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Mid-America Jewelry News

S UTHERN JEWELRY NEWS

Gordon’s Jewelry & Repair: Taking Oﬀ

Cruising at 55

By Wanda Freeman

By Paul Holewa

At age 15, Bernie Ochs was at that fork in the teenager employment road. One road was the well-traveled fast food way. The other street was working in a jewelry store. The latter job choice set Bernie on a lifelong career path that was paved at a very early age.

After more than three decades in the business, longtime goldsmith and watch repairman Matt Gordon finally opened his own place: Gordon’s Jewelry & Repair in Boiling Springs, N.C. It was May 2023, and the area proved hungry for a jewelry store.

“It took off like a rocket ship and it hasn’t stopped,” Gordon says.

One of his first customers was a woman who grew up in the house and happened to “stumble into the store” needing to repair a watch.

“She said, ‘My dad was Lyman Bridges. He built this house.’” Indeed, the side street intersecting with College Avenue is named Lyman.

Life choices, no matter how small and at what stage of life, can have an impact. For Bernie his job choice as a teenager had a profound effect on his life. At the time he was completely unaware that the light maintenance work would lead to retail sales and bench work essentials.

The jeweler believes the area surrounding Shelby and nearby Boiling Springs had been without a jewelry store for close to twenty years. Almost as soon has he posted his sign in front of the former private home on College Avenue, word traveled fast, and he found himself busy.

In October, Bernie, owner of Monroe, Michigan-based Carroll/Ochs Jewelers, celebrated his 55th anniversary in jewelry retail. “When I was a teenager, I never thought of working in a jewelry store,” says Bernie. “I saw the ad in a local paper to clean a jewelry store. I applied and got the job.”

The store is Gordon’s first. He started off in the jewelry business in high school and learned the trade by way of apprenticeships, bench practice, a handful of stonesetting courses, and “mostly the school of hard knocks.” He worked as a goldsmith at Wright’s Jewelry in nearby Fallston for years before striking out on his own.

“I originally started cleaning shelves, dusting off products, and vacuuming,” said Bernie. “They sold a lot of gift items back then. I cleaned a lot of silver tea and coffee sets. After the cleaning phase, they taught me to engrave, do small watch repair and jewelry repair. I sized a lot of rings back then.”

Please see 55 page 2

“An opportunity arrived, so I took it,” he says.

After the Storm

NC jewelers rebuild after Hurricane Helene

By Mia Katrin

“There was very little warning,” Tonya Marthaler of Marthaler Jewelers in Asheville, North Carolina recently revealed. “It came too late.” Local riverbanks had already been breached by heavy rain in the previous two days. Within 24 hours Hurricane Helene delivered an additional record-breaking deluge of up to 20 inches, flooding the already saturated grounds.

Early in the morning of September 27, water, mud and debris ﬁelds from higher elevations broke loose in massive waves, swallowing occupied houses, buildings, cars, roads, bridges and everything in their path.

Early in the morning of September 27, water, mud and debris fields from higher elevations broke loose in massive waves, swallowing occupied houses, buildings, cars, roads, bridges and everything in their path.

“People saw the waters surge across ﬁelds, at a distance, often rising so rapidly there was no time to escape. We live in the mountains, but not on the mountain. We live in the valleys.”

“People saw the waters surge across fields, at a distance, often rising so rapidly there was no time to escape. We live in the mountains, but not on the mountain. We live in the valleys.”

see Storm page 14

Please see Storm page 14

distribute relief supplies.

Diamond Mine Projects Hope

By Diana Jarrett

Stories of diamond mines are intriguing even to those not in our trade. These glittery stones have captivated the imagination of people for centuries. In the 1st century AD, famed naturalist Pliny remarked “Diamond is most valuable, not only of precious stones, but of all things in this world.”

For centuries, the only source of these compelling rocks was Golconda, India. Historians trace ancient records back to the 4th century AD in India and discover that diamonds were traded far and wide. Supplies were limited, but wealthy patrons found ways of securing these coveted stones even then.

When supplies in India dwindled, they popped up in Brazil. When those sources began to dry up, Eureka! They were discovered in South Africa.

Where the Mines Are With our exceptional geological prowess, it would seem that diamond deposits could be located anywhere around the globe - but that’s simply not the case. Geologists explain that today there actually aren’t that many diamond mines around. Sources say there are approximately 145 diamond mines still existing. But only about 50 of them are even viable.

When supplies in India dwindled, they popped up in Brazil. When those sources began to dry up, Eureka! They were discovered in South Africa. Where the Mines Are With our exceptional geological prowess, it would seem that diamond deposits could be located anywhere around the globe - but that’s simply not the case. Geologists explain that today there actually aren’t that many diamond mines around. Sources say there are approximately 145 diamond mines still existing. But only about 50 of them are even viable.

While every deposit is unique, it’s generally assumed that the lifespan of a diamond

Tonya Marthaler’s son and Marthaler Jewelers staﬀ

Diavik Mine A21 in operation. Photo Rio Tinto

Industry veteran Matt Gordon opened his own place in 2023.

Please see Mine page 20

Tonya Marthaler’s son and Marthaler Jewelers sta distribute relief supplies.

Diavik Mine A21 in operation. Photo Rio Tinto

Please see Mine page 20

Store owner Bernie Ochs with the 55 wrapped gifts that were part of his 55th anniversary event.

GorDoN’S

Continued from page 1

Early on in his new venture, Gordon concentrated on his specialty, jewelry repair done inhouse. But then he discovered an untapped demand for custom work and a passion that he is turning into a new specialty: custom design, with a focus on opals as a signature gem.

“I’ve been doing an enormous number of opals - my wife says maybe because I love them! I’m working on creating my own

Years later, when Bernie set off to college to complete his degree in ﬁnance and accounting, he left jewelry retail behind. For nearly his entire time at college Bernie had his sights set on other ambitions. That changed in the last semester at school. The owner of a small chain of jewelry stores contacted Bernie to be a store manager. Bernie accepted the job in 1975 at Keidans Jewelers.

The years of retail jewelry experience as a teen, coupled with his jewelry store management experience after college, provided Bernie with a well-rounded onthe-job-training skill set. Additionally, his degree work in ﬁnance and accounting, plus his innate marketing skills, proved to be a strong foundation for a career in the jewelry industry.

quested custom items, and about 70 percent floor sales. When he accumulates a full showcase of his signature line, that balance may change.

store suits Gordon’s hometown personality and his manner of working with customers. The spacious front room serves as his showroom, highlighted by a fireplace with a beautiful displayworthy mantel. The many windows brighten the space considerably.

Matt took this former house and turned it into the home of Gordon’s Jewelry & Repair.

line, and I’d like to have a dedicated showcase for my own creations,” he says.

When Bernie landed a job at Keidans Jewelers, it wasn’t just an extension of his ﬁrst retail jewelry management job after college. It proved to be a fortuitous job choice that allowed him to meet his future business partner. Bernie and Ron Carroll got along well as co-workers and eventually became good friends. And, they often talked about the possibility of going into business together.

“My customers aimed me in this direction. I was getting a lot of calls for opal jewelry. Several people came to me saying they couldn’t find a specific piece of opal jewelry. … That led me to think, ‘Hey, what else can you not find that I can provide?’”

Gordon estimates his jewelry sales are about 30 percent re-

Before any potential partnership could happen one of them had to open a jewelry store. In 1987, Bernie opened his original 1,400-square-foot store. Bernie admits his ﬁrst store had a “very basic interior” and that he didn’t have “a lot of funds” when starting out. He opened his store in Monroe, Michigan.

“I wanted to support the community,” says Bernie. “I was born and raised in Monroe and I always thought it to be a great place to live and raise a family. The community supports me and I support the community.”

Bernie quickly gained market share and sales on his home turf. Three years after opening his store he approached Ron about joining forces and opening up two jewelry stores under the Carroll/ Ochs banner.

tomers from the bench. It’s very comfortable speaking and doing things while they’re there, and it makes the customer feel good,”

don says he hasn’t yet found the

With Bernie based in Monroe, and Ron based in Toledo, Ohio, the Carroll/Ochs name, products and services could dominate a large radius of in- and outof-market existing and potential customers. The two stores “fed off” a larger ad budget, according to Bernie, given the distance between the two stores - roughly 23 miles.

Customer Diana won the grand prize, diamond stud earrings during the store’s gift-withpurchase event (spend $100 or more for a free gift).

reer in retail jewelry allowed him to achieve everything he set out to accomplish.

“Fifty-ﬁve years is a lot of time in one job,” says Bernie. “Most individuals are retired by then. I have a great staff that knows their roles. It’s important for me to keep this going.”

Bernie and his staff hosted a 55 percent off sale from October 9-12. The ﬁrst 55 customers that spent $100 or more on jewelry received a special mystery gift. “The mystery gifts ran the gamut, mond pieces,” says Bernie. “The

Two lucky gents received free pendants in addition to great deals on their watch purchases.

Michigan-based

clearly deﬁned roles in the store.

merchandise and services. The dream team and their twin stores was a partnership that lasted a number of years. In 2001, however, Ron decided to retire. “He sold the Toledo store to one of his employees who opened it under a new name,” says Bernie.

The latter, he says, is a great way to stay connected to customers and support other local businesses. It was never intended as a sales maneuver.

Gordon’s workbench is in the next room, what was likely a dining room, visible from the showroom via a large opening. The arrangement allows people to browse the showroom while also talking with the jeweler and seeing him work.

Multiple stores can sometimes translate into different retail landscapes. Bernie and Ron decided that the two stores would be “extremely similar” in looks,

SJN MAJN

need to do formal advertising or special sales events. He uses Facebook to post a birthstone piece once a month and a weekly “Where Were We Wednesday?” post with pictures of his lunch or a business he visited.

After Ron’s retirement the Monroe store was showing upward growth. Bernie had then what he has now - a knowledgeable and supportive staff with

“My wife and I are regular folks. It’s just fun stuff. We did it once, and now we do it all the time. People run into us and say, ‘Now I know where you were Wednesday.’ And when we post food, it gets a lot of attention!”

After absorbing some inventory from the Toledo store, and saying goodbye to his business partner, Bernie focused exclusively on the Monroe store. During his time as a business owner Bernie has moved the store four times. As with most jewelry store owners, Bernie wanted to own his store, not rent. He owns the store location on North Telegraph Road (2,500 square feet).

To further build his connection to the community and other businesses, Gordon attends monthly meetings of the Boiling

During Bernie’s milestone anniversary year he looks back on the total effort, pleased that a ca-

Springs business council created by the town manager. Whether it’s business or pleasure, the connections are key: “I just like the customers. I understand things from their point of view, and I treat them like they’re my friends.”

event was extremely successful.” But it wasn’t just the sales that made this a special event for Bernie. “I received so many wishes from so many wonderful clients who are now my friends,” says Bernie. “Celebrating this milestone anniversary was an extremely touching moment in my life.”

As for his “secret sauce” … “My wife Angel and son Henry are at the store often and customers love to see them too - us just being ourselves has created a small-town family atmosphere that I feel people love.”

With ﬁve years to go until his 60th anniversary, Bernie has every intention of hanging in there for another milestone moment in his lifelong career as a jewelry store owner.

Editor, Bill Newnam

bill@southernjewelrynews.com

Publisher, Chris Smith

chris@southernjewelrynews.com

Administration and classiﬁed advertising

Martha Osswald

martha@southernjewelrynews.com

Staff Writers

Wanda Freeman

Paul Holewa

Diana Jarrett

Deborah Yonick

Vice President Sales

Elesa B. Dillon

elesa@southernjewelrynews.com

Contributing Writers

Christopher Anderson

Kyle Bullock

Kristen Baird

Brad Huisken

Diana Jarrett

Mia Katrin

Chuck Koehler

Josh Polsky

Dalton Powell

Southern Jewelry News

2006 New Garden Road - Suite 208 Greensboro, NC 27410

Mid-America Jewelry News 2006 New Garden Road - Suite 208 Greensboro, NC 27410

Phone: 336-389-1950

Fax: 336-389-1952

www.southernjewelrynews.com

email: info@southernjewelrynews.com

views or opinions

and

Any views or opinions presented in this publication are solely those of the author and do not necessarily represent those of Southern Jewelry News.

Matt Gordon with his wife Angel and son Henry.

The showroom at Carroll/Ochs Jewelers.

Monroe,

Carroll/Ochs Jewelers.

Dates announced for The INSTORE Show 2025

(MONTCLAIR, N.J.) - The 3rd annual INSTORE Jewelry Show will take place September 28 - 29, 2025 at the Donald E. Stephens Convention Center in Rosemont, IL. Presented by INSTORE magazine, and in partnership with the Chicago Responsible Jewelry Conference (CRJC) and the National Association of Jewelry Appraisers (NAJA), the Midwest’s only fine jewelry trade show promises to be an important buying event for independent fine jewelry professionals and industry suppliers.

Whether you are a jewelry store owner, buyer, manager, or designer, The INSTORE Show

2025 is a gateway to connect with leading vendors and service providers, discover the latest industry trends, and immerse yourself in a conference program that lives up to the INSTORE name.

“We are excited to be presenting the 3rd annual INSTORE Show to the midwest jewelry market next fall,” said Matthijs Braakman, CEO for SmartWork Media. “After surveying our dedicated audience about the timing of the event, we selected a new date pattern in late September 2025. With this change, we can bypass summer vacation plans and the busy back-to-school season, allowing more retailers and vendors to participate who couldn’t attend in previous years due to scheduling conflicts.”

Once again, the event will kick off with a Pre-Show Conference taking place on Saturday, September 27.

The program will feature a full day of education sessions crafted for fine jewelry retailers. New this year, INSTORE’s PreShow Conference is complimentary for all interested participants.

This free bonus learning opportunity will set the stage for an exceptional show experience, to include:

• 2 days of networking and buying from top-tier jewelry vendors and service providers

• High-quality educational content that will ignite fresh ideas, provide actionable takeaways, and equip you with tools to empower your team

• Insights from industry experts and influencers through daily presentations and interactive panel discussions

• Engagement with likeminded peers on and off the trade show floor

• Opportunities to network including the Saturday afternoon Welcome Reception and Sunday afternoon Show Floor Happy Hour

For more information about The INSTORE Show 2025, visit theinstoreshow.com or direct questions to info@theinstoreshow.com. To learn more about 2025 exhibiting and sponsorship opportunities, direct questions to exhibit@theinstoreshow.com.

NAJA announces the 63rd ACE©IT Winter Conference

The National Association of Jewelry Appraisers (NAJA) has announced the 63rd ACE©IT Winter Conference will be February 1-2, 2025, at the Tucson Convention Center in Tucson, AZ.

The Winter Conference has a major distinction in that it focuses on gemological product knowledge. For this program, NAJA Executive Director Gail Brett Levine worked to organize the conference in connection with the AGTA GemFair Tucson. “We are excited to present this conference in connection during the Tucson event,” said Levine. “Access to the AGTA’s GemFair provides an excellent opportunity for us to integrate what we learned in the classroom and taking it to the show floor.”

NAJA is pleased to have both new, as well as a host of member favorites, experts from the gemological fields joining for the exchange of educational information and professional development. The weekend features hands-on workshops, presentations, exhibits, networking and relationship building opportunities as well as plenty of Q&A - all designed to achieve the conference goal: provide new information and insights that support and enhance attendees in their professional appraisal practices.

Presentations include:

Saturday, February 1

Edwardian or Belle Époque Jewels, Duncan Parker, FGA

The Challenges in Gemological Testing of Natural and Synthetic Diamonds in all Colors and Sizes, Thomas Hainschwang, PhD, DUG

Gems with a Star: A Fascinating and Colorful World, Martin Steinbach, FGG

Photomicrography: A Micro World within Gemstones, Sa-

mantha Maclachlan, FGA

There’s Always Something New to Learn About Turquoise! Helen & Richard Shull, GIA GG

Period Jewels vs Style Jewels, Celine Rose David, PhD, GIA GG

Sunday, February 2

Jewelry Industry InsightsPerception and Reality, Harold Dupuy, FGA

In Search of Mayan Jade ~ Green, Lavender, Blue & Black, Exploring Historic and Contemporary Artworks, Helen SerrasHerman, GIA GG

Gimme Your Issues: Watches Edition, Reginald Brack & Marisa Palmer, GIA GG

Helpful Books for Your Professional Library, Jo Ellen Cole, GIA GG

Broken Bangle - The Blunder-Besmirched History of Jade Nomenclature, Richard Hughes, FGA

Trick or Treatment - Detecting Enhancement in Ruby & Sapphire, Billie Hughes, FGA

Registration: NAJA Members $425 before January 15th and $525 after January 15th. Nonmembers $650 before January 15th and $750 after January 15th

Vision screening $50 (Sunday only)

Optional Opal Workshop $50 (Friday, January 31st only)

Friday optional Opal Workshop - A Playful Array of Color, Travis Lejman, FGA

The final program is subject to change.

For more information or to register please contact NAJA Executive Director Gail Brett Levine, GIA GG, at 718-8961536, office@NAJAAppraisers. com or naja.appraisers@netzero. net. Visit NAJA online at NAJAAppraisers.com.

The Retailer’s Perspective

A Christmas Story

By Chuck Koehler

Okay, it’s not really a Christmas story, but I’m telling it during the Christmas season, so that makes it a Christmas story. It all started with a woman by the name of Helen Louise, somewhere around 1992. I was still working in the entertainment industry, and living in a one bedroom apartment a few miles from the famous Music Row in Nashville. My girlfriend at the time, Jamie, had met Helen at an entertainment event and they became friends. At that time, Jamie was

living in Atlanta, and Helen lived in Arkansas, but wanted to move to Nashville.

Over the course of a couple of weeks, Jamie convinced Helen that she needed to move to Nashville. And, to sweeten the deal, Jamie told Helen she could stay with me for as long as she needed until she found a job and her own place to live. I said no!

Fast forward a couple of weeks, and I came home one afternoon and there was a car, with Arkansas plates, parked in front of my apartment. There was also a woman I didn’t know sit-

Wow! I was blown away by the results.

ting on my front porch smoking a cigarette. My first thought was, “I said no!”

The next 10 days or so was tense, to say the least. Jamie was in Atlanta, and now I had someone I didn’t know, living on my couch. I have zero happy thoughts about that period of time, and to say I handled the situation poorly would be an understatement! Jamie came to town for a few days, and we all went out to dinner with another friend of Jamie’s who also lived in Nashville. He told Helen that he had a big house, and was never home, and she could stay there and house sit for him. Whew!

ing to running a small business.

Then one day, I’m standing in front of my store and I see a man walking out of the print shop across the street carrying some things he had just had printed. He was making a bee line towards me, so I figured he probably needed a watch battery or something. He walked up to me and said; “Hi, I’m Dave Ramsey.” And that, my friends, is how I met Dave Ramsey, the host of The Money Game. I invited him in, and we talked for a minute, and I realized that Dave didn’t need a battery, Dave needed a sponsor. And that was how Dave Ramsey landed his first sponsor ever. Me!

Charles Frey & Company took the guesswork out of everything, they gave us projections of what our sale would do and when they started to come to fruition. It was a great experience for us and with their expertise, resources and partnerships they’d be a great resource for any Jeweler.

— John Kinney

J.A. Jewelers | Farmington | NM

A year or so later, I left the entertainment industry and bought the jewelry store that I still own to this day. At that time, I was really into talk radio. My favorite program was ‘The G. Gordon Liddy Show’. I actually got picked once to go on the air with Liddy to discuss the topic of health insurance with him. After his show was over every day, I’d listen to whatever came on next. Then one day, the show that came on after G. Gordon Liddy was now a new show called ‘The Money Game’. The hosts of this new show were named Roy and Dave. I started listening to it simply because it followed my favorite show. Roy and Dave would talk about money, and getting out of debt, and it became a pretty interesting show.

The Money Game was broadcast out of this tiny radio station housed on the fourth floor of a building a few blocks from my store. And, it was such a small station I soon found out that I was their only listener. They’d talk, and I’d listen. Then, one day, I had a question, so I called in to the show. With Liddy’s show, because he had millions of listeners, I was on hold for 3 days, literally. So I was expecting a long hold time to get through to The Money Game

I called the number, and I heard the hosts say; “Alright, let’s go to the phones.” Then I realized I was the only caller. The radio station was so small it probably didn’t reach much farther than the 6 blocks to my store.

Over the course of the next several weeks, I’d call in, get right through, and have a conversation with Roy and Dave. During our conversations, they asked about my business, which happened to be a few blocks away, and we’d discuss financial matters pertain-

3:06 PM

For those of you not familiar with Dave, his show is now called The Dave Ramsey Show, and is one of the biggest syndicated radio shows in America. So, for fun, I’ll tell everyone some stories about the early days of the show.

Dave Ramsey often speaks about how he drove piece of crap cars, and wore Goodwill suits, while struggling to recover from a bankruptcy. I can tell you for a fact that is true. I paid my advertising bill every week on Tuesday. Since we were so close, Dave would just swing by to pick up the check. He’d always call me from a few blocks away, always running late for his show, and he’d ask me if I could run the check out to his car. I’d look up and see this rust colored 20 year old Lincoln, with a peeling vinyl top, pull into the center turn lane in front of my store. Dave would roll down the passenger window, already on another phone call, and I’d pass him a check through the window. It looked exactly like a drug deal. He’d give me a little wave and off he went.

While advertising with Dave, I dealt mostly with his producer, a woman by the name of Lucinder (who went by Lou) regarding ad copy and such, and we had a great relationship. The only time I saw Dave was every Tuesday at 1:57 (his show came on the air at 2:00), meeting him in the middle of the street in front of my store.

About a year or so into advertising on The Money Game, for some reason or the other, I needed to go to the radio station myself. I get off the elevator on the fourth floor, and walk up to the front counter, and son of a bitch, there’s Helen Louise manning the reception desk. I was like…Whooooaaaa. I hadn’t seen her since she moved out of my

apartment a couple of years before. I said something like, “Uh, hey Helen, how are you? Uh, I’m here to meet with Lou.”

Helen said, “I’m Lou!” Holy crap. She knew who I was the entire time and never said a word. Since then, we’ve gotten along wonderfully. We still run into each other once or twice a year and have a beer together.

After Dave’s show every day, a sports program called ‘The George Plaster Show’ came on next, and I started advertising with them as well. For all of the NHL fans out there, one of the top NHL broadcasters is a guy named Willy Daunic. Willy got his start as an intern on The George Plaster Show. Guess who Willy voiced his very first ever radio commercial for. If you guessed me, you’d be correct.

And lastly, what do you get the ‘person that has everything’ for Christmas this year? My book(s)!

‘It’s Supposed to be Funny’, is a two volume collection of my columns through the years, that can be purchased online at Lulu. com. Just search for my name. I had to split it into two volumes because the printer couldn’t print them all (over 1,000 pages now) in one volume. Order early if you’d like Christmas delivery, since it takes about 2 weeks to print and ship.

I hope everyone has a great Christmas season this year and I’ll see everyone in 2025.

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, or send e-mail to info@southernjewelrynews.com.

Chuck Koehler

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1000 Novus Lane Unit 534 Chapel Hill NC 27514

ASHI announces partnership with Leukemia & Lymphoma Society

ASHI is proud to announce their partnership with the Leukemia & Lymphoma Society (LLS), the world’s largest organization dedicated to curing leukemia, lymphoma, and other blood cancer diseases, while improving the quality of life for patients and their families. ASHI will donate 1% of sales from November 1 to December 31, 2024 to the Leukemia & Lymphoma Society in support of their life-saving mission, with a special emphasis on curing childhood leukemia.

The Leukemia & Lymphoma Society is a leader in the fight against blood cancers, funding critical research and providing essential patient support. LLS has made remarkable progress in advanc-

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ing therapies for children diagnosed with leukemia, one of the most common cancers among children and teens. Thanks to LLS’s groundbreaking research efforts, survival rates for childhood leukemia have significantly improved, offering hope to families worldwide.

“We are honored to partner with the Leukemia & Lymphoma Society and support their lifesaving mission,” said Mr. Pandya, partner at ASHI Diamonds. “Every individual deserves the chance to live a healthy life, and we hope our contribution will help advance cures and bring hope to families affected by blood cancers.”

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ASHI has long been committed to giving back. In addition to supporting LLS, they have partnered with organizations such as the American Cancer Society, in their mission to save lives and lead the fight for a world without cancer; Americares, the largest provider of medical aid to the U.S. healthcare safety net during the pandemic; and Akshaya Patra, providing free school meals to underprivileged children in India. This holiday season, they are proud to join LLS in their fight to cure blood cancers and support the families impacted by these diseases.

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By Mia Katrin

Lab Grown Diamonds - Blessing or Curse?

Think of lab grown diamonds as a replacement for natural diamonds? Worried about their impact on your traditional natural diamond sales? Think again! Lab grown diamonds open the opportunity for an exciting new market niche, focused on fashion and flair. Customers who might normally never consider a pair of 2-4 carat diamond earring studs, a diamond riviera necklace, or a large colored diamond cocktail ring may now level up with lab grown!

Your customers may still choose natural diamonds for their

important major pieces, such as engagement rings or anniversary bands. But in addition, they may seek to branch out, selecting additional fashion pieces in lab grown

- large earrings, necklaces, cocktail rings - that they would not have normally considered.

Instead of thinking of lab grown as a replacement for natural diamonds, consider an exciting new market focused on fash-

ion and fun. Rather than viewing the high customer demand for lab grown as a threat to natural diamonds, why not leverage this market excitement into a separate, new market niche of opulent, highly desirable pieces, now for the first time within reach for customers who would not have considered them before?

Tiffany has recently announced it will be offering a selection of large, unique colored lab grown diamonds. De Beers actually originally envisioned this role for the emerging lab grown market - not as competition, undercutting the prince of important natural diamonds - but as a second

Mia Katrin

emerging new market, focused on fashion and style.

Your customers already want diamonds. Fuel their desires with exciting new pieces, now within their reach. Excite your customers with these covetable options:

• Tennis “line” necklaces and bracelets. Who doesn’t love a great riviera or tennis necklace - or bracelet? This classic is enjoying a resurgence in popularity, now gender neutral, for men as well as women.

• Large diamonds. Prime Minister Modi of India last year presented a 7.5 carat lab grown diamond from Green Lab to First Lady Dr. Jill Biden. Larger lab grown sizes are becoming increasingly available. Show your customers a large diamond pendant, cocktail ring, or earring studs, in sizes they would not have previously considered in natural diamonds.

• Red carpet drama! Chandelier and shoulder duster earrings in elaborate styles, hair ornaments and mini tiaras. The most coveted styles seen on the red carpet, now within reach.

• Color is the new frontier. Now that lab grown diamonds are becoming widely available in larger sizes, manufacturers are cultivating the most popular colors, especially pink, yellow and blue.

• Fancy shapes. Lab grown diamonds can be created in fancy cuts, including crescent, kite, shield, even in the shape of animals, such as horse heads or turtles. Diamonds are being cut in the shape of initials for monograms. The sky’s the limit!

• Hi Lo fashion. Coco Chanel famously combined couture suits and important jewelry with long multi strands of culturedand even costume - pearls! The trend continues today. Natural diamonds will also have a special significance, especially for “important” jewelry. But why not add another option of lab grown as the “fun” diamond? It’s okay to be playful, to mix and match. Please see Lab page 16

The Story Behind the Stone Star Quality

By Diana Jarrett

There’s a bit of the gem nerd in all of us in this trade. Often as jewelers, we’re focused (rightly so) on bringing the most popular items to our core customer base. But we need to step back occasionally and put the anomalies under our loupe. This way we can remember why we got into this fascinating vocation in the first place. Top gemological labs - like the renowned GIA (Gemological Institute of America) receive unusual stones to examine on a regular basis. Today, sophisticated testing methods allow labs to determine more than just a stone’s identification. Now, pinpointing the origin of a stone is often possible, as are the types of synthetic materials, and treatments given to natural gems. The fun part is discovering rare mineral types or inclusions we’ve never seen.

10cttw

15cttw

The Stars We Know

Star stones are nothing new, and they have a loyal fan base. The star gems we’re familiar with are those with asterism by way of natural rutile needle inclusions.

We can see them ‘at work’ by polishing them en cabochon with a smooth high dome. That way, the

needles appear to line up, producing a 4 or 6 rayed star.

The straighter the rays, the more valuable the stone. This also holds true with having the rays extend all the way down to the bottom of the stone. In this case, the underside of the stone is a flat (or slightly convex) polished surface.

A New Star in Town

- $800

3cttw - $1050

4cttw - $1200

Recently, GIA came into possession of two diamonds displaying a rare type of natural star effect. These stones do not rely on being cut en cabochon to reveal their phenomenon. Rather, the rough stones submitted for examination were identified as asteriated or “star” diamonds. It’s not the first time such diamonds came into the lab. But these were the largest they’ve seen, weighing 8.14 carats and 8.57 carats. They were also remarkable for “the preserved natural form.” The unusual stones got a write up in the summer 2024 edition of GIA’s Gems & Gemology. So, this phenomenon presents differently because the source of its occurrence is likewise unique.

Please see Jarrett page 16

6cttw - $1600 We do custom orders!!!

10cttw

12cttw

13cttw

15cttw

Diana Jarrett

Asteriated diamonds at GIA Labs. Photo GIA

Natural star sapphires. Photo GRS GemResearch Swisslab

The flooded debris fields rushed into the only space available, the low-lying “hollers,” populated areas near rivers, ideal for living and businesses. It was the perfect storm.

The sweeping hand of nature transformed entire landscapes within moments, in some cases virtually wiping away entire villages, including Chimney Rock and nearby Bat Cave. Survivors and first responders found familiar landscapes unrecognizable.

“Literally, this river has moved,” according to Chimney Rock village administrator Stephen Duncan. “We saw a 1,000year event. A geological event.”

In Asheville, a creative hub renowned for arts and crafts, the Biltmore Village and River Arts District, home to many jewelry artists, galleries and retailers, were particularly hard hit. An estimated 80 percent of the district has been destroyed, affecting over 300 artists’ studios, artwork and equipment, explained Jeffrey Burroughs, president of the River Arts District Artists. Estate Jewelers Ltd. in Biltmore Village was “wiped out” according to Tonya.

But the wrath of the storm was selective. Luckily, Marthaler Jewelers was spared. In nearby Burnsville, Tina Sink of Banks Jewelers reports her retail store escaped damage, although the surrounding area was hard hit.

In more remote mountainous regions, the swiftness and severity

in US history” according to their website. “Nearly 30,000 volunteers in the first month cut trees, shoveled mud, tarped roofs”, distributed “3800 generators, 5700 heaters, 13,000 blankets.”

Samaritan’s Purse is continuing to help survivors remove debris and muck out of homes - dangerous work because of contaminated waste materials. According to leader Franklin Graham, more than 230 lives were lost, and many more are still missing. The affiliated volunteer groups of the Cajun Navy, based in Louisiana, also rushed in, prepositioning themselves before the storm, and were amongst the first and most effective rescue presence, widely reported in the first days after impact. In the ini-

even creating temporary bridges with flatbed trucks to connect life saving access to stranded villages. FEMA, the National Guard, US military, and agencies such as the North Carolina Department of Transportation have all joined in the continuing effort to rebuild and repair, which may well take months or years.

What can be done to help? The immediate need for critical supplies such as potable water, food, clothing and medical supplies has been superseded by longer term recovery and replacement efforts. Marthaler Jewelers has created a “Hurricane Helene Relief Cross Pendant,” proceeds which support the purchase of campers, which Tonya delivers personally, for those in need of

of the storm resulted in dangerous isolation. Roads connecting to the outside world were destroyed, as well as all phone, text and internet communication. Survivors stranded often on mountaintops, not knowing if family members were safe, were deprived of critical potable water, food, shelter, power and medical attention.

A tremendous outpouring of immediate aid rushed in to fill the desperate need. By boat, mule train, horse, helicopter and fixed wing aircraft, help arrived swiftly from surrounding areas and around the country. Samaritan’s Purse, an international relief organization headquartered in Boone, NC - itself dramatically hit by the storm - was one of the first on the scene, prepositioning supplies in multiple areas before the storm.

“Four National Guard Chinooks, three ex-Army Blackhawks, and several private helicopters organized by Samaritan’s Purse made 358 flights into 17 mountainous counties in North Carolina and Tennessee... to deliver tons of emergency supplies... the largest civilian airlift

Samaritan’s Purse members carry a Starlink satellite across Broad River in Bat Cave, NC to restore communication to isolated areas. Photo Samaritan’s Purse

Samaritan’s Purse helicopter loads relief supplies to deliver to victims in remote mountainous areas. Photo Samaritans Purse

tial days following the storm Elon Musk donated Starlink satellites, often delivered by helicopters, to many remote areas, immediately restoring life-saving communication to stranded remote areas. The outpouring of goodwill has been tremendous and transformational.

Local Appalachian residents, remarkably self-sufficient, resourceful, and generous, immediately plunged into rescue and recovery efforts, even though having just narrowly survived themselves. Communities banded together with the support of local churches, fire and police departments, gathering and distributing donations of water, food and clothing, clearing roads with chain saws, restructuring roads with their own heavy equipment including bulldozers and tractors,

housing. @marthalerjewelers. Donations of supplies or cash can be made individually or to charities of choice. And perhaps most timely, jewelers are supporting other jewelers. Small businesses, especially during the upcoming Holiday season, need to restore active income flows to recover and thrive. Many jewelers in western North Carolina are partially or fully back in business, and would greatly appreciate increased business with customers or other jewelers.

On Nov. 16, the Western North Carolina Artist Recovery Project hosted their first event, a festival for jewelry artists in recovery who need a space to exhibit, no booth fee, on Jupiter Farm in Weaverville in the Asheville area. Tryon International is sponsoring “WNC Main Street” to shop favorite Western North Carolina businesses from Chimney Rock, Lake Lure, Hendersonville, Asheville, and more, temporarily located in the Tryon International Pavilion, while recovery and rebuilding efforts continue. Support small businesses this holiday season at Tryon International. Tryon.com/shopping #wncstrong

Estate Jewelry AVL in Biltmore Village, Asheville, NC, is seeking new showcases as they rebuild. Photo Estate Jewelry AVL

3 free ways to boost your holiday sales (and one really cheap one)

By Josh Polsky

Back in the day, when I worked at the Gold Factory in downtown St. Louis, I’d get there early, meet the owner Tzion out front, he’d give me a few bucks for Starbucks to get our Caramel Frappuccinos (I can’t believe I started my day like that), set up the display cases, and by 9 AM we’d be open.

Then, he’d go outside and start yelling. “Come down to the Gold Factory!” he’d shout, “Come see what I got, what I’ll give, come see Tzion at the Gold Factory, I gonna take care of you!!!”

Every day. And it worked.

We had our regular customers, but the yelling is what got us new foot traffic and sales. The best part, it was free. Our customer acquisition cost was ZERO dollars.

I’m not suggesting you go outside and start yelling (although there’s a chance it’d go viral). However, there are plenty of free ways to increase exposure and sales to new and existing customers, and with the most wonderful time of the year right around the corner, it’s time to get moving.

Database Reactivation

Database reactivation is taking your database of existing customers, creating a special “just for them”, and send it out in a mass campaign. Ideally you’ll have your customer info saved and structured in such a way that you can customize the messages with custom fields. These are the spots in the email template where you insert customer details to tailor your message.

Example: Hey {first name}, thank you for being such a valued customer. It was great seeing you in {month of last purchase} when you bought your {item purchased}. Right now we’re running a special only for our valued customers, and would love to take care of your holiday needs if you’re in the market for jewelry for a loved one…

And so on. The more custom it is, the higher the chance they will buy. Platforms like Mailchimp and GMass have free plans, and have custom field functionality.

This tactic is one of my favorites because it’s quick, requires minimal effort, and almost always yields results.

GBP and Maps

Google Business Profile is a

great way to get in front of people searching for specific items. Fill out every section in its entirety. Your business description should mention your location at least once, and mention the types of pieces you sell.

Upload pictures of your work as well as in-store pics of you and your staff, and optimize them for type of piece and location. Before uploading, right click the image, go to properties, then the details tab, and you’ll see fields for title, subject, tags, and comments. Put the type of piece and your city in

those areas (This doesn’t work for all image types, but it does work for jpg). When someone searches for that piece in your location, it will show up in the images tab of a search.

Post regularly with location specific language. The more you post, the more the Googlebot will smile on you, and will raise you in “near me” searches as well as maps.

Blog Posts with Carefully Placed Appointment Booking Options

When done right, blog posts

rank fast. Write about your pieces that people ask for the most, as well as helpful guides like “What’s the difference between VS1 and VS2 diamonds?”.

Inside the posts link to product pages and other webpages further down the funnel, and put a booking calendar at the bottom for in-store appointments, with text that speaks about the blog topic.

Example: “Not sure if a VS1 or VS2 is for you? Come on in for a no-strings appointment, and we’ll educate you so you can

make an informed decision when it’s time to buy your ring.”

Retargeting

(ok not free but cheap)

Assuming you have your FB/ Insta pixel installed (but I know what they say about “assume”), Please see Polsky page 26

Josh Polsky

On the Move

Abbott Jewelry Systems welcomes Mary Moses Kinney as Virtual Marketplace Director

(SHELTON, Conn.) - Dick Abbott, President of Abbott Jewelry Systems (AJS), is pleased to announce the addition of Mary Moses Kinney to The Edge team as the new Virtual Marketplace Director. Mary brings a wealth of expertise to her role and will spearhead the growth and development of the Virtual Marketplace, a powerful tool designed to enhance the product sourcing and ordering process for jewelers using The Edge software.

The Virtual Marketplace is fully integrated into The Edge Management System and of-

Mary Moses Kinney

fers a streamlined solution for over 4,000 retailers, helping them curate and maintain a highperforming product assortment. With analytics built directly into the software, Edge users will be able to select products with a high probability of sell-through from a diverse range of approximately 100 committed suppliers.

Key features of the Virtual Marketplace include:

• Direct Sourcing: Retailers can source products within The Edge platform using integrated analytics to identify high-performing items.

• Seamless Purchasing: Purchase orders are generated directly in the software and sent electronically to participating vendors.

• Error-Free Invoicing: Digital invoices are received directly into The Edge inventory database, reducing manual errors

and saving significant time.

In her role, Mary Moses Kinney will be responsible for enrolling vendors who offer exemplary products and services. She will also collaborate with suppliers to create turnkey promotions and events that deliver value to both retailers and vendors alike.

“I couldn’t think of a better candidate for this position. Mary’s experience and passion for the industry make her a perfect fit for leading this initiative,” said Dick Abbott.

Moses Kinney added: “I am so grateful to Dick for trusting in me to bring additional value to AJS via the Virtual Marketplace and am incredibly fortunate to have the opportunity to be part of the company in this new role. AJS is an exciting company known for being forward thinking, digitally focused, and technology passionate. I look forward to working with the exceptional AJS team to expand into new markets while continuing to deliver a high standard of customer service.”

Abbott Jewelry Systems looks forward to the exciting innovations Mary will bring to the Virtual Marketplace, continuing to support the success of the jewelers who rely on The Edge.

For more information about Abbott Jewelry Systems and The Edge Management System visit www.theedgeforjewelers.com.

Allison-Kaufman Co. wins their second “Triple Crown” of prestigious awards for excellence in customer satisfaction

(LOS ANGELES) - Allison-Kaufman Co., a leader in fine jewelry design and craftsmanship, is proud to announce it has been honored with three major awards, all recognizing the company’s commitment to excellence, quality, and customer satisfaction.

The awards were bestowed by their valued retail partners, further highlighting Allison-Kaufman’s dedication to meeting and exceeding their expectations. These prestigious accolades include:

• #1 Top Performing Jewelry Brand - Instore Magazine 18th Annual Big Survey

• RJO Vendor of the Year - Retail Jewelers Organization

• IJO Vendor of the Year - Independent Jewelers Organization

“Our customers are at the heart of everything we do,” said Scott Kaufman. “The trust and support of our valued retailers inspire us to continue striving for excellence in both our jewelry designs and the service we provide,” added Ryan Kaufman. “We humbly thank our retailers for choosing to partner with us.”

For over 100 years, Allison-Kaufman has upheld their motto of success is mutual. The company partners with its retailers to maximize their store profits and inventory turn by utilizing Allison-Kaufman’s proprietary data analytics software, has a full-service in-house marketing team dedicated to helping its retailers, and stands behind the saleability of its merchandise. Known for its finely crafted jewelry, Allison-Kaufman manufacturers everything from basic bridal to unique fashion jewelry in a diverse selection of price points.

For more information about Allison-Kaufman Co. and its awardwinning products, visit www.allisonkaufman.com or call 800-8008908.

Jewel360 partners with GIA for Gemstone Inventory Tracking

(PROVO, Utah) - Jewel360, an all-in-one, cloud-based point of sale (POS) software for jewelry retailers, announced a new service in cooperation with the Gemological Institute of America (GIA). This innovation makes it significantly easier for jewelers to track gemstone details within Jewel360’s inventory system.

At a time when consumer expectations are higher than ever, jewelry retailers are looking to streamline operations so they can focus on providing the best products, services, and experiences to their customers. With this new service, jewelers are able to scan the GIA report provided with each gemstone, or enter its unique GIA report number, into the Jewel360 system, where it will automatical-

ly populate the stone details and showcase the digital GIA report. This allows jewelers to quickly and easily locate a gemstone and its details in their inventory. Previously, this would have been a manual exercise, taking jewelers’ time away from customers or operating without the most robust inventory information, which could impact the customer experience. The new service will be available to all Jewel360 customers.

“Keeping track of gemstone details is, traditionally, a timeintensive process for jewelers, and because of this, is oftentimes foregone, making inventory information less accurate,” said Nick Gurney, General Manager

of Jewel360. “The integration with GIA provides jewelers an easy way to track the details of their inventory, significantly improving their inventory knowledge and enabling them to better serve their customers.”

“We’re excited Jewel360 has partnered with GIA to bring comprehensive gemstone detail tracking to its inventory management system,” said Lindsay Appotive, owner of True Bijoux. “Keeping track of gemstone details can be a laborious process. We owe it to our customers to know exactly what inventory we have on hand to best meet their needs. This new feature makes it an easy, seamless effort.”

For more information visit www.jewel360.com.

On the Move

Jewelers of America announces the 2025 GEM Awards nominees

Winners will be announced live on March 14, 2025

(NEW YORK) - Jewelers of America (JA) and the GEM Awards Committee have announced the 2025 GEM Award Nominees in the categories of Jewelry Design, Media Excellence and Retail Innovation. The winners will be announced live during GEM Awards on Friday, March 14, 2025, at Cipriani 42nd Street in New York City.

GEM Awards honors individuals and brands whose work raises the visibility and status of fine jewelry and watches. Each nominee has achieved excellence in their respective field. The GEM Award nominees are:

GEM Award for Jewelry Design

Sophie Bille Brahe, Sophie Bille Brahe

Born in Copenhagen, Denmark, fine jeweler Sophie Bille Brahe was raised with a deep respect for craft and storytelling. After training in the traditional ways as a goldsmith, Sophie graduated from London’s prestigious Royal College of Arts with a master’s degree. She returned to Copenhagen in 2011 to establish her eponymous jewelry brand, which is now sold in some of the world’s most esteemed luxury and fine jewelry spaces and stores, from Dover Street Market to Bergdorf Goodman. Sophie Bille Brahe has always been fascinated by the point in the horizon where the sky and the ocean meet, creating a beautiful curve. This specific point is an everlasting source of inspiration for the designer who imagines diamonds as shining stars and pearls as the moon.

Beth Hutchens, FoundRae FoundRae was founded in 2015 by Creative Director Beth Hutchens. Hutchens was born in Ohio, raised in Texas, and found her true home in New York when she was 21, where she has lived ever since. She co-founded Rebecca Taylor at the age of 23. Twenty years later, she sold the brand and launched FoundRae - a collection of modern heirlooms that serve as tools of self-expression and self-discovery. Hutchens is a member of the CFDA, and industry honors include her nomination for the 2021 “Jewelry Design of the Year”, 2019 “Emerging Designer of the Year” by the CFDA, a recipient of the 2018 Town & Country Jewelry Award for “Breakthrough of the Year” and a GEM Award nominee for

Retail Excellence in 2020. Selim Mouzannar, Selim Mouzannar

Selim Mouzannar hails from a family of jewelers serving the Ottoman Empire since the 19th century. Growing up in his father’s Beirut workshop, French and Lebanese, Selim studied mineralogy before managing a prominent jewelry workshop and becoming a stone hunter. Inspired by Ottoman and Art Deco architecture, Selim’s jewelry reflects a dynamic heritage. Every piece,

crafted by his skilled artisans, showcases his expertise in color and form. An optimistic epicurean, Selim’s commitment to non-violence and solidarity is exemplified by his award-winning necklace, Amal (HOPE), which won a Couture Design Award in 2016. The collective emergent designers in his new outlets, Macle Jewels and The Jeweller Vintage, demonstrate his passion for jewelry while his favorite exclamation “Vive La Vie!”, reflects his deep connection to nature.

GEM Award for Media Excellence

Sam Broekema

Sam Broekema is the Editorin-Chief of Only Natural Diamonds at the Natural Diamond Council, where he champions the positive global impact and unique stories of natural diamonds. Under his leadership, his team launched the biannual print and digital publication in 2022. With a background in fashion journalism, Sam has served as Fashion Editor at Vanity Fair, Executive

Accessories Editor at Harper’s Bazaar, and Market and Accessories Director at InStyle. His sharp eye for style and commitment to responsible luxury and independent designers inspires readers to embrace the unique allure and intrinsic power of natural diamonds. In his free time, Sam enjoys black and white cookies, and hiking with his husband Eric and their adventurous one-yearold daughter Maeve.

Please see Awards page 26

Continued from page 1

mine is in the mid-20-year range. After that point, production value may dwindle to less than operational costs, or deeper digging into the earth may not be tenable.

Diamonds Downfall

With the enormous upheaval in diamond pricing over the last couple of years, one could question the wisdom of why a conglomerate would continue operating a mature mine in this climate.

Since peaking in 2022, diamond production and pricing has in a word, tanked. Despite elevated prices during the Covid-19 pandemic, the market has continued facing challenges to recover its demand and pricing every year since then.

So there’s hope in the trade that diamonds will become a robust luxury item again. Rio Tinto validates that position with their latest positive mining investment.

Rio Tinto in the Press

A British-Australian metals and mining conglomerate made news recently by announcing its decision to invest in the continuation of a decades old mine. That comes on the heels of their company’s production report. This

made their news exceptionally compelling.

Rio Tinto’s 2nd Q 2024 report was expected considering the current state of diamonds.

“The mining company announced Tuesday production at Diavik to-

mine opens, there is already a clear cut remediation strategy in place. This includes returning the land to pre-mining conditions through on site clean-up programs and other closure procedures.

Rio Tinto’s Diavik

Diamond

taled 702,000 carats in Q2 (April/ May/June), down 28 percent from 970,000 carats in the second quarter 2023. Year-to-date, Diavik’s production is down 26 percent. The mine has produced 1.4 million carats of diamonds in the first half of 2024, compared with 1.9 million carats in 2023.”

In modern times, when a

Mine lies just 150 miles south of the arctic circle. Originally opened in 2003, it consisted of four kimberlite pipes. Kimberlites are vertical structures in the earth’s crust formed by powerful magma eruptions from deep inside the earth. That magma delivers diamonds closer to the surface for harvesting. Where there’s kimberlite, diamonds aren’t far behind. The challenge is getting to them and separating them from the host rock.

Keeping Up Production

So it’s significant that Diavik mine A21 is scheduled to extend

its production, currently earmarked to go through 2026. Diamond prices suffered what looks like a free-fall as lab grown goods penetrated the market. Once consumers understood the look they could get for far less than their natural diamond counterparts, they flocked to buy them.

But like many products - a market adjustment was in view. Now that LGD prices are plummeting and the consumer understands their lack of resale potential, many shoppers are turning to earth mined diamonds once more. So we are due for an adjustment to recover diamond’s pricing.

This optimism fueled the decision to extend Diavik Mine’s life - which will be rolled out in two phases.

This new phase of diamond mining changes its recovery method. Up until now the mine operated as an open pit mine. But to access diamonds further

down, it will transition to an underground mine of approximately 1 mile in depth. Phase one of these plans began in 2023 with an investment of $40M to open the tunnels.

Rio Tinto authorized the second phase earlier this year, sinking an additional $17 million into underground operations at A21. According to Diavik Chief Operating Officer Matt Breen, “The A21 underground operation is positive news for our employees, partners, suppliers, and local communities in the Northwest Territories, as it will enable operations to continue through to closure.

“Rio Tinto’s decision to proceed with phase two is a testament to the excellent performance of our Diavik team in successfully developing the underground mine beneath the previously mined A21 open pit.”

International Gemological Institute announces IGI Expressions 2024-25™ Global Design Competition

(NEW YORK) - The International Gemological Institute (IGI) has announced the return of its annual global jewelry design competition, IGI Expressions 2024-25. Now in its fourth year, the contest invites student, amateur and professional designers alike to showcase their creativity around the theme: “A Journey to the Enchanted Forest.”

Participants are encouraged to draw inspiration from classic fairy tales, merging fantasy with reality in their designs - limited only by their imaginations. Categories for submission include:

• Statement Piece: necklaces, earrings, or necklace sets that make a bold statement.

• Convertible Jewelry: transformable pieces that can adapt to different styles.

• Accessories: jewelry such as hairpins, brooches, and hand chain bracelets.

Designers may submit their creations in a variety of formats - CAD, manual sketch, or digital tablet sketches (iPad) - making the competition accessible to artists with diverse skill sets and tools.

“We are thrilled to invite both budding and seasoned designers from across the globe to bring their unique interpretations of ‘A Journey to the Enchanted Forest’ to life,” said Tehmasp Printer, CEO of IGI. “This competition serves as a platform to celebrate talent, passion and innovation in jewelry design, and we’re excited to see the magical creativity that this theme will inspire.”

IGI Expressions 2024-25 is a free competition that celebrates creativity, diversity and the power of artistic expression. It is open to all jewelry designers and artists, and submissions will be accepted beginning November 30. The competition honors exceptional talent within the industry, offering prizes for finalists and winners, including a champion trophy, cash prizes, global certificates and recognition across IGI’s social media platforms.

For more information and to participate, visit https://expressions.igi.org.

Diamonds and ore from Diavik Mine. Photo Rio Tinto

Aerial view of Diavik Mine in winter. Photo Rio Tinto

In-Person Attend Courses in NYC Online

Introduction to Jewelry Grading

Jewelry Quality Control

Diamond Grading Essentials

eLearning Diamond Program eLearning Colored Stone Program Customized Webinars with Q&A

Pulse arc welders and small scale chain making for jewelry

By Christopher Anderson

The history of adornment has been a fascination of mine since I started in this industry. Chains in particular - the oldest examples of the chain necklace were found in ancient Babylonia (modern day Iraq).

Dating back to around 2500 BC, these chains were primarily of the loop-in-loop style. The Romans, Greeks and Ancient Egyptians wore gold and silver chain necklaces, and began to add decorative pedants and semi-precious stones to them. Throughout history the tools have changed but many of the ancient styles still continue to be popular.

Creating handmade chain can be a time consuming endeavor. Fortunately there are several tools available to the modern jeweler that can speed up the process. Pulse arc welders have truly taken the industry by storm over the last five years.

Just like any tool, they do have their limitations. This is where its important for makers to educate themselves.

A common misconception of welders is that you can make a flush joint and have the weld provide a joint like solder would. (Depending on the metal thickness and type this can be true.)

In my experience silver and gold in gauges heavier than 16 will require multiple welds around a joint to penetrate the metal thickness providing a secure fusion and/or require a build up technique (not covered in this article.)

Thinner gauge silver and gold will not likely require more than one weld which is why we will be focusing on 16 gauge. The

links we are talking about have been welded twice as the graphic illustrates. These welds will be placed on opposing sides of the link joints.

To begin, I’ve chosen a 2.5mm x 5mm oval mandrel to wrap my 16 ga fine silver around. (Side note - I made the mandrel using the welder and 2.5mm stainless steel rod.) Before I remove the coil from the mandrel I find it helpful to use parallel jaw pliers on the long sides of the wrap to help make a uniform link.

Compressing with the parallel jaw pliers also helps release the coil from the mandrel.

Now with the coil removed there are some options for separating the links. You can saw them or use a good flush cutter to snip the links.

It’s important to consider where the links are separated. With oval or paperclip links, there is a long side and a short side. If you snip or cut your joints on the long side, all of your joints will be visible as the chain is worn. Cutting the joints on the short curved side, however hides the joint under the sequential links, generally providing a cleaner look.

Since welders act differently than the process of soldering, its okay to have a joint that isn’t perfectly flush. The plasma arc created by the welder will move the metal and help smooth out the joint. Practicing and learning the settings of your welder are definitely a must.

The next step is probably the most time consuming. Stringing the links together and closing them in preparation for welding. If you know how long your chain has to be, counting how many links it takes to make an inch can assist you in determining if you have made enough links. I find it easier to calculate that at this step rather than finish the entire process and have to go back to make more links.

The last link I placed on these chains included a pre-made lobster clasp. Now its time to get to welding.

As stated earlier, I plan to weld each one of these links in two places on opposed sides of the joint. This should give me the strongest fusion of the links. Unlike soldering, the joint made by the welder will remain the same alloy of metal welded.

Having a microscope attached to your welder with a protective shutter helps with the precision of weld placement. I have experimented with using head mounted optics and even a secondary microscope in conjunction with the unmagnified protective screens. I can report that it works beautifully! Just make sure you are also using the protective shutter.

Once all of the links are welded, I’ll go back and inspect them under magnification and use a silicone wheel on any of them that may need to be smoothed. Once you are happy with the result you can finish them to your preference. Typically I choose a magnetic pin polisher. The pins help remove any soot from the welding process and leave the surface silky smooth.

As the owner of Lion Punch Forge, Chris turned his maker side hustles into a fast growing jewelry tool and supply business after retiring from 21 years in public safety. As a goldsmith, he strives to educate, invent, and manufacture tools that increase productivity and streamline the making processes.

Christopher Anderson

GIA Cultured Pearl Reports include Traceability Information

Fukui Shell Nucleus Factory uses RFID tags to trace cultured pearls

(CARLSBAD, Calif.) -

Technology developed by Hong Kong-based Fukui Shell Nucleus Factory creates opportunities for tracing cultured pearls through the supply chain. GIA (Gemological Institute of America) reports for cultured pearls containing the bead nuclei embedded with radio frequency identification (RFID) tags will now receive a report comment with the unique RFID reference number of the pearl, advancing tracing capability and source transparency.

Fukui Shell Nucleus Factory recently submitted a batch of bead-cultured akoya, South Sea, and Tahitian pearls to GIA, each embedded with a unique RFID chip using patented pearl authentication technology. After a decade of development, Fukui Shell Nucleus Factory is expanding the tracking technology to major pearl producers from French Polynesia, Myanmar, Indonesia, Japan and China.

“As sustainability becomes increasingly important to consumers, this technology can play a vital role in telling the complete story of these gems,” said Tom Moses, GIA executive vice president and chief laboratory and research officer. “The integration of RFID details with GIA Cultured Pearl Reports represents a significant step forward in efforts to enhance traceability and transparency in the pearl industry.”

The Fukui Shell Nucleus Factory technology, Metakaku®, embeds a wireless RFID digital tag into the pearl’s nucleus so its origin and movement along the supply chain can easily be tracked. Adding the reference

tracking number, detected by an RFID reader during GIA’s examination of the pearl, to the GIA Cultured Pearl Classification Reports uniquely identifies each pearl, matching it with its quality attributes based on The GIA 7 Pearl Value Factors.

While tracing pearls from farm to market remains challenging, sustainability is an increasingly important topic. When the pearl has been sustainably cultured and successfully traced, it tells an incredible story reflecting the journey of the oysters and mussels from which they are harvested.

“Stories have the power to create meaningful connections with pearls, inspiring us to seek deeper understanding and build stronger bonds with these precious gems. Through Metakaku®, we hope to provide value and new perspectives that encourage exploration and inspire greater opportunities for every single pearl that is harvested,” said David Wong, innovator of Metakaku®.

GIA, best known for creating the 4Cs and the GIA International Diamond Grading System™, has been a leader in identifying and classifying natural and cultured pearls since 1949. GIA has contributed to revising the U.S. Federal Trade Commission’s pearl guidelines for the jewelry industry and is responsible for working with major pearl companies globally to develop comprehensive standards for describing pearls. These standards are the GIA 7 Pearl Value Factors™: Size, Shape, Color, Nacre, Luster, Surface and Matching.

ASHI launches 2024 Valentine Marketing Program

ASHI is excited to announce its 2025 Valentine Marketing Program, designed to enhance the romantic experience of this special occasion. With Valentine’s Day fast approaching, ASHI has adopted a fresh, minimalistic approach that highlights the essence of love through captivating jewelry selections.

The newly designed flyer features rich shades of deep red, embodying the passion and romance associated with Valentine’s Day. The minimalistic layout showcases ASHI’s commitment to meeting the desires of customers while ensuring that each jewelry piece stands out.

In 2025, ASHI aims to boost sales by offering a curated collection that includes timeless classics and the latest trending designs, all crafted to celebrate love. The striking red tones in the flyer enhance the allure of each piece, making it easier for customers to find the perfect gift for that special someone.

Valentine’s Day continues to be a peak selling period for jewelry, and ASHI’s offerings capture the essence of commitment through fine jewelry. This year’s marketing material will highlight over 175 styles from popular ASHI collections, including Diamond Essentials, Lovebright Collection, Fancy Bezel Designs, Mixed Fancy Stone Styles, Petite Jewelry, Bold Silver, and more.

To support retailers in making this Valentine’s Day unforgettable, ASHI is providing free digital marketing support, which includes e-catalog flipbooks, social media assets, website banners, billboard artwork, and

email templates. Each asset is designed with a romantic touch to engage customers and inspire them to choose the perfect Valentine’s Day gift while adhering to ASHI’s minimalistic theme.

The program also features a quickview drilldown flipbook, offering easy access to style images, product information, and pricing. This design streamlines the shopping experience, making it easy for customers to browse on desktops, tablets, or mobile devices without feeling overwhelmed.

ASHI invites retailers to partner with them for Valentine’s

Day 2025 and discover why hundreds of top retailers across North America trust ASHI to be the premier jewelry brand in their market. ASHI’s elegant, minimalistic approach promises to help customers find the perfect expression of love, ensuring a memorable shopping experience.

For more information about the ASHI Valentine 2025 Marketing Program, retailers are encouraged to contact their sales representative or reach out directly at 800-622-2744 or flyer@ashidiamonds.com. Visit ASHI online at www.ashidiamonds.com.

Artistry, Ltd. releases 2025 catalog

(CHICAGO) - Artistry is excited to announce the release of its 2025 catalog, which began shipping to customers earlier the Fall.

The 142-page catalog includes Artistry’s products in precious color, semi precious color, pearl, diamond, gold and sterling silver. The catalog pricing reflects $2,500 per oz gold at triple key.

Artistry’s 2025 catalog showcases complete and concise product information, allowing retail jewelers to confidently use it on the sales floor and with their customers.

To learn more about Artistry, Ltd., and to gain access to the 2025 catalog and interactive website, visit Artistrylimited.com.

Navigating a generational industry as a newbie

By Kristen Baird

When I first fell in love with jewelry making during a Jewelry 101 course at SCAD, I had no idea what the wider industry was like. Aside from my professors and the wonderful mentor I interned with, I didn’t know any professional jewelry designers, much less anyone associated with related businesses, such as the gemstone market, casting houses, and even the jewelry press. It wasn’t until I was completing my postgraduate certification at the New Approach School for Jewelers that I realized many of my fellow students came from families that had been in the jewelry industry for generations. At first, it was a bit intimidating to discover that I was a newbie entering an industry built on longstanding relationships, but over time I realized that there is so much wisdom to be gained from people who have grown up in the jewelry world.

Here are my top tips for new designers entering the jewelry industry for the first time:

Take Every Opportunity to Connect

Gallery 209 has been supporting artisan jewelry makers in Savannah for over 45 years. As a cooperative, it has deep ties to the local community. When the folks at Gallery 209 gave me my first opportunity to break into art and jewelry retail, it wasn’t because we knew the same people or had a family connection. They simply loved my jewelry and wanted to see me thrive. From there, I was able to start branching out and connecting with more individuals in the industry.

Everyone I’ve met has been so encouraging and willing to introduce me to others and grow my network. While thriving in the jewelry industry may have a lot to do with who you know, that’s simply because people who don’t know you can’t help you. The more connections you make, the more support you will have.

Build Your References

I recently attended the Atlanta Jewelry Show and met tons of amazing new vendors, many of whom required references for new jewelry designer clients especially for memos. In the past, I hadn’t made a priority of growing my reference list, because I’d always worked with people I already knew or bought outright. This experience changed my perspective. In this industry, we’re often dealing with extremely valuable materials and making agreements on little more than a handshake. It’s important that

people be able to trust each other. Personally, I prefer to work with small family businesses such as my own when sourcing materials, rather than ordering from mega online retailers. This means it’s incredibly important to grow my list of references. Treat everyone you meet with respect and never burn any bridges. You never know when you will need someone to vouch for your business.

Work Together

Early on in my professional career, I believed that my independent jewelry business was in competition with traditional brick-and-mortar jewelry stores. To some extent, that is true. However, over time I’ve

come to realize that there is a symbiotic relationship between my work and the work of some of the longstanding jewelry retailers in my area. When clients come to me requesting jewelry repairs, or looking for designs outside my particular aesthetic, I often direct them to a local family-operated jewelry store. In the future, I would love to build a relationship with a local retailer looking to provide more custom options to their customers. Through this partnership, my style of work can complement, rather than detract from, the traditional jewelry store model.

Listen and Share Wisdom It’s impossible to overstate

the importance of listening to and learning from individuals who have spent their entire lives in the jewelry industry. While I certainly learned a lot of practical skills in school, everything I learned about navigating the world of jewelry has been passed down from people who were there before me. Learning from the previous generations of jewelry makers has opened my eyes to a world I never knew existed. Their kindness and wisdom continue to impact my business in positive ways.

In turn, I feel responsible for passing on wisdom to the next generation, through paid internships in my studio, mentorships, and workshops. Even though I

Innovate No industry can survive without growth. As valuable as generational wisdom is, the jewKristen Baird

still consider myself a newbie, I’m not as new as I once was. There is still plenty of information to share with others coming up behind me.

Please see Baird page 27

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IAS Training’s Sales Insight Getting Branded!

By Brad Huisken

The buzzword of advertising and marketing companies these days is “Branding”. Companies are spending millions and millions of dollars identifying themselves as a brand or something different in their competitive community.

What sets one company apart from another? In order to not only make the customer conscience of where they made their purchase, but in making it an experience to be remembered as well. Most companies spend five, six or even as high as ten percent of their total sales on advertising and marketing. We are talking major dollars. Look at the advertisements that cost millions of dollars during the Superbowl. All placed with one purpose in mind, that being name and/or brand recognition. Do I agree with branding and name recognition? Yes I do.

In today’s competitive environment you need to “Brand” or set yourself apart from everyone else in your industry. No longer can a customer walk out of a store and wonder where they were, or what the name of the store was they were just in.

What can you as a salesperson do to help “Brand” your store and/or company. It goes back to a subject we have talked about in the past and that is giving your customers a “Company Story”. Possibly as many as three or four times during the sales presentation you should spend a minute selling yourself and your company. A statement of twenty-five to fifty words highlighting your competitive advantage is a company story.

Continued from page 15

Brad Huisken

Further, I believe branding can be addressed with advertising and marketing. A good advertising and marketing plan will bring you selling opportunities. An effective advertising budget includes dollars for sales training. Advertising brings you selling opportunities; salespeople convert the opportunities into sales. Therefore, salespeople should and must represent the advertising and marketing campaigns as well.

I believe customers are looking for a place and a person to buy from. Do your part to not only sell them but to “Brand” yourself as well. You’ll reap the rewards in personal trade, repeat business and referral business.

Author, trainer, consultant, and speaker Brad Huisken is President of IAS Training. Huisken has authored several books and training manuals on sales and produces a Weekly Sales Training Meeting video series along with Aptitude Tests and Proﬁciency Exams for new hires, current sales staff and sales managers. In addition, he publishes a free weekly newsletter called “Sales Insight” For a free subscription or more information contact IAS Training at 800-248-7703 or info@iastraining.com. Visit his website at www.iastraining.com.

you’re able to show ads just to people who have visited your site. A big ticket sale almost never comes with the customer’s first exposure to a business, so you have to get back in front of them.

Facebook/Insta allows you to show ads to those people using a very low budget. Anywhere between three and five dollars a day should do the trick. Remember, it’s a sales funnel, and you have to guide them through.

Example: The first ad shows

AWArDS

Continued from page 19

Paige Reddinger

Ever since she was a child, Paige Reddinger had a fascination with jewelry. Her mother, also a jewelry lover and collector, taught her about the great houses from David Webb to Mikimoto. Her professional journey in watches and jewelry began in 2010 at Forbes. There, her first entrée to high horology began on assignment to the revered A. Lange & Söhne watch manufacture in Glashütte. Her interest in timepieces took hold as she learned about the painstaking work it takes to make these tiny mechanical wonders tick. She joined Robb Report in 2018, working under esteemed jewelry expert Jill Newman. As Robb Report’s Watch and Jewelry Editor, she covers everything from the latest gems and timepieces to profiling serious collectors, as well as spotlighting the challenges and successes of household brands and independent makers alike.

Trace Shelton

Trace Shelton is the editorin-chief of INSTORE, a trade publication for North American independent jewelry retailers. He worked his way up from senior editor in 2004 to editor-in-chief of INSTORE’s sister publication, INDESIGN, to being named EIC of INSTORE in 2016. Trace and the jewelry publishing team have received nearly 100 awards from the Jesse H. Neal Awards, FOLIO, Azbee and Trade Association Business Publications International. In addition to his duties as editor-in-chief, Trace serves as conference chair for The INSTORE Show. Trace’s appreciation for independent retailers began during his six years as a marketing consultant prior to

them a blog post about one-of-akind engagement rings. Anyone who clicks through will be shown an ad that goes to a custom design process page on your site, and anyone who clicks that sees an ad with a hard sell that sends them to your in-store appointment booking page.

Implement these tactics and you will see results. Use location and holiday specific language whenever possible, and you too will have a most wonderful time of the year.

Or just go outside and yell about how awesome your rings are.

working at INSTORE. He enjoys writing about all aspects of running a small business to help INSTORE’s readers succeed.

GEM Award for Retail Innovation

Bernard James Situated in Greenpoint, an up-and-coming neighborhood in Brooklyn, Bernard James is more than a store - it’s where design, art, and community meet. As their first retail space, they set out to create a welcoming, inclusive environment where both long-time and new customers can connect with their products in a relaxed setting. With a transparent studio wall offering a glimpse into the creative process and activations ranging from piercing parties to brand collaborations, the store redefines the traditional fine jewelry experience. Featuring custom USM displays, curated art, and Altec Lansing speakers crafted from oak, the space embraces a multi-sensory approach to design. Bernard James is a place where connections flourish, and creativity thrives, reflecting their passion for community and culture.

CD Peacock

CD Peacock, Chicagoland’s family-owned and operated jeweler since 1837, has reimagined luxury retail with its new 20,900-square-foot flagship store, The CD Peacock Mansion, at Oakbrook Center in Oak Brook, Illinois. The two-story location blends contemporary design with luxe details that delight the senses and elevate the guest experience. Featuring a serpentine glass façade and sunlit interiors, The Mansion showcases jewelry, watches, the House of Peacock high jewelry collection, custom jewelry design, and an extensive watch strap library with bespoke offerings. The Bridesmaid and Proposal Rooms offer more intimate shopping experiences, while

Happy holidays and good luck.

Josh is the owner of 4 C’s Marketing, a marketing boutique for custom jewelers. With over a decade of local marketing experience for jewelers and other small businesses, Josh has honed the skill of driving leads and revenue for local businesses. If there is anything in this article that you’d like more explanation about, want to know about other strategies, or want Josh to execute it for you, he can be reached at clarity@4csmarketing.com, or you can book a coffee chat by going to www.4csmarketing.com.

The Peacock Room 1837 boasts a horological library and private seating. Onsite repair services include bench jewelers and watchmakers. With a focus on hospitality, The Mansion also features a bar with a mixologist, a commercial prep kitchen, and event spaces for bridal parties, charity events, and seated dinners.

Reinhold Jewelers

Reinhold Jewelers was founded by Marie Helene Reinhold, whose passion for discovering and nurturing talented designers has shaped the brand for over 55 years. Known for viewing jewelry as wearable art, she sought to highlight the stories behind each piece and its creator. Reinhold celebrates craftsmanship, showcasing collections that blend luxury, fashion, and personal meaning. Beyond the designers’ narratives, Marie Helene saw jewelry as a medium for personal storytelling. Each piece carries a memory, transforming milestones and occasions into treasured moments. As a family business rooted in Puerto Rico’s rich cultural heritage, the store takes pride in fostering relationships - with designers, clients, and associates - creating a community built on quality and trust. The connection between art, life, and jewelry defines the Reinhold experience, continuing Marie Helene’s legacy of elevating the jewelry landscape.

The 2025 GEM Awards will also honor John A. Green of Lux Bond & Green with the GEM Award for Lifetime Achievement. Proceeds from GEM Awards directly benefit valuable industry programs that enhance JA’s mission to improve consumer confidence in jewelry and watches. To support the honorees, purchase sponsorships and explore advertising opportunities, visit www. jewelers.org/gemawards.

How my smelly shoe sold diamonds

By Kyle Bullock

I held my tattered, smelly running shoe out in front of a hundred people this past month and with it we all sold a bunch of diamonds. How? Because I invited the conference attendees to ask me about my shoe, a shoe so important to me that I’ll hang it on my wall.

All that may sound odd, but it’s no less odd than the customers entering your jewelry store every day. They come to bring you their jewelry for repair or a desire to pick something out of your showcase. You sell the goods or services then they leave. The deal is done, and we count the dollars toward our monthly sales goal.

But why is their ring so important to them that they would spend hundreds of dollars to get it repaired? And why is the item they picked out of your showcase special to them? You, the jeweler, see shiny baubles so often that they become regular, unremarkable items. To the customer, though, these items are so much more.

It’s like my shoe. To you it’s a regular, unremarkable item. To me, it’s a trophy worth remembering. You will never know why these regular, unremarkable items are so meaningful to others until you ask why.

BAIrD

Continued from page 25

elry industry needs fresh new faces with new visions. You can absolutely respect what has come before you while valuing yourself and what you bring to the table. In fact, the more creativity and innovation you bring, the more the longtime industry members will want to welcome you with open arms. Ultimately, we all need to lean on each other to be successful. Get creative and never stop dreaming.

From one jewelry industry newbie to another, welcome to the family!

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.

Training staff to close a sale is straightforward. However, that alone doesn’t help you understand the significance of an item. What if we could train ourselves and our team to go beyond the sale and discover the significance behind it - would that make a onetime buyer into a life-long fan?

I think it would and I know it’s trainable because our company trains people in this all the time. Here’s how we do it: develop active listening, learn mirroring, and ask emotionally intelligent questions.

After I set my shoe down in front of these crowds, we engage in an exercise that works all three

of these skills at once. The exercise has shown to increase the closing rates of sales teams immediately after doing it because, I believe, it primes us for a deeper connection with strangers. Combined with basic sales training, it can turn an average salesperson into an exceptional representative of your company.

I hope that my smelly shoe leaves you with two big takeaways that can transform your sales team.

1) What truly separates you from corporate retailers is making significant relationships with customers.

2) If you aren’t practically

training yourself or your team on how to do that - and celebrating it - it won’t happen naturally. Of course (shameless plug) our company can help you do that and if you’d like the details of the exercise I mentioned for your own sales team training, contact me. It’s free to use!

But start today by taking the time with just one customer and asking them what is so significant about their purchase or piece. Let them talk. Celebrate their stories. It can make all the difference in your culture and with your customers!

Kyle Bullock is a small business owner and leadership con-

sultant. Aside from being a parttime owner of his jewelry store, he is also a partner in Train Retail Management, a low-cost, weekly training platform that gives managers and owners leadership tools and skills to grow their businesses. Want creative solutions to your biggest retail business headaches? Check out TrainRetail.com.

Kyle Bullock

Furry Friends on the Job!

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

Say hello to The Face of Boe! Named after a Doctor Who character, Boe is a 5-year old Miniature Dachshund. Boe’s human is Emily Perry, a Sales Associate/Graphic Designer at Central Diamond Center in Richardson, Texas. The little guy was recently diagnosed with cancer and during the recovery process from a surgery, Emily’s employer, Eli Meloul allowed her to bring Boe to work so she could keep an eye on him. Well, everyone fell in love with him and Eli told Emily she could bring him in as often she’d like. Boe has settled into the role of greeter and “vibe checker” at the store. He greets customers with a few sni s to make sure they are on the up and up, or he could be looking for treats - it’s hard to tell. Then he’ll look up at them with his watery eyes and they’ll sit on the oor and love on him while Emily takes in a repair. Boe is obsessed with food and is constantly on the lookout for crumbs on the oor or handouts. He’s not fond of the tall counters because he can’t see Emily on the other side. Poor thing doesn’t always understand he could walk around them to nd Emily. Join us in wishing Boe all the best in his battle with cancer!

Give a warm welcome to Roo! Roo, a 7-year-old Labrador mix, works at Save Mor jewelry in Mankato, Minnesota. People ask if she is the store’s security guard, but she is gentle and shy and much better suited for the greeter role. She’s been working since she was about 10 weeks old and now works full-time. She loves visits from Je , the treat-bearing UPS man. Customers always ask if she’s working, the answer is usually yes, and she crawls out from one of her 3 beds in the shop. Roo lovers her naps - almost as much as lunchtime. The sta at Save Mor have fun dressing her in crazy costume jewelry, as you can see! She is a good sport and takes it in stride. Simply put, Roo is a great addition to the store!

By Dalton Powell

Lab-Grown Diamonds: A gateway to fine jewelry for Gen Z and Millennials

In recent years, lab-grown diamonds have emerged as a transformative force in the jewelry industry, offering a new way for Gen Z and Millennial consumers to engage with fine jewelry. Labgrown stones have significantly reshaped the market landscape by making high-quality jewelry more accessible and affordable. This shift not only caters to the financial sensibilities of younger consumers but also aligns with broader cultural trends, such as the rise of “quiet luxury,” enhancing young consumers’ appreciation for craftsmanship and longterm value.

Lab-grown diamonds are produced through technological processes that replicate the conditions under which natural diamonds form. As a result, they are often priced much lower than their mined counterparts. This cost-effectiveness allows young consumers, who are typically navigating the financial constraints of early adulthood, to invest in high-

quality jewelry without breaking the bank. For these consumers, lab-grown diamonds offer a way to own a symbol of luxury and sophistication without compromising their budget.

The appeal of lab-grown diamonds is further amplified by the current trend of “quiet luxury,” which has gained significant traction on social media platforms like TikTok. This trend emphasizes understated and timeless basics. This trend has encouraged consumers to invest in highquality pieces rather than fleeting fashion trends. As influencers and content creators showcase their minimalist, yet elevated wardrobes, young people are increasingly drawn to the notion of quiet luxury. This movement as a whole underscores the value of craftsmanship and the lasting appeal of well-made jewelry.

The rise of quiet luxury has coincided with a broader shift in consumer behavior. Millennials and Gen Z, who are accustomed to shopping on fast-fashion platforms like Temu or Shein, are

now beginning to appreciate the benefits of investing in more durable and timeless pieces. The lab-grown diamond sector has capitalized on this shift by offering products that align with these new consumer values. As these young buyers seek out jewelry that reflects their evolving tastes and values, they are transitioning from budget-friendly shopping experiences to exploring brickand-mortar retail establishments that offer a more curated and personal shopping experience.

Jewelry retailers that recognize and embrace this shift stand to gain a loyal customer base. By introducing younger consumers to the world of fine jewelry through the accessible price point of lab-grown diamonds, these retailers can cultivate a long-term relationship with their clientele. Much like driving a reliable Toyota before upgrading to a Lexus, young consumers are likely to start with more affordable, yet still reliable, options and gradually aspire to higher-end pieces as their purchasing power increases.

By capturing this early interest, jewelers can build brand loyalty and pave the way for future sales as these customers’ tastes and budgets evolve.

Lab-grown diamonds seem to be working to bridge the gap between high-end jewelry and budget-conscious younger consumers. By making fine jewelry more attainable, they introduce Gen Z and Millennials to the world of luxury in a way that aligns with their values and financial realities. As these young buyers continue to evolve in their purchasing power and preferences, the lab-grown diamond market offers a strategic entry point for retailers looking to capture and retain a new generation of jewelry enthusiasts. Embracing this trend not only addresses current consumer demands but also sets the stage for long-term growth and customer loyalty in the world of fine jewelry.

Dalton Powell earned his undergraduate degree in Journalism & Media with a focus on Advertising and Public Relations

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RJO member/owners are independent jewelers who, through their numbers, exercise powerful buying clout. What’s more, they also receive cash back on everything they buy from RJO’s world-famous vendors.

But we’re more than a buying club. We offer free seminars, succession planning and hosted foreign buying trips. Plus we have a private Internet site for networking with peers and provide simplified bookkeeping where one check covers multiple vendors.

Visit our website to discover the many other advantages of RJO membership and how to apply.

from UNC Chapel Hill, followed by a Master’s in Business Management from Wake Forest University, completing his Master’s degree at the young age of 21. Currently, Dalton serves as the Business Manager at Oz’s Jewelers in Hickory, NC, and is also the founder of DP Creative, an advertising agency and consultancy dedicated to the jewelry industry. One of his notable achievements was being recognized with the Robert Foreman Scholarship Award from the 24K Club SEUS. For professional inquiries, he can be reached at dalton@daltonpowellcreative.com or via LinkedIn at www.linkedin.com/in/ dalton-powell/.

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Dalton Powell

Jewelry News Classiﬁeds

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