SALON F-506 Co-OP Advertising Program
Customization Samples for viewing Samples Programs
Online Ordering (Lowered shipping rates)
BENCHMARKRINGS.COM
Metal Options Buyout Programs Stock Balancing
Lifetime Guarantee (Free Sizing)
MISSION: SALES
OCT / NOV 2023
GAINING PERSPECTIVE TO MAXIMIZE JEWELRY SALES EDITOR’S LETTER MERRICK, NY—Working with the public selling high-end fine jewelry and watches is ever interesting and exciting and ever challenging, as you know all too well. In this issue, as we hurtle toward Black Friday 2023, we have worked to provide you with a thought-provoking edition of The Centurion’s MISSION: SALES Magazine to add to your perspective and open new sales horizons. As a result, we have a very in-depth report on major new research from MVEye and Tré Magazine detailing many important things you need to know to sell fine jewelry to Affluent African Americans. The article starts on Page 22. Next, we get into the collaborative (with the customer) concept and execution of Side By Side Selling with an article by The Centurion Store Design Columnist Leslie McGwire on Page 50. What are the currently important “numbers” to focus on to keep a jewelry store successful are the subject of A Fresh Perspective on KPI’s by The Centurion Contributor Megan Crabtree on Page 52. And what would a Fall selling season issue be without sales and marketing advice for Black Friday in an article entitled Unique Black Friday Marketing Tactics to Rise Above Rivals, beginning on Page 54. Technology is in every moment of everyone’s day, so our article entitled Mastering Jewelry Sales on Facebook Live: 6 Pro Tips will come in handy as you consider whether or how much you should be using this popular tool to raise the sales bar on Page 56. The Feature section finishes with an article full of success advice on the new store launch, entitled Blueprint for Successful Store Launch: 10 Potent Marketing Techniques. After all, isn’t this what great jewelry retailers often strive for? It’s on Page 58. And don’t forget to browse the exciting jewelry in our Hot Sellers section on Page 60 and the beautiful ads throughout the magazine from our supporting designers, manufacturers and service companies who make MISSION: SALES Magazine possible. Thanks for reading! Warmest regards,
The Centurion
Howard Hauben, Editor & Publisher
2
2019 Park Avenue, Merrick, NY 11566 516-377-5909 news.centurionjewelry.com
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TABLE OF
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CONTENTS 2 60 72
WELCOME LETTER HOT SELLERS ADVERTISERS INDEX
22
Comprehensive Report Released on High-Income, African American Luxury Jewelry Consumers
50
The Future of Retail Design is Side-By-Side Selling
Perspective 52 AonFresh KPIs for Jewelry Retailers Black Friday 54 Unique Marketing Tactics
Jewelry Sales 56 Mastering on Facebook Live
58
Page 22 Comprehensive Report Released on High-Income, African American Luxury Jewelry Consumers 4
10 Tips for a Successful Store Launch
Vlorajewelry.com | @vlorajewelry CEN TUR ION SAL ON # F-509
DARE TO BE
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CENTURION SALON # M-107
CENTURION SALON # F-116
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CENTURION TABLE # F-T17
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COMPREHENSIVE REPORT ON
HIGH-INCOME AFRICAN AMERICAN LUXURY JEWELRY CONSUMERS RELEASED RESEARCH HIGHLIGHTS PREFERENCES AND BUYING BEHAVIORS Carlsbad, CA--THE MVEye, a well-known market research firm
USA. By concentrating on those who self-identify as Black/Afri-
for the gem, jewelry and watch industries, has released the re-
can-American, and further affirming their Black heritage, this report
port entitled Crafting Unity, Adorning Diversity- Cracking the
captures a unique perspective from participants aged 20-59 with a
Code to Engage High Income African American Buyers in the
household income of $100K and above.
Luxury Jewelry Sector. The study was deployed July 17 to 26, 2023. The report is based on a collaborative and comprehensive research study conducted by THE MVEye and Stephanie Coleman, publisher of Tré Magazine, delving into the unique world of high-income African-American jewelry consumers in the
PARTICIPATING CONSUMER RESPONDENTS N=364 USA only
THE STUDY OBJECTIVES Understand past jewelry buying behaviors and likely future behaviors of high income African American consumers in the USA Understand shopping habits, and key jewelry shopping events in the calendar year for this demographic Understand affinity for LGDs and other jewelry products (e.g. luxury watches)
Male and female Ages 20-59 HHI at least $100k Have purchased fine jewelry styles valued $200 or more within the past 2 years or an engagement ring Self-identified as black Black heritage (Haitian, Jamaican, Nigerian, Canadian, European, etc.)
Understand affinity for luxury jewelry brands (e.g. Cartier, Tiffany etc)
22
CENTURION SALON #M-400
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The findings offer an in-depth look into
Key Findings from the Report Include:
In-store expertise is a strong influenc-
both past jewelry buying and potential
High-income African-Americans are pro-
er; 54% of respondents highlighted the
future shopping behaviors. Moreover,
active consumers. A notable 63% active-
significance of knowledgeable in-store
the research looks closely at preferences
ly seek brands reflecting or promoting
salespersons during their fine jewelry
that consider the nuances of the partic-
their cultural heritage.
purchases.
sive understanding of this influential
A significant 56% of African-American re-
Birthstones resonate deeply, with 59% of
market segment.
spondents emphasize the importance of
African-American respondents purchas-
sustainably produced jewelry, particular-
ing them as statement pieces.
Booth 1704
ipants’ heritage, ensuring a comprehen-
“With these findings, we aim to em-
ly in relation to conflict diamonds. Awareness
phasize the distinct preferences and
of
lab-grown
diamonds
purchasing behaviors of high-income
For 76% of participants, “feeling wel-
(LGDs) stands at 64% among Afri-
African-American jewelry consumers,”
come” was the most critical factor in-
can-American consumers, trailing the
Coleman said. “Their choices are deeply
fluencing fine jewelry purchases, over-
overall market’s 80%.
rooted in cultural resonance and a de-
shadowing price, selection, and even the
mand for inclusivity, underscoring the
expertise of in-store salespersons.
need for industry adaptation.”
PARAIBA TOURMALINE & FANCY SAPPHIRES
MAJOR GROWTH? Embracing sustainability and cultural identities will enhance appeal in the lucrative African American market, fostering brand loyalty and lasting relationships with this growing and highly influential consumer demographic.
CENTURION SALON # F-110
STEVENROYCE.COM I INFO@STEVENROYCE.COM I 24
@STEVENROYCEJEWELRY I (516) 466-0700
BGK Graphics
ARE YOU POISED FOR
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56%
ETHICAL AND SUSTAINABLE
As it relates to a product’s relation to conflict diamonds, 56% of African- American respondents indicate that sustainably produced jewelry is important in their purchase.
UNTAPPED MARKETS Understanding the preferences and behaviors of high income African-American consumers is vital for the jewelry trade and retail community’s sustainable growth, as they are an influential and expanding global marketplace.
SHIFTING TRENDS
African-Americans are currently the sec-
as well as a more inclusive and informa-
ond-largest consumer group and there
tive retail experience. With this in mind,
In consideration of the change in pur-
are 47.8 million Americans who self-iden-
manufacturers and retailers need to
chasing behavior throughout the past
tify as African-Americans in the US to-
focus on the nuances of heritage and
few years, including the impact of the
day1. Factoring in the influx of immi-
purchase motivators that are driving
pandemic, omnichannel shopping ini-
grants from the African Diaspora (most
this very powerful and rapidly growing
tiatives as well as the media-stoked re-
notably Afro-Latin, West Indian and
segment to make on-going fine jewelry
surgence of consumer discrimination
emerging consumers from the African
purchases.
or Consumer Racial Profiling (CRP), Af-
continent), their influence will continue
rican- American shoppers have been
to grow as well as their buying power —
TOP DRIVERS
which is projected to reach $1.98 trillion
Perceived authenticity and brand align-
countability, corporate social responsi-
by 20252.
ment are key. After quality and crafts-
bility and are actively looking to spend
manship (overall 90%), African-American
their money where it counts and with
consumers today — regardless of age,
experiences that are in alignment with
TECHNOLOGY AND CONSUMER EQUITY
deliberately shifting towards: brand ac-
gender, household income, and heritage
their best interest, especially as it relates
Largely driving the expected increase in
— consider the design (86%), and price
to a product’s connection to conflict dia-
consumer shopping is equitable access
(72%) their top drivers when purchasing
monds. Fifty-six percent of respondents
to product via digital platforms (jewelry
fine jewelry. This exceeds the impor-
indicate that sustainably produced jew-
brand websites and social media), more
tance of the brand prestige (41%) and
elry is important in their purchase.
inclusive messaging — via traditional
the products’ association with a Black-
outlets (printed magazines, store visits)
owned business (34%).
CENTURION SALON # M-505-507 paul@marikadesertgold.com - 216-759-7569
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www.marikadesertgold.com
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RIPPLE EFFECT Notably, African-American consumers
EDUCATION IS THE KEY FOR SALES GROWTH
value sustainability initiatives, are vocal
African-American are more likely to re-
lege sorority and her Historically
advocates and hold brands and retail-
search a jewelry product prior to pur-
Black College and University experi-
ers accountable. For African- American
chase,
ence
consumers, money has served as a great
mouth, retail websites and in-store visits.
Beyoncé’s collaboration with Tif-
equalizer against discrimination and the
Surprisingly, only 64% of African Ameri-
fany’s for the current Renaissance
impact of racial disparity. They are keenly
can consumers are aware of lab-grown
world tour
aware of the ripple effect of their buying
diamonds (LGDs). Educating the Afri-
Tennis legend, Serena Williams de-
power and the economic impact of their
can-American consumer is invaluable
parture from Zales for private label
purchases.
to any jewelry retailer, manufacturer or
sbyserena.com
consumer brand. Through implementa-
FLOTUS Michelle Obama the V.O.T.E.
tion of tailored engagement tools for re-
necklace at DNC
tail that showcase new innovations, such
National Youth Poet Laureate Aman-
as lab-grown diamonds, major jewelry
da Gorman who rose to superstar-
sales growth can be realized.
dom at President Joe Biden’s inau-
STELLAR SERVICE IS ESSENTIAL TO SALES Consistent
across
demographics,
in-
store experiences are essential to sales. When buying fine jewelry, for 76% of respondents the most important driver of sales was “feeling welcome”. It was more important than price, selection and a
i.e
YouTube
videos,
word-of-
THE IMPACT OF RELEVANT COLLABORATION
quently wears pearl jewelry as a nod to her Alpha Kappa Alpha (AKA) col-
guration while wearing a caged bird ring given to her by Oprah Winfrey
THE ROAD AHEAD
In recent years, African- American influ-
As discerning self purchasers, 66% of
encers have transformed the landscape
study respondents indicated they were
Historically, global and luxury brands
of the jewelry market as well as increased
aware that our list of brands were Black-
have provided stellar service regardless
consumer awareness and spending.
owned or ally-influenced. By leveraging
knowledgeable in-store salesperson.
the key findings of this report and incor-
of race and their consistency has garnered loyalty from today’s African American consumer.
Prominent examples on that list include:
porating nuanced cultural preferences,
Vice President Kamala Harris fre-
such as regional traditions and the diverse celebrations of the growing immigrant population, jewelry manufacturers and retailers can develop tailored marketing strategies, such as curated, heritage-centric collections to attract more customers.
52%
MARKET OPPORTUNITY
Quality in-store experiences are significant influencers for African-American households and fine jewelry purchases; 52% shop and buy in a physical retail store and 18% of respondents “shop” first in a physical store, then order online.
28
CENTURION SALON # M-108
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SHOPPING PREFERENCES Proactive and loyal when shopping for products that are authentically in alignment with their core values, African-American’s buying preferences differ by heritage. Most importantly, they are seeking welcoming in-store experiences and quality product.
1
76%
A HUMAN IN-STORE EXPERIENCE
When buying fine jewelry, highly ranked was store visits (68%) where ‘feeling welcome’ (76%) was the most important factor over price, selection, and a knowledgeable in-store salesperson (54%).
59%
COLORED GEMSTONES
3
For birthday gifts, 59% overall buy colored gemstone jewelry to make a statement about their birthstone, with a significant difference between the genders, with females (72%) versus males (42%) buying birthstones as birthday gifts.
63%
2
BLACK-OWNED BRANDS & ALLIES
High-income African-Americans are intentional and not passive consumers, with 63% of respondents stating they seek out brands that originate from or promote their cultural heritage.
56%
LAB-GROWN DIAMOND
Ethically sourced jewelry is a major consideration. Fifty-six percent of respondents indicate that sustainably produced jewelry is important in their purchase.
4
S A L O N H P206 J E W E L L E R Y G E N E V A, A P R I L 8-14, 2024
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H O T E L P R E S I D E N T (W I L S O N) O N T H E L A K E
COUTURE 228
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REVEALING OPPORTUNITIES Shoppers are keenly aware of the nu-
ituality are driving components of Latin
sumers’ lack of knowledge about the val-
ances between Black-owned retailers,
culture and have an impact on consum-
ue and benefits of lab-grown diamonds.
Black-created products and influential
er spending preferences.
Sixteen percent of African-American
brands that are allies for Black commu-
consumers are open and willing to pur-
nities. Black brands such as We Dream in
43% of Afro-Latin Americans purchase
chase LGD as the center stone in an en-
Color (29%), Johnny Dang and Company
colored gemstone jewelry for sacred
gagement ring, while 28% of the respon-
(27%) Mateo New York (27%), and Frank
meaning and spiritual value while 60%
dents stated they would consider buying
Ocean’s Homer (22%), were the top 4
of those from the African continent and
a LGD. Given that these percentages are
most recognized Black-owned or influ-
64% African- Americans purchase col-
significantly lower than the overall US
enced brands.
ored gemstone to make a statement
consumer market, lab-grown diamonds
about birthstone.
offer a significant opportunity for in-
HERITAGE PROVIDES RETAILERS INSIGHTS INTO CONSUMER SPENDING
creased sales in the African-American
In addition, heritage is an overlooked
THE US CONSUMER MARKET, LAB-GROWN DIAMONDS AND UNTAPPED MARKETS
component for consumer engagement.
Fifty-one percent like the idea of lab-
Focusing
Colored gemstones are significant in this
grown diamonds and 35% are not sure,
driven outreach, promotions in tradition-
demographic; 59% of respondents buy
but only 7% of high-income respondents
al print magazines and targeted in-store
birthstones as statement pieces indicat-
stated they own or have purchased LGD
or pop-up educational initiatives that
ing an opportunity for jewelry manufac-
jewelry in the last 2 years versus 15% for
raise awareness about LGDs’ qualities
turers and retailers to create targeted
the overall US consumer market. The
can lead to increased consumer interest
marketing campaigns around annual
study emphasizes an untapped oppor-
and purchases.
birthday celebrations. Religion and spir-
tunity related to African-American con-
on
implementing
internet
27%
Mateo New York
27% 22%
CENTURION SALON # M-108 LUXURY By JCK LUX937 888.855.8000 • TEL: 212.938.1500 • FAX: 212.938.1510 www.epoquejewelry.com • email: info@epoquejewelry.com
BGK Graphivs
Johnny Dang & Co.
32
VIABLE & SUSTAINABLE NEXT STEPS
29%
We Dream in Color
Frank Ocean’s Homer
segment.
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OCT / NOV 2023
RETAIL CHANNELS In-Store Experiences Lead Consumer Shopping Preference
— consider ‘feeling welcome’ as the most
CONSUMER CONSIDERATION FOR SUSTAINABLE ESG INITIATIVES
important factor (76%) to all in-store pur-
Although most notable in the demo-
phone, 56% own a smartphone and just
chases of fine jewelry. Although price, for
graphic with heritage rooted in the Afri-
18% shop and make purchases online,
most consumers, comes second (73%) in
can Continent - 77% (Nigerian, Ethiopian,
without first visiting brick and mortar
their jewelry purchase decision-making,
Yoruba, Arabian, Somali, etc.), consider-
stores.
a knowledgeable in-store salesperson
ations of sustainable ESG initiatives are
(54%) was a key influencer. Despite the
extremely important purchase consider-
The survey found an eye opening result
fact that digital brand marketing has in-
ations influencing the jewelry purchase
that even post pandemic African Amer-
fluenced spending, physical retail spac-
decisions for 56% of respondents.
icans value physically going into a re-
es as a source for styles and trends re-
In addition, awareness of premier service
tail location — even as online shopping
main a substantial influence at 68% and
can transform consumer exploration
trends up with the general population.
are a notable opportunity for increased
to on-going sales. Although impactful,
African-Americans believe it is import-
purchases with consumers prioritizing
only 32% of respondents state the store
ant to build relationships with sales staff,
shopping with local independent retail-
advertising ‘speaking to them” as as top
learn from their expertise and see and
ers (45%), jewelry chain stores (42%) and
influencers for purchase. Knowledgeable
touch the product, in person. TV Shop-
high-end retailers like Tiffany (35%).
staff, regardless of race and quality in-
ping Channels (e.g. HSN, QVC) had a low
store experiences are notable drivers for
ranking, just 4% of African Americans
African-American households and fine
choosing them as a retailer for fine jew-
jewelry purchases.
elry gifts.
African-American consumers today — regardless of age, gender, marital status, household income, and cultural heritage
HOW DO YOU SHOP FOR FINE JEWELRY?
Work with Personal Shopper
11%
JEWELRY SHOPPING PATTERNS African Americans lead digital use according to Pew Research; 92% own a cell
Shop and buy entirely online
18%
18%
physical store, then order online
52% Shop and buy in Retail Store
212.704.2000 34
BleauNY.com BleauNyLLC@gmail.com
MISSION: SALES
OCT / NOV 2023
SOURCES OF INFORMATION For high income African-American consumers, awareness of labgrown diamonds (LGDs) is low and knowledge is limited.
7640 Haskell Ave., Van Nuys California 91406 (800) 800-8908 | AllisonKaufman.com
HAVE HEARD OF LGDs?
No 29%
Diamonds remain a consumer favorite. Although 51% like the idea of lab-grown diamonds and 35% are not sure, only 7% stated they own or have purchased LGD jewelry in the last 2 years versus 15% for the overall US consumer market.
Yes 64%
7% I own / have purchased LGD
INCREASED SALES OPPORTUNITY Given that these percentages for awareness and ownership are under the overall US consumer market, lab-grown diamonds like the idea of L
offer a significant opportunity for increased sales in the Afri-
GDs?
can-American segment of the market if the positive sustainability aspects are effectively communicated . No 14%
RETAIL LEADS THE WAY FOR CONSUMERS Knowledge about LGDs for the African- American consumer comes primarily via jewelry retailers (59%) while 50% state they
Not Sure 35%
have been hearing about lab-grown diamonds from social me-
Yes 51%
dia and 42% through people they know.
AWARENESS OF LGD VARIES BY HERITAGE can not distinguish the stigma associated with natural diamonds
DIAMONDS ARE ALREADY A CONSUMER FAVORITE
or articulate the certified value available with LGDs. These dis-
Diamonds rank among the top gems that consumers would
crepancies should not be left unaddressed. In addition, the rise
purchase as a gift for someone or for themselves. In terms of
of immigrants from the African Diaspora to the United States are
priorities, 63% have purchased diamond jewelry in the last 2
fueling the growth in the market. Various heritages have different
years, precious metal without stones (53%) and watches (35%).
motivators, where Caribbean/West Indian (79%) and Afro-Latin
In the last 2 years, 63% of African-American respondents pur-
American (71%) ranked highest in their awareness of (LGD) dia-
chased diamonds and 53% had bought precious metal with-
monds grown in a lab, only 6% of respondents from the African
out stones.
It remains a challenge for LGD progress if high income consumers
Continent are likely to own or have purchased LGD jewelry.
36
RUBY + SAPPHIRE DREA MS CENTURION SALON # F-102
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SELF PURCHASES
HERITAGE INSIGHTS
Heritage Nuances and Historical Trends Shape Consumer’s Desire to Purchase
Design on Demand and the Rise of Culturally Focused Statement Pieces
fine jewelry for themselves or as gifts at
Yet, not all African-Americans are the
kind statement pieces. Don’t fake it, but
elry retailers (30%) rank low in consider-
BLACK-OWNED HERITAGE AND PURCHASE PRIORITY
72%, followed by Anniversaries 57%.
same, with regards to distinct heritage,
be transparent, consistent and strive to
ation when shopping for jewelry brands
There are many similarities, but there
Afro-Latin respondents purchase colored
create a relationship that promotes re-
that reflect cultural heritage. Cultivate
are also some key heritage-based dis-
gemstone jewelry for sacred meaning
peat purchases from the African-Amer-
meaningful co-branded opportunities
tinctions. Notably, self-identifying Afri-
and spiritual value and 60% of consum-
ican shopper.
with trusted influencers and create lim-
can-American consumers, when shop-
ited-edition or on-going give-back mo-
ping for fine jewelry, Afro-Latin American
ments for local initiatives perceived as
86% prioritized being a Black-owned as
community allies by consumers.
important compared to Black / African
Birthdays led the list of the occasions that African-American consumers buy
FAVORITE GEMSTONES
OPPORTUNITY: Heirloom jew-
42% Sapphire
elry is an untapped market opportunity
THE 4 CS, LGD, AND COLORED GEMSTONES
for African- American consumers who
ers from the African continent purchase
historically, have incredible barriers and
colored gemstone as a birthstone.
consumer inequities to overcome in
41% Emerald
There’s also room to grow customization,
Aware of the lack of diverse offerings,
self-gifting and purchase of one-of-a-
department stores (37%) and mall jew-
THE PROFIT AND POWER OF GIVING BACK
OPPORTUNITY: Increased edu-
Promote an authentic narrative regard-
or luxury jewelry through generations.
cation on the differences between natural
ing Black-owned products, retailers or
LGDs can represent an opportunity to
and lab-grown diamonds can make the
manufacturers as well as their relation-
ALIGN BRAND VALUES AND COLLABORATE
give a gift for self and a legacy gift for
difference in encouraging high income
ship with the consumer and the positive
Immigration is a factor and buying pref-
African American consumers to shop in-
ripple-effect of the purchase.
erences differ by heritage. As an exten-
THE MOST IMPORTANT FACTOR
sion of this, Afro-Latinos are exponen-
Quality and craftsmanship of the product
order to purchase and transfer wealth
others that can last for generations.
27% Amethyst
OPPORTUNITY: Tailoring mar-
tentionally for LGDs. Creating a factual set
American 36% and respondents from the African Continent 35%.
of talking points regarding sustainability,
High-income African- Americans are in-
tially more likely to purchase based on
out ranked other factors as most import-
keting efforts around birthday gift-giving
the 4 Cs – cut, color, clarity, and carat – that
tentional and not passive consumers,
an influencer, with 53% of respondents
ant when shopping for fine jewelry and
occasions can boost sales year around
will appeal to the key demographic and in-
with 63% of respondents stating they
stating they definitely seek out a brand
ranked most important across genders
spire the younger generation to invest and
seek out brands that originate from or
or style to purchase when they see a
with 92% for females and 88% for men.
purchase, is a missing component.
promote their cultural heritage.
among high-income African- American
22% Ruby
consumers. At an overall 64% awareness
Black celebrity / athlete/ politician wear-
Promote the distinct value-aligned attri-
of lab-grown diamonds prior to reading
ing a certain style or brand of fine jewel-
butes when showcasing a product, re-
the survey statement (with men more
ry, compared to the overall market with
tailer or manufacturer of African-Ameri-
22% definitely, and 53% sometimes.
can descent.
aware at 69%, females at 60%), knowl-
22% Jade
edge of LGD is under the overall US consumer market at about 82+%. Of the surveyed respondents, 59% overall
tunity for jewelry manufacturers and
buy colored gemstone birthstone jewel-
retailers to create targeted marketing
ry with a significant difference between
campaigns around annual birthday cel-
the genders, with females (72%) versus
ebrations.
males (42%) buying birthstones as birthday gifts.
OPPORTUNITY: With consider-
When asked their colored gemstone, overall 42% chose sapphire, followed closely by emerald at 41%, with the gen-
ation of self-purchasers and the trend
ders flipped on favorites (men choosing
that 59% of respondents buy birthstones
emerald 45% and sapphire 38%, and
as statement pieces, the study highlights
women selecting sapphire at 44% and
the significance of colored gemstones in
emerald at 38%.
INSIGHTS
Promote an authentic narrative regarding Black-owned products, retailers or manufacturers as well as the consumer and the positive ripple-effect of the purchase. A notable example of this is the collaboration with trusted Black magazines and wide-spread digital media coverage of Beyoncé’s collaboration with Tiffany & Co.and the release of a limited edition collection for her Renaissance World Tour whose sales help fund on-going HBCU Scholarships.
this demographic, indicating an oppor-
38
39
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PURCHASE MOTIVATORS Everyday Occasions for Rolling Out the Red Carpet
OFFLINE RESOURCES FOR STYLE TRENDS
68%
Store Visits
39%
Magazines Pop up Event
28%
Tourist Location
27%
American consumers have a long histo-
A TRENDSETTER AND EDUCATED CONSUMER
ry of seeking and investing in designers
Oberlo reports that by 2025, the num-
AWARE OF BLACKOWNED OR INFLUENCED BRANDS
who develop unique and one-of-a-kind
ber of online shoppers worldwide will hit
Johnny Dang was one ot the top 4 most
statement pieces that celebrate their
2.77 billion. High-income African-Ameri-
recognized Black influence brands by
heritage. In addition, they have relied on
can consumers exhibit a preference for
respondents. A Vietnamese American
non-traditional sources for custom prod-
conducting thorough research before
jeweler based in Houston, Texas, who
uct designs and purchases.
making jewelry purchases. In the digi-
has garnered global respect from high
tal medium, 54% research jewelry brand
income
websites, 47% look at retailer websites,
due to his ability to build authentic and
and 46% consider Instagram / Twitter /
on-going
TikTok as the best place to find the lat-
products for entertainers and unwav-
Aware of the lack of diverse offerings, de-
est styles. About 25% look on YouTube for
ering involvement in the American hip-
partment stores (33%) and mall jewelry
styles, prices, and store information.
hop scene. He has been with his clients
More than current bling trends, African
THE CHALLENGE FOR MALL RETAILERS AND DEPARTMENT STORE
retailers (25%) rank low in consideration when shopping for jewelry brands that
OPPORTUNITY: Listen to the
reflect cultural heritage. Boldly enter-
consumer via online comments and
prising and proactive when shopping for
curated podcast, events and streaming
jewelry brands that reflect cultural heri-
content. There is an opportunity for
tage, African American consumers rank
the luxury jewelry industry to excite
top resources as internet search (61%) fol-
more African American consumers
lowed by family and friends (57%), online
by creating content (be it online, in
jewelry retailers (53%) and word of mouth
print and in-person), advertising and
(52%).
promoting dialogue about LGDs and gemstones jewelry.
40
African-American relationships
consumers
with
custom
throughout their life-cycle and is in tune with their personal preferences and professional needs in the industry.
54%
KNOW BEFORE YOU GO TO BUY
In the digital medium, 54% research jewelry brand websites, 47% look at retailer websites, and 46% consider Instagram / Twitter / TikTok as the best place to find the latest styles.
PLAYFUL POPS OF DIAMONDS DISTINCTIVELY SCATTERED IN BOLD GOLD CENTURION SALON # F-213
@DilamaniJewelry sales@dilamani.com 516-466-6767
MISSION: SALES
OCT / NOV 2023
A TRENDSETTER AND EDUCATED CONSUMER
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OCT / NOV 2023
ber of online shoppers worldwide will hit
HISTORICALLY BLACK COLLEGES AND UNIVERSITIES AND THE DIVINE 9
2.77 billion. High-income African-Ameri-
As a category influencer, Vice President
PROMOTING PEARLS
can consumers exhibit a preference for
Kamala Harris received a lot of publicity
The globally followed #ChucksAndPearls trend that was leveraged by VP Harris is
conducting thorough research before
because she frequently wears pearl jew-
impactful and amplified in a new documentary film titled “Twenty Pearls: The Story
making jewelry purchases. In the digi-
elry as a nod to her Alpha Kappa Alpha
of Alpha Kappa Alpha Sorority” which premiered on Comcast’s newly launched Black
tal medium, 54% research jewelry brand
(AKA) college sorority and her Historical-
Experience on Xfinity channel.
websites, 47% look at retailer websites,
ly Black College and University (HBCU)
and 46% consider Instagram / Twitter /
experience. For retailers, AKA boast a
OPPORTUNITY: Alpha Kappa Alpha Sorority is part of the Divine 9, a name
TikTok as the best place to find the lat-
113-year legacy and the global impact of
used to refer to the 9 Black Greek Letter Organizations that make up the Nation-
est styles. About 25% look on YouTube for
the sorority’s 300,000 members is unde-
al Pan- Hellenic Council. These nine Black fraternities and sororities date back to
styles, prices, and store information.
niable. In the research, about 27% stated
1906 and remain influential today as a strong pillar of unity in the African-American
‘yes’ and 6% ‘maybe’ that their aware-
community. In the case of AKA sorority and the Divine 9 specifically, emerging Black
ness or interest in pearl jewelry had
product designers and market creators have an untapped opportunity to introduce
consumer via online comments and
spiked because of V.P. Harris, with little
and expand nuanced retail outreach and luxury jewelry based on their gemstones
curated podcast, events and streaming
difference between males and females.
and organizational colors.
Oberlo reports that by 2025, the num-
OPPORTUNITY: Listen to the
content. There is an opportunity for the luxury jewelry industry to excite more African American consumers by creating content (be it online, in print and in-person), advertising and promoting dialogue about LGDs and gemstones jewelry.
AWARE OF BLACKOWNED OR INFLUENCED BRANDS Johnny Dang was one ot the top 4 most recognized Black influence brands by jeweler based in Houston, Texas, who
A UNIQUE FUSION OF HERITAGE, RACE AND GEOGRAPHY
has garnered global respect from high
We Dream in Color is founded by Jade Gedeon, an award winning artist who stud-
income
consumers
ied Industrial Design at Pratt Institute and Danmarks Designskole. The success of
due to his ability to build authentic and
her brand is in alignment with survey respondents that quality and craftsmanship
on-going
out ranked other factors and ranked most important across genders with 92% for
respondents. A Vietnamese American
African-American relationships
with
custom
products for entertainers and unwavering involvement in the American hip-
females and 88% for men.
hop scene. He has been with his clients
OPPORTUNITY: Promote African- American products, retailers and
throughout their life-cycle and is in tune
manufacturers as well as those who align with their core values. As self-gifting
with their personal preferences and pro-
opportunities for birthdays, anniversaries or special occasions, high-end consumers
fessional needs in the industry.
are looking to purchase from brands that add value to their wardrobe.
42
43
MISSION: SALES
African-American experience and part of the HBCU experience for a long-time. Just about every popular lifestyle publication and platform is writing about pearl jewelry as the ultimate
AWARENESS OR INTEREST IN PEARL JEWELRY SPIKED BECAUSE OF vp KAMALA HARRIS
fashion movement. As seen in the study, 24% of our AfricanAmerican respondents have purchased pearl jewelry in the past 2 years. As seen with VP Kamala Harris, the trend represents one of the largest opportunities for heirloom based marketing. Promoting pearls as the perfect birthday or designing custom collections that speak to this HBCU marketplace could provide on-going opportunities for high income consumers to
Yes
27%
Maybe
6%
No
67%
purchase.
© KABANA. All designs protected by copyright laws. All rights reserved. Reproduction/Duplication prohibited.
OPPORTUNITY: Pearls have been a major part of the
OCT / NOV 2023
Beauty isn’t born. It’s unveiled.
54%
A TEACHABLE MOMENT
When buying fine jewelry, 54% of respondents ranked a knowledgeable in-store salesperson as important.
Made in the USA | kabana.com | 800-521-5986 44
Come see us at the Centurion Show Salon M-305 | January 27-31, 2024 | Phoenix AZ
MISSION: SALES
OCT / NOV 2023
EMBRACING THE FUTURE Action Steps for Retailers, Brands and Manufacturers
These findings reflect growing interest in diamonds and gem-
benefits, as well as the perfect gift that a majority of
stones, which most consumers are familiar with
consumers say they would give and like to receive for special
and already own, give and receive. While aware of the sustain-
occasions regardless of heritage is important for the fine
able mining challenges of natural diamonds,
jewelry industry.
consumer understanding of exactly what the term “lab-grown” means is not well known; neither are the
SOMETHING FOR EVERYONE
certifications, colors and value-added price benefits of lab-
LGDs provide new opportunities to style all ages, women and
grown diamonds and colored gemstones..
men, celebrate our milestones, and carry a well-crafted
THE NEXT GENERATION
statement piece that will become a family heirloom. This research report identifies nuanced insights for luxury
The untapped opportunities ahead for the LGD market are ap-
jewelry businesses to capture an ever evolving and
pealing to the younger demographic, so promoting the
expanding jewelry consumer base that is primed and actively
sustainable story, and genderless, design-your-own-wardrobe
seeking opportunities to purchase.
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FOOTNOTES 1. World Population Review. “Black Population by State [Updated January 2023].” World Population Review, n.d. https:// worldpopulationreview.com/state-rankings/black-population-by-state. 2. Selig Center for Economic Growth, Terry College of Business, The University of Georgia, June 2021 3. Gaubys, Justas. “How Many People Shop Online in 2023? [Updated Feb 2023].” Oberlo (blog), n.d. https:// www.oberlo. com/statistics/how-many-people-shop-online. 4. Pew Research Center. “Generation Z - Research and Data from Pew Research Center.” Pew Research Center, n.d. https:// www.pewresearch.org/topic/generations-age/generations/ generation-z/
ABOUT THE MVEYE: THE MVEye offers specialized ABOUT TRÉ MAGAZINE AND URBIAS, research and communication services to a global clientele in LLC: Urbias, LLC is the partner of choice for industry the gem, jewelry, and watch sectors. Their esteemed client
front-runners, organizations, and marketers aiming to reach
roster features names like Tiffany, Rio Tinto, BHP, Swarovski,
niche ethnic markets, Millennials, and affluent consumers.
Signet, Hallmark, Pandora, Titan, and Sequoia Capital. Collabo-
Established in 2009 by Stephanie Coleman, Tré Magazine is
rating across the supply chain, THE MVEye boasts an intimate
a strategic media conduit for scalable engagement, address-
familiarity with the jewelry consumer, consistently pioneering
ing pivotal issues for diverse communities. Tré’s readership is
research for over three decades.
tech-forward, passionately engaged, and unwaveringly loyal.
Partner with GUILD+FACET and let it handle your special order needs.
Reach out to our Expert Custom Service Experts and set up a consultation for your ongoing and future projects.
CENTURION TABLE ML-T3 The complete report of findings is now available for download on THE MVEye’s official website.
48
orders@guildandfacet.com l +1 (201) 758-5368 3114 Tonelle Avenue, North Bergen, New Jersey, 07047 www.guildandfacet.com
MISSION: SALES
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THE FUTURE OF RETAIL DESIGN IS
SIDE-BY-SIDE SELLING BY LESLIE MCGWIRE West Bloomfield, MI--Remember at the end
vides a barrier between the client and the
ence seeker. They crave interaction, stimula-
of the day, jewelry stores are competing with
jeweler. Side-by-side cases allow both par-
tion and comfort all at the same time. They
an online digital world. As a jewelry owner,
ties to establish trust and agreement with a
may want some entertainment with great
you must make your store more about the
mutual goal to buy jewelry. See the picture of
deal of time shopping; a bit of soft music ac-
customer experience, and the customer rela-
Huntington Jewelers of the side-by-side jew-
companying that must-have purchase. But
tionship, and uniqueness for the customers.
elry cases, which I designed.
owners also know that customers some-
The “side-by-side selling” technique is where jewelry store design is moving.
times want a breather; a quiet minute to The use of side-by-side jewelry cases can
“get away” from the buzz, maybe recharge
create a sense of comfort with your custom-
her phone and simply ponder the shopping
The new jewelry store space plan is the
ers, which can lead to more sales which my
experience. Many stores are incorporating
dream that has become a reality for Jenny
clients have expressed to me. See the pic-
drink bars, extra seating and side-by-selling
Calleri the owner of Huntington Jewelers in
ture of Huntington Jewelers side-by-side
cabinetry into their floor plans. These quiet,
Nevada. Jenny’s entire space plan is side-by-
jewelry cases that provide the advantage of
“non-shopping” moments are experiences,
side selling in her store.
increased openness because the buyer and
too, and smart jewelry owners would do well
seller stand close to each other. Leslie McG-
to incorporate them into their store offering.
When I start new interior design projects this
wire & Associates Interior Design Company
See the picture of Huntington Jewelers 3-D
past year, many of my clients ask what jew-
designed the new store of Huntington Jewel-
rendering, which was done in the design
elry cases give a selling advantage and save
ers in Las Vegas, Nevada with all side-by-side
stage so the Jenny Calleri could visualize their
space. This was a big decision for Huntington
jewelry cases from “Concept to Completion.”
new store.
Jewelers, and I often recommend side-by-
Image credit: DuxX. 50
side jewelry case design, since it gives many
Another advantage to side-by-side cases is
advantages.
they can save you space in your store. Using
ABOUT THE AUTHOR
side-by-side cases can save your store three
Leslie McGwire™ has over 35 years in business
For example, side-by-side jewelry cases allow
additional feet when they are up against
development, interior design, equipment,
the salesperson and customers to interact
the wall. According to the standard Ameri-
furniture sales and marketing services in retail
more comfortably and casually, compared to
can Disability Act (ADA), a traditional jewelry
and jewelry-based businesses. Leslie has won
traditional behind-the-counter selling meth-
space plan requires three feet behind the
25 national design awards, including the presti-
od. The biggest difference between tradition-
case so the staff can stand behind it.
gious Salon Today and INSTORE Jewelry Store
al jewelry cases and side-by-side case designs
Therefore, jewelry store owners need to re-
awards. Leslie has a true passion for business,
is selling behind the jewelry cases, which pro-
member that today’s customer is an experi-
design for the jewelry and retail industries. Visit lesliemcgwire.com for more information.
51
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A FRESH PERSPECTIVE ON
Image credit: Funtap.
KEY PERFORMANCE INDICATORS FOR JEWELRY RETAILERS BY MEGAN CRABTREE New York, NY--Success isn’t merely defined
note that there isn’t a definitive standard
ployee is a KPI that underscores the effi-
by sparkling gemstones and exquisite de-
for “ideal” or “undesirable” sales per square
ciency of your workforce. It aids in making
signs. Behind the scenes, meticulous busi-
foot; rather, the aim is continuous growth
informed staffing decisions, ensuring the
ness strategies are at play, and tracking the
in this metric on a yearly basis.
team is adequately sized and trained to
right metrics has never been more crucial.
meet customer demands while optimizing labor costs. In the ever-changing jewelry
Performance Indicators (KPIs) is emerg-
INVENTORY TURNOVER: BALANCE SUPPLY AND DEMAND
ing, highlighting certain metrics that hold
An effective strategy to optimize inventory
paramount, this metric ensures that each
more weight than ever before.
for upcoming sales peaks involves a thor-
customer interaction is a gem in itself.
As the industry evolves, a new take on Key
landscape, where personalized service is
ough analysis of historical data. Run reThe vast amount of available KPIs leaves
ports to review historical data spanning the
jewelry businesses to wonder which met-
last three years. Examine sales trends over
GROSS AND NET PROFIT: UNVEILING THE BOTTOM LINE
rics truly steer them toward a prosperous
peak periods, such as holidays, to gauge
Beneath the brilliance of jewelry, the finan-
future. In this dynamic environment, where
the surge in unit sales and strategically
cial health of a business holds the real shine.
consumer behaviors shift, technology ad-
plan advance orders for the upcoming hol-
Gross and net profit are fundamental KPIs
vances, and market trends fluctuate, fo-
iday season. Digging deep into sales data
that reveal whether your store is thriving or
cusing on the right KPIs can make all the
allows stores to stay attuned to the latest
struggling. They provide insights into prof-
difference.
trends and preferences. This proactive ap-
it margins, shedding light on areas where
proach not only helps retailers stock up on
cost-cutting or alternative sourcing could
SALES PER SQUARE FOOT: MAKE EVERY INCH COUNT
the right pieces but also ensures inventory
be explored. Economic fluctuations can
aligns with the dynamic and ever-evolving
impact consumer spending, and monitor-
Sales per square foot represent the average
demands of the jewelry market, all while
ing these indicators helps retailers navigate
earnings generated per unit of sales space
minimizing the risk of overstocking.
challenges and make strategic decisions.
ABOUT THE AUTHOR
Success is defined not just by aesthetics
Megan Crabtree is an experienced and highly effective consultant to the jewelry industry. She’s on a mission
but also by data-driven decisions. By fo-
to put motivated manufacturers and retailers on the fast track to incredible growth through her unique da-
cusing on these pivotal metrics, jewelry
ta-driven strategies. She is the Founder & CEO of Crabtree Consulting; a columnist for industry magazines,
lation entails assessing how much inven-
SALES PER EMPLOYEE: EMPOWERING PRODUCTIVE STAFFING
retailers can shine even brighter in a com-
a LinkedIn influencer, keynote speaker, foodie, and world traveler.
tory each showcase contains and the sales
A store’s success isn’t measured by the
petitive market. Remember that behind
it generates for that specific showcase size
glitter of its showcases alone; the human
every exquisite piece, there’s a world of KPIs
in comparison to others. It’s important to
element plays a pivotal role. Sales per em-
shaping your success.
within your store, encompassing all areas from selling sections to non-selling zones like storage and receiving areas. The calcu-
52
53
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UNIQUE BLACK FRIDAY MARKETING TACTICS TO RISE ABOVE RIVALS
Image credit: Wpadington.
New York, NY--the retail atmosphere will
1. BEGIN WITH A BANG
9. COMBAT CART ABANDONMENT
bristle fervently as Black Friday draws
Don’t drown in the Black Friday cacophony. Initiate your mar-
Address the online cart desertion challenge to maximize sales.
near. The challenge lies in ensuring your
keting endeavors in advance.
business shines amidst the multitude.
2. TEMPT WITH TEASERS According to a Brevo article, historically,
A glimpse of what’s on the anvil can build anticipation. Detail
Black Friday signals the onset of festive
your Black Friday propositions to the audience ahead of time.
GENI O
3. AMPLIFY YOUR EMAIL OUTREACH
retailers experienced a spike of 2.3% in
Your email subscriber list can be your secret weapon. Tools like
2022, raking in a whopping $9.12 billion.
Brevo can streamline the list-building process.
The necessity for an unparalleled Black
4. SOCIAL MEDIA EXTRAVAGANZA
Friday strategy is more pronounced than
Channels like Facebook, Instagram, and TikTok are ripe for
ever. From Black Friday-centric emails to
Black Friday promotions. And harness the power of hashtags
social media blitzes and tempting deals,
to magnify visibility.
10. WIN WITH LOYALTY PROGRAMS Convert your Black Friday clientele into perennial patrons with innovative loyalty initiatives.
11. CURATE BLACK FRIDAY GIFT MANUALS Facilitate the gift-hunting journey with curated Black Friday guides.
12. CAPITALIZING ON PROCRASTINATORS The Black Friday-Cyber Monday continuum offers opportunities to draw in late shoppers.
13. BONUS STORE CREDITS Offer added store credits instead of traditional discounts.
shopper. But what exactly does Black
5. HARNESS SMS DYNAMICS
Friday marketing entail?
An SMS can provide immediate, direct access to potential con-
14. MASTER THE UPSELLING GAME
sumers.
Elevate sales volumes by incentivizing larger purchases. For in-
The date to earmark this year? Novem-
T EC H
NI
QUES 54
isn’t confined to physical stores; online
there are many tactics to lure the holiday
US
15
shopping. The surge in sales on this day
IN
MISSION: SALES
OCT / NOV 2023
ber 24, 2023, the day after Thanksgiving. The article noted that with the competi-
6. ADD THE PERSONAL TOUCH
stance, Surreal’s model showcases how it’s done.
Infuse your campaigns with personalized elements, enhanc-
15. RIDE THE CONTEST WAVE
ing engagement and resonance.
Anchor your Black Friday narrative around a captivating contest, infusing an element of thrill.
tion reaching a fever pitch, a captivating in your favor, potentially amplifying con-
7. QR CODES FOR AN ENHANCED EXPERIENCE
Learn more in the entire Brevo article at the URL below:
version rates. Here’s a bouquet of promo-
Integrating QR codes can elevate shopping.
https://www.brevo.com/blog/black-friday-marketing/
Black Friday strategy can tilt the scales
tional ideas to fan your creative flames. 15 Ingenious Black Friday Marketing Techniques to Elevate Sales:
8. BEYOND DISCOUNTS - FREE SHIPPING & REWARDS Differentiate with free shipping or purchase-based rewards perks.
55
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MASTERING JEWELRY SALES ON FACEBOOK LIVE
6
PRO TIPS
New York, NY--As jewelry designers and sellers ride the wave of digital advancement, Facebook Live emerges as a game-changer in online retail.
3
ENGAGE & UNDERSTAND YOUR AUDIENCE According to the CommentSold article, conversations keep live streams alive. Engaging with viewers boosts attention and the algorithmic reach of
In 2023, successful jewelry sales no longer depend on the glint of a gem
your videos on Facebook Marketplace. Dive into your viewers’ style prefer-
but on the strategy behind its presentation.
ences, from boho to classic. Tailor your interactions to offer real-time style tips.
1
An active engagement can lure potential customers to observe more than
An article posted in CommentSold looks at six ways to master jewelry sales on Facebook, and they are as follows:
ZOOM IN ON THE DETAILS
just your products; they’ll note how you connect with your community.
4 5 6
Jewelry isn’t just a purchase; it’s an emotional connection. Each piece’s
Quick Tip: Poll your audience pre-live session to gauge interest in specific items and feature the most popular picks.
refined details, colors, and artistic flair resonate deeply with shoppers. Ev-
SPIN A TALE
ery intricate design must shine through on camera. An efficient trick to
The article noted that narratives sell. Whenever someone admires a piece of
demonstrate size is placing the jewelry next to a coin or card, both univer-
jewelry, its story often gets shared. If you showcase your creations, narrating
sally recognized references for size. Consider using a magnifying glass on
their backstory can captivate your audience.
your live videos to highlight every sparkle and facet.
2
PRIORITIZE PRECISION
Quick Tip: Moisturize your hands when presenting jewelry. Highlight your
Knowledge instills trust. Equip yourself with all the details about each jew-
collarbones for a radiant necklace display.
elry piece, especially the pricier ones. Whether it’s the jewelry composition
CURATE PERFECT COMBOS
or the type of stone, specifics matter in winning over discerning shoppers.
Why settle for a necklace when it can be paired with matching earrings
CONDUCT LIVE WORKSHOPS
and a bracelet? Introduce coordinating pieces and watch as customers
The article noted that for artisans selling handcrafted jewelry, live sessions
add more to their carts. This bundling tactic is smart selling and a solution
can demystify your creation process. Offer viewers a glimpse into your
for those seeking style inspiration.
artistry, culminating in unveiling unique jewelry items. This not only sells products but also deepens customer relationships. Learn more in the entire CommentSold article at the link below: https://shorturl.at/pxMNX
56
Image credit: barsrsind. 57
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BLUEPRINT FOR A SUCCESSFUL STORE LAUNCH 10 POTENT MARKETING TECHNIQUES
New York, NY--Building a successful new
cross-promotions,
shared
campaigns,
doors and expecting patrons to appear.
FORMULATE A COMPELLING BRAND IDENTITY
It calls for a comprehensive strategy to
The article noted that creating a res-
your commitment to the community,
generate buzz, create anticipation, and
onant brand identity is vital in today’s
amplifying word-of-mouth and boosting
reinforce your brand’s presence. Amid
business climate. Dive into your brand’s
store traffic.
competitive markets, what sets your
core values, mission, and vision that en-
store’s inauguration apart?
capsulate its essence. From there, de-
store extends beyond merely opening
and community events. Such collaborations broaden your reach and exhibit
velop a captivating name and design a
DEVELOP AN EXTENSIVE ONLINE PRESENCE
According to a POS Apt article, the key
visually appealing logo that mirrors your
Create a visually appealing, user-friendly
lies in potent marketing tactics and they
store’s unique offerings.
website that showcases your products
present ten creative marketing strategies to catapult your new store to success.
STIR EXCITEMENT WITH TEASER CAMPAIGNS
and offers seamless online shopping. Optimize your website for search engines and local directories. Establish a
Channel the thrill of awaiting a new book
robust social media presence to engage
Here are some of the points that the ar-
or TV show release into exciting teas-
followers, post engaging content, and
ticle discusses:
er campaigns for your store’s opening.
run targeted ads, stimulating anticipa-
Leverage social media to release sneak
tion for your opening.
IDENTIFY YOUR TARGET DEMOGRAPHIC Identify the audience for your store before any festivities begin. Employ market
peeks and behind-the-scenes glimpses of your store, sparking excitement that
Learn more about these in the entire
draws patrons to your launch.
POS Apt article at the URL below:
buying patterns, forming an accurate
ESTABLISH LOCAL COLLABORATIONS
consumer profile. This understanding
Ally with local businesses, influencers,
allows for tailored marketing efforts that
and organizations who cater to the same
deeply connect with your audience.
demographic. Follow this by organizing
research to analyze demographics and
https://posapt.au/blogs/new-store-opening-marketing-strategies
Image credit: andriano_cz. 58
59
MAY / JUNE 2023 MISSION: SALES
OCT / NOV 2023 MISSION: SALES
HOT SELLERS MSRP $2,415
ALLISON KAUFMAN TEXTURED GOLD MEDALLION
N8388 14k Yellow Textured Gold Medallion Necklace. Featuring Baguette and brilliant diamonds. (.23ct tdw). allisonkaufman.com
MSRP $17,650
ASHI COUTURE
AG COLOR
DAGR 3-ROW PENDANT
TANZANITE AND DIAMOND TENNIS BRACELET
AC62016DEVPDWG The Dagger Pendant is a bold and elegant piece of jewelry that embodies the sharp elegance of the Dagr Collection. It features a row of graduating diamonds in a sleek, minimalist design. The pendant is crafted in 18k white gold and is perfect for those who appreciate bold and daring jewelry. It can be worn for any occasion, from a casual day out to a formal event. ashicouture.com
MSRP $7,680
BRE39207 This Exceptional Tanzanite And Diamond Tennis Bracelet, Featuring 13 Fine Quality Oval Shaped (9X7mm) Tanzanite Gemstones of 25.16cts, Which is Perfectly Blended With 13 Baguette (1.1cts) And 286 Round (3.11cts) Diamonds. This Bracelet Is Crafted In 18K White Gold That Hugs The Wrist perfectly. agcolor.com
MSRP $9,330
ALLISON KAUFMAN
ASHI COUTURE AG COLOR
CASCADE OF FANCY DIAMOND SHAPES
AC62017BEVERYG The earrings from the Paradox Collection embrace the unexpected, featuring floating diamonds in intricate fancy shapes. The designs are artfully asymmetrical, capturing the balance and imbalance of life. The diamonds are carefully selected and matched to perfection, creating a harmonious contrast. The craftsmanship is exquisite, with attention to detail in every aspect.
W2538 Two rows of fancy shaped diamonds sparkle in this fashion ring set in 14k white gold. (1.38 tdw). allisonkaufman.com
PARADOX BALANCING ACT EARRINGS
ashicouture.com
60
PRONG SET OVAL SHAPED AQUAMARINE RING
R3671 An Elegant Prong Set Oval shaped (17x11.5x8.5mm) Aquamarine (9.05cts) Ring. This Classic Ring is Accompanied By 2 Oval Shaped Sparkling Diamonds of (1.39cts) Alongside And 28 Round Diamonds (0.10cts) on the shank. This beautiful ring is Perfectly settled in luxurious 14k White Gold for the complete look. agcolor.com
60
MISSION: SALES
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HOT SELLERS MSRP $18,553
MSRP $4,500
BENCHMARK
BLEAU NY
DILAMANI
THE PHEASANT CFTBP6375207GTA14KY
BEAUTIFUL FANCY EMERALD RING
CONFETTI EMERALD PENDANT
The Pheasant is a 7.5mm Comfort Fit Tantalum and black-plated Gold band featuring a pheasant scrollwork pattern reminiscent of those engraved on vintage shotgun stocks. benchmarkrings.com
18023 Beautiful Fancy Emerald Ring, with a 3.30ct Oval emerald, two trapezoid diamonds, and surrounded by round diamonds (0.91ct) on 18k white gold. Ring is GIA certified, Emerald is AAA Quality. Contact us at 212.704.2000, or BleauNyllc@gmail.com for more details.
Emerald & diamond pendant (PX70152E-200Y) Our lush green emeralds set in 14k yellow gold in a matte finish for a rich unique look. Finished with a bold paperclip chain. Celebrate with Confetti! dilamani.com
MSRP $27,785
MSRP $1,170
BENCHMARK
BLEAU NY
DILAMANI
THOR’S HAMMER EUCF8465801GTA
BEAUTIFUL SAPPHIRE EARRINGS
HUGGIES
This 6.5mm European Comfort Fit Tantalum band features the inscription found on Mjolnir, the thunder god, Thor’s, hammer and symbol of power.
18152 Beautiful Sapphire earrings, with 5.45ct Oval Sapphires, 1.56ct round diamonds on 18k white gold. Sapphire is AAA Quality. Contact us at 212.704.2000, or BleauNyllc@gmail. com for more details.
benchmarkrings.com
62
MSRP $1,290
2 row diamond huggy (AE81208D800W) Burnish set diamond huggy (AE77522D-200Y) Diamond huggies for every occasion. Whether you’re accessorizing for the everyday or for a night out with friends, we have a diamond huggy for you. dilamani.com
MISSION: SALES
OCT / NOV 2023
HOT SELLERS MSRP $4,950
MSRP $1,600
MSRP $64,000
EPOQUE
GOSHWARA
GUMUCHIAN
YELLOW GOLD DIAMOND FLEXIBLE BRACELET
GOSSIP’ ASSHER CUT BLUE TOPAZ EARRINGS
A VERSATILE POP OF COLOR
Yellow gold diamond flexible bracelet, 1.14 ct epoquejewelry.com
JE0504-BT-Y Gossip’ Assher Cut Blue Topaz Earrings on Wire With Diamonds in 18k Yellow Gold. Stone Size: 9 x 9 mm. Approx. Wt: (Blue Topaz) 8 CTS; (Diamonds) 0.08 CTS. goshwara.com
Little would you know by looking at these beautiful earrings that you can transform them into 4 different ways! Our “Carousel” Earrings are made in 18kt yellow gold with 2 Oval Emeralds totalling in 4.81ct, 2 Oval Fancy Intense Yellow Diamonds totalling in 0.55ct with 117 Round Diamonds totalling in 1.70ct. gumuchian.com
MSRP $15,900
MSRP $3,450
MSRP $96,000
EPOQUE
GOSHWARA
GUMUCHIAN
PLATINUM OVAL DIAMOND ETERNITY BAND
GOSSIP’ 3 STONE BLUE TOPAZ & TANZANITE EMERALD CUT RING
THE MOST ROMANTIC EXPRESSION OF LOVE
Platinum oval diamond eternity band, 3.50 cts epoquejewelry.com
JR0299-BTTZY Gossip’ 3 Stone Blue Topaz & Tanzanite Emerald Cut Ring with Diamonds in 18K Yellow Gold. Stone Size: 10 x 8 - 7 x 5 mm. Approx. Stone Wt: (Blue Topaz) 4 CTS, (Tanzanite) 2 CTS, (Diamonds) 0.14 CTS. goshwara.com
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The “Toi et Moi” or “You and Me” ring is one of our most popular jewelry designs for our most romantic couples. Each ring in our “Spectrum” collection is one of a kind. Our Custom 18kt Yellow Gold rings has a 2.03ct Pear Shape Yellow Diamond with a 1.82ct Pear Shape White Diamond. gumuchian.com
MISSION: SALES
OCT / NOV 2023
MISSION: SALES
OCT / NOV 2023
HOT SELLERS MSRP $70,000
JACK ABRAHAM RED OVAL MOZAMBIQUE PB RUBY & DIAMOND
R1715 Rich, Red Oval Mozambique PB Ruby (H) in a classic three stone ring, Plat/18K R=4.03 D=.77. jackabraham.com
MSRP $120,000
MSRP $5,025
JEWELS BY JACOB
KABANA
ROYAL BLUE SAPPHIRE DIAMOND RING
R6040-S97 A Magnificent Royal Blue sapphire enchanted with half-moon diamonds on each of its sides.This 6.54 Carat Cushion Sapphire possesses color, brilliance, and exceptional size; All hand-crafted in pure platinum for eternal beauty. jbjacob.com
THE ART DECO COLLECTION
Paying homage to the Roaring 20’s, celebrating glamour and luxury, with its timeless appeal our Art Deco Collection is a true showstopper! This stunning ring features 14k yellow gold inlaid with Australian Crystal Opal and finished with .21 cts of bright beautiful full-cut diamonds, all handcrafted in the USA.
MSRP $30,000
MSRP $4,745
JACK ABRAHAM
JEWELS BY JACOB
KABANA
DIAMOND BRACELET
BR5702-WGSD This scintillating diamond bracelet features 34 stunning GIA-certified emerald cuts. All of which are delicately set with the finest precision in 18K White Gold. Adorn yourself for all to bear witness.
A true symbol of hope, love, and stability, this gorgeous pendant is handcrafted in the USA. It features 14K yellow gold, the finest of Lapis Lazuli, and is accented with .25 cts of scintillating full-cut diamonds for the anchor in your life.
jbjacob.com
kabana.com
S670 Scintillating 6.84Cts. Oval Ceylon Sapphire (H), handcrafted in a Platinum/18K and Diamond =1.05 cts Ring. jackabraham.com
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MSRP $5,200
LIKA BEHAR
MARIKA DESERT GOLD
HALF MOON AND STARS “MEDALLION” PENDANT MDL-N-450-GOXD 24K GOLD & OXIDIZED SILVER DIAMONDS, 24K YG SINGLE BAIL, gold or two tone chain sold separately. 0.05 ctw d. likabehar.com
THE ANCHOR COLLECTION
14KT FLEXIBLE CUFF
9085 Handmade torched edge finish in the classic “Marika Style” set with .20cttw shimmering diamonds and blue and green natural Brazilian tourmaline. Only at Marika Desert Gold. marikadesertgold.com
kabana.com
MSRP $75,000
SENSATIONAL SAPPHIRE & DIAMOND
MSRP $1,250
MSRP $720
MSRP $2,200
LIKA BEHAR
MARIKA DESERT GOLD
PAW PRINT “MEDALLION” PENDANT MDL-N-419-GOXD 24K GOLD AND OXIDIZED SILVER, DIAMONDS, 24KYG SINGLE BAIL, 15mmGold or two tone chain sold separately. 0.03 ctw d. likabehar.com
14KT DRAMATIC BUTTERFLY PENDANT
9103 Handmade unique natural design with .10cttw diamonds on an adjustable 1618” link chain. Torched edge with a light sandblasted finish and “Marika Proprietary Color”. marikadesertgold.com
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MISSION: SALES
OCT / NOV 2023
MISSION: SALES
OCT / NOV 2023
HOT SELLERS MSRP $2,499
MSRP $20,105
SAMUEL B
SMILING ROCKS
SOLO COLLECTION STEVEN ROYCE
WHITE GOLD & CUSHION DIAMOND HALO PENDANT GOP0155WOP+CH 14K white gold & cushion diamond halo pendant with genuin opal gemstone.
MOTI BRIDAL SRE-03063WPE Introducing the first pearl bridal with lab grown diamonds by Smiling Rocks. It is a 1.80ctw with 1ct round lab grown round diamond set in 14K White gold.
DIAMOND HOOPS
MSRP $1,650
MSRP $1,009
MERCURY RING ROUND HIDDEN HALO ENGAGEMENT RING
LGD-TXR02190-GY3 The Classic Hidden Halo Round Brilliant Lab-Grown Diamond Engagement Ring made in 14 KT yellow gold with a 2 carat center stone where the halo is placed within four curved prongs making it look bigger and giving you the luminary effect and shining from all sides.
wholesale.samuelb.com
18K White Gold Inside-Out Diamond Hoop Earrings with 4.78 CT TW of Round Diamonds.
MSRP $22,000
EMERALD DANGLE EARRINGS
RT427E-2 Elevate your style with these 3.53ctw Emerald dangle earrings, featuring 1.26ctw of Diamond set in elegant 18k white gold. stevenroyce.com
smilingrocks.com
mercuryring.com
MSRP $4,700
MSRP $6,249
MSRP $56,265
MSRP $137,660
MERCURY RING
SAMUEL B
SMILING ROCKS
SOLO COLLECTION STEVEN ROYCE
THE CLASSIC STRAIGHT LINE TENNIS BRACELET
CLASSIC TWISTED SHANK SEMIMOUNT ENGAGEMENT RING GOBA0111RRU 14K yellow gold and pave diamond bangle with genuine Ruby gemstones.
BAGUETTE BRIDAL SRE-03073WHT Introducing Smiling Rocks latest baguette bridal to trend for 2024-2025, set in 14K white gold lab grown diamonds with 2.67ctw
DIAMOND ETERNITY BAND
LGD-TXBR00769-GY3 This beautiful 12 cttw single line labgrown diamond tennis bracelet made in 14 KT yellow gold is light, flexible and easy to wear but still has the punch of a heavyweight. mercuryring.com
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MSRP $1,368
wholesale.samuelb.com
smilingrocks.com
18K White Gold & Diamond Eternity Band with 6.45 CT TW of Emerald Cut Diamonds.
CDC CERTIFIED ZAMBIAN EMERALD PENDANT
RT631WE-1 Make a bold statement with our Zambian Emerald Pendant, boasting an intense green 20.42ct stone elegantly accented by 3.25ctw of diamonds, all set in luxurious 18k white gold. stevenroyce.com
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MISSION: SALES
OCT / NOV 2023
MISSION: SALES
OCT / NOV 2023
MSRP $1,825
MSRP $7,500
MSRP $5,175
UNEEK
UPMR
PETALS COLLECTION FLORAL STUD EARRINGS
REDEFINING RESPONSIBILITY
#ER4022 This Petals Collection floral stud earrings areperfect for that ever-lasting impression. Skillfully designed with 10 pear shaped diamonds (1.43CTW)in an attractive 18K white gold finish.
Located in Alden, NY, all of our products are Made in America with 100% recycled gold, silver, platinum & palladium from jewelry scrap & manufacturing byproducts. We are certified by the SCS GLOBAL SERVICES for 100% Recycled Gold, Silver, Platinum & Palladium. We are certified as a Conformant Smelter by the RESPONSIBLE MINERALS INITIATIVE. Our gold is COMEX APPROVED. We are a certified member of the RESPONSIBLE JEWELRY COUNCIL.
uneekjewelry.com
MSRP $11,775
unitedpmr.com
UNEEK
UPMR
PRECIOUS COLLECTION 3-ROW EMERALD CUT BLUE SAPPHIRE ANNIVERSARY RING
REDEFINING INNOVATION
#RB051BSU The Precious Collection’s 3-row anniversary ringisa complete showstopper. Crafted with 26 round diamonds (3.20CTW), and 10 emerald cut blue sapphires (1.40CTW).All set in18K white gold. uneekjewelry.com
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When it comes to quality, we set the standard for jewelry products. Offering a wide variety from jewelry alloys to karated grain, cadmium-free solders to sheet & plate, wire & sizing stock to bullion, our products can be found in the largest jewelry manufacturing facilities around the world. A global supplier, with customers & distributions in over 22 countries, for the manufacturing of Gold, Silver, Platinum & Palladium products.
VLORA
WILLOW
MULTI DIAMOND STAR NECKLACE
VIVACE PETITE DROP
VP60733-YG Multi diamond star 14KT yellow gold necklace from the Amuleta collection. Whether you’re seeking protection, love, abundance, or any other type of positive energy, our collection of amulets has got you covered.
18k Yellow Gold & Natural Diamonds TDW: 1.0 (USA) willowdiamonds.com
vlorajewelry.com
MSRP $1,550
MSRP $12,000
VLORA
WILLOW
STAR DIAMONDS AND BEZEL SIGNET RING
PAPILLON
VR60728-YG Multi Diamond star 14KT yellow gold ring from the Amuleta collection. Thoughtfully designed with the intention of providing you with a powerful and meaningful symbol to carry with you wherever you go.
18K Yellow Gold + Natural Diamonds TDW: 2.0 willowdiamonds.com
vlorajewelry.com
unitedpmr.com
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MISSION: SALES
OCT / NOV 2023
ADVERTISERS INDEX
CALL/TEXT MATHEW FOR MORE INFO AT
516.455.2615
AG COLOR.......................................................................................................................PAGES 16 - 17 ASHI COUTURE ........................................................................................................PAGES 12 - 13 ALLISON KAUFMAN.............................................................................................PAGE 37 BENCHMARK WEDDING RINGS............................................................BACK COVER BLEAU NY..........................................................................................................................PAGE 35 DILAMANI.........................................................................................................................PAGE 41
Gold
EPOQUE..............................................................................................................................PAGE 33 GUILD & FACET.........................................................................................................PAGE 49 GUMUCHIAN................................................................................................................PAGES 8 - 9 GOSHWARA.................................................................................................................PAGE 29 JACK ABRAHAM.....................................................................................................PAGE 3 JEWELS BY JACOB...............................................................................................INSIDE FRONT COVER & PAGE 1
birthstone
KABANA.............................................................................................................................PAGE 45
collection
LIKA BEHAR COLLECTION.............................................................................PAGE 23 LUXURY DISPLAY GROUP..............................................................................PAGES 18 - 19
N O W AVA I L A B L E I N 14K GOLD & DIAMONDS
MARIKA DESERT GOLD....................................................................................PAGE 27 MERCURY RING........................................................................................................PAGE 20 - 21 SAMUEL B.........................................................................................................................INSIDE BACK COVER SMILING ROCKS, INC.........................................................................................PAGES 14 - 15 SOLO COLLECTION...............................................................................................PAGE 31 STEVEN ROYCE.........................................................................................................PAGE 25 UNEEK...................................................................................................................................PAGES 6 - 7 UNITED PMR..................................................................................................................PAGE 47 VLORA..................................................................................................................................PAGE 5 WILLOW DIAMONDS..........................................................................................PAGES 10 - 11
CENTURION SALON #F-310
birthstone stud display Includes all 12 Birthstone months
ONLY $3,999 72
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516.455.2615