these generous NPA members are helping to strengthen our collective voice, empower their peers, and move the industry forward.

• • • • •

Braswell & Son Pawnbrokers Capital Pawn Empire Collateral Loan Co., Inc Pawn USA Gold & Jewelry Exchange LDPM, Inc.

• Paradise Pawnbrokers Inc • Tom’s Pawn Central • Alan’s Jewelry & Pawn

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

• Dynasty Jewelry and Loan, LTD • Fieldstone Jewelry & Pawn

• • • • • •

Howard’s Jewelry Center Jery’s Pawn Max Pawn Luxury Pacer, Ltd. Peninsula Pawn Walt’s Pawn & Jewelry Buyer Inc.

Scan the QR code, or visit nationalpawnbrokers.org/the-capitol-club

ANNUAL MEETING & AWARDS Sponsored by:

The 2025 NPA Pawn Industry Awards Luncheon, sponsored by Marshall & Sterling Insurance, shined a light on the best of pawn – passionate business owners working hard to support their communities nationwide.

Pawnbroker of the Year: Jery Howland, Jery’s Pawn

“I am so grateful for this award. It’s an honor. This has been an amazing 20 years with the National Pawnbrokers Association. We have learned so much from our fellow members who are also great friends now.”

Industry Partner of the Year: Ido Itskovich, Yehuda

“I love the pawnbroker industry. Although I’m the face of the company, I would like to say thank you to the Yehuda family—37 years I’ve been with them. And this is for you, Zvi. Without you, I wouldn’t be here.”

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Outstanding Pawn Image Award: Dickie Smith Dick’s Pawn Superstore

“For somebody like me, who came into the pawn industry never thinking I would set foot in a pawn shop, it was so important to me to be proud of what we do. I wanted my daughter, who is 12 years old, to think that she could have a career in a pawn shop and it would be equal to having a career as a doctor or any other industry.... We help people. We are here for people.” - Jill Heuser, accepting on behalf of Dickie Smith

State Association of the Year: Washington State Pawnbrokers Association “Thank you for seeing everything that we’re doing in our little corner of the country out there in the Pacific Northwest.” - Janelle Morehart, President of the Washington State Pawnbrokers Association

Young Professional of the Year: Carli Karlson, Axel’s Pawn

“I’m just thankful to be [associated with] all these epic pawn leaders in our community and our industry. Just to be mentioned in the same sentence is an honor, and I’m gonna do my best to make this industry proud. ”

Outstanding Community Relations: Adam & Beth Anundi, Capital Pawn

“Community involvement elevates the reputation of our industry and creates positive experiences that ripple outward. We started Capital Pawn because we wanted to help people when they need it most, and today, that mission is stronger than ever.”

FALL 2025 | NATIONALPAWNBROKERS.ORG

DECEMBER 6

Celebrated every year on the 6th of December, National Pawnbroker Day recognizes the important role that pawnbrokers play in the communities they serve. This day also aims at mitigating the prejudice against the pawn profession. This is a great time to recognize your staff, acknowledge your longtime customers, share your store’s history, and educate the public.

GET THE NATIONAL PAWNBROKER DAY TOOLKIT

Celebrate all week long with the National Pawnbroker Day Toolkit! Download the guide for tips, templates, and ideas to help you plan your promotions.

IDEAS FOR PROMOTING NATIONAL PAWNBROKER DAY •

Post about the history of pawn. You can find information about this in the NPD Toolkit.

•

Schedule Media to visit your shop. Use the Media Outreach Email Template in the NPD Toolkit.

• •

Schedule an activity to celebrate your employees. Decorate your shop to let everyone know about this special day.

•

Offer one-day-only deals on this day.

•

Share your stories: What is the history of your shop? Was it started by your grandparents? Did you face adversity only to come back? Are your employees a family? Tell your story online and on your webpage.

•

Fundraise in your community with toy drives, food drives, musical instrument donations to schools, supply drives for animal shelters and more!

We want to know how you’re celebrating! Share your National Pawnbrokers Day pictures and activities on People of Pawn . 22 22

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As an exhibitor, it’s been absolutely amazing getting to meet not only shops that we already work with, but also new shops. Being able to inform them not only about what we do, but also learn from you guys and how y’all actually run your shops. And just learn how the pawn industry actually works and being informed across the country how shops are also different in different areas as well. So, it’s been a great time. – Aaron Touchstone - Strive Marketing Studio

[Day 2] was packed with valuable takeaways—from new ways to streamline operations to learning even more about diamonds The Pawn Expo 2025 Gala was everything and then some! I had the BEST time—laughing, connecting, making amazing new friends, and soaking up every minute of the fun. The entertainment, the people, the energy—it was all absolutely unforgettable. – Renee Constant, Northwest Pawn

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

We’ve enjoyed getting to see the new technologies, getting to meet more people in the industry. We’re not from the US and it’s been very nourishing to see how the same industry operates in a different country with different regulations. It’s been very fun. – Juan Gabriel Vasquez, Oro Star LLC

I thought the show was the best show I have been to in all my years. I enjoyed the smaller venue and the fact that everybody congregated in the lobby bars. Everybody was readily available to talk to and to see. – Pawn Expo Attendee

It’s wonderful to see friends of the industry as well as meet a whole bunch of new people and share ideas that we can take back and continue to increase our businesses.... I got some good ideas on marketing, sales, and giveaways—a few things I’m going to take back to the store that I think is going to make a big difference. – Justin Scott, Family Pawn

Had the best time at the Pawn Expo 2025.... Had the pleasure of meeting so many wonderful people and learned so much. We had a little fun too! – Liz Ferons

FALL 2025 | NATIONALPAWNBROKERS.ORG

The NPA Legislative Conference provides NPA members a unique opportunity to speak face to face with congressional leaders. Join us to build relationships and educate lawmakers on the realworld impact legislative policies have on pawn businesses and their customers. Have a voice!

By Lisa Little, NPA GRC Chair and Vice President, and Georgia Pawnbrokers Association President

The more we do this, the stronger our voice becomes, and the more lawmakers will understand the role pawn shops play in real people’s lives - their constituents’ lives. There’s something special about sitting down at the table together. At Pawn Expo 2025 in Atlanta, the Georgia Pawnbrokers Association hosted its second Legislative Luncheon, and it reminded all of us how powerful connection can be. This was the third year GPA has organized a legislative event during Pawn Expo, and each one has built on the last. In 2023, we held our first GPA legislative luncheon in at Pawn Expo Atlanta. In 2024, a Georgia state representative joined us in Las Vegas and led a thoughtful speech and discussion on the importance of grassroots advocacy. This year, we returned to Atlanta and gathered a group of lawmakers, pawnbrokers, and industry partners for a conversation that was meaningful, energizing, and long overdue. We were thrilled to welcome: • Representative Joseph Gullett • Representative Martin Momtahan • Representative Trey Kelley • Representative Josh Bonner • Senate Majority Leader Jason Anavitarte • Mayor Derek Norton of Smyrna Each one took a few minutes to introduce themselves and share insights about how to build real relationships

with legislators. Their advice was down-to-earth and encouraging: get involved early, stay connected, and don’t underestimate the power of your own voice and story.

WHAT WE LEARNED One of the biggest takeaways from this luncheon is something we hope every pawnbroker hears: you don’t need to wait for someone else to do it.

MORE THAN A MEAL After lunch, we invited our guests to walk the Pawn Expo showroom floor, and that’s where the bigger picture really came to life.

Start where you are. Invite your local representative to your store. Offer them a tour. Share what you see and experience every day. Advocacy doesn’t have to be formal or complicated. It just has to be honest.

Lawmakers had the chance to meet with many of the industry vendors and partners we rely on. We showcased the tools we use to keep our businesses safe, compliant, and modern, from authentication and loss prevention services to online selling platforms and software solutions. It was a great reminder that pawn isn’t a small corner of the retail world. It’s a thriving ecosystem made up of responsible lenders, tech-forward operators, and community-minded professionals. And the best part? The lawmakers were impressed. They asked thoughtful questions, stayed engaged, and left with a clearer understanding of what pawn looks like today and why it matters. Even more encouraging, they thoroughly enjoyed themselves. It was clear that they appreciated the time, the transparency, and the warm welcome from the pawn community.

The more we do this, the stronger our voice becomes, and the more lawmakers will understand the role pawn shops play in real people’s lives - their constituents’ lives. A THANK YOU FROM GEORGIA The Georgia Pawnbrokers Association was proud to sponsor this year’s luncheon and incredibly grateful for the support of NPA board members, GRC members, our dedicated GPA Industry Partners, and the many pawnbrokers who helped make it a success. It’s easy to talk about grassroots advocacy in theory. What happened in Atlanta was something else. It was a real-world example of what happens when people come together, speak up, and open the door for conversation.

And we’re just getting started.

FALL 2025 | NATIONALPAWNBROKERS.ORG

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Your Employees Are Terrified Of AI. Here’s How To Prepare Them.

By Gene Marks | This column originally appeared in Forbes you’ve been anywhere on acting with customers and performthe planet over the past few ing tasks behind the scenes. But what years you have likely seen about smaller organizations? Most will the countless predictions not be writing their own AI applications. of how AI is going to take away jobs. They’ll be leaning on the features introHundreds of millions of jobs globally duced by their software vendors. As according to some reports! How can I write this, the technology firms that people not be terrified of this? Well, make accounting, customer relationthey are. Your employees are terrified ship management, human resources, too. And it’s hard not to empathize. order entry, inventory management and other business applications are But – as business owners – we know doing just that: investing millions in that they really shouldn’t be. We need new AI capabilities for their platforms. them. Especially the good ones. So here’s how you can prepare your work- Owners and managers need to spend force for the inevitable, unavoidable, time with their most significant softinescapable impact that AI will have ware vendors and understand what on your business and their livelihoods. AI features and functionality they’re rolling out and then choose which of DRILL DOWN ON YOUR these functions will provide the most SOFTWARE VENDORS ROI for their companies. The reality is that AI isn’t going to impact all of Big brands are spending hundreds of a business. But it will impact certain millions of dollars to build their own parts where it makes the most sense. internal systems for writing code, inter-

Those parts need to be determined. Why? Because people will be affected.

Let me guess: your business has Microsoft Office or Google Workspace and you’re using…what…20 percent of their features? Don’t make this mistake again and don’t do this with your AI investments. Once you choose which AI features you’ll be focusing on (see above) then spend the money on training your people for real this time and then lean heavily into those features. Not only is it critical for your business to leverage whatever automation tools are available but you’ll find it making a huge positive impact on your employees’ attitudes towards these technologies. Help your employees to become experts in AI for their jobs. They’ll gain confidence in Cont’d on page 30 FALL 2025 | NATIONALPAWNBROKERS.ORG

Your Employees Are Terrified of AI, Continued themselves and a new appreciation for how AI will make their jobs easier and their lives better. Most fear is caused by uncertainty and ignorance. Training will remove those factors.

UNDERSTAND YOUR DEMOGRAPHICS

A recent study found that a staggering 85 percent of ChatGPT’s mobile users are male. Other studies have shown that older people use AI differently than younger generations. And more research has revealed that six in ten GenZers use AI for education and 30 percent of younger generations use it weekly. Meanwhile, most older generations rely on AI mainly for work and professional tasks like helping with emails. It’s important to tailor your training and your approach to AI based on who your people are.

DON’T ADVERTISE YOUR INTENTIONS

Shopify’s CEO recently stated that his company won’t hire workers unless it can be proven that AI won’t do their job instead. Consumer financing firm Klarna boasted that their AI model would replace 700 customer service agents. The CEOs of Ford, JP Morgan and Amazon have all publicly stated that AI will be helping them to cut headcount. To me, none of these announcements say “hey, we love our people.” Imagine working at at these firms. What would you think? You’d be afraid for your job. And that will impact your productivity and commitment. My advice: don’t be like these CEO’s. Whatever AI plans you have for your business, keep them close to the chest. It’s likely – as a small business owner – that these plans will not involve cutting headcount, only increasing productivity. But your employees won’t know that and could interpret your statements differently. And given AI’s rapid change, those plans can change. Even 32

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Klarna’s CEO walked back his claims after realizing that, depending on the issue, customers want to speak with humans. Duh!

CHANGE YOUR KPIs

Speaking of change, AI should cause you to change your Key Performance Indicators – or KPIs – that you’re likely using to measure your people. Your AI investments are intended to increase productivity and that’s what your metrics should be about. The whole reason why you’re investing in this stuff is not to get rid of people, but to help them do things quicker. Because of this, you should change your focus to KPIs that emphasize productivity like output per employee, revenue per employee, task completion rates, billable utilization rates and error rates.

The narrative is that employers will leap at the opportunity to replace their workers with bots, fire their employees, save money and increase their profits. And there’s no denying that some jobs will be replaced. New technologies have a way of doing that. But business owners like myself – and just about all of my clients – know better. There’s myth and there’s reality. The myth is that everything will be

done by AI and few workers will be needed. The reality is that AI is in its infancy and it’s no where near the stage where we can rely on it to take away the core responsibilities that are being done by our very valuable employees. But make no mistake: these tools will get better, more accurate and more reliable over time. AI agents will start assuming tasks behind the scenes. And employers will be using them to do the work that employees are now doing. Which means you have to be realistic and transparent with your people. If they don’t lean into these tools or their KPIs lag behind others, then you may have to make changes. You have a business to run. If an employee doesn’t adapt to other tasks and adjusts to this new reality then yes, they may be out of a job. This is just a fact. But if you provide your people with the right training and context for your AI investments, your best workers will see the opportunity and step up to the plate. Those will be the ones who will not only help your business succeed but themselves will grow into better professionals.

This year, the NPA Young Professionals Committee put their efforts into creating three incredible gift baskets that were raffled off at Pawn Expo. Thanks to the generosity of attendees and the hard work of the committee, the raffle successfully raised $9,030 for the Future Business Leaders Scholarship Fund!

Special thanks to the FBL raffle contributors: • • • • • • •

Big Dog Pawn & Jewelry DLight Refiners Dixie Educational Conference & Trade Show Midwest Pawnbrokers Magazine & Convention Noble Metal Refining Oregon Pawnbrokers Association Palak Diam Inc

• • • • • • •

Pease & Curren Smart Grown Diamonds LLC SoCal Safe Stallcup Group Strive Marketing Texas Association of Pawnbrokers Washington State Pawnbrokers Association

This year, the NPA awarded scholarships to seven outstanding students through its Future Business Leaders Scholarship Fund. These scholarships are presented annually to children and grandchildren of NPA member pawnbrokers who demonstrate academic excellence and community involvement.

WATCH NOW:

Video Message from ‘25 - ‘26 Scholarship

SUPPORT THE FUTURE BUSINESS LEADERS SCHOLARSHIP FUND

The NPA is grateful to its donors for their generous support of the Future Business Leaders scholarship program. Your commitment to education and the next generation is making a difference in the lives of students across the community. Please consider donating today.

FALL 2025 | NATIONALPAWNBROKERS.ORG

Secondhand Shopping Is Now the Norm Source: OfferUp via PRNewswire, Sept. 25, 2025

In September, mobile marketplace OfferUp released its 2025 Recommerce Report. The seventh annual report, published in partnership with retail analytics firm GlobalData, reveals that 93% of Americans bought a secondhand item in the past year and over half (54%) sold a secondhand item. The report provides a comprehensive view of the U.S. secondhand economy beyond just apparel, covering the full spectrum of resale, from furniture and electronics to tools, sporting goods, and more. While apparel often dominates the conversation, it represents just 25% of the resale market, a small fraction of the $200B+ multi-category U.S. recommerce economy. The growing normalcy of secondhand shopping, reflected in this year’s findings, points to a permanent shift in the retail landscape. The U.S. recommerce market is projected to grow 34% by 2030, reaching a valuation of $306.5 billion. This growth will push resale to account for 8% of total retail spending and further establish recommerce as

a core part of the retail economy. This shift is driven by the key benefits that make secondhand shopping so appealing, including value and affordability, digital convenience, and changing cultural values. Local transactions also play a significant role, providing people with an easy way to find what they need close to home.

Resale Is How Americans Shop Now

In the past year, 93% of U.S. shoppers bought at least one pre-owned item, and over half (54%) sold one. That broad participation keeps growing, with nearly 1 in 5 Americans (19%) making their first secondhand purchase this year, and 22% selling something used for the first time. More people are embracing secondhand as it becomes easier, more convenient, and more socially accepted. In fact, 70% of Americans say the stigma around secondhand shopping has lessened over the past year. That shift is being driven by a growing focus on sustainability and reducing waste (56%), the popularity of sharing secondhand finds with friends and family (53%), and the ease of using apps to browse, buy, and sell (49%). As these barriers continue to fall, resale has become a trusted and accessible way to shop, driven by both practical savings and personal principles.

How Resale Is Helping Americans Weather a Tougher Economy

In a time when prices are high and household budgets are under pressure, resale has become a practical strategy for millions of Americans looking to make their money go 36

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

further. When the economy feels uncertain or financial news turns negative, nearly seven in ten U.S. shoppers (69%) say they are more likely to buy or sell secondhand, showing how recommerce provides immediate, practical relief. For buyers, the value is clear. The majority of shoppers (79%) say they shop secondhand to save money, whether to find lower prices or to navigate inflation and tariffs. But saving isn’t the only reason. More than half (54%) say they buy resale to find unique or one-of-a-kind pieces, and one in three (34%) like being able to access high-quality or premium brands at a lower cost.

While Gen Z is known for being digitally savvy, their approach to resale is also local and personal. Many buyers and resellers see local, in-person exchanges as a benefit of the recommerce experience, with 59% of shoppers saying they enjoy them. But Gen Z stands out: 75% say they enjoy meeting in person to complete transactions, and many prefer buying from neighborhood sellers over national brands. These local interactions remain at the heart of the secondhand economy, offering convenience that traditional retail can’t match while helping build trust and strengthen community ties.

For sellers, recommerce also serves as a meaningful source of income. More than half (57%) use the money they earn from selling secondhand items to cover bills and everyday expenses. Others use it to treat themselves or their families (38%), while some set the money aside for the future, with 28% using the money they earn to save for long-term goals or milestones. When these secondhand sales happen locally, the money often stays in the local economy.

The Future of Recommerce Is Gen Z

Gen Z is not just participating in the growth of recommerce; they are driving it forward. Nearly half (49%) sold a preowned item for the first time in the past year. On the buying side, more than half (54%) say they choose secondhand most of the time when a suitable option is available, outpacing Millennials (44%) and signaling a generational shift toward more intentional and sustainable shopping habits. Resale is also delivering real earnings for Gen Z. One in three Gen Z sellers (33%) report earning between $301 and $500 from secondhand sales, making it a meaningful source of income for many younger adults.

Stronger Communities, One Sale at a Time

For many, local shopping isn’t just easier—it’s a conscious choice. Sixty-two percent of shoppers prefer to buy and sell within their communities to support the local economy, and over half say it helps them find better deals. Whether it’s reducing risk, skipping shipping, or simply meeting the person on the other end of the transaction, peerto-peer resale is deeply rooted in neighborhood connection. This is a great time for local pawn shops, where in-person transactions with friendly, familiar faces are a key part of the customer experience. Read the full report at www.RecommerceReport.com

Methodology The OfferUp Recommerce Report includes research and data from retail analytics firm GlobalData. GlobalData uses consumer surveys, retailer tracking, official data, data sharing, store observation, and secondary sources to analyze, model, and calculate metrics, including market and channel size, and market share. Online market research provider Pollfish conducted a June 2025 survey of 1,500 U.S. adults, asking specific questions about their recommerce buying and selling behaviors. FALL 2025 | NATIONALPAWNBROKERS.ORG 37

ARMS / AMMUNITION Armslist.com Charter Arms GunBroker.com Guns.com Hicks, Inc. JTS Group / Xisico USA NSSF Rounded, by Concealment Express Summit Gun Auctions AUCTIONS / RESELLERS Rapaport Group OfferUp for Business AUTHENTICATION / DETECTION Entrupy Thermo Fisher Scientific BANKING / FINANCE / PAYMENT PROCESSING Blue Payment Agency, Inc Electronic Transfer, Inc. FlexApproved Fortis Payment Systems, LLC North Pawnshop Books Pawnbroker Financing PayRoc Signature Processing, Inc. COIN / WATCH BUYERS & SELLERS Bezels for Watches Isaac Watches & Jewelry LLC Times Past and The Vintage Contessa Watch Certification Services of America COMPUTER SERVICES / SOFTWARE Arch Crown Inc. Bravo Store Systems Dargentna Iinc. Elefta Hi-Tech Pawn Software P2M.ai PawnMate, Inc. Shergo Systems Shopik Snap Software Inc. Torchsec Technologies Whatnot DIAMOND BUYERS / SELLERS Aaria, Inc. ABC Diamond Buyer, Inc. Adamas Andreana’s Diamonds Atish Diamonds LLC Bluestone Trading Company, Inc Demond Gems, Inc. DiaTrendz

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Di-Moksh Diam, Inc. FCP Diamonds, LLC GemstoneGuru Gemxo LLC Georgia Carbon Jay Pays Jebel Gems Inc/Shri Diamond Inc. Jewelry Group M. Schamroth & Sons MAKS D LLC Padmavati Exports Inc. Palak Diam Inc S Padmavati Exports SimplexDiam, Inc Smart Grown Diamonds LLC Solitaire NY Sparkle & Dazzle LLC StarDimon, Inc. SunDiam, Inc. The Dealer of Diamonds EDUCATION / TRAINING / CONSULTING AML Gurus Gemological Institute of America (GIA) International Gemological Institute (IGI) Pawnshop Consulting Group, LLC. PawnTrain LLC Stallcup Group Inc, Exit-Strategy Consulting HR / INSURANCE / HEALTHCARE JM Insurance Agency Partners Marshall & Sterling, Inc. McLarens JEWELRY BUYERS / SELLERS Brilliant Elements Burns Estate Jewelers Classic of NY Global Liquidators Guruliq, Inc. Nikos Jewelry Inc. Pawn One Trading, LLC Sopraffino Jewelry, Inc. Zafrani Gold JEWELRY TECHNOLOGY GemLightbox Jewel-Craft Inc. Jewelry Appraisal and Gemological Institute (JAGi) JTR Jewelry Technology Research, Inc. Polygon Vtron Lasers Yehuda Company JEWELRY TOOLS / COMPONENTS Ed’s Box & Supply Inc.

MARKETING/MEDIA/ADVERTISING Strive Marketing Studio PRINTING / PROMOTIONS Burrell Printing PRODUCT WHOLESALERS / DEALERS Blitz Manufacturing Company, Inc Famous Gold, Inc. Fashionphile Wholesale LLC M & M Merchandisers MIRC, LLC Stuller Tiger Wireless/Tiger BuyBack Upstate Coin & Gold WBC Designer Luxury REFINING AAA Precious Metals, Inc Core Scientific David H. Fell & Co. Dillon Gage Metals DLight Refiners LLC. Elemetal LLC Garfield Refining General Refining Corporation Hi-Tech PMR Hoover & Strong LGS Refining Manhattan Gold & Silver Midsouth PM Mid-States Recycling & Refining Noble Metal Refining Noble Metal Services, Inc. Pease & Curren, Inc PMRS Refine Max Inc. SHR Precious Metals Specialty Metals United Precious Metal Refining US Metals LLC Williams Gold & Silver RETAIL/SUPPORT TECHNOLOGY Pawn Leads STORE DESIGN / EQUIPMENT Box Brokers Group Eastern Lighting Noble Display & Packaging Rack’Em Racks / Horizon Mfg Sigma Metalytics STORE SECURITY Blue Dot Density USA Elite Security Group Inc Eyeson Digital LLC Fortress Display ZeroEyes

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In a recent Lead and Learn Session hosted by the NPA, father-and-son duo Ben and Joel Levinson of Dynasty Jewelry & Loan in Norcross, Georgia, shared their successful strategies for maximizing profit and creating exceptional customer experiences during the critical holiday season. Their core philosophy? It’s all about pre-planning, customer data, and consistent positive engagement.

The Power of a Customer Appreciation Event

The Levinsons anchor their entire holiday season around a highly anticipated, long-running annual tradition: their Customer Appreciation Event. They deliberately avoid calling it a “sale,” focusing instead on appreciation to foster long-term loyalty. For their event, they execute a multi-channel campaign powered by well-maintained customer data: Direct Mail: They send out approximately 3,000 envelopes containing a personal invitation, a special gift voucher (last year, $104 when you spend $208 or more), and a 25% off coupon. Personal Outreach: Their staff calls every customer to verify addresses prior to mailing, turning a logistical task into a personal invitation that dramatically reduces returned mail. Data Incentives: Year-round, they run contests and sweepstakes (e.g., RSVP to win $500 cash, or prizes like concert and sports tickets) to encourage customers to provide updated emails and phone numbers. On this note, Joel issued a strong reminder to ensure all marketing includes proper opt-in and opt-out verbiage for text messaging to avoid legal liability. The Bottom Line: These strategies are highly scalable for any size store and are built on the foundational concept that data is gold.

Pre-Planning and Preparedness

To manage the holiday rush, the Levinsons begin planning months in advance, focusing on efficiency and staff readiness. 40

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Inventory & Supplies: They confirm adequate stock of everything from jewelry boxes and wrapping paper to high-demand inventory. Streamlined Processes: They introduced a “valet ticket” system to securely hold items while customers continue shopping. Security Protocols: Due to the uptick in crime during the holidays, they conduct a full review of security systems, panic buttons, and lighting. They also advised implementing a secondary alarm code known only to ownership during off-hours to prevent internal theft or AI-enabled social engineering scams. Creating the ‘Wow’ Factor: Experience Over Product The Levinsons sell an experience, not just a product. Every touchpoint, from the parking lot to the transaction, is designed for positive engagement. Staff Incentives: Employees receive substantial bonuses for the event day to help drive top-tier customer service. They also receive compelling sales commissions throughout the year, as well as small incentives (like $5 for every five-star customer review). In-Store Excitement: They run a “Spin the Wheel” promotion at random times throughout the event, where every customer in the store wins the cash amount displayed ($1, $5, $10, even $20). This creates contagious excitement and a collective win. They also hand out small, branded giveaways like jewelry cleaner and hats, and serve their famous (and highly anticipated each year) family meatballs.

Post-Sale Planning: They distribute a “comeback coupon” (e.g., 25% off to match 2025) to encourage customers to return in the week following the event.

Community and Consistency

The Levinsons stress the importance of being active, caring members of their community. They set up a “food table” of canned goods for customers in need and partner with organizations like Toys for Tots and local charities (like the Quinn House’s Angel Tree program) for drives. Finally, Ben and Joel challenge all pawnbrokers to be consistent. They recommend physically walking your store as if you are a customer—from the parking lot to the counter—to spot clutter, dust, or anything that doesn’t contribute to a clean, trustworthy image. As the Levinsons noted: “You only get one first impression, and you only get a first time to make a second impression.” Consistent preparation and a focus on customer experience are the keys to a prosperous holiday season.

What are you implementing in your store this holiday season to level up your customer experience? Share with us by emailing laura@nationalpawnbrokers.org.

Scan the QR Code

All LEAD & LEARN sessions are recorded and available on demand in your InfoHub member account. You can access them 24/7 in the Resource section under PAWNBROKER RESOURCES > ON-DEMAND VIDEOS. NEED ASSISTANCE? Digital@nationalpawnbrokers.org

Future LEAD & LEARN sessions can be found in the EVENTS section of the INFOHUB

Welcome to your all-new membership portal, built to empower pawnbrokers with the tools, knowledge, and connections you need to succeed. Inside the INFOHUB, you’ll find: • Exclusive On-Demand Education • Advocacy Updates That Matter • Member-Only Business Resources • Networking Opportunities • Industry Insights This is your new command center—powered by pawnbrokers, for pawnbrokers.

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State Associations Update Colorado Steven Adsit

President, Colorado Pawnbrokers Association

Colorado is navigating firearm law changes and has secured some pawn exemptions for transfer hold times. As always, we are still working to get every pawnbroker in the state into our 100% Free Association. Colorado Pawnbrokers, please talk to your neighbors and make sure everyone is signed up! coloradopawnbrokers@gmail.com Florida Joshua Davis

President, Florida Pawnbrokers Association

I have recently been appointed to be a member of the Florida Consumers Council Advisory Board. In this forum I meet with top officials at the Florida Department of Agriculture to discuss and share ongoings of the pawn industry with representatives from other industries. If anyone has a topic of conversation you would like me to bring up at these meetings, please let me know: josh@gcpawn.com. Georgia Lisa Little

President, Georgia Pawnbrokers Association

The Georgia Pawnbrokers Association was proud to sponsor its second Legislative Luncheon at Pawn Expo 2025 in Atlanta this year. We are incredibly grateful for the support of NPA board members, GRC members, our dedicated GPA Industry Partners, and the many pawnbrokers who helped make it a success. You can read our full coverage of the luncheon on page 27. Illinois Kelly Swisher

President, Illinois Pawnbrokers Association

Responsible Pawnbroker Training must be completed by the end of November in order to receive your 2026 Pawnbroker license. You can visit thepawnacademy.com All employees and owners must complete the 4 hours of courses given by the IPA. Texas Tammi Springett

Beginning 2026, we are changing our membership to include Basic Membership, Super Pawnbroker, and Patriot Pawnbroker. I would like to spotlight the following who have already pre-paid dues for 2026 as Patriot Pawnbrokers: McKinney Jewelry & Loan, Devine Pawn, Harrisburg Pawn, and P&J Pawnshop. We did have a new law in Texas as of September 1, 2025, regarding texting customers. I was contacted by Matt Nance on Friday, Sept. 5. Matt serves as General Counsel for the Office of Consumer Credit Commissioner. According to him, the OCCC, after reviewing SB140, finds pawnshops to be exempt from the bill which went into effect Sept. 1. Because pawnshops are a supervised financial business, regulated by the OCCC, SB140, apparently does not apply to our industry. However, pawn shops must still comply with the Federal Trade Commission Act (FTC). The FTC can investigate businesses, issue cease and desist orders, and seek monetary redress for consumers harmed by unfair practices. Types of deceptive practices include False Advertising, Bait & Switch tactics, and Pyramid Schemes. If you operate your stores professionally and with integrity, you’ll be fine. Oregon Beth Anundi

President, Oregon Pawnbrokers Association

With gold prices on the rise, Oregon has seen an increase in fly-by-night gold buyers operating outside the law. The Oregon Pawnbrokers Association, alongside our lobbyists and the Department of Financial Regulation, is working to ensure these operators comply with Oregon’s precious metals laws and all other ordinances in the communities in which they are trying to operate —protecting both consumers and legitimate businesses. The 4th Annual PNW Pawn Conference is set for April 17–19, 2026. It is the ultimate gathering spot for education, networking, and industry collaboration in our region. Oregon pawnbrokers are encouraged to join us and take part in the Annual OPA Meeting on Sunday morning at 9:30 a.m. Full details are available at www.PNWPawnConference.com.

Managing Director, Texas Association of Pawnbrokers

Our convention will be April 10-12, 2026 @ Embassy Suites by Hilton in Roundrock TX.

Cont’d on pg 43 FALL 2025 | NATIONALPAWNBROKERS.ORG

State Associations Update A Special Farewell In his decade as President of the Illinois Pawnbrokers Association (IPA), Kelly Swisher has been an exemplary leader and an inspiration to state leaders everywhere. Throughout his tenure, he has been a stalwart advocate for the industry, dedicating countless hours and resources to protect and elevate the profession. Kelly’s final message, shared here, is a masterclass in leadership. The NPA is deeply grateful for his service and the example he has set.

Reflections on a Decade of Service

Illinois Members, I have been honored to serve as your president for more than ten years. The time has come to pass the torch. Before I do, I’d like to share a few observations that may help the association and the next president step into the role with clarity and purpose. Independence and collaboration: Pawnbrokers are an exceptionally independent group. That independence is a strength—but at times it can make collaboration difficult. I learned early on that you can’t change that mindset overnight. Example: I’ve been called to assist non-members; after I successfully negotiated with the village attorney and resolved their issue, I invited them to join the association. Their response was, “well other than this, what would you do for us?” In those moments, step away. Never take it personally. On the limits of leadership: I’ve learned the true meaning of “you can’t save everybody”. I once assumed it meant the work was too big for one person. What it really means is that you can’t save some people from themselves. I’ve devoted countless hours—and tens of thousands of dollars of my own funds—to support and protect pawnbrokers who would not contribute or participate to help themselves. Those who know me know I didn’t do it for recognition or praise. I did it because I love the pawn business. Through the years, I intentionally stayed off social media; it seems the longer you’re on it, the more likely you are to say something that can and will be used against you, and in this role that could harm our profession. I acted in the interest of the greater good. Industry mindset: This profession is remarkably forgiving. You will encounter a few who view it simply as a way to make as much as they can for as long as they can, I’ve heard, more than once: “I will be a pawnshop till we get shut down and then I will just become to a we-buy, cash for gold, gun shop, or coin shop.” Offer perspective and extend an invitation to get involved. If they decline, redirect your energy. Someone will always benefit from your work without contributing, maybe while even criticizing you; accept that reality and keep moving. Remember, don’t take criticism from those you wouldn’t take advice from. The next president: I wish the new president every success. Remember: your mission is to strengthen the profession. Even when it feels thankless, continue to help—even those who may never know you’re helping. It’s never about you; it’s always about the profession of pawnbroking. Whatever happens, stay true to the mission. Gratitude: To those who have supported me from the beginning and through the toughest moments—I Thank you. I won’t list names for fear of leaving someone out, but you know who you are, and I am eternally grateful. I am, and will remain, part of the IPA. Thank you, Mr. Kelly J Swisher

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

State Associations Update We are proud that Oregon pawnbrokers, Adam & Beth Anundi were recognized nationally with the Outstanding Community Relations Award for 2025. This honor highlights the deep commitment of Oregon pawnbrokers to serving their communities with integrity and care. Congratulations to all award earners but special congratulations to our colleagues in Washington state who earned recognition as The State Association of the Year, and congratulations to Washington pawnbroker, Carli Karlson, who earned the Young Professional of the Year award. The Pacific Northwest is raising the bar for pawnbroking nationwide and we hope to see YOU at the PNW in 2026! Washington Janelle Morehart-Leevey

President, Washington State Pawnbrokers Association

The Washington State Pawnbrokers Association (WSPA) has been hard at work this season, focusing on advocacy

and visibility as we meet with lawmakers and introduce ourselves ahead of the upcoming legislative session. We will be going back to Olympia, trying to get our bill passed in 2026. We are thrilled to share some incredible recognition within our PNW pawn family—huge congratulations to Beth and Adam Anundi of Capital Pawn in Oregon for receiving NPA’s Outstanding Pawn Image Award, and to our very own WSPA Secretary, Carli Karlson of Axel’s Pawn, who was honored as Young Professional of the Year. On top of that, I had the privilege of accepting the Association of the Year award on behalf of WSPA at NPA’s Expo, a true testament to the hard work and dedication of our association members. Looking ahead, we’re excited to announce that the 2026 PNW Pawn Conference will once again be hosted in Tacoma, WA, April 17–19, 2026. Planning is already underway, and we’ll be rolling out more exciting updates soon—so stay tuned!

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Seasonal Demands

p aw n b ro ke r f i n a n c i n g . c o m ( 3 0 3 ) 373 - 1 3 0 0

All Valley Pawn Akop and Peter Bakalyan, Van Nuys, CA Andreana’s Diamonds Ana Maria Bocancea, Chicago, IL Density USA Mike Egel, St Louis, MO E & B Pawnbroker (HQ) Ted Brigante, Moorstown, NJ Elefta Joseph Halpert, Los Angeles, CA

North Ryan Gibbons, Troy, MI Oro Star LLC Stephanie Arenas, Hialeah, FL Oscar’s Pay Me Now! Oscar Izaguirre, Bronx, NY Pawn Central (HQ) Jim Young, Rock Island, IL Princeton Trading Post (HQ) David Ziemke, Princeton, MN

Welcome to the NPA!

Goldmine Gun & Pawn LLC Greg Roble, Hollywood, FL

Rounded, by Concealment Express Sang, Cho, Jacksonville, FL

Great Northern Pawn (HQ) Lorrie Gjersing, Townsend, MT

Shopik Graham Wood, Minneapolis, MN

Congratulations! You now belong to a network of trusted professionals in the pawn industry who can help you grow your business.

Henry’s Jewelry Eric Mane, Lawrence, MA

Steve’s Trading Post William Richards, Joplin, MO

Ideal Jewelry & Loan Bailley Bennett-Cohen, Brockton, MA

The Luxe Exchange Julio Avila, Scottsdale, AZ

JTR Jewellery Technology Research, Inc. The Vault Jewelry and Loan James Furman, Falls Church, VA Emre Ozdemir, New York, NY M. Schamroth & Sons Matt Schamroth, New York, NY

In the heart of Alabama, Justin and Olivia Scott of Family Pawn are tearing down old stereotypes one bright, welcoming transaction at a time. The husband-andwife duo runs a shop that is not just a place for loans and deals, but a fixture in their community built on decades of tradition and a refreshingly modern approach.

the pawn industry is a way of life, not a career pivot. “I am a 3rd generation pawnbroker. I’ve done it my entire life,” he shares, having purchased the business almost nine years ago. The industry’s variety always appealed to him. His wife, Olivia, joined the trade after they married, providing essential support that complements her husband’s lifelong immersion in the business. Their shop’s name, Family Pawn, is more than just a label— it’s the cornerstone of their philosophy. “The name Family Pawn represents the way we want people to feel when they walk through our doors; welcome, respected, and cared for like they’re part of our extended family,” Justin explains. The Scotts’ biggest ambition is to challenge and ultimately change the public’s perception of the pawn industry. They recognize the “dark, cluttered places full of junk” misconception, and their store is the direct antidote.

“What makes Family Pawn unique is that we’ve worked hard to break the old stereotypes people often associate with pawn shops,” says Justin. “When you walk into our store, it doesn’t feel dark or cluttered. Family Pawn is bright, clean, and welcoming.” Beyond the environment, they emphasize integrity and customer service. They take the time to “educate customers, explain our process, and make sure they feel confident in doing business with us.” They understand that many customers come to them during stressful times, and they strive to make the process “simple, judgment-free, and professional.” “Customers remember how you made them feel, and that’s what keeps them coming back,” Justin notes. This focus on respect and fairness is how they build the trust that sustains their business. As a husband-and-wife team, their individual strengths are the engine of Family Pawn.

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FALL 2025 | NATIONALPAWNBROKERS.ORG

Family Pawn’s impact extends far beyond the store’s four walls. The Scotts are deeply involved in their local Alabama community, sponsoring school athletic programs, organizing food bank drives, giving away free gifts for children at Christmas, and financially supporting various charities. Looking ahead, their goal is simple: to keep “raising the bar for what people expect from a pawn shop” while never losing that personal, family feel. For Justin, success is about continuous improvement and “being better than I was yesterday.” For Olivia, it’s about having strong relationships and “knowing that the work we do at the store is making a positive difference in people’s lives.”

Justin leads the company with a focus on big-picture strategy. “My strengths are vision, building systems, refining processes, and coaching our team to grow,” he says. He drives the overall business direction and focuses on continuous improvement. Olivia provides the crucial balance, focusing on detail-oriented paperwork, administrative duties, and a personable touch with staff and customers. “She balances my big picture approach with organization and a personal touch,” Justin explains. Working together as a couple presents a unique challenge: the merging of personal and professional life. “We work together and we live together so naturally personal and work life often flow into one another,” Justin admits. They navigate this by making a point to limit “shop talk” in the evenings. This challenge, however, has become a strength: “It’s taught us to work through issues more quickly and not let them linger.” For other couples considering a business venture, Justin offers practical advice: “Share the load, respect each other’s space, and never underestimate the power of office snacks to keep the peace.” The daily variety is a huge draw for the Scotts, and their inventory has proven it with everything from a custombuilt race car to a set of taxidermy frogs dressed up as a mariachi band. Yet, for all the unusual items, the most rewarding part of their job is the human element. “The most rewarding part of being a pawnbroker is the ability to provide hope,” Justin shares. “Watching a customer walk out relieved and even smiling, knowing we helped turn a moment of stress into peace, is what makes this work so rewarding to us.”

NATIONAL PAWNBROKERS ASSOCIATION | FALL 2025

Together, the Scotts are ensuring that Family Pawn is synonymous not just with transactions, but with trust, clarity, and community.

Know someone who should be featured in People of Pawn? Email Laura@nationalpawnbrokers.org

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