Mid-America Jewelry News Digital Magazine

Stuller announces Vice President promotions

(LAFAYETTE, La.) - Stuller, a leading supplier for jewelers worldwide, has announced the promotions of several tenured employees to vice president.

• Steven Domingue has been promoted to vice president of digital technology. Steven has been essential to the Stuller.com team since joining the company in 2011. He has trained and developed a talented team dedicated to building a best-in-class shopping experience for Stuller’s customers.

• Morgan Waters has been promoted to vice president of marketing. She has been successful in both merchandising and marketing since joining the company in 2013. Morgan and her talented team have raised the bar in marketing over the last several years, setting higher standards for imagery, videos, and customer events.

• Sumit Saha, who joined the organization in 2016, has been promoted to vice president of technology. Sumit is an integral leader in Stuller’s ERP transformation. Sumit understands the critical connection that technology enables for Stuller’s customers, vendors, and employees.

• David Medina has been promoted to vice president of manufacturing at Stuller. David joined the company in 2002. He understands the importance of quality and consistency in the manufacturing processes and the impact his team has on customer satisfaction. His natural and humble leadership style shines through with every interaction.

“Each one has demonstrated a deep commitment to Stuller, our customers, and our employees by going above and beyond their daily responsibilities. These talented leaders ensure Stuller’s ability to continue to exceed our commitment to our customers and the communities they serve,” stated Danny Clark, president of Stuller.

Stuller’s new VPs (l-r top) Steven Domingue, Morgan Waters, (bottom) Sumit Saha, David Medina

Why is Romance the Best?

AGTA rejoins CIBJO, plans to participate in 2023 Congress in Jaipur

(DALLAS) - The American Gem Trade Association (AGTA) has announced that it has resumed its membership in The World Jewellery Confederation (CIBJO) after an absence of seven years. The decision comes ahead of the 2023 CIBJO Congress, which will take place October 3–5 in Jaipur, India, a key colored gemstone manufacturing and trade center.

“We are delighted to welcome AGTA back into our ranks, and particularly at this most appropriate juncture,” said Gaetano Cavalieri, CIBJO President.

“The upcoming CIBJO Congress will of course focus on all sectors and activities in the jewelry, gemstone, and precious metals industries, but given the fact that it is being hosted on one of the world’s most important colored gemstone centers, there will be an added emphasis on that critically important business community. AGTA’s voice and participation will be essential.”

“There is also a poignant and emotional element to the happy announcement,” Dr. Cavalieri continued. “Just three months ago we lost our Vice President, Ro-

land Naftule, who was responsible for creation and maintenance of the CIBJO Blue Book series of industry standards and nomenclature. Roland was also one of the three founding members of AGTA and served as its President from 1983 through 1985. AGTA’s rejoining of CIBJO would have meant a great deal to him.”

Founded in 1981, AGTA has more than 1,000 members in the United States and Canada and is considered the leading association in the world for colored gemstone professionals.

“AGTA is pleased to rejoin CIBJO,” says John W. Ford Sr., CEO of AGTA. “CIBJO is a vital group devoted to upholding uniform nomenclature and industry standards built on the expertise of its members. These practices reside at the core of AGTA, which is delighted to realign with CIBJO’s well-respected commissions and efforts.”

AGTA Board President Kimberly Collins states, “I am thrilled AGTA is reacquainting itself with CIBJO, which was so dear to the late Roland Naftule, one of our founding members.”

To celebrate and cement the reignited partnership, Collins, Ford, and Colorado of Mines (Mines) Ph.D. Student Jenna White will provide an exclusive update on the AGTA and Mines’ Transparent & Traceable Gemstone Supply Chains Research Project at the CIBJO Jaipur Congress. The initial stage, including site visits to Kenya, Tanzania, Madagascar, Sri Lanka, and Nigeria, will have just concluded prior to the Jaipur Congress. The session will serve as an opportunity for the team to share insights prior to the full research release planned for AGTA GemFair Tucson™ in February 2024. The goal of the project is to identify best practices specific to the colored stone industry and improve transparency and traceability, ethics, environmental sustainability, and human rights within it.

50+ Years Experience Mentor Class Jeweler Creator of the Tradeshows Bench

AGTA CEO John W. Ford Sr. (L) and CIBJO’s Gaetano Cavalieri

Joel McFadden Design

Jewelers Challenge

The Retailer’s Perspective

Things that haven’t changed, Round 2

By Chuck Koehler

I’ve written many articles through the years documenting the countless changes that have occurred within our industry. A few months ago, it occurred to me that I had never written about the things that haven’t changed. I wrote about a few back then, but have had the time, and the feedback, to come up with a few other things that sadly refuse to change, and a few things that gladly haven’t changed.

I need it because I’m going out of town

Man, this one covers so many situations. “I need it by tomorrow because I’m going out of town.” Why do people think that their ‘going out of town’ needs to become ‘my’ emergency? I mean seriously, you’re leaving Saturday morning and coming back Sunday night. Why can’t you just be without something for 48 hours?

I think we can all agree that jewelry and lifesaving heart medication are not the same thing when it comes to “I must have it with

me at all times while I’m out of town.”

And it never fails, when you do go out of your way to put a rush on something so your customer can come in and pick it up before they go out of town, they don’t come in and pick it up. You know, so they could actually take it out of town with them like they insisted. I swear this happens 9 out of 10 times.

Then, a month or two later, after a dozen or more phone calls, they finally come in to pick up whatever it was you rushed for

them that they needed - because they were going out of town! I’ve always wondered what would actually happen if everyone that said they were going out of town, actually left town. It would be a nice quiet weekend around here that’s for sure. I’m pretty certain this is just one of those things that will never change.

I’ve only worn this watch twice

We change a lot of watch batteries at my store. I’ll be honest with you, I like to do them. It’s just mindless entertainment to

me, and pays me something like $500 an hour during the 2 minutes it takes me to actually change it. But it never fails that someone will come back a year or so later complaining that the battery I just replaced has already quit. And, it never fails, they say, “I’ve only worn it once or twice.” Ugh.

That’s not how this works. That’s not how any of this works. And of course, they spent a few hours of their life digging around to find their receipt from the transaction that occurred 18 months prior. Double Ugh!

But, that leads me to this little nugget of wisdom for everyone. Whenever a customer asks: “How long will this battery last?”, my stock answer is, “It lasts exactly from the time I put it in until the time it quits.” Then I’ll throw in, “If you brought in 10 watches for batteries today, all 10 of them will stop at 10 different times. It’s the condition of the watch that determines battery life. All batteries are the same, all watches are different.”

Your customers’ kids are now your customers

One of the cool things that thankfully hasn’t changed is jewelers making and selling the wedding and engagement rings for your customers’ children. It’s even cooler when you made the parent’s wedding rings a couple of decades ago. Because I just celebrated my 30th anniversary of owning my retail store, this is becoming ‘a thing’ now. I’ve had a pretty good run on this one lately.

It’s pretty cool when you go to a party at a customer’s home and you know you’re responsible for all of the wedding and engagement rings in the room, all 18 of them. And that doesn’t even include all of the birthday and anniversary presents you were responsible for that everyone is wearing at the party.

Nice customers are always worth the effort

Yeah, I know I spend a lot of time writing about all of the crazy people we encounter in our businesses, but those people really are few and far between. If they

Please see Chuck page 22

Chuck Koehler

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Sunstone announces dates for MicroWeld23

Sunstone Engineering, manufacturer of Orion pulse arc welders, has announced the dates for MicroWeld23, the premier laser and pulse arc welding conference for accomplished bench jewelers and permanent jewelry artists. The conference will be held, October 20th - October 22nd, 2023 in Park City, Utah at the Westgate Ski Lodge. Attendees will enjoy an all-inclusive training experience at a luxury resort in the mountains.

Sunstone’s MicroWeld23 will be divided into three distinct tracks: laser welding for bench jewelers, pulse arc welding for jewelers, and a permanent jewelry course. You’ll get hands-on instruction from industry leaders with decades of welding experience.

Richard Beach, a 20-year goldsmith and laser welding veteran, will lead the laser welding track. Patrick McMillan and Melissa Muir, a master metalsmith and jewelry educator respectfully,

will tag team on the pulse arc welding track. Shari Tammietti, an experienced entrepreneur and PJ artist, will lead the permanent jewelry track.

“MicroWeld is an exceptional opportunity for bench jewelers and permanent jewelry artists to gain hands-on training, instruction, and connections,” said Jonathan Young, CEO at Sunstone Welders LLC. “Our team has carefully curated a group of exceptional instructors to deliver an immersive learning experience. This experience is designed to cater to the needs of both bench jewelers and permanent jewelry artists alike.”

With a focus on the latest advances in micro welding technology, MicroWeld 2023 promises to offer attendees a unique and informative experience that will help them advance their skills and stay at the forefront of their field.

MicroWeld 2023 attendees can look forward to gaining invaluable welding instruction through

a combination of classroom teaching and hands-on practice sessions. In addition, the conference will offer open panel discussions and networking opportunities with other industry leaders.

“Our goal is to create a unique and memorable experience for MicroWeld attendees,” says Young. “MicroWeld23 will be held at the Westgate Resort in Park City, Utah. The resort is in the heart of the Wasatch Mountains, which provide a picturesque backdrop to the entire experience.

While we will ensure an intensive learning experience, we also want our attendees to have fun.

MicroWeld 2023 promises to be an event that guests will look forward to returning to each year.”

The conference venue for MicroWeld23 is the award-winning Westgate Resort in Park City, Utah. The resort offers guests the ultimate luxury experience, with elegant decor, comfortable rooms, and a wide range of amenities. Attendees can take in the breathtaking mountain

views while enjoying the resort’s pool, hot tubs, fitness center, spa, and more. The Westgate Resort is the perfect home base for exploring all that Park City has to offer.

To register for MicroWeld23, visit https://pjexpo.regfox.com/ microweld23 or call 801-6580015. Space is limited and registration is available on a firstcome, first-served basis.

To learn more about Sunstone Welders visit www.sunstonewelders.com.

JA announces GEM Awards date and Committee Chair

(NEW YORK) - Jewelers of America (JA) has announced the 22nd annual GEM Awards will be taking place on Friday, March 8, 2024 at Cipriani 42nd Street in New York. The GEM Awards recognizes the outstanding achievements of individuals and companies whose work raises the visibility of fine jewelry and watches. Marion Fasel, Founder and Editorial Director of The Adventurine, will serve as GEM Awards Committee Chair for a two-year term.

“I am overjoyed and honored to serve as GEM Awards Chair for the next two years,” said Fasel. “I look forward to working

with Jewelers of America and the members of the GEM Awards Committee, who are talents from all corners of the industry, to make the ‘Oscars of the jewelry world’ shine as bright as ever.”

Marion Fasel is the Founder and Editorial Director of The Adventurine, a dynamic destination for beautifully produced thoughtful stories on jewelry. A leading editor, author and expert, Marion has written 10 books on 20th century jewelry design including B is for Bvlgari: Celebrating 50 Years in America, as well as Bejeweled: Great Designers, Celebrity Style and Hollywood Jewels: Movies, Jewelry, Stars. In 2021, Marion acted as the Guest Curator for the exhibition Beautiful Creatures: Jewelry Inspired By The Animal Kingdom at the American Museum of Natural History in New York. Marion is a two-time GEM

Award winner.

The 2024 GEM Awards Committee is Randi Udell Alper, London Jewelers; Sarin Bachmann, JCK & LUXURY; David Bonaparte, Jewelers of America; Gannon Brousseau, COUTURE; Annie Doresca, Black in Jewelry Coalition; Tanya Dukes; Dorit Engel, CHANEL; Marion Fasel, The Adventurine; Jennifer Gandia, Greenwich St. Jewelers; Michelle Graff, National Jeweler; Lauren Harwell Godfrey, Harwell Godfrey; Will Kahn; Sally Morrison, De Beers Group; and Matthew Rosenheim, Tiny Jewel Box.

For more information visit gemawards.jewelers.org.

Come See The Golden Girls

MJSA Expo sets dates for 2024 Introduces new features

MJSA Expo, the longestrunning U.S. show dedicated to professional jewelry making and design, will return March 10-12, 2024, to the Javits Center in New York City. It will once again run alongside the JA New York show, providing buyers with easy access between the two shows.

“We’re pleased to once again co-locate with JA New York,” says MJSA President/CEO David W. Cochran. “JA New York attracts thousands of retail attendees, many of whom have design, repair, and manufacturing operations. Our exhibitors’ premier selection of tools, equipment, supplies, and services are perfectly suited to meet those needs.”

The 2024 MJSA Expo will also offer new features and enhancements, including:

• A network of What’s New Pavilions that will enable buyers to easily discover exhibitors’ innovative products and services. Through interactive displays, attendees will be able to inspect new tools, components, and other supplies; watch videos of the latest technologies in action; and connect directly with exhibitors’ special offers and discounts through a portfolio of QR codes.

• Expo buyers will be invited to vote for their favorite pavilion products in a Best of Show competition, the top three winners of which will each receive a cash award of $500.

MJSA Expo will also invest in new signage, decor, and lighting to attract buyers and brighten the show floor, presenting the exhibitors’ displays to best effect.

MJSA Expo is presented by Manufacturing Jewelers & Suppliers of America (MJSA). For updates on Expo’s continuing developments, go to MJSAExpo. org. To exhibit, contact MJSA Sales Director Lucy Ferreira at 800-444-MJSA, ext. 3020 or lucy.ferreira@mjsa.org.

Marion Fasel

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Successful Custom Sizing up your ring mandrel

By Joel McFadden

My business partner is one of the most organized people I have ever known. She’s a wonderful asset to the business. She is new to the industry and is learning very fast, but there are so many things that most people, even those in the industry, simply don’t know. Things that the bench jewelers see, know and encounter that just isn’t as commonly revealed to others in the industry. The perfect example is the ring mandrel.

Last month my partner decided to order a mandrel for her workspace. The box comes in and she takes out her cool new mandrel so that she can check the sizes of rings coming in and going out. Right away she put it to good use and checked the sizing on a completed job before boxing it up to be shipped. That’s where the debate about my sizings being off began. We checked the customer’s ring on my mandrel at my workbench and the size was fine, but her brand-new mandrel

was off more than an entire size in some places. We ordered a new one that was just like my mandrels and it sizes the same.

I’m relieved we caught and corrected the problem so quickly. A few years ago this exact issue caused quite a problem for a place I worked. They had to resize so many rings for free. They were having so much difficulty getting the sizing correct for their customers. They eventually created this incredibly complicated system where you had to denote

specifically which sizers you used to measure with and have the customer sign off on it.

One simple solution to avoid the incorrect sizing issue is to make sure every mandrel matches your jeweler’s mandrel. Along with that, you need to make sure you do NOT go buy the numbers marked on the ring sizers. Find a sizer that fits the customer properly then slide it on a mandrel and use what the mandrel says as the size.

Joel McFadden

I know a lot of jewelers get upset when their customer comes back a few weeks or days later because they are unhappy about the size you made their ring. Businesses see it as time and money lost having to pay the bench guy to redo the work that was probably done right the first time. Customers don’t really understand but it doesn’t matter to them, all they want is for the ring to fit comfortably. Arguing over ring sizers and mandrels and who is right is pointless and never makes the customer feel good about you.

This is a situation where you can set the stage for some exceptional customer service. Putting your customer first and making them feel special. Explain to them the normal fluctuations of fingers swelling and contracting. It is surprising how many people really don’t know anything about that. Explain to the customer how those normal daily shifts make sizing a personal thing and may require some adjustment to accommodate their specific needs. Being willing to go that extra step with your customer is something that will certainly set you apart in that customer’s mind. Whether you need to adjust their ring size later or not, the fact that you have made the point to let them know you are there for them will make all the difference.

Custom guru Joel McFadden is the owner of Joel McFadden Designs in Chapel Hill, NC. He developed pricing for custom jewelry and repairs for the IJO Prototype Store, opened a business which became a million-dollar store focusing on custom, was named MJSA’s first Mentor Jeweler, was the first director of the Council of Custom Jewelers, and is the creator of the Bench Jewelers Challenge. He is an industry writer and speaks at events. Available for CAD work, stone setting, and complete custom pieces for the trade. Contact Joel at MentorJeweler@gmail.com, 984-212-2217, JMDJewelry.com, Facebook and YouTube.

Applied Marketing 101

The coming lab grown diamond shortage

By George Prout

On a fairly regular six-week cycle, my friend Jim and I have the same discussion. “George,” he will say in that Tennessee walking horse drawl of his that replaces modifiers with word elongation in order to add emphasis, “I just can’t understand why your billionaire friends are installing thousands of additional CVD machines, when these Lab Grown diamonds aren’t gonna be worth more than about a dollar fifty each at some point in the future.”

Yes, Jim and I have been having this discussion pretty

regularly, and I always answer by reminding him that increases in CVD supply will be vastly outpaced by increases in demand for CVD diamonds as gemstones. But this response is only part of the story. And since I suspect that many of you might be asking the same question (and in all fairness to Jim, it actually is a pretty good question), I will devote this month’s article to the rest of the story.

Our tale begins in 1965 with an extraordinarily accurate set of predictions made by Gordon Moore, founder of both Fairchild Semiconductor and Intel. Moore

posited a doubling every year in the number of components per integrated circuit for the subsequent decade, and then in 1975 revised his forecast to a doubling every two years. Moore’s prediction wasn’t just prescient; it became gospel for several generations of chip manufacturers, guiding long-term planning and setting research and development targets, thus functioning to some extent as a self-fulfilling prophecy. And if you want to see the results of his predictions, just look at your cell phone, or your notebook computer, or your TV, or your kitchen appliances. Look at just about everything that has an electric cord, and even some things that don’t, like your gas-powered car, and you will see computer chips at work, not just running virtually everything in the world, but doubling what they can do at roughly the same price every two years!

In fact, given that Baby Boomers have done a poorer job than their parents at just about everything, one might reasonably assert that we owe the incredible period of prosperity that we have experienced during the past 40 years not to our stewardship of the world and the global economy, but rather to the extraordinary increases in productivity that Moore’s Law and those delightful little computer chips have granted us. That’s the good news.

The bad news is that as the density of these components grows higher and higher, so does the amount of heat they will be generating. And by the mid-nineties, scientists began to realize that at some point around 2025, if Moore’s Law continued to ac-

curately predict chip component density, the heat being generated would ultimately exceed the magic temperature of 150 degrees Celsius, at which point silicon’s properties change and are no longer optimal for the task.

Fortunately, there is a material that’s up to the challenge, a silicon alternative that will enable devices to be smaller, cooler, faster, more powerful, and cleaner. That material is diamond. For power electronics, diamonds provide a tantalizing possibility material. They are thermally conductive, which means diamond-based devices will dissipate heat quickly and easily, foregoing the need for bulky and expensive methods for cooling. Diamond-based semiconductors are capable of increasing power density, improving thermal performance within a device. And diamond films, which are about one-seventieth the diameter of a human hair, are able to form device structures that are over a thousand times thinner than the leading silicon counterpart.

Now consider the fact that the global diamond business is currently valued at about 90 billion dollars, and is projected to reach 140 billion dollars by 2030, increasing at a compounded annual growth rate (CAGR) of 4.4 percent. The global computer chip business, on the other hand, is currently valued at 573 billion dollars, and is expected to grow to 1.4 trillion dollars by 2029, with a CAGR of 12.2 percent. Which causes me to ask the question: if you had CVD machines, would you be starting to look at ways your diamonds could be used in the semiconductor business?

Understand that there are also geopolitical ramifications to this discussion that merit consideration. When Mao wiped the Kuomintang off the map of mainland China in 1949, his army lacked the continuing military resolve and resources to finish the job, allowing remnants of the KMT army and hundreds of thousands of followers - two million in all - to escape to Taiwan, an island about 100 miles off the mainland coast. For the past 75 years, the Taiwanese have been dancing on a knife’s edge, as various leaders of the CCP have alternately threatened and then backed off launching an invasion. But now, with dramatically diminished US resolve after soulcrushing failures in Vietnam and Afghanistan, as well as the final

George Prout

consolidation of power by the most bellicose Chinese leader since Mao, I’m thinking Taiwan is toast (a scenario that must have my honors thesis professor at Brown, Dr. Ying-Mao Kau, at one time probably the leading expert on US-Taiwan relations, reeling with dread).

In the context of this article, what happens in Taiwan is a big deal, because 60 percent of the world’s semiconductor chips, and over 90 percent of the highperformance ones, are made there, most by a single company: Taiwan Semiconductor Manufacturing Corporation. Fortunately, TSMC makes silicon semiconductor chips, not diamond ones (yet), but if their infrastructure is either physically destroyed or commandeered by the CCP, there will be global chaos. Furthermore, if you’re the sort of person who enjoys connecting the dots, this scenario may shed light on why the bulk of China’s LGD growth is being funded by the Chinese Communist Army.

All of this adds up to one gigantic inescapable conclusion: Demand for LGD is going to skyrocket, at rates far more rapid than the growing community can match, as the trillion-dollar semiconductor business turns its sights on lab as the primary substrate for chip production. It happens that my billionaire friends have their roots in our industry, so they’re laser focused on the future of the diamond jewelry business. But are they licking their chops imagining an environment where most of their competition will be diverted to chips? You can probably guess the answer to that one.

One last thought: given how quickly American consumers have adopted LGD even with the knowledge that prices are falling, how do you think consumers will respond when LGD prices start rising due to crazy levels of chip-induced demand? I think my friend Jim will be pleased.

Class dismissed!

George Prout is President of JB Bhanderi, the largest CVD Grower and maker of the Surreal Diamond brand, and can be reached at george@surrealdiamond.com.

AI for Dummies

Unleash the power of artificial intelligence to dramatically expand your business

By Mia Katrin

Jump ahead of the curve. Tap the power of AI to boost your business. You may have heard about AI and ChatGPT but may not know where to begin. It’s easy! New opportunities to utilize this powerful technology are emerging every day.

To begin with, you’re already using AI in your online search engines, Siri, facial recognition software, your smart car and phone, medical and financial software - basically embedded within

technology everywhere. Using ChatGPT is like using traditional search engines, but on steroids.

You may have heard fears expressed about this new technology and how it will change our lives. What’s real and what’s hype? We asked perplexity.ai what dangers

AI might involve:

Misinformation. AI can create convincing fake images and videos known as deepfakes, which can be used to spread misinformation.

Privacy Concerns. AI can be used to collect and analyze

vast amounts of personal data, raising concerns about privacy.

Job Displacement. AI automation can lead to job losses in various industries.

Bias and discrimination. AI can perpetuate and amplify biases and discrimination present in the data it is trained on.

Singularity. There is a hypothetical risk that AI could surpass human intelligence, leading to a loss of control over the technology.

The cat’s out of the bag. AI is already in use throughout the

world. It’s smart to be aware of potential drawbacks of AI and take steps to mitigate these going forward.

Ready to jump in? Here are the ABCs.

For ChatGPT, go to chat. openai.com. You will sign up with your email address and create a password. Where it says “send a message”, you will enter a prompt, which is the question you want answered, what you are searching for, or what you want ChatGPT to do for you. The more detailed, precise and specific your

request, the better ChatGPT’s response will be. “Create a personalized email greeting for a VIP jewelry repeat customer. Include a special 20% discount offer for anniversary gifts.” “Write a minute-long script for a video advertisement about our newest lab created diamond engagement rings.” “Create an in-depth analysis of the estate jewelry industry and its potentials and drawbacks for small business owners.”

New alternatives to ChatGPT: The search engine Microsoft Bing already has AI powered within it. You can use it as a regular search engine, but you can also ask it more complex and detailed questions and get a vastly upgraded range of responses. Also try new, very simple to use perplexity.ai

Canva.com has AI already embedded in its Magic Design. Use it to create great graphics for social media posts, ads, invitations, signs, posters and announcements, using your images or ready-made templates.

New! Try oxolo.com. Just enter your URL or website, and it will create a ready made video using your content in minutes! You can edit it to suit your specific needs. Like a lot of AI currently, it generates a creative product very efficiently. You may need to tweak it to get your final finished product exactly as you like, but it quickly generates many creative ideas that you can then polish to perfection.

Dozens of new AI products are emerging weekly that allow you to simplify and expand all aspects of your business. Plunge in and explore what AI can do for you!

Mia Katrin is an award-winning jewelry designer featured in over 100 stores nationally. To become a Jewel Couture LLC retailer, contact www.jeweljewel. com, 828-406-1105 or mia@jeweljewel.com. A recognized industry spokesperson, Mia also writes for several jewelry magazines and frequently is an invited speaker at major national trade events. She recently launched a new marketing agency to help you sell online, TheJewelersMarketer.com.

Mia Katrin

I’m sure you can understand. I knew that I loved making pieces inspired by nature, but I was also eager to take on any project that came my way. If a client came to me with an idea for a custom piece, I made it happen, no questions asked. The plus side of this was that my business was growing and becoming successful, but the downside was I still didn’t know exactly what separated me from other jewelry designers.

A Little Tough Love

Everything changed for me in 2016 when I applied for the Halstead Grant and lost. It was the best thing that ever happened in my career. This may seem like a contradiction, but sometimes a little tough love is exactly what is

required to get you back on track. The grant committee let me know that my business seemed to be split. On one hand, I was crafting some exciting pieces in an asymmetric, organic style. On the other, I was crafting custom engagement rings in any style requested. Suddenly, I found myself at a crossroads. What kind of jewelry

A Sale that Moves

did I want to design? What did I want people to think of when they heard the name Kristen Baird?

Back to the Roots

After a brief moment of disappointment, I looked around the city I’d come to love and realized my path was clear. I was enthralled by the rolling river, crashing ocean waves, and bub-

bling streams, so I began to create more pieces that echoed the shape, form, and texture of water. Savannah became my muse and, just like when I was a college freshman, I was suddenly wideeyed, taking everything in and allowing myself to dream and create.

I experimented with reticulation, melting, and shaping metal until it resembled flowing water caught in time. This technique

came to epitomize my signature style, and the Ripple Ring and Splash Cuff became my most recognizable pieces. The following year, I applied for the Halstead Grant again - and won!

Generating Buzz

The first time I said “no” to a project was definitely scary. It’s not in the nature of a go-getter, “people pleaser” like me to turn down business. But before long, I began receiving calls and emails

from clients all across the country who had seen my work and wanted pieces in the Kristen Baird® style. Now, the clients who come to me do so with a specific look in mind. I’m able to be upfront about what to expect from my work and the effort that goes into it. Because there’s more of an identity behind my brand, clients are also willing to invest more in my work, because they know that what I create is high-quality and cannot be found anywhere else.

I still craft plenty of custom pieces, including engagement rings, but they are more of a collaboration between myself and the client. The biggest win: I love every single piece I make.

Craft Your Own Vision

Your source of inspiration might not be the same as mine. In fact, it shouldn’t be! The important thing is to be your most authentic self in your designs. This can be a bit nerve-wracking in an industry with so much competition, but there is no real success without a little risk. Jewelry making is an art form, and if you treat it as such people will notice and respond. So, if you ever find yourself stuck in your business, turn back to what inspired you in the first place. That’s where you’ll find the magic.

Dothan | AL

— Ronnie Lisenby Bradshaw’s Jewelers

Kristen Baird® Jewelry is an award-winning, fine jewelry brand, nestled in historic Savannah, Georgia. In a time where mass manufacturing is predominant, Kristen and her team utilize and preserve traditional metalsmithing skills as they delicately and precisely craft each piece by hand in Kristen’s studio. Using sterling silver, recycled 18K gold, and ethically sourced gemstones, Kristen’s jewelry is full of color and texture with juxtaposing forms both geometric and fluid. Learn more at www.kristenbaird.com

JA 2023 scholarship enrollment open through August

(NEW YORK) - Jewelers of America is accepting enrollments for its scholarship program, which is open to employees of JA Member companies, on renowned industry diploma, professional development, and certification programs. JA awards scholarships during the enrollment period which runs through August 31, 2023.

“One of the pathways to achieving consumer confidence is career development and to enhance the level of professionalism of staff. Education and certifications are an important aspect of career development and through this scholarship program, we

strive to make that an affordable option for our JA members,” says JA President & CEO David Bonaparte.

Scholarships can be awarded for programs and certifications from the American Gem Society (AGS), American Society of Appraisers (ASA), Diamond Council of America (DCA), Gemological Institute of America (GIA), and National Association of Jewelry Appraisers (NAJA).

Applicants must be an employee at a JA Member store and at least 18 years of age. They must have at least one year’s experience working in a JA Member store and are not already enrolled

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Continued from page 8

in another home study course from any of the educational providers.

To make sure scholarship funds are widely distributed among members, scholarships will be awarded to only one person per store - a limit of three per membership - during the enrollment period which runs through August 31. Scholarships are awarded based on the availability of funds. For more information visit jewelers.org/ ja/careers-education/jewelryeducation#scholarship or contact JA’s Member Services by phone at 800-223-0673.

were all day every day, I’d have to find a new line of work. I’d say that 99% of the repeat customers that come into my store are happy to see me, and I’m happy to see them. But whenever that 1% shows up, I become a different person. I’m going to do my best to try and make this our last professional encounter, just like I tried to do the last time they came in. Maybe they’ll get the message this time.

One of those ‘one percenters’ came in one day and showed me a blurry picture of an engagement ring on his old flip phone. He told me it was a ‘perfect’, 3 carat, blue/white diamond. I’m just staring at him wondering why

he’s showing it to me. He then tells me because I ripped him off on a watch repair or something over a year ago, that he’s going to buy that from someone else. I looked him straight in the face and said, “I don’t care.” He then turns around and storms out.

Oddly enough, I’ve seen his wife at the grocery store a few times since then and she’s never had it on her finger. Me thinks he was lying to me. That’s why he’s a one percenter. My policy is if I have absolutely no shot at making someone happy, why even try. I’m pretty sure this type of customer will never go away.

But I only paid $20 for it

Another constant in this business is the perception that people have about the cost of a repair compared to the price that they paid for the piece. Surely, I must be mistaken about the $850 price I just quoted to repair their $20 trinket. In reality, there is a reason that TJ MAXX sold it for $19.95. It’s because it’s a $20 piece of costume jewelry that was never meant to be repaired, it was meant to be tossed when it finally broke. I only quoted $850 to make sure they didn’t leave it with me. When confronted with this situation, I just tell my customer that it’s possible to have a $4,000 transmission problem in a $2,000 car. I’m pretty sure this is just another one of those things that will never change. We just have to learn to tolerate it.

I never wear it

Seriously? Do you really expect anyone to believe that? How did it get so scratched up? How did it get bent right here? How did it get that brownish looking goo under all of the diamonds? And, why does it now have a foul odor? ‘Scuse me while I go throw up now.

I guess some things will never change!

Chuck is the owner of Anthony Jewelers in Nashville, TN. Chuck also owns CMK Co., a wholesale trade shop that specializes in custom jewelry and repair services to the jewelry industry nationwide. If you would like to contact Chuck or need a speaker or instructor for your next conference/event he can be reached at 615-354-6361, www.CMKcompany.com or send e-mail to info@ southernjewelrynews.com.

AUGUST 5-8

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the artificial economic boost for the jewelry industry that, although extremely rewarding, has now disappeared.

Seven sporting lessons on managing your staff to win

By David Brown

I’ve often drawn comparisons between running a business and coaching a sports team. While business measures in profit and sports teams measure in scores, the important thing is that a measurement of performance and an outcome is taking place. Both must keep their customersor for a sports team fans - happy, especially for those who may decide to shop elsewhere (some fans aren’t always committed for

life!), and both need to rely on their staff or personnel to get the results they want.

I often find that relating a business situation back to a sporting one resonates well with some owners. They often can’t see the point of something that relates to their business until it is portrayed in a language that they can understand as a fan or sports coach themselves.

As such, I’ve identified a number of comparisons from the sporting world that help illustrate

the best areas to work on with your staff. Here are seven of them I’d like to share with you today:

1. Set clear expectations: Wide receivers score touchdowns; strikers score goals and batters round the bases. Sales staff need their targets too. Clearly define the expectations for the role of each employee, including sales targets, customer service standards, and job duties. Let them know what you expect from them and provide the necessary resources and training to help them

meet these expectations.

2. Provide regular feedback: Athletes gets pointers from the coach, and you need to constructively give regular feedback to your employees on their performance. Praise employees who are doing well and offer guidance to those who could do better. Identify areas where they can improve and provide specific actions they can take to improve.

3. Encourage teamwork: Find a sports team where one person does everything, and you’ll

David Brown

see a team that won’t win. Retail is a fast-paced industry and workloads can be overwhelming. Encouraging teamwork can make a big difference. Foster a culture of collaboration, where employees are willing to help each other out during high-volume periods.

4. Invest in training: A successful sports team puts more time into training than playing. This isn’t possible in retail, but providing continuous training to your employees is critical in any industry, and especially important in a retail environment. Invest in ongoing training for your staff so they can keep up with the latest trends, technology, and customer service techniques.

5. Celebrate successes: Your team needs their victories and trophy moments too. Employees who feel appreciated are more likely to stay with a company long-term. Celebrate employee successes, reward your team on reaching sales targets, and acknowledge their hard work. This creates a positive work environment and motivates your employees to achieve more.

6. Build relationships: Onfield results are best when the players know and trust each other well. Getting to know your employees, and having them know each other on a personal level, can help create a positive work environment too. Engage in casual conversation, take an interest in their hobbies, and ask them about their families. Building positive relationships with employees can help create a sense of community and a better dynamic in the workplace.

7. Lead by example: After a poor start to the season culminating in a 4-0 loss, new Manchester United manager Eric Ten Hag dragged the entire team out for a punishing early morning run the next day. But Ten Hag didn’t just punish the team, he put himself through the run as well, earning huge respect from a squad of stars who had been bickering like prima donnas. Needless to say, they turned their season around. Being

Jewelers Building, downtown Boston. After serving in the U.S. Army during the Korean War, he worked as a salesman covering New England and Upstate New York for a jewelry wholesaler. Upon the retirement and closure of that company, John ventured out on his own with his wife Frances by his side.

“He went wherever most of the sales reps were not,” Jack describes of his father. “He would go wherever it was the coldest in the winter, like Minnesota and Wisconsin, and the hottest in the summer, from the Carolinas down south. Less competition. Back in the day when you didn’t make appointments, he didn’t carry business cards, telling retailers, ‘I’m here now’.”

John continued to travel, albeit shorter trips, until he passed away in 2004 at the age of 72.

Jack and Ed also marvel at the business acumen of their mom, who died in 2020 at the age of 83. “I learned a lot from our mom about how the business ran, like purchasing, receiving, talking to customers, and dealing with vendors,” says Jack, who in 1988 had the opportunity to help in the family business, quickly shelving the idea of pursuing a career in real estate. Four years later Ed joined the company.

Both contributed to the family business as kids - sweeping floors, emptying buckets and boxing things after school and during summer vacations. Today, Jack oversees operations and Ed handles product development, marketing, merchandising, and sales.

“From the beginning, the company was built on a single guiding principle, earn the trust of your customers by always telling the truth,” the brothers echo. “They taught us that trust had to be earned and then maintained. It’s hard work, but it’s the only way we know how to operate.”

Turn & Margin

Developing collections that turn fast and offer mint margins to independent jewelers is paramount for Kelly Waters. Among its compelling collections, Bella Cavo is the industry’s largest selection of flexible and stackable sterling silver bracelets and rings. Made in Italy, the designs are easy to sell because they’re so easy to wear. While Black Label is a line of platinum bonded sterling silver and vermeil with simulated gemstones that offers a big look for a surprisingly affordable price. The birthstones category, says Ed, embodies turn and profit, and Kelly Waters’ line of sterling silver birthstone jewelry is a proven bestseller sold in more than 1,000 jewelers nationwide. “Everyone knows about birthstones. The category is simple to understand and scalable with displays that can be built out. The best part, the margins for retailers are nearly 70% and more in some cases.”

Moreover, Kelly Waters latest colorful enamel collection, handcrafted in sterling silver with simulated diamonds and gemstones, has really taken off in sales since it launched last year. They call it “Joyful Glam” for good reason, Ed describes.

BIGGER BOLDER BELLA

All new flexible sterling silver bracelets and rings.

The company also sees men’s jewelry as a burgeoning and profitable business. Kelly Waters invested big in this category, acquiring in 2019 two wellrespected brands, Legère and Lindsay & Co.

Ed describes Legère as a real contender with its wide selection of timeless and fashion-forward styles geared to younger men. The collection features a variety of materials from 14K, sterling silver and gold vermeil to stainless steel and leather in bracelets, signet rings, chains, pendants, money clips, key rings and other accessories. And, for the man who wants the very best, Lindsay & Co. is handcrafted in the USA in 14K and 18K gold and sterling silver, with diamonds and precious stones.

Tools for Success

As part of its exceptional customer service, Kelly Waters provides retail partners with all of the marketing and merchandising tools they need to promote and turn product profitably.

“We offer professional marketing and advertising materials and photography, beautiful displays and packaging, engaging social media and email content and campaigns, as well as personalized product gift books for key holidays, and one just for wedding party gifts,” shares Ed, citing the company’s interactive B2B website as a great resource for its retailers.

Sixty years is an incredible milestone for any company, recognize Jack and Ed. The brothers underscore their commitment to carry on the high standards of quality and honesty their parents founded the business on and passed on to them.

To learn more about the company, visit Kelly Waters at major trade shows such as IJO, RJO, AJS, and Leading Jewelers or online at www.kellywaters. com.

Made in Italy.

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Essential tips on successfully launching a new website

By Guy Pineda

The rush of the holidays is finally over - Mother’s Day, Father’s Day - let’s celebrate them again next year! Now it’s time to welcome the less busy summer season, which means more opportunities for your business to explore new projects.

If you’re a small business owner, especially in the jewelry industry, one project that deserves your attention: your website. Now is the perfect time to evaluate and

explore ways to improve your online presence.

Whether you’re considering building a brand new website or halfway to launching one, here are some valuable tips for you.

Enhancing Online Visibility with SEO

First and foremost, let’s talk about SEO and organic search traffic. How do you ensure that your website gets found online? It’s a broad topic with numerous elements to consider. But if you’re building a new website,

it’s essential to prioritize SEO from the very start. Why? Incorporating SEO practices during the development process won’t require extra work later. You must ensure that your website aligns with the search intent of people looking for products or services similar to what you offer.

Content optimization is another vital aspect of your website. If you’re not confident in your ability to handle it yourself, consider partnering with a web

development or marketing company that can assist you in creating SEO-friendly content based on solid research. Combining engaging content with proper SEO techniques will help you improve your website’s search engine ranking.

Tip: Collaborate with a web development company that is well-versed in SEO and understands its importance beyond aesthetics. Mobile-friendliness and performance should also be top priorities, as they directly impact

Guy Pineda

your website’s SEO. Often, these aspects are overlooked, so pay attention to them.

Maintaining Google Rankings and Keyword Rankings

If you’ve had a website for several years, it’s likely that Google has already ranked various pages for different keywords. When launching a new website, maintain those rankings by ensuring that the URLs of your new site match the existing ones.

You can achieve this by replicating the same URL structure or implementing proper redirects. This ensures that Google recognizes the previously indexed pages and understands their new location or status.

Prioritizing Speed, Performance, and Security

Use tools like Google Page Insights to evaluate your website’s speed. Compare the speed of your new website to the old one and strive for improvements.

If your existing site contains large hero banner images, consider resizing them for faster page load times. Avoid using rotating banners, as they no longer offer the same benefits they once did.

If building a new website or changing platforms, find one that aligns well with your business processes. If you or your staff will be responsible for website updates and changes, ensure that the platform is user-friendly and doesn’t require excessive effort to make updates. Consider the technical abilities of your staff as well, as some platforms may be more complex than others.

Including Tracking Scripts and Ensuring Functionality

These tracking scripts can include social media integrations, Google Analytics, and other tools that help monitor user behavior and measure your site’s performance. Failing to include these scripts may result in missing data and a gap in your website’s analytics history.

Ensure all tracking functions are correctly implemented and functioning, including order notifications, thank-you screens, and auto-replies. Clarify who

Please see Pineda page 34

The importance of consistently clienteling

Clienteling. Exactly what does clienteling mean in retail?

When one Googles the word it is defined as “a technique that retailers use to establish meaningful, long-term relationships with customers.” It takes on a different meaning when relating it to marketing. “Clienteling is a necessary element of finding, engaging, and building customer relationships with your core audience to encourage repeat purchases.”

While the vast majority of the population continues to buy inside a jewelry store and not online, how do you increase the odds that your customers will continue to buy from you rather than your competitor? By clienteling!

Clienteling uses all available tools such as purchase history and client data so you can personalize the shopping experience, provide superior customer service, and facilitate the sale. When in-store associates have the power to identify not only your most loyal customers but also their preferences, they are equipped to provide a more personalized and targeted service. With access to a customer’s profile, your associates may

look up important notes, open offers, past purchases, and wish lists.

Effective outreach with personalized value propositions, like coming in for free jewelry cleaning and a re-check of prongs, are some forms to increase foot traffic. This instills confidence in your customers and illustrates your sincere concern to provide them with excellent service. It may also lead to much desired referrals.

Another idea is a simple change in the tone of your phone conversation - expressing excitement about new jewelry or diamonds that may have just entered your store - which may entice customers to pop in for a visit. Any type of personalized communication may increase the odds of a customer buying, and therefore enhancing and cementing your existing relationship.

The importance of consistently communicating various messages to customers about new products will increase crossselling opportunities. Often one may get discouraged by leaving so many unanswered messages

or not getting the outcome you desire. However, this persistency and constant contact may lead to future sales, especially going into the summer season.

When the average cost of selling to new customers is often five times the cost of selling to existing ones, the numbers speak for themselves. As customers become clients, who then become brand advocates, in-store associates are able to better manage

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Continued from page 32

will receive this information and streamline the process accordingly.

Tip: For local businesses like jewelers, consider embedding a map of your Google Business profile account rather than just displaying your address. This allows visitors to locate your store easily and builds trust in your local presence.

Embed Your Google Business Map on your Website

Include a live feed for your Google reviews or social media content to keep your website fresh and continuously updated. This simple addition gives the impression that your website is constantly updated and offers visitors a sense of your ongoing engagement.

Closed Platforms vs. OpenSource Platforms

In our industry, there are several closed platforms built by web development companies. However, if you wish to switch to a new platform altogether, such as Shopify, WordPress, or others, it’s possible to find a new website developer without completely rebuilding. Some of those open-source platforms even offer features that can be easily added anytime.

their high value repeat customers. These valuable customers are also the ones who provide the most referrals and the greatest store awareness among friends and peers in the community.

GN Diamond Makes Clienteling Easier

The GN Diamond platform makes it easier than ever to give clients the exceptional service, digital convenience, and personalized experience they desire.

One advantage of closed platforms is that they often have established connections with various product vendors. You can request to add specific collections to your website to save time. However, if you plan to showcase only a limited number of products, the existing relationships from the closed platforms may not provide much savings.

This is particularly important to remember because each business is unique, and the requirements for each website can vary greatly. For instance, while some brands carry thousands of items, you may only want to list around 100 or 200 products. So, carefully assess your needs and consider the platform that aligns best with your goals.

Since we’ve already mentioned Shopify, an e-commerce platform, learn to keep the product names, titles, and descriptions balanced on your e-commerce website. Provide valuable information that helps users make purchasing decisions, such as materials, sizes, lengths, and use case examples. Including multiple pictures per item allows customers to evaluate products effectively, so don’t forget to add them.

Final Words

Building a new website involves numerous considerations, so consulting with multiple

GN’s Diamond Hunt seamlessly integrates with your website to showcase an extensive inventory of loose diamonds, lab created diamonds, and finished jewelry in both natural and lab with your own branding and markups. Learn more about Diamond Hunt at www.gndiamond.com. Or contact GN Diamond at 800724-8810 or sales@gndiamond. com - 24/7.

sources and web development companies is advisable to compare options. Ensure the chosen company understands your work style and aligns with your vision. To avoid misunderstandings, clarify what is included in the fee and what is not.

To ensure you make the right choice for your business, gather all the necessary facts, conduct thorough research, and consult with multiple web developers. If you require any assistance or feedback, our team at Jewelry Store Marketers is available to review your current website and provide helpful feedback. We specialize in helping jewelers like you build cost-effective, easy-tomaintain websites that attract new customers.

Remember, your website is your digital storefront, so make it count!

Guy Pineda, CEO of Jewelry Store Marketers, has owned an award winning digital agency for the past 15 years and has been working in the jewelry industry for close to 30 years. Jewelry Store Marketers is niche agency that helps jewelry stores get more appointments and increase sales through Local SEO, Digital Marketing, Website Development, Social Media, Videos and more. Learn more at jewelrystoremarketers.com.

Why Do We Use The Edge?

We  like the customer history. It gives us information as to what the customer bought, how much they paid, what month they bought it. If it was for a birthday or for Christmas. Things that we really need to know about our customers.

And so we can recommend another piece to go with that piece. If she’s really interested in a certain stone or gold, it gives us the opportunity to suggest an additional gift, whether it be earrings, a ring, or a necklace.

The Edge has helped improve our business in so many ways. For

Stop by and see us!

Sain Jewelers

- Gennette Sain Norman, E.J.

Watch Gennette’s Edge Story.

Furry Friends on the Job!

FF

Do you have a furry friend that helps out in your store? Tell us about it and send a picture to bill@southernjewelrynews.com.

Introducing Penny the French Bulldog puppy! Penny is the newest addition to the team at family owned and operated Diamonds By Dawn in Riverdale, New Jersey. Just over 6-months-old, she works Tuesday thru Friday every week as the Diamonds by Dawn personal greeter and mascot. French Bull dogs have become one of the most popular breeds in the United States and Penny is no exception - the customers have all been thrilled to see her when they visit. She hit the ground running at her new job and has already started her own personal TikTok, @pennythefrenchie. Good luck on the new job Penny!

Give a warm welcome to Daisy! Daisy is a 9-year-old Boxer that is employed as the “sweetest greeter” at Billers Jewelers in Burlington, North Carolina. Daisy loves to play outside with other doggy friends, greet the customers and visitors to Billers Jewelry, take doggie naps on her bed and of course, eat! As you can see, Daisy loves to look stylish in her pearl necklaces. The fashionable pooch has a collar for every event.

Say hello to Benji! Once a tiny ball of fur, Benji is now the beloved greeter and part-time paw patrol of Joyeria La Guadalupana in Norcross, Georgia. His wagging tail and warm welcome puts customers at ease. Benji’s family includes Liz, Norma, Gisell and Alex, but everyone who visits the familyowned jewelry store adores him. On his recent birthday he received lots of treats and cuddles, which he happily returned with slobbery kisses. Benji may be small, but his love is immeasurable!

JSA offers recommendations for what to do in a robbery

The Jewelers’ Security Alliance (JSA) is a non-profit trade association with 20,000 members providing crime prevention information and services to the jewelry industry since 1883. One way JSA informs jewelers is though their weekly email Crime Alerts. The JSA recently reminded jewelers of their recommendations of what to do in the event of a robbery.

JSA Recommendations:

What to Do in a Robbery

1. Obey the orders of the robber. Do not say or do anything, or even raise your hands, unless told to do so. Cooperate fully and try not to panic.

2. Do not attempt to disarm the robber or reach for a concealed weapon. Assume that the robber will shoot without hesitation.

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Continued from page 28

a good manager is about setting the right example. Lead by example, be present, and provide guidance when it is needed. Show your team what is required to be a successful retail employee by being prepared to do it yourself.

David Brown is the President of Edge Retail Academy, the leading jewelry business consulting and data aggregation firm, that provides expert business improvement plans to help with all facets of your business including improved financials, healthier inventory, sales growth, increased staff performance, recruiting, and retirement/succession planningall custom-tailored to your store’s needs. They offer Edge Pulse, to better understand critical sales and inventory data, to improve business profitability, benchmark your store against 1200+ other Edge Users, and ensure you stay on top of market trends with $3 Billion+ of industry sales data. Contact David at 877-569-8657, ext. 001, Inquiries@EdgeRetailAcademy.com or www.EdgeRetailAcademy.com.

3. Never do or say anything that would anger the robber. Example: do not stare at him and have him think that you are trying to memorize his facial characteristics.

4. The less time the robbers are in the store, the less risk there is of injury. Once the robbers have your merchandise, they can be expected to leave quickly.

5. Do not press a holdup alarm, if your business has one, until the robbers have left the store and you have locked the door. If the police arrive while the robbers are in the store, or if the robbers return, a deadly hostage situation could develop.

6. Expect to be threatened. One of the robber’s weapons is the creating fear. Robbers commonly say: “I’ll kill you if you make a move!” This is a typical threat. Expect it. Keep calm.

7. Frequently the robber will force the jeweler and his staff to a back room or washroom. Expect to be tied up or handcuffed, or told to lie on the floor. Do as you are told.

8. If you are out of the robbers sight, in a back room or elsewhere, stay where you are. Do not intrude on the crime scene.

9. Do not chase the robbers or follow them out of the store.

10. Call the police immedi-

ately after the robbers leave and you have locked the door. Do not wipe or try to clean the cases or other surfaces, or otherwise disturb the crime scene before the police respond because you may destroy fingerprints or other valuable evidence. Try to memorize all the locations touched by the robbers so that you can advise the police about possible fingerprint evidence when they arrive.

11. Try to keep witnesses present until the police arrive. At the least, obtain the names, addresses and phone numbers of any witnesses.

12. Do not talk to the media or allow them to film in your

premises. Refuse all media interviews.

13. It is important to rehearse with all employees what they should do in a robbery. Being prepared may help prevent an employee from panicking and provoking violence. Role playing can help in preparing employees to respond safely during a robbery.

For more information about the Jewelers’ Security Alliance or crime data, trends and prevention information, call JSA at 800-5370067, email jsa2@jewelerssecurity.org or visit jewelerssecurity. org.

AUGUST 26-27, 2023

COBB GALLERIA CENTRE

The Story Behind the Stone Rain Soaked Gold Rush

By Diana Jarrett

Alluvial mining is an age old method of retrieving precious minerals and metals. It can be the most profitable way for artisanal miners to make a living. Alluvial mining makes use of the effects of nature which send metals and gemstones downstream from their original source. This can be hundreds of miles away from where these commodities were created. The riverbeds may now be dried up leaving these precious trophies for the picking.

Alluvial -v- Placer Mining

Placer mining, a related effort, actively relies on water to aid in the separation of precious metals from their host ore. This process separates heavily eroded minerals like gold or platinum from its surrounding gravel.

What’s in a Word?

The origin of our word placer might have come from a word in Catalan Spanish, meaning a shoal or sand bar. It quickly entered the American lexicon during California’s Gold Rush in the mid19th century. Loads of gold was also discovered in Alaska and throughout the Canadian Klondikes by the late 1890s. While prospectors rushing to these parts brought various placer mining technologies, the simplest was merely the prospector’s pan used to swirl a combination of water and gravel or sand until the light-

er material spilled out. Since gold and platinum is heavier than sand and rock, it would remain in the bottom of the pan.

Just Like in the Movies

The idea of a gold rush is the stuff of western movies. With enduring fascination, Americans have cherished this part of our early history. In fact, the California Gold Rush transformed the American population by sending masses to the under-populated west coast. In the process, some fortunate souls became fabulously wealthy and helped to build up San Francisco.

When Nature Intervenes

But natural occurrences apart from man’s intervention can further aid in the discovery of these natural treasures. Massive landslips in northern India’s Kashmir

region were said to open up the crevasses, revealing the legendary Kashmir sapphires. Earthquakes in Guatemala some years back in the mid-20th century exposed that country’s famed blue jade. Late in the 20th century a destructive storm hit Central America resulting in thousands of deaths due to floods. Further landslides reshaped the region’s landscape. From that, ancient jade veins were exposed as deposits washed up along riversides. Within a few years of that exposure, jade hunters hit the jackpot, by finding “bus-sized” jade boulders scattered over the Guatemalan highlands.

gold rush. The so-called “flood gold” has definitely intrigued treasure hunters.

Gold, being a heavy substance requires massive waterpower to move it downstream. The historic rainfalls blanketing northern California revealed a surplus of gold that was uncovered after the flooding.

Placerville Back on the Map

The old miner’s region of Placerville, California has recently produced gold nuggets for modern prospectors, the oldfashioned way - placing a pan in

The water has definitely helped move some new material in the regions which might not have had anything before the rains. “Now it’s actually gotten

Rain, Rain Don’t Go Away

So it should come as no surprise that a modern day rush is unfolding on the west coast of California today - in the general region of those earlier rushes. Weather watchers will take note of the fact that California has undergone an atypical onslaught of rain particularly since late 2021 through early 2023.

All these torrential rains dousing California (particularly in the north) this past winter helped jump-start a new kind of

the river and swirling around the muddy sand until only gold remains.

Placerville, as its name suggests, has a history steeped in gold. It was an important mining camp during the Gold Rush of 1849. Its identity was so associated with gold that the town was given gold-related nicknames like Hangtown, and Old Dry Diggings. Even today, Placerville remains a hub for modern gold seekers who take pride in the Gold Bug Park & Mine.

replenished, so there’s a lot of good flood gold in this area right here,” a local miner confessed.

The uncommon 29.14 inches of rainfall around Placerville through the end of the 2021-22 season coupled with almost 48 inches of rain through mid-May of 2023 made finding gold pretty easy. This gold is available for the picking and has given many gold seekers renewed energy in being part of this modern day gold rush.

“It’s going to get crazy,” gold hunter Mark Dayton said to Global News CA. “It’s the biggest event of my life.”

Award winning trade journalist and gemologist Diana Jarrett is a Registered Master Valuer Appraiser and a member of the Association of Independent Jewellery Valuers (AIJV). She’s a popular speaker at conferences and trade shows. Jarrett writes for trade and consumer publications, online outlets, her blog: Color-n-Ice, and www.jewelrywebsitedesigners.com. Contact her at diana@dianajarrett.com, visit her website at www.dianajarrett.com, and follow her on Facebook and Twitter (Loupey).

Diana Jarrett

Dummy amuses visitors to Placerville, CA. Photo SacBee

Miner concentrates on separating gold from sand.

Photo National Geographic

Close up on gold panning. Photo GlobalNews-Getty

AUGUST 26-27, 2023

PRE-SHOW EDUCATION: FRIDAY, AUGUST 25

COBB GALLERIA CENTRE, ATLANTA

PRODUCTS & TRENDS.

CONNECTIONS AND COMMUNITY.

CONVENIENT AND TIMELY.

UNMATCHED SOUTHERN HOSPITALITY. ATLANTAJEWELRYSHOW.COM

AJS Fall is the traditional buying show that you’ve come to trust. It’s the one-stop resource for all the products and services a jewelry business needs.

Visit our website for show information, and to see & register for our pre-show education classes, held on Friday, August 25.

(Class registration requires prior registration to AJS Fall)

Hari Jewels

You are not alone after a robbery Jewelers Supporting Jewelers is there

By Aleah Arundale

“I was face to face with the masked men. I was sprayed with Mace. I could not see, but I could hear every move they made in my store. I was screaming for my employees to hit the panic button, not being able to see or know where they were hiding. All I could do was wait. There is no support for you after that when your head is spinning with what you should do now. Of course you are mad, then sad. Will your employees ever come back to work?

Do I ever want to again? It’s been several years now since my robbery, but there are things that can trigger my mind. You have to talk your way through it.” - Nancy

This powerful story is why I created Jewelers Supporting Jewelers. We all need someone to talk to. Not just a therapist, but OTHERS who have been through what we have been through. The great-

est comfort is talking to others who not only survived, but now thrive. Sharing techniques that helped them cope with the trauma of a robbery is the greatest support we can give to one another.

Crime is at an unprecedented high. Up 31% in just a year. Not only is the crime a plague on our industry, but the aftermath of the crimes as well. People don’t just bounce back to the way it used to be after a life-changing event like that. Criminals not only steal jewelry and damage property, they run away with our sense of safety and trust. Jewelers carry the scars, sometimes for a lifetime.

Tina tells us that she took a number of steps to keep safe after a grab and run robbery but, “Although with all these proactive measures we have taken I am only human and fear and doubt and anxiousness still creeps into my psyche and I am seriously considering early retirement.”

Debbie changed many things about doing business and says, “My advice to recover is to build on every gift you have, expect to make great sacrifices, and focus like Michael Jordan.” This was after being burglarized without any insurance payout.

If we could help with emotional scars like these, how wonderful would that be?

Jewelers Supporting Jewelers was born. It is a Facebook group that is used to support jewelers who’ve been affected by crime. It

is a safe space for all of us to step forward and talk about concerns and learn from each other. Some of us will join for perspective and support. Others will enter the group with stories to share and pain to work through. In addition to the victims of crime, there are members who have experience with working through traumatic experiences of life. All are welcome.

Member Rod was burglarized twice in just over two months and had this to say about recover-

ing from the trauma: “The peace of mind doesn’t happen overnight or even in days, it takes weeks to regain what you lost.”

Jewelers Supporting Jewelers is a place all jewelers can feel comfortable and safe discussing their experiences. It is a place anyone can ask for help and find like-minded people to interact with. Together we are stronger. Together we are safer. Please, please join Jewelers Supporting Jewelers at facebook. com/groups/1627947087691048.

Ethos Creations new Lab Grown Pink Diamond Collection redefines luxury

Ethos Creations, a subsidiary of the V&A Group, is pleased to announce the launch of its “groundbreaking” Lab-Grown Pink Diamond Collection. This exceptional collection represents a new era in jewelry design for the industry trailblazer, offering the allure and shimmer of natural pink diamonds at a fraction of the cost.

In the ever-evolving world of jewelry, where innovation and cutting-edge designs prevail, V&A Group strives to remain at the forefront of the industry, constantly pushing boundaries and embracing the latest trends, especially with their Ethos Creations subsidiary. “The Lab-Grown Pink Diamond Collection is a testament to our commitment to offering exquisite and accessible luxury to our ethical and substantiable customers,” says Simran Kotak, Director of Ethos Creations.

“Each lab-grown pink diamond in this collection exudes unparalleled beauty and elegance, boasting the same captivating qualities found in natural pink diamonds that command exorbitant prices. Our state-of-the-art technology and expertise ensure that these lab-grown gems possess exceptional brilliance, fire, and color, captivating the beholder with their enchanting shimmer.”

You can see Ethos Creations’ new Lab Grown Pink Diamond Collection at upcoming trade shows like Independent Jewelers Organization (IJO) in Cleveland, Ohio, the Instore Show in Rosemont, Illinois, or Atlanta Jewelry Show (AJS) in Atlanta, Georgia.

“V&A Group exhibits at almost every trade show globally so stop by and look at their diverse jewelry line that is sure to make a mark no matter where it is,” says Kotak. To learn more about Ethos Creations, visit ethoscreations.com or call 866-283-4367.

You spoke and we listened. We’ve been working hard to improve our delivery. We are focused on the items you need the most so we don’t have to compromise our industry leading quality and customer service.

We identified our core jewelry products and built stock of our most popular sizes and metals. We also prioritized our standard mill alloys to ensure they remain on the fast track.

QUICK ship GET IT FAST

metals.

Look

We continue to offer thousands of made to order products and 38 specialty mill alloys with longer but reliable lead times. If you don’t see something you need, we will work with you on a solution.

FASTER LEAD TIMES FOR MILL PRODUCTS

Grain, solder and wire foot pieces in standard metals ship same or next day. Other mill products in standard metals (14KW, 14KY, 18KY, 18K Royal and STR) ship in 4 business days.

JEWELRY ITEMS ARE IN STOCK

Settings and shanks in standard metals and sizes are in stock and ready to ship! Earrings and solitaires can be assembled in 5 days from stock components.

MADE TO ORDER MILL AND JEWELRY ITEMS will ship in less than 15 business days.

Variety Gem introduces Birthstone Program

Variety Gem, a family-owned and operated manufacturer of fine jewelry, is excited to announce its new Birthstone Program.

The affordable, high-end, birthstone pendants, earrings, and rings are designed to be a diverse collection that caters to every style and budget. The collection is offered using genuine gemstones, and set in 14-karat gold. Variety Gem is offering a free display when purchasing the full set of rings, earrings, or pendants (pendants do not include chain).

What’s New

Star Gems, Inc. launches webbased picture editor for retailers

(ATLANTA) - Star Gems, Inc., a renowned leader in the custom jewelry industry, is delighted to announce its latest breakthrough - a web-based picture editor now available on www.stargems.com. Jewelers can now edit almost any part of their next design without ever leaving their web browser, saving them time and money in the process. This includes adding or changing stones in an image, adding elements such as halos and filigree, and more.

a-kind jewelry pieces, Star Gems, Inc. continues to innovate in order to elevate the custom jewelry experience for retailers and their customers.

“Birthstone jewelry provides an opportunity for retailers to engage with customers on a deeper level,” stated Effie Bezlel, President of Variety Gem. “This collection appeals to a wide demographic range, including individuals of all ages and genders. This allows retailers to attract a diverse customer base and cater to various preferences and budgets. By offering birthstone jewelry at different price points and styles, jewelers can capture a broader market share.”

For more information, contact Variety Gem at 212-921-1820 or email order@varietygem.com. Visit Variety Gem’s website at varietygem.com.

The newly-launched webbased picture editor is set to enhance the way retailers collaborate on custom jewelry designs with Star Gems, Inc. This userfriendly tool empowers retailers to effortlessly refine CADs, hand sketches, and sample pictures for their next custom order. By harnessing the power of this new picture editor, retailers can seamlessly communicate their creative vision, ensuring that the final product perfectly matches their clients’ desires.

With over 25 years of expertise in crafting exquisite, one-of-

“At Star Gems, Inc., we are passionate about delivering exceptional custom jewelry experiences that leave a lasting impression,” said Anish Desai, founder and president of Star Gems, Inc. “With the introduction of our web-based picture editor, we are taking collaboration and design refinement to new heights. Our goal is to provide retailers with an intuitive and efficient tool that enables them to create truly unique and captivating jewelry pieces for their customers.”

The web-based picture editor’s intuitive interface allows retailers to easily make adjustments, visualize modifications,

and communicate their design preferences to the Star Gems, Inc. team. This collaborative approach ensures that every intricate detail is meticulously refined, resulting in personalized jewelry creations that delight customers.

“The launch of the webbased picture editor on www.stargems.com further demonstrates Star Gems, Inc.’s commitment to innovation and meeting the evolving needs of our valued retail partners,” said Desai. “As technology continues to shape the jewelry industry, Star Gems, Inc. remains at the forefront, providing modern solutions that enhance the custom jewelry experience.”

For more information about the picture editor or custom design process, contact Star Gems by emailing sales@stargems.com or calling 770-394-6727.

Sunstone anounces

Permanent Jewelry Training Program

Free video lessons to improve welding proficiency

“The key to a successful permanent jewelry business is the welding,” says Bryce Bytheway, Training Manager at Sunstone Welding. “If you’re struggling to close a jump ring or chain link, you’re not impressing your customer, you’re probably seeing a high number of returns due to broken links, and your repeat business is struggling.”

Help is here with Sunstone’s new Permanent Jewelry Training Program. Sunstone’s Permanent Jewelry Training Program is a self-paced collection of 17 video lessons. Each lesson focuses on a key aspect of closing a jump ring or chain link to create permanent jewelry. The objective of the course is to improve welding proficiency among permanent jewelry artists and boost development of the permanent jewelry industry.

Two key benefits to the program:

1. Learn How to Weld Correctly

Often times permanent jewelry artists’ welding practices aren’t quite right or are one hun-

dred percent incorrect. The Sunstone Permanent Jewelry Training Program helps you gain best practices and eliminate the myths and mysteries. For example, argon is not necessary - that’s one of the myths.

2. It’s Free

The Sunstone Permanent Jewelry Welding Program is absolutely free. The objective of the program is to increase welding proficiency. As a whole, the better the industry can close a jump ring the better for the industry. Better welding improves perception the general public has about permanent jewelry. A better perception equals more customers for everyone.

Sunstone will ask for your contact information to gain access to the program. Your information will not be sold or given to anyone else. You will receive periodic product and event information and you can opt out at any time.

To register, visit sunstonewelders.com/pj-training-program and start your road to better welding.

RETAILERS We bring together and SUPPLIERS

OCTOBER 13–16, 2023

MIAMI BEACH CONVENTION CENTER

MIAMI BEACH, FL

More than a Leading Cash-and-carry Event

JIS Fall helps jewelry industry professionals grow their businesses and deepen relationships with suppliers by creating a community in which relationships are built, business is transacted, trends are discovered, and new ideas are shared at trade-only events that are strategically timed for when buyers need inventory the most.

What’s New

ASHI launches 2023 Holiday Christmas Marketing Program

ASHI has announced the launch of its 2023 Holiday Marketing Program - Sparkling Season, filled with delightful surprises and a captivating array of jewelry products. Each page of the catalog is designed to take you on a journey, weaving a narrative that captures the spirit of the holidays and the magic of gift-giving.

ASHI has created a series of catalogs that not only showcases their exquisite collections, but also features new layouts designed to ignite the imagination of your customers.

This holiday season maximize sales and engage your customers in a memorable way with ASHI’s 2023 Holiday Collection featuring over 200 new exclusive jewelry designs - Toi Et Moi Designs, East West Styles, Fancy Mixed Shape Designs, Personalized Jewelry, Petite Collection, Gemstone Jewelry, and much more.

The jewelry products featured within ASHI’s catalogs are a testament to their commitment to exceptional quality and style. ASHI’s curated collections showcase a wide range of stunning pieces that cater to every taste and preference. From timeless classics that exude elegance to contemporary designs that embrace the latest trends, ASHI’s jewelry is a fusion of craftsmanship and beauty. To enhance your customers’ experience, ASHI has included detailed descriptions and vibrant, high resolution images that bring each piece to life.

ASHI aims to equip retailers

with a comprehensive marketing strategy that combines the allure of exquisite jewelry with the magic of the festive season. Use the power of print and digital marketing to grow your business and build your brand.

Holiday Gift Book - 32-Page

The 32-page in-store/direct mail book brings together classic styles with this year’s most popular trends and designs. With this premium Holiday Book, you can brand “Your Store” and personalize the front, back, and inside covers of the book, as well as an “About Us” page to make a personal connection with your customers and the local community. You can also include additional designer jewelry & watch brands that you carry, as well as a print and digital e-coupon and a Social Media Sweepstakes banner.

Participating retailers will receive 1,000 free books with a $25,000 purchase made in 5 equal payments. This book can be mailed via direct mail or EDDM.

Holiday Wish Book - 16-Page

The 16-page book features best-selling classic designs as well as this year’s hottest trends, an ideal mix of style options. You can personalize it with your store’s logo and information, jewelry & watch brands, as well as a digital e-coupon and a Social Media Sweepstakes banner. Participating retailers will receive 2,000 free books with a $20,000 purchase made in 4 equal payments. This book can be mailed via discounted direct mail and EDDM.

Holiday

Gift Guide - 8-Page

The 8-page flyer Holiday Gift Guide will attract the interest of jewelry shoppers seeking the latest trends. Trendsetting products chosen for the Holiday Gift Guide have been priced competitively to support ASHI’s retail partners in increasing their sales, profitability, margins and inventory turns. Participating retailers will receive 2,500 free flyers with a $15,000 purchase made in 3 equal payments. This flyer can be mailed via discounted direct mail and EDDM.

Holiday 2023 Program

Marketing Highlights:

• USPS EDDM and Direct Mail: All three Holiday Books & Flyers can be mailed via discounted direct mail and EDDM.

• Advertising CO-OP Subsidy: 4% advertising subsidy against net asset purchases to offset the cost of the Program. Get free books or flyers with a $25,000 purchase from the 32page, $20,000 from the 16-page, and $15,000 from the 8-page

• Digital Assets for Free: Extensive library of lifestyle and web-ready images & videos to post on all social media platforms. The high resolution style images, body-view images, website banners, email blasts, and videos can be utilized for any print, digital, or website marketing.

• Advanced Digital Flipbook: Mobile-ready, digital flipbook with drill-down technology that can be placed on your website, Facebook & Instagram enabling consumers to browse your catalogs.

• Social Media Sweepstakes: Collect customer demographic data and attract customers to your store by running an online Sweep-

along with extended terms. This makes the program nearly costfree as an in-store handout to every prospective customer or a perfect direct mailer. Subsidy applies only to ASHI products.

• In-Stock Program & 5-Day Preview Program: No-obligation

5-day Invoice-Memo to preview and close the sale on most styles featured in the books & flyers. This 5-day Preview Program has a historically proven 40% sellthrough rate. Most styles are stocked for overnight delivery.

• Branding “Your Store

Name”: Store logo on the front and back covers along with an ‘About Us’ page with your store & staff pictures and a brief history on the inside of the 32-page Holiday Gift Book.

• Brand Customization: Option of customizing 2 to 6 pages in the 32-page & 16-page Holiday books with your jewelry & watch brands to obtain co-op from other lines that perform well in your store.

• Custom Print & Digital ECoupon: Attract more customers by offering a discount coupon at the back of the book.

stakes on your social media platforms and website. Sweepstakes platform and marketing material are provided by ASHI.

• Television Commercials and In-Store Marketing Visuals: TV and print advertising materials in high resolution images optimized for websites or localized advertising purposes. Customized in-store DVD loops, duratrans, window clings, and POS displays. High-resolution images are available for ad creation, billboards, additional print material, website and social media content.

“If you are interested in working with a supplier that is committed to promoting you as the brand in your market - rather than themselves - please see why hundreds of the top retailers across North America Partner with ASHI to become the premier jewelry brand in their market,” said Mr. Pandya, partner of ASHI.

For more information about the ASHI 2023 Holiday Marketing Program, contact your Regional ASHI sales representative or call 800-622-ASHI (2744). Visit ASHI online at ashidiamonds.com.

SJN MAJN

CUSTOM MADE JEWELRY SHOWCASES FOR SALE

Approx. 8yrs old with black marble, 80 linear ft of floor cases. 2 of them are sit down showcases with cushioned benches for the customers. There is a 6ft matching service counter. 30 linear ft of wall cases. All cases and wall cabinets are lighted with locks to match.

Sales Representative Opportunity

We are seeking a highly motivated individual to represent our collection of freshwater pearls, semi-precious gems and silver jewelry. Success in carrying at least one other jewelry line, excluding any lines that directly compete with our pearls. Travel is an integral part of this role, we will provide some existing accounts/leads. Commission structure and bonuses that reward your sales achievements. Join a dynamic team that values your dedication, provides ongoing support and resources to help you excel in your role. Resume to: lucasroberts2004@aol.com

JEWELERS & SALES REPRESENTATIVES

Jewelry Sales Reps and Wholesalers Opportunity

We are seeking experienced Jewelry Sales Reps/Wholesalers, for travel. Diamond Jewelry manufacturing & customer service team available to increase sales. Catalog & marketing material provided. Send resume: info@diasunjewelry.com or 888.342.7861

Seeking Exceptional Bench Jeweler

26 years young, first generation retail store, Atlas Jewelers, is in need of another exceptional bench jeweler. We are located in a high traffic Michigan suburb. The right candidate must be skilled in all or most gold smithing and stone setting. A minimum of five years experience in both laser and torch techniques. CAD-CAM, Laser Engraving and any additional skills a plus. Full time annual salary is $50,000 to $100,000. Apply by email to atlasjewelers@gmail.com

FOR SALE REFINERS

The Nation’s Largest Restyle Event Company Seeks Experienced Jewelry Sales Representatives and Bench Jewelers who are free to travel and ready for the financial success that working for a great company offers. Salary plus commissions $80K to $120K+. Set schedule; no cold calls. 34 weeks per year travel required, security provided. Benefits include bonuses, 401K, and profit-sharing plans, dental, paid health and life insurance, commuting allowance, paid travel expenses and vacation.

CABINETS WILL BE AVAILABLE FOR PICK UP THE 2ND WEEK OF SEPTEMBER 2023. PRICED TO SELL AT $29,000 cash. PLEASE CALL CHARLES AT 423-506-6179

Fax resume to 770.499.8974 or email careers@danaaugustineinc.com www.danaaugustineinc.com

STORE FOR SALE

Owner retiring after 50+ years of successfully operating this custom jewelry business in one of the most a uent towns in Palm Beach County. Modern, complete workshop from CAD to casting and nishing. Includes 5000+ unique rubber molds including hundreds of equestrianthemed designs. Gross sales exceed $3 million a year over three locations. Text us at 561-762-3048 with your name & phone number and we’ll get back to you with particulars.

PRODUCTS & TRENDS. CONNECTIONS AND COMMUNITY. CONVENIENT AND TIMELY. UNMATCHED SOUTHERN HOSPITALITY.

AUGUST 26-27, 2023

PRE-SHOW EDUCATION:

FRIDAY, AUGUST 25

COBB GALLERIA CENTRE atlantajewelryshow.com

Attention Doug