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Inside the World of Jewelry Television

Dana Bushong Jewelers: Forging ahead for 100 years

By Wanda Freeman

By Mia Katrin

After 100 years in the business, Dana Bushong Jewelers continues to forge its standing in Fort Madison, Iowa. Not satisfied to rest on its considerable laurels, the store has evolved from the place to have your signature engraved on a Sheaffer pen to its current-day identity as the home of brilliant, affordable diamonds and quality jewelry.

Along the way, the Bushong family has carved out a reputation that extends well beyond business and into their community.

“Working in the world of jewelry television is unlike any other retail experience - it’s dynamic, interactive and deeply personal. What sets it apart is the opportunity to share the artistry and craftsmanship behind each piece directly with the viewer, bringing the jewelry to life in a way you can’t achieve in a traditional retail or online setting,” reveals Heidi Binstock Ripka from the iconic Judith Ripka brand, whose elegant designs have been a staple on channels for years. “You’re not just showing jewelry - you’re telling stories, engaging with customers in real time, and creating an emotional connection to the brands and its designs.”

Origin Story

developing a partnership. Sitting across from Sheaffer, the younger Bushong demonstrated a talent he had learned from a Michigan state prisoner - how to duplicate signatures viewing them back wards and upside down. He was soon hired.

Ulysses went on to work at a national railroad, while Moser became manager of Sheaffer’s Jewelry Store. In 1924, the Bush ongs bought the operation and merged with Theo Ernst Jewelry Store and others – and in 1925 the younger Bushong officially renamed the business Dana Bush ong Jewelers.

Selling products through television started in the mid-1980s with networks such as QVC (Quality, Value, Conve-

The journey began in 1919, when Dana Ulysses Bushong and son Dana Moser Bushong moved from Michigan to meet “The Pen Man,” W.A. Sheaffer, in hopes of

nience), HSN (Home Shopping Network) and Shop HQ. Jewelry Television (JTV) followed closely as a 24/7 shopping chan nel dedicated exclusively to fine jewelry and gemstones. Jay Boyle, former Senior Gemologist/Buyer at JTV was present at the beginning: “In 1999 a colleague, Jerry Sisk, who owned America’s Collectibles Network in Tennessee - the forerunner of JTV - asked me to bring back rubies for him from my upcoming trip to Thailand. He advanced me $50,000. Within 30 days all the rubies were sold. He then advanced $100,000. It snowballed from there. One day Jerry had the flu and couldn’t appear live, so I took his place. We were able to sell at an extremely fair price. We always emphasized educating the viewers about gems and disclosing all treatments. Within 7 years we went from $15 million per year to over $350 million in sales.”

“He learned engraving in Michigan and developed two rounded holders for the pen,” says Russell “Skip” Young, Bushong’s

Looking Chunky Colored Stone Trend Report

By Diana Jarrett

If we experience anything in 2025, it’s that this year is generating change, lots of it. Should we be surprised then to discover there are unexpected new trends rolling out in the jewelry sector for 2025?

Vanity, Bazaar, Forbes, Vogue, you name it, they’re all calling for chunky rings to take center stage and claim their rightful place as a style icon. “The bigger the better” heralds Vogue magazine. “The era of dainty solitaires is making way for bigger, bolder, and far chunkier designs,” announced Bazaar in a feature showing UK singer Dua Lupa’s bold engagement ring.

Vanity, Bazaar, Forbes, Vogue, you name it, they’re all calling for chunky rings to take center stage and claim their rightful place as a style icon. “The bigger the better” her alds Vogue magazine. “The era of dainty solitaires is making way for bigger, bolder, and far chunkier designs,” announced Bazaar in a feature showing UK singer Dua Lipa’s bold engagement ring.

ring. Image 1st dibs

Ready for Change

For the decades leading up to 2025, the most popular engagement ring style by far has been the chic solitaire diamond - lab grown or natural - set in a timeless simple band setting. You really cannot do better than that. It’s all the more impressive when the diamond is a larger size.

Young engaged women modeling Toi et Moi rings. Image Harpers Bazaar

What to shop at the Vegas shows

By Paul Holewa

Inflation, tariffs and rising costs of the “big three” (ruby, sapphire and emerald) are some of the leading factors that are creating buying opportunities for other colored stones that deliver on pricing, color saturation, trending colors and unique shapes and cuts.

Blues continue to be a strong color choice. Blue/green, teal and green colors are gaining strong traction with consumers, especially in tourmalines, garnet varieties and aquamarine - a gemstone that checks many trend boxes for this year.

Aquamarine’s ocean blue face-up color is appealing to most on a variety of levels for a variety of reasons. It also speaks to the blue/green trend with green a slight secondary color. And, with unusual and one-of-a-kind shapes and cuts, aquamarine falls nicely into this trend category with emerald and step cuts that showcase the gemstone’s rich blue.

Aquamarine has been enjoying popularity for the last couple of years. In 2024, aqua marine was in high demand with buying in high gear. Prices for this member of the beryl family have been on the rise in tandem with its popularity.

All of a sudden, however, we’re watching this trending pattern lean towards chunky engagement rings. Where did that come from? Well, one long running style

Please see Chunky page 14

page 14

“Aquamarine [prices] has almost doubled in the last five years,” says Yvonne Jiew, founder of Rockstoc LLC. “Good quality rough is hard to come by. But the Big Three plus aquamarine are probably going to be sta ples for most retail shops.”

For Darling Imports, the teal and green trend is very strong, especially with sapphires, accord ing to Konrad Darling who does sales and marketing for the gem importer. “These colors of sapphires are exceptionally strong as well as anything with strong [color] saturation, such as deep-color aquamarine, tourmalines - both green and pink, and rhodolite garnets.”

Konrad added that with still-high prices for fine quality emerald, ruby, sapphire and alexandrite, many are trying to “find the look without that price tag.” As a result, many alternatives such as tourmalines, garnets, and to some degree spinels have picked up in popularity, he says.

Aquamarine is the hot colored stone. Image International Colored Gemstone Association (ICA.)

Ruby and diamond bi-pass ring. Image 1st dibs

Young engaged women modeling Toi et Moi rings. Image Harpers Bazaar Please see Chunky

Inside Dana Bushong Jewelers in the late 1930s.

See Bushong page 2

TV

BUSHONG

achieve maximum sparkle.

Continued from page 1

Major Players

• Jewelry Television (JTV): Headquartered in Knoxville TN, JTV is a 24-hour network that focuses primarily on gemstones and jewelry. JTV boasts a strong education-driven approach, featuring gemologists and experts who discuss jewelry design, trends, and the science behind gemstones.

In 1981, Elizabeth passed the torch to daughter Jane Young, who relocated from Chicago. When her husband Russell, Skip’s father, died, business and family struggles ensued, and when Skip’s younger brother had a bad accident, Skip and his older brother Chuck co-managed the store briefly. Soon, Chuck decided small-town living was not for him, and he left.

• QVC: As the largest home shopping network, iconic QVC boasts a massive customer base, offering a platform for both established and up-and-coming jewelry designers.

• Shop HQ: Shop HQ blends live television shopping and e-commerce at a range of price points.

Finally, Skip and wife Michele, newlyweds and fresh out of college in Kansas, took the reins in 1985. Michele, known around the community for her happy demeanor and her genius for creating memorable marketing displays, died from Alzheimer’s in 2023.

• Home Shopping Network (HSN): Known for its high-energy live broadcasts and celebrity partnerships, HSN features everything from designer collections to fashion-forward pieces.

“When I started here, my skill level was zero,” Skip recalls. “I didn’t have formal training, and I didn’t have a mentor. It was pretty rough in the 1980s, but by 1990 things were pretty good.”

Skip taught himself most of what he knows, including how to repair jewelry. With a laser purchased in 2015, the store has become the place to get most anything fixed in-house, including eyeglasses.

• Gem Shopping Network (GSN): Dedicated specifically to fine jewelry and gemstones, Gem Shopping Network broadcasts live shows that provide in-depth information on luxury items through knowledgeable hosts, including gemologists and other experienced jewelry professionals.

Pros:

Pros and Cons

“That impressed me so much,

2. Increased Brand Visibility: For jewelers and designers, being featured on a reputable net-

engagement rings, and only one was set with a mined diamond. Engagement rings account for 60 to 65 percent of the store’s sales now. Before, they were about 30

2. Limited Control Over Branding: When selling through television, jewelers have limited control over the presentation of their products. Unlike retail stores or e-commerce platforms, sellers must rely on the channel’s hosts and production team to present

3. Competition and SaturaWith so many jewelry sellers vying for airtime, it can be dif-

As for gems, he studied the GIA courses in diamonds and colored stones but stopped short of taking the gemology exams.

“Everybody loved us already, so I didn’t really need to be a GIA graduate to make a sale.”

ter clarity, and perfect cut at an affordable price is what attracted me to lab diamonds. It separated us from the mall stores,” he adds. While other stores may sell a large diamond with average or low brilliance, Skip preferred a smaller stone with specific cut parameters and a sparkle that would last a lifetime, “even if it’s dirty.”

“We’re doing this so when you show your diamond to another person, they’ll say, ‘Where did you get that?’”

vide valuable education about gemstones, diamonds, and jewelry-making, helping consumers make informed decisions.

Skip says lab-grown diamonds are the answer in a community of 10,000 like Fort Madison, where average salaries are $40,000 to $50,000.

Cons:

1. Wide Audience Reach: Television networks have a massive audience base. Jewelry television enables direct access to millions of potential customers in various regions.

A big moment for him was discovering the possibilities with C.A. Kiger’s ideal cut diamonds - a way of cutting diamonds to

- fifth-generation management and ownership by his daughters. Part of that is assuming the role of teacher and mentor, teaching them how to buy lab-grown diamonds among many other skills.

on multiple channels in the US

1. Compelling

He has begun to shorten his hours on the job and toss his daughters into the pool.

and Facebook. Together they are learning to hand-select new inventory and lab-grown diamonds.

“Lab-grown diamonds are 10 percent of the price of mined diamonds, so they are 90 percent easier to sell.”

In the last three years, Bushong’s has sold more than 350

1. High Costs: Selling on TV networks typically comes with significant upfront costs, including production, air-time, and commissions. This can be a barrier for smaller brands or independent jewelers who may not have the capital to invest in TV marketing.

SJN MAJN

Established 1988

the jewelry, creating a real-time connection with the host and the products. The energy of the live broadcast adds an exciting element to the buying process that can lead to spontaneous purchas-

“When I lost Michele, I didn’t know if I wanted to run the store anymore,” Skip admits. “Luckily for me, my daughters have the same genius as their mom.”

Keys for Success

our job easier, and the brilliance is still there.”

Skip now leads the next transition for Dana Bushong Jewelers

genuinely care about them as your customers,” shares Dallas Prince who has been featuring her brand Dallas Prince Designs

Success on jewelry television doesn’t happen overnight. The most successful jewelry sellers focus on a few key strategies:

While daughter Lauren Young Rodeffer took over finance, inventory, and in-store sales after their mom’s diagnosis,

for jewelers, designers, wholesalers, manufacturers and gem dealers, expanding your reach, increasing your sales and enhancing your brand visibility. Success requires careful preparation, creativity, and a solid understanding of the medium. By leveraging the unique advantages of jewelry television, you can turn your brand into a household name.

“I’m going to work half time, so they make the sale, and they get the experience and the knowledge and the mistakes,” Skip explains. “If I was here, I’d end up doing it myself. My vision is to get them more comfortable doing customer service. … And in three years, I want to travel and enjoy the good life.”

Editor, Bill Newnam

Contributing Writers

bill@southernjewelrynews.com

Publisher, Chris Smith

Diana Jarrett

chris@southernjewelrynews.com

Larry Johnson

Administration and classiﬁed advertising

Martha Osswald

Chuck Koehler

Ivan Levi

Martha Osswald martha@southernjewelrynews.com

martha@southernjewelrynews.com

Mid-America Jewelry News

Southern Jewelry News

Staff Writers

Wanda Freeman

Paul Holewa

Diana Jarrett

Deborah Yonick

Vice President Sales

Elesa B. Dillon

elesa@southernjewelrynews.com

2006 New Garden Road - Suite 208 Greensboro, NC 27410

Phone: 336-389-1950

Fax: 336-389-1952

www.southernjewelrynews.com

email: info@southernjewelrynews.com

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

Storytell-

Dallas Prince (left) live with host.

Heidi Ripka (right) for Judith Ripka on air with host.

younger sister Katherine “Kate”

Antique cases from the original Dana Bushong Jewelers.

Dana Bushong Jewelers cofounder Dana Moses Bushong and his wife Elizabeth.

Skip Young took the reins at the store fresh out of college in 1985. Pictured with daughters (l) Kate Gerdes and Lauren Rodeﬀer.

The Retailer’s Perspective

Summertime, and the Livin’ Is/Isn’t

By Chuck Koehler

As we find ourselves at the midway point of 2025, I’ve been talking to retailers across the country about some of the challenges that we all face at this point in time. Most retailers can be divided into two categories. There is that 10% that are having the best year in their company’s history. Sales are booming, business is fantastic, they’re having trouble keeping up with the demand, and their biggest problem is not being able to hire people fast enough to keep up with everything. I hate those people. Oh, stop it, I’m kidding. I’m just jealous.

Then there’s the other 90% where the current situation is kind of a struggle right now. There are a lot of factors in play that make turning a profit in the current environment somewhat difficult. But, many of our colleagues agree that the following, whether good or bad, are some of the leading factors.

A New Administration in Washington

Historically, when a new administration comes into office, the markets react. Some reactions are positive, and some are negative. The new administration’s policies are a complete 180 degrees away from the previous administration’s policies. Thus, the markets reacted.

The situation with the stock market over the last 5-6 months is simply a matter of the market repositioning itself. Most of the noteworthy moves in the market are generated by institutional investors. These investors are mostly index funds and EFT’s (exchange-traded funds). These funds can move markets due to their massive size, with holdings in the trillions.

During rebalancing periods, with massive inflows and outflows, they can shift the entire makeup of the market. Let 3 or 4 of these EFTs make some of the same moves, in the same month,

and headlines will be created. We are in one of those rebalancing periods as we speak. Personally, I feel like we’re at the end of the roller coaster ride that we’ve been on since the first of the year.

The Price of Gold

This is one of those things that I’ll never understand. The price of gold makes no sense to me. I can’t count the number of times I’ve been asked if gold is a good investment, simply because I’m a jeweler. Honestly, I just don’t know. To me, gold is just a raw material that I have to buy to run my business, just like electricity, but I’m not a commodities broker.

For people that are new to our industry, gold sat at around $300 to $400 an ounce for decades. Check out these average yearly prices;

1975 - $160.86

1979 - $306.68

1985 - $317.26

1996 - $387.81

2005 - $444.74

Easy

Then everything started to change in 2007 at the beginning of the Great American Recession. Gold shot up to $695.39. At that time, people feared that our economy was about to collapse and gold was a safe fallback investment. It’s never dropped back down to the $400 range again. And, honestly, I really wish it would. Here’s what happened next.

During 2008 and 2009, gold averaged around $950. Yikes.

During the 2012 through 2019 time period, gold averaged around $1,250 an ounce. Yikes again.

2020 through 2023, gold averaged around $1,800. Then in 2024 it jumped to $2,600. Yikes 3x.

Now, here we are in 2025, and it’s just stupid now. I swear there is no rhyme or reason to the price of gold, but it’s just something we all have to deal with. But I’ll never understand it as long as I live.

Tariffs

I think this whole tariff dustup is just going to be a bump in the road, not a long term debacle to work around like the price of gold. The United States is the biggest customer in world for most of the products produced. Every company on the planet wants to sell their products in America. Tariffs are nothing more than elected officials, with motivations that most people can’t understand, having a political tussle with elected officials in other countries, at the detriment of

Please see Chuck page 26

Chuck Koehler

e INSTORE Jewelry Show unveils fresh look, holiday-focused education and new show features for 2025

The INSTORE Jewelry Show will be a key buying event for fine jewelry retailers to stock up on inventory and prepare for the busy holiday retail season. Taking place September 28 - 29, in Rosemont, Illinois, the twoday program includes buying from exhibitors’ best-selling collections and holiday specials, two complimentary holiday focused education programs, interactive workshops and display contests, and networking opportunities.

“Our September show dates are an ideal time for retailers to stock up on inventory before the busy end-of-year season,” said Matthijs Braakman, Publisher of INSTORE Magazine and The INSTORE Jewelry Show. “We understand the holiday season is a crucial time for jewelry retailers, so we’ve strategically repositioned our show to be the event they can attend to get prepped and ready for holiday retail success. Attendees will find every-

thing they need, all in one place, including popular collections and exclusive holiday lines from our premier exhibitors.”

2025 Show Highlights Include:

• Two complimentary conference programs covering tips, trends and fresh ideas to help boost retailers’ holiday sales.

• A limited-seating session on Selling Phenomenal Gemstones, presented by GIA.

• An interactive Holiday Showcase Display Contest where participants are tasked with designing holiday-themed jewelry displays in just 30 minutes.

• A visual merchandising workshop to help retailers elevate their stores.

• An expert-led Social Media Strategy Station where attendees can create engaging content for their holiday marketing.

retailers can come together to share ideas for running a thriving business this holiday season.

• An invitation-only VIP Buyer Program offering exclusive benefits and show incentives for select eligible retailers.

“No other industry show de-

All eligible jewelry store professionals including owners, buyers, and managers are invited to register for a free show badge and encouraged to add the complimentary Saturday, September 27 Pre-Show Conference day to their personal agendas. To regis-

• A curated show ﬂoor featuring retailers’ favorite vendors, best-selling collections and new holiday offerings.

livers education like INSTORE, and our 2025 program will be our best one yet with two complimentary holiday-themed education programs crafted to help jewelers boost holiday sales,” said Trace Shelton, Editor-in-Chief of INSTORE Magazine.

ter for a show badge, visit www. theinstoreshow.com.

• Two lively networking events including the Saturday Welcome Reception and Sunday Show Floor Happy Hour where

“I’m especially excited to roll out new interactive show features like the Holiday Showcase Display Contest and a Social Media Strategy Station where attendees can create engaging holiday marketing content.”

For more information about attending or exhibiting at The INSTORE Jewelry Show 2025, visit theinstoreshow.com or direct questions to info@theinstoreshow.com. To learn more about the new VIP Buyer Program and how to qualify, email Elizabeth. Brewer@smartworkmedia.com. To learn more about 2025 exhibiting and sponsorship opportunities, direct questions to exhibit@ theinstoreshow.com.

Palm Beach Show Group announces launch of The Miami Jewelry & Watch Show

(MIAMI) - The Palm Beach Show Group has announced the expansion of its distinguished portfolio of events with the debut of the Miami Jewelry & Watch Show, set to take place January 8 - 11, 2026, at the elegant Hyatt Regency Miami.

Featuring more than 100 international exhibitors, this inaugural event will present an extraordinary selection of antique and estate jewelry, timeless vintage collections, rare watches and unique handcrafted modern and contemporary jewelry designs. Bringing together an exceptional roster of global dealers, the show promises a dynamic shopping experience for discerning collectors and sophisticated buyers alongside members of the trade. Guests will have access to

one-of-a-kind pieces, curated for the South Florida market, known for its vibrant and diverse clientele. Further details surrounding special programming and highlights will be announced in the coming months.

Renowned for its strategic and highly targeted marketing efforts, the Palm Beach Show Group will implement an extensive campaign designed to engage South Florida’s most affluent communities, ensuring a strong turnout of qualified buyers and collectors.

“We are launching this show in Miami based on overwhelming exhibitor demand for a high-end estate jewelry and watch event in this market during this time of year,” said Scott Diament, President and CEO of the Palm Beach

Show Group.

The event will foster both dealer-to-dealer and retail sales, featuring a wide array of pieces from vintage, estate, and Art Deco jewelry to contemporary designs, high-end watches, and precious and semi-precious gemstones. Produced and curated by the Palm Beach Show Group, the Miami Jewelry & Watch Show is thoughtfully designed to elevate the experience for dealers, collectors, and buyers alike. The Palm Beach Show Group team remains committed to fostering meaningful connections.

For more information about the Miami Jewelry & Watch Show visit www.miamijaws. com, or contact a team member at info@palmbeachshow.com or 561-822-5440.

Never be the Desperate Salesman

By Ivan Levi

Early in my career, I was fortunate to meet Jeff High. He became a mentor to me, even as we were great friends. Gemvision, Jeff’s company, was named for its ability to visualize jewelry designs. He had incredible vision because he saw things others missed, and he was generous about sharing those insights. The best advice he gave me was this: “Never be the desperate salesman!”

Who is the “desperate salesman”?

I’d always respected Jeff’s opinion, but now I thought he was giving me advice I didn’t need. I

considered myself a natural salesman, so how could I be desperate? Then I realized that ‘desperate ’isn’t always obvious. When I thought a piece was perfect for a buyer, sometimes they weren’t sure. Was this the reason for my pattern of difficult closings? I’d always thought that if I could explain my belief a little better, be a little clearer, or tell the buyer a little more about the product, they’d see my point and I’d make the sale. From my perspective, I was giving the buyer information that they needed. But from their perspective it must have seemed that I just wouldn’t stop talking!

For other salespeople, the

definition of ‘desperate ’might be different. Maybe your habit is to ask questions - but are you asking too many? Others may have the habit of laser-focus on one aspect of the item, like price or quality, when the buyer is considering other factors. Or maybe you’re so eager to close a sale, you aren’t really listening - which includes observing - to the client or customer.

Being desperate is an easy trap to fall into for those who work in sales. Being under pressure to hit numbers, keep a boss happy, and build a book of business is what makes the sales process about the salesperson, and not about the buyer. Are you put-

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ting out the vibe that you really need the business? That’s what makes you seem desperate, despite your best intentions. Jeff’s advice was correct - never be the desperate salesman. What’s the alternative? Connection is the opposite of desperation. I’ve always believed connection is the key to unlocking better sales, but I’ve learned some lessons about connection. In my early days in sales, I talked too much. Even though I spent time getting to know buyers and understanding their needs by being a good listener, when I was sure I had a good piece for them, I talked and talked and talked. All that talking was about me

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trying to convince them to think the way I thought. But no one likes to feel sold! Especially in jewelry sales, trust has to come first. And the best way to establish trust is through genuine connection.

How do you connect?

Genuine connection arises from your authenticity. You have a unique way of connecting with people that is tied into your strengths, the reasons that brought you to the industry, and to sales in the first place. For me, creativity has always been the key to success. I’ve found that when I lean into being creative, I’m able to connect more easily with everyone around me.

What do I mean by being creative? While traveling, I noticed the flight attendant was having a bad day. I tried cracking a few jokes, but she remained stonefaced. So I turned my attention to a new gadget I’d gotten to hold my phone. It had a suction cup, so I tested it on every surface: the wall, the armrest, the tray table, the headrest of the seat in front of me. Nothing worked. While experimenting, I spilled the contents of my large plastic travel cup and wound up with a lap full of coffee. When the even more unamused flight attendant brought me a few paper towels, I stuck the suction cup to the travel mug’s lid. It stuck! When she came back and saw it, she finally cracked a smile and said, “You never give up, do you?”

From then on, we were friends. When I stopped forcing a connection, she had a chance to see something real and genuine about me and it was enough to break the ice. If I were that kind of a salesman, I would’ve pitched a suction cup to her in that moment!

Whatever your strength is as a salesperson, it’s likely your key to connecting, too. Make space for buyers to get to know you, to know how you operate, and to learn what you do best. You’ll find that you make genuine con-

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Made

Ivan Levi

By Larry Johnson

Many years ago, I was called into the offices of a major TV shopping channel to improve their on-air visual presentation. As part of their request, they provided me with a list of key words their “hosts” were directed to use when describing their jewelry.

I was struck by the emotion each of their selected words conveyed compared to the tired adjectives like “pretty” and even “beautiful.” Hosts were told to never describe a ring as “pretty”…the ring was to be described as “stunning” or “spectacular” or “classic!”

This group of adjectives can serve any jewelry store staff when describing a piece of merchandise to a prospective buyer.

Words Matter

Think about this. Miss X walks into the store and finds a diamond fashion ring. To her, the ring is wonderful. The design appeals to her sense of style. The diamonds really sparkle. To the sales associate helping her, the ring is certainly ok, but not her personal pick of all the showcase choices. The associate is happy none the less because a big sale may be moments away.

The buyer, Miss X has found love, but the sales associate has not - at least not yet.

At this moment, if the sales associate is to do his/her job, they must find and convey enthusiasm, not so much about the ring itself, but the happiness the prospective buyer has found. The easiest way to do that is through the use of superlative, emotional adjectives

confidently presented. “Wow, it looks (terrific, striking, so perfect, stunning, glowing, shimmering, full of light, fabulous, radiant) on your hand.” As opposed to “Yes, it is a pretty ring.”

If the sales associate has created a budding rapport with Miss X, when he/she describes the ring as “Fabulous” Miss X will give that word even more power.

I do not suggest any employee blatantly lie to a customer, but it is important to describe the attributes of the stores inventory in a positive way.

I am including at the end of this column the list of those emotional adjectives.

Cut this list out and give a copy to each sales associate. Put a copy on the refrigerator in the lunchroom. Ask your staff to

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choose a few of the words from the list and try to work them into their next sales presentation.

Odds are good, they will see a different response from a customer when they appeal to the emotional buying triggers.

Good Luck! Let me know how this works for you.

Stunning Fresh

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Larry is the founder of Larry Johnson Consulting Group, a world-wide jewelry merchandising and marketing advisory ﬁrm based in Colleyville, Texas. He is the author of “The Complete Guide to Effective Jewelry Display” and a frequent speaker at jewelry events. His ﬁrm has worked with hundreds of independent retailers to improve their sales through better display merchandising. He is the holder of 6 US patents for his display products. He can be reached at Larry@LarryJohnsonConsulting. com or 817-980-2135. His website is www.LarryJohnsonConsulting.com.

LEVI

Continued from page 8

nections more easily than ever. From there, your tendency to talk, or ask questions, or focus on details, will lead you towards a sale, rather than away from one. Now I can tell you just as Jeff told me, “Never be the desperate salesman”… because you won’t have to be.

Ivan Levi is a gemologist, third generation jeweler, and the owner of Grateful to Great™, a workshop series that applies the transformative power of gratitude in business. He has been published in multiple trade publications. He currently represents Levy Creations, based in Chicago. You can ﬁnd him online at ivanthegreatful.com, or on Facebook and Instagram as Ivan the Grateful.

ISG introduces Certified Pearl Professional Diploma Program

The International School of Gemology (ISG) is pleased to announce the launch of the Certified Pearl Professional Diploma Program - an advancement in distance education for the jewelry and gemological industries.

The course provides a comprehensive study of natural and cultured pearls, including:

• The history and development of the global pearl trade

• Pearl terminology and classification systems

• Structural formation of various pearl types

• Pearl grading methodologies and treatment detection

• Identification of imitation pearls

• Pearl marketing and client education Program Highlights

• Industry-recognized diploma upon completion

• Tuition: $495 USD

• 100% online with physical pearls sent to you

• Ideal for jewelers, appraisers, and gem enthusiasts

View the course syllabus at gemology.pro/course/certified-pearl-professional.

The ISG now offers a tuition payment plan for its diploma programs. Group tuition prices available for multiple employees.

Visit the ISG website to learn more at gemology.pro.

Diamond industry veteran Nicky Mehta joins ASHI as Head of Business Development

(NEW YORK) - With over three decades of experience in the diamond and fine jewelry industry, Nicky Mehta has joined ASHI as Head of Business Development, where he leads strategic growth initiatives, retail partnerships, and customer engagement programs. He also continues to serve as President of the Connecticut Guild of the American Gem Society (AGS), deepening his longstanding commitment to excellence, education, and ethics in the jewelry trade.

Mehta spent over 30 years at Diamond Days, his family’s jewelry business, where he built a strong reputation for integrity, innovation, and customer service. During

that time, he managed multi-million-dollar diamond inventories, cultivated sourcing partnerships in India and Hong Kong, and worked closely with independent retailers and luxury guild stores across the country. His leadership helped establish Diamond Days as a trusted name in the industry.

At ASHI, one of North America’s premier fine jewelry manufacturers, Mehta will play a central role in driving business development, enhancing partner success, and supporting independent retailers with trend-forward collections, digital tools, and data-driven solutions.

His involvement with the American Gem Society spans decades. As the former President of the New York and New Jersey Chapter of AGS, Mehta led the chapter to national recognition, culminating in a “Guild of the Year” award in 2003. Today, he continues to champion ethical practices and mentor emerging professionals through his leadership in the Connecticut Guild.

A Graduate Gemologist (G.G.) from the Gemological Institute of America (GIA), Mehta did his undergraduate studies at Baylor University (TX) and also holds a B.S. in Business Administration - Marketing from Mercy College (NY). He is a contributor to leading trade publications, a speaker at industry events, and a passionate advocate for transparency, innovation, and growth within the fine jewelry sector.

“Joining ASHI marks an exciting new chapter in my career,” says Mehta. “I’m honored to be part of such a trusted organization and look forward to strengthening partnerships and supporting the future of independent retail jewelers across North America.

Learn more about ASHI at ashidiamonds.com or call 800622-ASHI.

Nicky Mehta

Continued from page 1

always creates its opposite look when fashion needs a reset. And 2025 apparently is the year to swap things up with hefty chunky engagement rings.

Of course, the diamond market has taken a beating this year. Production is down within the mining sector, and Chinese diamond consumption has dwindled too.

Style Maven Jackie

This trend may seem new to us, but some confident brides have opted for chunky or cluster style

engagement rings in years past.

For example, a young Jacqueline Bouvier (Kennedy) got engaged in 1953 with a unique chunky ring that could be labeled an early version of the Toi et Moi (which translates to You and Me) style of today.

Created for her by French jeweler Van Cleef & Arpels, Jackie’s ring boasted a 2.88 carat diamond nestled against a 2.84 carat emerald, both emerald-cut, in a setting with baguette emeralds and diamonds. And interestingly, like many brides who want to “size up” their engagement ring stones for a flashier look - Jackie

swapped her original baguette accent stones for larger marquise shaped diamonds years later. That emerald in Jackie’s ring may have been a nod to the Ken-

comeback. While men tend to ask for a classic design, women, often looking for something different, select unusual designs, such as a yellow central diamond with

nedy heritage, natives of Ireland - the Emerald Isle.

Almost 75 years after her engagement, jewelry lovers (and Kennedy fans) are still intrigued with that ring. Vogue ran a feature story in November 2022 on Jackie’s chunky engagement ring. Today the historic ring is on public view at the John F. Kennedy Library and Museum in Boston.

Brides are flaunting the chunky vibe everywhere in engagement rings and its exciting to watch. “Chunky” can mean wide bands with colored diamonds or gemstones. But it can also be interpreted as a resurgence in cluster diamonds and gemstone styles.

The chunky trend offers a wider array of options for bridesto-be in 2025 and beyond.

Retailers Can Benefit

So how can retailers jump on this trend? Jewelers have a wonderful opportunity to start a meaningful conversation with the couple and offer more creative ideas for this important ring. So many imaginative alternatives to the traditional solitaire ring abound now. Clearly the bride can personalize her ring in a way she never thought of until now. Colored gemstones that have a special meaning for the couple can be easily integrated into the ring.

It’s All Over the Media

Forbes published a report, ‘Engagement Ring Trends You’ll See in 2025’, pointing to one of the chunkier trends for engagement rings being a trilogy (three stone) ring that’s having a moment. “Trilogy rings are making a

personalization, with a growing preference for vibrant gemstones like emeralds, sapphires, colored diamonds and other multi-color stones, which offer unique hues and personal significance.”

Online trends observer Evolut polled several jewelry designers recently and unveiled key trends to watch for in 2025. Designers are definitely heading in the chunky direction for jewelry in general and certainly in the bridal sector. Jewelry company Formation Co, the article said, is leaning into the chunky vibe, with bold color palettes. They are offering jewelry that, “blends personal symbolism with bold aesthetics.”

And designer Assya London, Evolut tells us, “embraces the return of bold gemstones, with a strong focus on chunky statement pieces. The brand is developing a collection featuring large, vibrant gemstones set in impactful designs.”

Offer More Bridal Options

Interesting development for sure. But what does that mean for retailers? It’s very good news

Co.

white ones on either side.” This direction emboldens women to design whatever really appeals to them for the long haul. After all, they will be wearing their special ring every day for the rest of their lives.

Sara Prentice, creative director at London’s famed jeweler Garrard, confirms they are seeing an increase in trilogy and cluster rings for engagements.

The Forbes story pointed to high jeweler, Boghossian, whose maisons are in key European cities. Managing director Roberto Boghossian, has witnessed that, “engagement ring trends are embracing individuality and

for your bridal customers. With a wider variety of engagement ring offerings, you can help your customer think past the classic solitaire diamond on a slim band. This trend promotes personalization of engagement rings and allows for greater expression with an engagement ring - just like Jackie had.

Of all the jewelry a woman owns, an engagement ring today has far more story telling opportunities than previous rings had with those traditional settings. The design can allow for the bride’s taste and preferences. And by incorporating colored diamonds or gemstones with personal meaning, the ring becomes even more of a treasured love token.

When she gets admiring glances and compliments, which she will with her chunky ring, she can explain the meaning behind each part of it. Her love story is unique, and through these chunky rings, she can tell her story beautifully.

Two color diamond bi-pass ring. Image New Era Gems

Trilogy diamond ring, yellow and white diamonds. Image Kalory

Trilogy lab grown diamond engagement ring. Image Lindelli Co, UK

Popular singer Dua Lipa shows off her chunky engagement ring. Image @dualipa

Jackie Kennedy’s 1953 engagement ring. Image John F. Kennedy Library

It’s Bridal Season - Demand for finished jewelry is strong GN Diamond advises:

Bridal season is here, and future brides and significant others are looking for finished diamond jewelry to complete their bridal wardrobe. Classic diamond studs in all sizes are most popular, followed by tennis bracelets and tennis necklaces. 5-stone bands are hot as a wedding band or anniversary band.

According to Tenoris, provider of hard retail data on jewelry and diamond market trends, US jewelry revenue was up 3.7% in March. This is encouraging news for all retailers and wholesalers. Most importantly, it is crit-

The time to buy is now

ical that retail stores stock these classic finished jewelry items in a variety of price points and sizes. Diamond Hunt is a valuable app hosted by GN Diamond. One of the features is a finished jewelry diamond hunt which easily displays one of the largest industry inventories of studs, graduated necklaces, straight necklaces, bracelets, pendants and 5 stone rings. This inventory may also be displayed on your website with your store’s mark-ups or no pricing at all. Why not have your potential customers shop on your website first and see your wealth

of inventory? Often this occurs, making the in-store sale and presentation all the easier.

GN offers a variety of price points in these classic finished jewelry lines all available for overnight shipping. Retailers can buy natural, finished diamond jewelry confidently and trust GN Diamond. GN stands behind their merchandise and offers a 100% guarantee on all natural diamond jewelry.

For more information call GN Diamond at 800-724-8810, email sales@gndiamond.com or visit gndiamond.com.

Tim Roark

Nov. 15, 1942 - April 29, 2025

Gemstone wholesaler Tim Roark, founder Tim Roark Imports (TRI), died on April 29, 2025.

Tim built his robust small business wholesaling colored gemstones to jewelry designers and collectors. TRI evolved from a series of opportunities following his discharge from the Navy in 1969. This was after Tim fulfilled his 4-year commitment as a Navy officer, during which he saw combat duty in Vietnam and graduated from Yale in 1965.

He first sold mutual funds and other securities for International Overseas Services in Africa

and became friends with another salesman, Tom Stafford, with whom he traveled and shared territories. While selling securities, Tim formed contacts with several miners, craftspeople, and artisans offering contemporary African artifacts like shields, statues, elephant-hair jewelry, trade beads, spears, and gems/minerals like malachite.

He returned to the US in the early 1970s, settled in Atlanta, and began importing African artifacts and raw cut malachite. Tim and Nita, his first wife, formed Tim Roark Imports, which operated out of their home in Atlanta. They transitioned to a greater emphasis on malachite and added lapis lazuli products to their offerings that were more efficient to move than the larger artifacts.

Over the decades, with annual trips to Africa and Asia, Tim developed numerous international supply chains from miners by cutting and buying an expansive range of colored gemstones. This included emerald, sapphire, ruby, aquamarine, tanzanite, tourmaline, and garnet, as well as malachite and lapis lazuli. He became a major wholesaler of colored gemstones and a fixture at the expanding number of Tucson gem and mineral shows. He served on the board of many trade organizations including AGTA, ICA and SJTA.

Later, Tim recruited Malinda Daniel, who became his co-director and a full partner in TRI. Other fixtures at TRI are Jessica Dillard in sales and marketing, and bookkeeper Rebecca McCracken.

Daniel is the Director of Tim Roark Inc. and will continue to serve the industry by providing top-quality gemstones. TRI will enter its 50th year of business in 2026.

Learn more about TRI at timroarkinc.com or email info@ trimportsatl.com.

Tim Roark

OURS BEGINS WITH RESPONSIBILITY.

Through trusted partnerships with responsible mining communities — from tourmalines in Brazil to sapphires in Montana and emeralds in Africa — each Harmony Gemstone by Hoover & Strong reﬂects our deep commitment to ethical sourcing and sustainable practices. With a transparent, traceable journey and respect for both people and planet, our conﬂict-free diamonds and gems are as conscientious as they are beautiful. Choose stones responsibly. Choose Hoover & Strong.

Sapphires from Montana

Tourmalines, Emeralds and Aquamarines from Zambia

Tourmalines from Cruzeiro Mine, Brazil

Garnets, Rhodolites and Tsavorites from Kenya

The Story Behind the Stone Over the Moon(stone)

By Diana Jarrett

Jewelers and designers often have the same goal in mind when they do business. They both want to offer something out of the ordinary to their clientele - something with great story-telling appeal that strikes a chord with shoppers. Once you’ve intrigued a custom-

adularescence (or sometimes schiller).

Ancient Favorite

The modern-looking stone has ancient roots, believe it or not. So here’s a little backstory to start the conversation with a shopper ‘looking for something out of the ordinary.’ Moonstone has been used in jewelry for

er, they are eager to acquire that piece. And it may ignite a desire to build a collection around that stone.

There are more than a few unique stone types around - the story of their origin or their scarcity are good starting points with building interest. It helps consumers to collect with intent, rather than just randomly shopping for one thing and soon switching to a completely different stone.

Have you offered your favorite customers moonstone jewelry lately? This ethereal natural stone exhibits a phenomenon called

stone is more frequently set with this stone cut en cabochon. The smooth domed upper surface of cabochon stones is ideal for experiencing that other-worldly soft haze that draws us to the stone. The stone’s adularescence seems to follow the gaze of the eye creating a kind of interactive moment.

centuries. Ancient civilizations like the Romans for instance, admired moonstone. The otherworldly sheen to this gem had Romans believing it was actually solidified rays of the moon. Both early Roman and Greek societies linked moonstone to their lunar deities. Moving forward to more recent times during the Art Nouveau period, moonstone became a beloved stone once again. French goldsmith-artisan René Lalique was one of many during that era who created large collections of jewelry featuring moonstone.

Modern jewelry using moon-

the gem. Today, most commercial moonstone production comes from Sri Lanka.

And because many areas are specifically associated with distinct moonstone tints, this can also become a teachable moment for your customers. The versatility of moonstone’s color range provides collectors with countless options - so their moonstone collections need never look repetitive.

What to Look For

Connoisseurs consider the more transparent stones, and those with a dominant blue sheen to be the most sought after. Historically, these hailed from Myanmar (Burma).

Mining the Material

An early mining site near Mt. Adular, Switzerland provided moonstone with the phenomenon’s name - adularescence. The most common versions of moonstone are orthoclase feldspar. But solidified solutions of the plagioclase feldspar oligoclase and the potassium feldspar orthoclase also produce moonstone.

Nature provides a variety of moonstone tints, and those various colors often originate from specific regions. There are several sites around the globe producing this dreamy looking stone. Lake Sevan, Armenia, the Austrian Alps, Australia and Mexico are some of the more known sites for this material. But Madagascar, Norway, India, Poland, and right here in the United States, are known regions for locating

Diana Jarrett

ful fingers and wrists, and the feminine contour of a lady’s ears. There’s never the sense that this jewelry was made to upstage the wearer - a feat which designers don’t always achieve.

In Yael’s moonstone earrings, we see the artful placement of moonstone, acting as a light attractor. The stone’s adularescence

At the last few trade shows, some avant-garde cutters exhibited faceted moonstone. While it creates an unexpected twist for the gemstone, it may not provide the best option for viewing the stone’s characteristic adularescence. A similar faceting treatment for opal has been used in this decade. There’s always room for personal expression in gemstone cutting, but for a timeless high-end look, there’s a preference for selecting the cabochon stones.

Designing for Optimal Impact

High end jeweler Yael Designs, www.yaeldesigns.com, exercises a gift for making the women wearing the jewels feel like a billionaire. That’s because the skillfully crafted jewelry was created to enhance the confident femininity of the lady wearing it. Their jewels enhance the loveliness of a delicate neck, grace-

draws attention to a lady’s faceparticularly her expressive eyesand adds that hint of reflection to complement her slightest gesture.

Moonstone, a natural gemstone, can be the start of a novice jewelry fan’s collection, or it can complete a seasoned collector’s jewelry wardrobe with its versatility and understated allure.

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

< Moonstone and diamond dangle earrings convert to studs. Photo Yael Designs

^ Blue Moonstone and diamond earrings. Photo Yael Designs

Moonstone color chart. Photo Inspired Pencil

One

One Perfect Love

Move beyond being just a jewelry store.

Perfect Love™ is a complete branding solution built exclusively for independent jewelers who want to stand out, elevate their margins, and build unshakable trust with today’s consumers.

With our turnkey marketing tools and the Perfect Love Promise—a powerful one-year, no-questions-asked consumer satisfaction guarantee—you’ll inspire confidence, drive loyalty, and create a brand customers remember for life. Email slav@gemsone.com to check availability and schedule a consultation.

Continued from page 1

John W. Ford, Sr., CEO of the AGTA (American Gem Trade Association) also weighs in on the blue, blue/green, teal and green trend. “Blue is the world’s favorite color and that will not change,” says John. “But teals and greens, especially in Montana sapphires purchased for engagement rings, have been very popular for the past several years.”

In the green color category tourmalines and garnet variet-

In the garnet family, demantoid garnets and tsavorite garnets are solid green alternatives. Demantoid garnets have a unique story of origin alone, sourced from Russia (and some with horsetail inclusions) to Africa. Tsavorite garnets offer a lush green color and are found only in southern Kenya and northern Tanzania.

On color trends Yvonne adds: “I definitely think the green/ blues are still here to stay. The combination of the trending yellow gold and the Mocha Mousse

ies are enjoying strong demand. Green tourmalines, and even bicolor tourmalines, can be pricepoint-friendly gemstones that are trending well.

Other “in-demand” green options, according to John, include price-point-friendly moss agate to exotic green sapphires and “electric, minty shades” of Paraíba tourmaline at the high end.

palette by PANTONE means that emeralds, sapphire, turquoise and aquamarine will still be strong this year, in particular royal blue sapphires, greenish blue beryls and blue green turquoise.”

As retailers head to the Las Vegas show it’s good to know the leading colors in gemstones are in good supply. “Strong availability is still good in the popular colors

like teal sapphires,” says Konrad. “There’s also strong availability in the tourmalines, garnets and aquamarines.”

And, for good measure, unique cuts are in: “My forecast would be the continuation of fancy shapes, geometric patterns and unique colors,” says Konrad. “Consumers want to stand out from the crowd even if it’s with a

garnet or amethyst.”

Still, the colored stone industry must pay homage to fashion trends. Mocha Mousse, PANTONE’s color of the year for 2025, wasn’t exactly met with enthusiastic fanfare. It is, however, a color choice that fashion mavens are tracking and talking about.

Malinda Daniel, operations manager at Tim Roark, Inc. suggests gemstones that nicely fall into this color range include: “Fancy colored zircons, Oregon sunstone, brown tourmalines, and topaz. Mocha Mousse may help push sales of fancy diamonds in this color range.”

John Ford suggests: “Fans [of Mocha Mousse] can find it in brown zircon, smoky quartz, some cultured Tahitian pearls as well as champagne and cognac diamonds.”

At press time, US tariffs were a wild card. Gem-producing heavyweights such as Thailand,

India, China, Japan, Sri Lanka and Indonesia are countries impacted hardest by tariffs, according to Yvonne.

Lower-priced gemstones (compared to precious color), such as quartz varieties, garnets, aquamarine, and tourmalines are more budget-friendly options until the tariff matters are settled. The good news: the gemstone pipeline is still filled with pretariff-priced goods. This supply could be the “saving grace” for retail buyers attending the Las Vegas Show, according to Malinda.

“Whatever your price point, there is a natural-colored gemstone, cultured or natural pearl in every color of the rainbow for you to choose,” says Ford. “Particularly the retail $750, $1,000, $1,500 price points can be a sweet spot for retailers sourcing unusual loose colored gemstones to mount.”

Rembrandt Charms’ 100% domestic operations prevents tariﬀ worries

(BUFFALO, N.Y.) – Amid ongoing uncertainty surrounding tariff developments, Rembrandt Charms proudly announces that its operations and pricing remain unaffected. As a vertically integrated company with full control of its production and fulfillment, Rembrandt Charms continues to deliver exceptional service and stability to its retail partners.

With manufacturing and distribution facilities located in Buffalo, New York and Toronto, Canada, Rembrandt Charms has strategically positioned its operations to best support retail jewelers in the United States, Canada, and around the globe.

• Rembrandt’s U.S. operation serves all American retail jewelers.

• Their Canadian facility supports Canada and international markets.

“We deeply appreciate the retail jewelers who continue to

support our company and its hundreds of workers. Rembrandt Charms made the long-term investment to base our operations domestically, and during times like today, we are well equipped to serve our retail jewelers,” said Eric Lux, owner of Rembrandt Charms. “This commitment not only protects our retail partners from external disruptions like tariffs but also ensures consistent service and product availability.”

To celebrate this stability and continued partnership, new retailers who reference this press release when opening an account will have their opening minimum order waived. Once on account, there are no minimum order requirements, and retailers gain full access to the world’s largest charm collection in silver and gold. Visit Rembrandt Charms at RembrandtCharms.com.

Mocha Zircon, a near-perfect match to PANTONE’s 2025 Color of the Year. Photo AGTA, and Mayer & Watt.

The vibrant blue of Paraíba tourmaline is attracting buyers. Image ICA.

Demantoid garnet is another stone that fits the bill in trending blue and green colors. Image ICA.

Everyone loves blue - especially when it’s an affordable blue tourmaline. Image ICA.

E-VS1

E-VVS2

E-VS2

D-VVS2

D-VS1

E-VS1

D-VS1

E-VS1

E-VVS2

G-VS1

D-VS1

A Brilliant Future Is Here.

Online Courses from GIA Experts

Start learning from anywhere with self-paced online courses created by the leader in gemological research. Designed for working professionals, GIA® courses on diamonds, colored stones, pearls, and jewelry deliver knowledge you need to advance your career.

Sophisticated greetings from Willis! The regal Willis is a 2 1/2-year-old Standard Poodle. He loves working with his mom Terry at Martha Lees Jewelry in Knoxville, Tennessee. Standard Poodles are known for their intelligence, friendly nature and athleticism - at least two of which are valuable in a retail jewelry store. Willis has a passion for watches, is very professional and is always on time!

Say hello to Darwin Gismo Raley! Darwin is a 12-year-old rescued Pekingese who works alongside his human, Char, store manager and bench jeweler at Mauzie’s Fine Jewelry in Centennial, Colorado. He works as the full time greeter - watching the door, begging for food, and laying around. He just about runs the place! Mauzie’s customers fall in love with him every time. He assists on both the sales oor and in the shop - nding napping places anywhere he can keep someone company. Darwin adores his mama, and strives to be on the bench just like her.

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

ChuCk

Continued from page 4

everyone else involved. Fortunately, these political power plays always work out in the end because, like the stock market, everything will rebalance. Wouldn’t it be nice if we could just get to the rebalance without the political power play first?

Inﬂation

The cost of everyday life goes up and down with inflation. When inflation is high, costs are high. When inflation is low, costs are low. It appears that currently inflation is trending downward. And, it appears, to be on track to continue that downward spiral. I’m for it!

We are all in a business that relies on discretionary spending. We get our customer’s ‘extra money’, not the money that they use to pay their mortgages, car payments, groceries, and gas. For the last several years, due to inflation, we’ve been competing with the grocery store and the gas station. Now that inflation is trending downwards, our customers hopefully will have some of that extra money to throw our way again.

Lab Grown Diamonds

Like it or not, they are here to stay. As an industry, we all just have to deal with it. While many in our industry are still on the fence, there are people out there ‘banking the jack’ selling lab grown every day. Regardless of your position on lab grown diamonds at the moment, remember that we survived Strontium Titanate, YAG, GGG, Cubic Zirconia, and Moissanite. I’m pretty sure we’ll all survive lab grown diamonds as well.

The Current Immigration Situation

I’m going to let everyone in on a little secret here. There have always been people in our industry that are not, what some would consider, ‘legal residents’ of the United States of America. Through the years, I’ve known many of these people. Some of the finest craftsmen I’ve ever met did not have legal standing in this country. These craftsmen come from countries all over the globe.

I’ve talked to a lot of people, in many other industries, that are affected by this as well. They have employees that have stopped coming to work. That means their jobs are running behind. That means their cash flow is directly affected. And, for the record, their cash flow is that extra money that we all rely on. It has a real ripple effect through the entire economy.

But, with all of the above challenges that we all must navigate, I think I know what is really top of mind for everyone. That one thing that is really causing a serious divide in this country. We all know what it is. And none of us understand it, but we have to hear about it all day, every day: The Real ID!

Oh, the humanity… Also, if you’re going to RJO in Chicago this July, be sure and look me up and say hi. I’ll be there working with the bench jeweler education classes.

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.

What’s New

Royal Jewelry unveils new Lookbook for Retailers

Curated to elevate sales and inspire customers

(GREAT NECK, N.Y.)Royal Jewelry, a family-owned fine jewelry brand with over 45 years of experience, has announced the release of its latest retail lookbook - a compelling visual catalog designed to help independent jewelers boost sales, enhance merchandising, and connect more deeply with their customers.

This beautifully produced lookbook features Royal Jewel-

ry’s top-selling, fashion-forward styles and is curated specifically with the needs of independent jewelers in mind. With vibrant imagery, trend insights, and organized navigation, the book acts as both a sales tool and a source of inspiration.

“This isn’t just a product catalog - it’s a conversation starter between retailer and customer,” said Michael Hakimian, CEO of Royal Jewelry. “Our goal is to provide tools that not only reflect the latest styles but also make the buying process easier and more profitable for our retail partners.”

Key Features of the New Lookbook

• Curated for Retail Success: Features Royal’s best-selling SKUs, informed by market trends and retailer feedback.

• Vibrant, High-End Photography: Showcases each piece in stunning detail, perfect for both physical display and digital promotion.

• Smart Organization: Easyto-navigate sections grouped by product category, metal color and gemstone shape.

Benefits for Retailers

• Supports your success with aggressive long term memo consignment programs, trusted by independent jewelers across the U.S.

• Inspires in-store conversations and upsells.

• Perfect for digital and so-

cial media marketing.

• All featured pieces are instock and ready to ship.

• Seamlessly integrates with your store’s merchandising strategy.

Backed by a Legacy of Trust

For over four decades, Royal Jewelry has supported independent retailers with a combination of on-trend design, reliable inventory, and strong customer service. With more than 10,000 styles in stock and a reputation for fast shipping and flexible memo terms, Royal Jewelry continues to be a dependable partner for retailers nationwide.

Availability

The new lookbook is available now in both digital (www. royaljewelry.com/2025) and printed formats. Retailers can request a copy by contacting their sales representative or emailing info@royaljewelry.com. Learn more about Royal Jewelry at RoyalJewelry.com.

Gemvision®, a Stuller Company, unveils MatrixGold® 3.9 - The Performance Update Power,

speed, and precision with every click

(LAFAYETTE, La.) - Gemvision has announced the release of the first of three major updates coming to MatrixGold 3 in 2025.

The MatrixGold 3.9 update introduces powerful new features and enhancements that give users more control, speed, and efficiency. From refined parametric workflows to fully customizable quick commands, MatrixGold 3.9 is built to streamline the jewelry design process.

“The MatrixGold 3.9 update represents a significant step forward in our product development,” said Oriol Collelldemont, product director at Gemvision. “It’s built on feedback from our customers, whose insights continue to shape the software to better support their business needs.”

The major breakthrough in this update is the Dynamic Power Toggle, which lets users decide when to recalculate geometry. This is a game-changing feature for complex designs with multiple operations - it allows users to make all necessary edits first and recalculate only when they’re ready, saving time and system resources.

Some additional new tools include:

• Quick Commands: Enables

users to create personalized tool layouts by organizing frequently used features into custom tabs, allowing faster access and a more streamlined workflow.

• Static Surface Prong: Provides a non-parametric option ideal for designs with large stone arrays. This feature reduces file size while maintaining precision and integrates smoothly with tools like Gems Placer.

• Performance Boost: Delivers faster file loading, smoother copy/paste operations, and overall performance enhancements that improve efficiency across daily tasks.

Additional updates include:

• Improved weight accuracy for the Mirror Gems tool

• Enhanced toggle behavior

for Bezel Chamber

• Persistent layer preferences across sessions

• Fixes to Comfort-Fit functionality

“We’re thrilled to announce this update, with two more still to come in 2025,” says Alex Stuller, executive director of Gemvision. “As the landscape of jewelry design continues to evolve, MatrixGold empowers jewelers with the tools they need to push the boundaries of innovation. We’re proud to be part of this vibrant community and excited to keep delivering the industry’s leading software.”

To learn more about MatrixGold 3 updates, visit www. Gemvision.com/matrixgold/matrixgold-3.

Censortron introduces the Breeze Shield

Censortron, a division of Censor & Co. Diamonds, is pleased to introduce the Air Draft Protector.

The Air Draft Protector protects against air conditioner or other drafts affecting the accuracy of your scale, or balance, with a quality, high-definition transparency “Breeze Shield”. The shield is designed to be used with high quality precision jewelry scales and balances and is simple to assemble.

“The breeze shield is perfect for this time of the year, when people are using their air conditioners,” says Censortron.

Available from Censortron, a division of Censor Diamonds.

AMOND, 212-764-7130 or email censor@212diamond.com.

Star Gems announces AI-Powered Custom Jewelry Platform

(ATLANTA) - Star Gems, a pioneer in custom jewelry innovation, is proud to announce the launch of their first-of-its-kind instant customization software for the jewelry industry. This revolutionary platform empowers independent retailers with real-time image rendering, instant pricing, and full customization - bringing speed, simplicity, and endless possibilities to the custom jewelry sales process.

“This is the biggest innovation the jewelry industry has ever seen,” says Anish Desai, CEO of Star Gems. “We’ve eliminated the back-andforth that slows down sales. With instant visuals, real-time pricing, and over 20,000 editable CADs at your fingertips, retailers can close deals while the customer is still in the store or online - within minutes.”

Key Features of Star Gems’ Custom Software

• Instant Customization: Choose from over 20,000 CADs and generate new renders in as little as 15 seconds.

• Real-Time Pricing Engine: Accurate, instant quotes - no more waiting on vendors or guessing costs.

• Built-In Design Intelligence: Automatically calculates stone counts, size conversions, and more - perfect for eternity bands, complex settings, and center-stone changes.

Why It Matters for Retailers

• No more ring builders or catalogs.

• No delays waiting for renders or price sheets.

• Sell directly in real time, in-store or remotely.

• Get a competitive edge with faster service and better visuals. Availability and Pricing

The software is available starting June 2025, with flexible monthly plans to suit stores of all sizes.

How to Get It

Retailers can register now at www.stargems.com to schedule a demo and secure early access. This technology is exclusive to the independent jewelry retail market. “Star Gems continues to lead the way in making custom accessible, efficient, and profitable,” says Desai.

What’s New

ASHI introduces new Luxe Silver Collection

ASHI is pleased to announce the launch of its new Luxe Silver Collection - a curated presentation that celebrates the diverse beauty and versatility of silver jewelry. This latest collection showcases an array of designs, ranging from bold statement pieces to refined everyday essentials.

The Luxe Silver Collection highlights bold silver ensembles, featuring oval and rectangular link silhouettes that exude confidence, modern style, and timeless sophistication. It also showcases finely crafted silver jewelry, thoughtfully designed to complement life’s everyday moments.

The Luxe Silver Collection features over 400 designs, blending bold statement pieces, refined essentials, and diamond-adorned creations. This exclusive assortment showcases elegant silver jewelry, including interchangeable medallions, toggle designs, and vibrant gemstone creations - each crafted to enhance one’s personal style and individuality.

At the heart of the program is a beautiful catalog, highlighting ASHI’s finest silver offerings, from contemporary link silhouettes to intricate bracelets, statement rings, pendants, and elegant

earrings. Beyond the jewelry, the catalog serves as an inspiring guide to the versatility and timeless beauty of silver, allowing customers to find pieces that complement both everyday style and special occasions. With a legacy of exemplary craftsmanship and design innovation, ASHI sets new standards in silver jewelry with the Luxe Silver Collection. “Each piece is thoughtfully created to inspire self-expression and add a touch of elegance to every occasion,” said Mr. Pandya, partner at ASHI. “This collection reflects ASHI’s

commitment to delivering jewelry that is not only beautiful but also meaningful, empowering customers to celebrate their unique style with confidence.”

The beautiful 40-page catalog is available as a digital flipbook for placement on ASHI’s authorized retailers’ websites. It can be fully customized with store logo and information, all priced at triple keystone. For more information call ASHI at 800-622-ASHI (2744), contact your Regional ASHI Sales Representative, or visit www.ashidiamonds.com.

Sunstone unveils next-generation Orion x-Series Pulse Arc Welder

Stronger welds, faster ROI

(PAYSON, Utah) - Sunstone has announced the release of the latest evolution in micro welding technology: the new Orion x-Series pulse arc welder. Engineered from nearly two decades of proven performance, this next-generation welder delivers unmatched weld strength and reliability. The new Orion x-Series offers stronger welds, a price point for faster return on investment, and exceptional customer service that has defined the Sunstone brand.

The Orion x-Series represents a complete redesign of Sunstone popular Orion line of pulse arc welders and is available in two different power models, the 150x and the 200x. The 150x delivers up to 150 joules in 0.2 increments. The 200x delivers up to 200 joules in 0.05 increments. Both models are controlled digi-

tally by a large touchscreen display and incorporate Sunstone’s proprietary Tru-Fire Technology™ that delivers a consistent, dependable welding experience.

The x-Series delivers a small weld - as small as 0.2 mm - with precision and exactness thanks to 5x microscope optics.

The Orion x-Series has a smaller footprint than earlier models. “Our customers will find that the x-Series takes less space on the bench or can be easily placed below the bench. The 5x microscopic optics, mounted to an articulating arm, can be easily swung away when not in use,” said Jonathan Young, CEO at Sunstone Engineering LLC.

The new design incorporates energy adjustment buttons near the stylus for operators to more quickly adjust energy levels with-

out taking eyes off the workpiece. Smartphone-style Software with Widget Organization

The software interface for the x-Series has also been retooled for efficiency, simplicity, and customization. A more modern, more universal design has been applied to the interface, which whic is similar to smartphones. Operators can choose which features to place on the home screen to be more readily available.

The Orion x-Series is madein-USA. “We build every unit by ourselves and source our components and raw materials from US-based companies whenever feasible,” said Young. “We back every welder with a 3-year warranty and give every customer access to an exceptional customer service team.”

Please see Sunstone page 32

INOX Jewelry launches

(NORWALK, Conn.) -

Men’s jewelry brand INOX Jewelry, known for bold, affordable and innovative designs, is proud to announce the launch of its new website feature: the Online Merchandiser. Created exclusively for retail jewelers, this tool revolutionizes how buyers build custom assortments of men’s jewelry - cutting selection time from hours or even days down to just minutes.

Men’s jewelry is one of the fastest-growing segments in the industry, yet many retailers struggle to tap into its full potential. The challenge? Thousands of styles, countless materials, and a wide range of price points make creating a cohesive and appealing collection overwhelming. INOX Jewelry, already known for its unique use of materials like meteorite, carbon fiber, wood, stainless steel, and others, recognized this bottleneck and built a

assortment as they build it, adjust selections on the fly, and add the final assortment to their website shopping cart.

More than just a cool feature, the Online Merchandiser empowers retailers to strategically merchandise men’s jewelry with confidence and ease - no spreadsheets, guesswork, or design fatigue required.

“We know that more women are buying jewelry for men, but only when they find pieces that are both cool and affordable,” INOX added. “Retailers need help making that connection, and the Online Merchandiser helps them build assortments that hit the sweet spot every time.”

The tool is part of a broader push from INOX Jewelry to support retail partners not just with great products, but with smart, easy-to-use resources that help drive sales. “It’s a continuation of the INOX personality - rugged,

solution designed to make buying smarter and faster.

“Retailers have told us for years how much they love our designs, but dreaded the time commitment needed to build a full assortment,” said an INOX spokesperson. “We listened and we built the Online Merchandiser from the ground up to solve exactly that problem.”

The new feature allows users to filter and sort INOX’s expansive catalog by style, material, price range, and even best-sellers. Whether a retailer wants to build an entry-level starter package or a premium, high-margin assortment, the Online Merchandiser makes it intuitive and efficient to curate collections tailored to each store’s unique clientele. Users can see a visual representation of their

What’s New

Charms - An opportunity for retailers to reach faith-based customers

(BUFFALO, N.Y.) - Rembrandt Charms is proud to introduce its new 2025 Jubilee FaithInspired Charms - just in time for the Holy Year and the new pope to be celebrated by millions of Catholics worldwide. These beautiful, meaningful charms mark a powerful spiritual moment and offer retailers an exciting opportunity to connect with faith-driven customers seeking commemorative jewelry that honors their religious journey.

The Jubilee Year is a sacred time for the Catholic Church, centered around renewal, forgiveness, and grace. Whether a customer has traveled to Rome or is celebrating from home, the 2025 Jubilee Charms serve as daily reminders of their faith and the universal spirit of pilgrimage.

For jewelry retailers, this collection offers more than just a new product - it opens the door

to a growing segment of customers looking for meaningful, faithbased gifts. The 2025 Jubilee Charms are designed to resonate with Catholic communities and customers searching for keepsakes that honor spiritual milestones.

“Retailers who carry our Jubilee Charms can expect increased foot traffic from faithbased shoppers and gift givers seeking something heartfelt and lasting,” says Eric Lux, President

of Rembrandt Charms. “It’s not just about jewelry - it’s about connection, tradition, and spiritual expression.”

As Rembrandt Charms celebrates over 55 years in business, it continues to lead in the charm category with more than 10,000 styles, including one of the most comprehensive selections of faith-inspired designs in the industry. The Jubilee collection is available in sterling silver, 22k gold plated sterling silver, 10k and 14k yellow gold, and 14k white gold - allowing customers to choose the perfect expression of their devotion at any price point.

To add the 2025 Jubilee Faith-Inspired Charms to your store’s offerings and tap into this spiritually motivated market, speak with your Rembrandt sales representative, call 800-828-7840 or visit rembrandtcharms.com.

Stuller Inc. releases Bridal 2025-2026

An

essential resource for bridal classics, trends and customization

(LAFAYETTE,

La.) -

Stuller is excited to announce the release of its newest catalog: Bridal 2025–2026, the essential guide to offering the top-performing engagement ring and wedding band styles in the industry.

real, and all about helping ‘regular guys’ look better without the fuss or the financial stretch.”

What makes this feature especially unique is that it’s an original concept, not currently found on any other wholesale jewelry platform, according to INOX. Designed in-house with direct feedback from INOX’s retailer network, it reflects a true collaboration between brand and buyer. “This is not just a tool; it’s a timesaving solution born from realworld pain points and brought to life with modern functionality,” says INOX.

The Online Merchandiser is now live and available exclusively on www.inox-us.com. Retailers are invited to try it out see how effortless building a winning men’s jewelry collection can be.

With more than 700 new styles, the latest edition of the catalog highlights expanded customization options and a streamlined shopping experience. Featuring a curated mix of bestsellers and emerging trends, this resource serves to support and inspire jewelers.

Some of the features include:

• New sections, including specialty products, highlighting

SunSTOnE

Continued from page 30

The Orion 200x delivers up to 200 joules or watt seconds of energy in 0.05 increments or as little as 0.15 joules. It provides advanced energy control through waveform options. Additionally, the Orion 200x allows the operator to pin six widgets to the user interface’s Home screen.

In contrast, the Orion 150x delivers up to 150 joules or watt

Stuller’s assortment of trending and best-selling designs, and a dedicated section for quick pricing references of lab-grown diamond bridal jewelry.

• Expanded educational tools, including a ring sizing guide, bridal stack styling tips, and setting method references.

• Updated product details, including enhanced carat weight options, millimeter conversions, and accent stone specifications.

“Bridal 2025-2026 is a comprehensive guide designed to empower jewelers with the latest trends and customizable options,” says Katelyn Meche, Director of Bridal. “At Stuller, we strive to

seconds of energy in 0.2 increments or as little as one joule. While the Orion 150x doesn’t provide advanced energy control like the Orion 200x, it does provide the same Ignition and Agitation features operators will find in the Orion 200x. Only three widgets can be pinned to the Home screen with the Orion 150x.

Both models provide an agitation energy control feature. Agitation allows the operator to add or remove peaks of energy from the downslope of the weld-

be the go-to resource for jewelers, providing the products, education, and support they need to serve their customers with confidence.”

Learn more about Bridal 2025-2026 at Stuller.com/BridalCatalog.

ing current. These peaks add both heat and intensity to the weld and shapes the weld stream and focuses or diffuses the stream of flowing electrons. Agitation can assist in removing porosity and creating a deeper weld penetration. Sunstone will end production of the Orion 200i, Orion 150s, and Orion 100c models but will continue to provide technical assistance and honor all outstanding warranties.

Get more info at sunstonewelders.com or 801-658-0015.

Email for more info & images Kipperdade@gmail.com

$535/CT-Shipping Included VS/EF Quality Round Diamonds Minimum 3-Carat Parcel

Sizes Available: 1.3mm-2.6mm

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Laser Star Workstation, purchased in 2004, model# 515-7092, with binocular microscope viewing system. Sell for $13,000.00. Contact: Wayne Madere at (225) 772-0756.

Laser Star Model 7000 series for sale

Exciting Career Opportunity

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