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Pawn Expo 2026 Sessions

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The Alchemy of Capital: Advanced Financial Strategies for the Modern Pawnbroker

MONDAY Industry Insights: 9:00 AM - 9:50 AM

Speakers
  • Or Barak - Co-Founder & VP of Sale
    As a Co-Founder and VP of Sales at P2M.ai, Or brings a unique perspective on the intersection of finance and the pawn industry. With a background in software development and financial technology, he specializes in helping pawnbrokers optimize their capital structures and leverage data-driven strategies to scale their operations across the US and international markets.
Summary
Most pawnbrokers view their business through the lens of retail and transactions. However, the most successful operations function like specialized financial institutions. This session will move beyond the 'buy-low, sell-high' mentality and dive into the sophisticated financial metrics that drive true wealth in the pawn industry. Attendees will learn how to analyze their inventory as a portfolio, calculate the hidden costs of capital, and use leverage to scale their operations safely and profitably.

Industry Insight (Bluestone Trading Company, Inc.)

MONDAY Industry Insights: 9:00 AM - 9:50 AM

Summary
Presented by: Bluestone Trading Company, Inc. **Description TBD**

Planning For Your Exit for a Successful Business Sale

MONDAY Industry Insights: 10:10 AM - 11:00 AM

Speakers
  • Steve Stallcup - CEO
    Steve Stallcup, CEO Stallcup Group Exit-Strategy Consulting Since 2009, Steve Stallcup has been the CEO of Stallcup Group, Inc. His company focuses on pawn business merger and acquisition activity. Since founding the company, Mr. Stallcup has transacted over $564 Million of merger and acquisition transactions solely in the pawn industry. Prior to founding Stallcup Group, Inc., he spent twenty-three-year career at Cash America International, Inc. holding key executive and operational positions. Some of his roles there include VP of Mergers and Acquisitions, VP of Operations, and VP of Training and Communications.
Summary
Stallcup Group provides exit strategy consulting, confidential transaction advisory, and operations and management consulting services to independent pawn shop owners across the U.S. We'll dive deep into the tools and techniques used to balance the scales of negotiation for pawn shop owners. We'll expose the incredible amount of misinformation in this industry regarding mergers and acquisitions. The session will help prepare you in the most important transaction of your life.

Jewelry Forensics at the Counter: Spotting Risks and Evaluating Mounted Jewelry

MONDAY Industry Insights: 10:10 AM - 11:00 AM

Speakers
  • Michele Mejia
    Michele is a GIA Graduate Gemologist and an educator with 23 years of experience in the pawn industry. She rose from a counter position in a small mom-and-pop shop to a top manager as it grew into a successful corporation. Michele also has years of experience advocating for pawnbrokers in Sacramento. After earning her Graduate Gemologist diploma, she founded an independent lab, helping California pawnshops uncover hidden value in colored stones. Now at GIA, she teaches practical jewelry evaluation to industry professionals.
Summary
This session equips pawnbrokers with strategies to confidently assess jewelry at the counter. You'll learn practical techniques for evaluating mounted pieces - Even when information is limited. 1. Confidently evaluate mounted jewelry, even with limited information. 2. Recognize risks like hidden damage, repairs or alterations. 3. Improve clarity, color, and metal testing practices. 4. Apply consistent processes to reduce risk and protect your investments.

The Invisible Risk: Watch Crime, Due Diligence, and Protecting Your Pawn Business

MONDAY Industry Insights: 10:10 AM - 11:00 AM

Speakers
  • Oliver Horner
    Oliver has a background working in pawnbroking and auction houses. His main objectives at The Watch Register are to help protect US-based and global businesses from stolen and counterfeit watches; and to assist the victims or theft, law enforcement and the insurance industry with US-based stolen watch recoveries.
Summary
An overview of the major trends in luxury watch crime and the international nature of the market. • Case studies of recent recovery cases in which we have protected our major pawnbroking clients. • The steps pawnbrokers can take to protect their buisness from unknowingly transacting on problem watches. • The services available to help protect our clients and combat this major issue.

Industry Insight (Pawn One Trading LLC)

MONDAY Industry Insights: 11:20 AM - 12:10 PM

Summary
Presented by: Pawn One Trading LLC

Ten Errors Pawn Shops Make in Their Jewelry Departments That Are Costing Them Sales…. And How to Fix Them.

MONDAY Industry Insights: 11:20 AM - 12:10 PM

Speakers
  • Larry Johnson - Jewelry Merchandising Expert
    Larry Johnson is a nationally recognized Jewelry merchandising Expert that has consulted with Pawn Shops world wide on how to sell more jewelry at higher prices through better display strategies. He is the author of “The complete guide to effective jewelry display."
Summary
In this high-impact session, Larry Johnson breaks down the 10 most common (and costly) mistakes pawn shops make in their jewelry departments and more importantly, how to fix them. Drawing on years of experience consulting with pawn shops and jewelry stores worldwide, Larry shares proven strategies to increase sales, improve presentation, and elevate perceived value so customers are willing to spend more. From display layout and lighting to pricing psychology and merchandising techniques, this session is packed with practical, easy-to-implement solutions you can apply immediately. As the author of The Complete Guide to Effective Jewelry Display, Larry delivers real-world insights that help transform underperforming jewelry departments into powerful revenue drivers.

Industry Insight (Yehuda Company)

MONDAY Industry Insights: 11:20 AM - 12:10 PM

Speakers
  • Ido Itskovich
Summary
Presented by: Yehuda

Pawn Shop Metrics and Key Performance Indicators on Steroids

MONDAY Industry Insights: 1:10 PM - 2:00 PM

Speakers
  • Jerry Whitehead - Founder
    Jerry Whitehead has more than 50+ years in the industry and is a second generation pawnbroker with a family active in pawn space more than 60 years. PCG and Mr. Whitehead collectively have bought, sold, and represented more than 250+ store transactions in the mergers and acquisitions arena in the last 35+ years. Mr. Whitehead served on the NPA Advisory Board, the Board of Directors, and as a trustee for more than 15 Years and has served on several other Pawn Industry boards in the USA and abroad.
Summary
This will be a deep dive into the Key Performance Indicators relavant to all pawnshops, and an indepth examination of what those benchmarks are, what they mean, and how to affectuate real change in them to fully optimize any operation that has the resources and is paying attention. Coming from a global pawn consultant with a lifetime of expertise in the Industry.

The Future of Pawn: Robots, AI, and the Data Advantage

MONDAY Industry Insights: 1:10 PM - 2:00 PM

Speakers
  • Tally Mack - Chief Executive Officer
    Tally Mack grew up in the pawn business. A fifth-generation pawnbroker, she knows what it's like to stand behind the counter, work with customers, and make quick decisions under pressure. That background shapes everything about how she leads Bravo Store Systems today. As CEO, Tally has focused on making powerful technology genuinely accessible to small businesses, the kind of tools that used to be reserved for big-box retailers and enterprise chains. In 2026, that work earned Bravo a spot on Fast Company's Most Innovative Companies list, recognized for the Shopkeeper AI Estimator and its use of instant image recognition designed specifically for small business owners. Tally received her JD from DePaul College of Law, is a Harvard Business School executive program alumna, and a member of the Young Presidents' Organization (YPO). She is a frequent voice on the future of independent retail and what it really takes to build a sustainable small business in a fast-changing world. The founders of Bravo have spent more than 40 years building point-of-sale technology made specifically for pawn shops. That time wasn't just spent writing code. It was spent recording, organizing, and understanding how pawn transactions actually work, in extraordinary detail. Every loan, every sale, every customer interaction, every item that came across the counter, captured in a way that generic retail software was never designed to do. That depth of data is what makes Bravo's platform genuinely powerful, and genuinely hard to replicate. It's also what makes Bravo's AI tools smarter and more useful than any Google or eBay Sold Listings search. Everything inside Bravo's platform, including mobile tools, online selling, payments, and customer communication, is built to work together from the start, no bolt-on add-ons, no complicated integrations, no third-party headaches. Bravo was named among Fast Company's Most Innovative Companies for 2026, recognized for its Shopkeeper AI Estimator. This tool lets store staff point a camera at an item and get an instant, AI-powered value pawn-specific estimate. No guessing, no searching, no waiting. It was built specifically for pawn employees and works the way a pawn store actually works, because it was built by people who know exactly what that means.
Summary
You've been hearing a lot about AI. Maybe it feels exciting. Maybe it feels overwhelming. Maybe both. Either way, it's coming for this industry whether you're ready or not. And the pawnbrokers who understand what's actually happening right now are going to have a serious advantage over the ones who wait and see. This session is for operators who want straight answers. Not buzzwords. Not hype. Real talk about what AI, automation, and data mean for a pawnshop, explained in plain language by people who have spent their careers in this business. Here's what most technology conversations miss: the future of your store isn't just about which app you download or which AI tool goes viral next month. It's about the foundation underneath all of it. The data your store has been collecting, transaction by transaction, customer by customer, item by item, for years. That data is about to become one of the most valuable things you own, and most pawnbrokers have no idea. We'll talk about what AI can actually do in a pawn store today, not someday. We'll talk about what robots in retail really look like when they're designed around the way this business actually works, handling routine tasks so your staff can stay focused on the customer standing in front of them. And we'll talk about how to think about technology decisions you're making now so you don't end up locked into something that holds you back two years from now. If you've ever felt like the technology conversation was moving too fast and leaving your store behind, this session is for you. Walk in curious. Walk out with a clear picture of where pawn is headed and exactly what you need to do about it.

Industry Insight (JM Insurance Agency Partners, Inc.)

MONDAY Industry Insights: 1:10 PM - 2:00 PM

Summary
Presented by: JM Insurance Agency Partners, Inc.

Refining Insights & Testing Precious Metals OTC

MONDAY Industry Insights: 2:20 PM - 3:10 PM

Speakers
  • Rafael Amador
    Rafael Amador is a veteran of the precious metals industry with over 20 years of experience in gold buying, refining, and business development. He began his career in 2004 at a gold buying center in South Florida, joining a small operation of only seven employees that purchased approximately $40,000 daily when gold was trading at an average of $409.53 per ounce. Within six months, Rafael was promoted to General Manager, where he led a period of rapid and sustained growth. Under his leadership, the company expanded to 86 employees and three satellite offices in Florida, increasing the daily purchasing volume to over $2 million, while the price of gold reached an average of $1,227.31 per ounce. His success was driven by strong industry relationships, operational leadership, and the ability to capitalize on changing market conditions. In 2010, Rafael joined United PMR—the refinery that had processed his company's material during its growth—where he continues to play a key leadership role. He oversees sales and refining operations in Mexico, Latin America, the Caribbean, and the southeastern United States. Widely recognized as a prominent figure in the global pawn industry, Rafael represents the company internationally and actively participates in numerous state and regional associations, as well as the National Pawnbrokers Association. In 2024, Rafael authored “Tips for Buying Gold and Silver - Mastering the Art of Purchasing Precious Metals,” a practical guide that has been adopted by pawnshops across the country as part of their training programs.
Summary
During the first part of this informative session, we will take a look at recent events that impacted the refining industry. From the silver refining halt to limitations on gold refining - we'll look at how the industry was impacted and ways to protect your business in the event something like this happens again. We will then take a deep dive into gold and silver testing methods, a key component to every pawnshop that deals in precious metals. Together we will test gold and silver samples and develop a plan or SOP (standard operating procedure) to ensure you are properly testing every piece that comes into your shop. Proper testing can avoid very costly mistakes, especially at a gold market above $4,000 per troy ounce.

Getting Customers Through Your Front Door and Into Your Store

MONDAY Industry Insights: 2:20 PM - 3:10 PM

Speakers
  • Jonathan Gibbon
    Jonathan graduated from Law School in 2011, and his primary occupation has been operating Armslist.com ever since.
Summary
Firearms businesses face challenges unique to our industry, and the social media companies, banks, and even SMS and email providers don't apply the rules evenly. You might be 100% good to go with multiple companies one day, and more than one decide to drop you the next day with no notice or explanation. It's a challenging landscape and we are here to help you navigate it. There are other firearms marketplaces, brief compare and contrast on which ones help you make sales to out of store (usually out of state) customers, and Armslist, which will by contrast, bring most of them to your front door.

NSSF’s Real Solutions Help the Firearms Industry

MONDAY Industry Insights: 2:20 PM - 3:10 PM

Speakers
  • Wally Nelson - Consultant
    Wally is a retired ATF Deputy Assistant Director with 30+ years of ATF experience. As DAD, he directed all regulatory firearms programs including: The development and monitoring of firearms inspection programs, licensing, NFA, imports, firearms tracing, and regulations, as well as the Firearms Technology Branch. He retired from ATF in October 2005. Since joining the NSSF’s consulting team in 2006, Wally has brought his expertise in firearms laws and regulations to firearms industry members as a private consultant. As a consultant, he has conducted hundreds of FFL site visits to review internal controls, required records and sample firearms inventories. He has also provided employee training, helped to develop compliance plans and assisted FFLs of all types and sizes with ATF compliance and licensing issues.
Summary
The presentation will review three of NSSF’s Real Solutions including how NSSF helps retailers make well informed decisions to deter and prevent firearms thefts; helps retailers learn to detect and prevent straw purchases; and encourages brave conversations at FFLs, and safe firearms storage at home, to save lives. Participants will be aware of three NSSF initiatives: The Operations Secure Store Security Assessment and Risk Analysis, Don’t Lie for the Other Guy, and Suicide Prevention.

Why Firearm Auctions Are a Smarter Exit Strategy for Pawn Shops

MONDAY Industry Insights: 3:30 PM - 4:20 PM

Speakers
  • Matt Sellers - Founder
    Matt Sellers is the founder of Summit Gun Auctions, a national firearms auction company specializing in compliant firearm liquidation, consignment strategy, and secondary-market sales optimization. He works with pawnbrokers, dealers, law-enforcement agencies, and estate consignors to help move firearms inventory faster while reducing prolonged holding risk and improving capital efficiency. His expertise centers on inventory turnover, liability reduction, compliant transfer workflows, and maximizing realized values through national auction demand.
Summary
For many pawn shops, firearms represent high-value inventory - but when those items remain in showcases too long, they can also become one of the largest sources of operational drag and liability exposure. This session will focus on how firearm-specific auctions can serve as a strategic exit channel that reduces prolonged possession risk, lowers exposure tied to theft, storage, compliance, and documentation issues, and accelerates the conversion of stale firearms into immediate cash flow. Attendees will learn how faster inventory turnover through auction can improve balance sheet performance, free up showcase space for fresh loans and retail inventory, and reduce the hidden costs associated with long-held firearms. The presentation will also explore how nationwide bidder demand often creates stronger outcomes for specialty, collectible, estate, and difficult-to-price firearms while simultaneously shortening hold times. Designed specifically for pawnbrokers, this session provides practical frameworks for deciding when firearms should remain in-store versus when they should be transitioned into an auction cycle to improve both safety and profitability.

Industry Insight (Shergo Systems)

MONDAY Industry Insights: 3:30 PM - 4:20 PM

Summary
Presented by: Shergo Systems

Industry Insight (Marshall+Sterling)

MONDAY Industry Insights: 3:30 PM - 4:20 PM

Summary
Presented by: Marshall+Sterling
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Pawn Expo 2026 Sessions