RAPAPORT… The 4Cs are not the only things that make a piece of diamond jewelry a sales winner. In an ongoing series, Rapaport magazine explores the “3Ws” — what’s selling, what’s not and why — by going straight to the people who really know — jewelry retailers. Each month, we ask a sampling of retailers to comment on the important issues that are facing the industry today. Here is what they had to say when asked: “What did you think of the Vegas shows?
GEORGE FOX, OWNER
FOX FINE JEWELRY
VENTURA, CALIFORNIA
“I mostly just reconnected with people I already do business with. I had not been to this particular show in many years. We’re members of the Independent Jewelers Organization (IJO), so I’ve been going there the past few years while my wife went to JCK. I liked the new location. I liked all the new tech stuff they had going on. I’m a techie; I like to buy tools.
“I didn’t buy diamonds. I was shocked at the price of melee. What we did buy, which was a new direction for us, and I think, unfortunately, is the way things are going, was a sample jewelry line. It consists of glass and brass models to show people 30 pieces, instead of buying live goods. We also bought some estate jewelry for the first time.”
OLIVIA CORNELL, PRESIDENT
CORNELL’S JEWELERS
ROCHESTER, NEW YORK
“I thought it was one of the best shows I’ve been to. We did have a shopping list in mind and we also had a vendor list of who we had done business with previously. We also found a few new things that we weren’t necessarily wanting to get, but were tempted. I think the designers created a lot of fabulous looks this year and there was a renewedness in what everyone was doing. Some used alternative metals to keep the cost down and there were some really beautiful new designs from the diamond people. I think everyone was just on his or her mark and more enthusiastic about creating new, beautiful jewelry.
“We’re still making decisions about where we’re going to go. It’s a little bit fill-in but also looking for things for the next new season.”
DANIEL GORDON, PRESIDENT
SAMUEL GORDON JEWELERS
OKLAHOMA CITY, OKLAHOMA
“I went to Luxury, Couture and JCK. I thought the vibe was great; the vendors were happy. I thought the new venue was refreshing. I know some people don’t like change but it’s a nice facility and I think JCK went out of its way to make it extremely comfortable. There were people assigned to help all over the place. And it just seemed that the mood at the Mandalay was hungrier.
“Our agenda was to further strengthen our relationships with our existing brands and vendors and to look for something new. Color is such a hot topic now. We didn’t end up taking on any new major lines but we navigated our existing lines, still focusing on bridal a lot.
“Our spending was definitely up because the past two years we were extremely conservative. We spent some for stock for fall and while I wouldn’t say it was the same as our prerecession budget, we felt we had a little more leeway.”
MARK SANDERS, VICE PRESIDENT
SISSY’S LOG CABIN
PINE BLUFF, ARKANSAS
“I had a great show. I really enjoyed it. We did it all, including the antique dealers show. I got the Rapaport app on my phone and I love it. It was a good tool to have, especially at the antiques show.
“I went with a shopping list and a budget for both filling in existing inventory and for new merchandise. Plus, we’re opening a new store in the fall so I had to line up my purchasing for that. We always start with loose goods, because that’s the strength of our business, and then bridal and, if there’s time, fashion. I thought Luxury was very good this year.
“I liked the new format. I thought it was upbeat. All in all, I thought the vendors were more enthusiastic and encouraged about what’s happening in the economy.”
CLAYTON BROMBERG, PRESIDENT
UNDERWOOD JEWELERS
JACKSONVILLE, FLORIDA
“I went to Luxury, Couture and JCK. With JCK moving to the new venue, we expected it to be a little more confusing, but we got everything done at every show that we went to. The shows were very successful for us.
“We pretty much work appointments. Couture is more about some of our luxury designer brands that show down there and for some of them, it’s the only show they do all year. So it’s a little more than just looking at product, because you have to map out your marketing strategies. Luxury is the same way; it’s more about having an annual conference with a company about what you’re going to do for the fall, what you’re looking at down the line. JCK is more of a traditional jewelry show and we see more traditional-based companies there as well as some of our foreign vendors — it’s the only place we can see them within the course of a year. We were there from show start on Wednesday morning through Monday. And I had three other buyers with me. It’s work.
“We did look at some new lines this year. In the environment in which we operate, you’re a bit hesitant to jump in and open up with a brand-new vendor. This year, we did get some proposals, but we haven’t decided about them yet.”
GINGER CLARKE, OWNER
CLARKES JEWELERS
SHREVEPORT, LOUISIANA
“We went to all the shows and all of them were successful. We had a very focused shopping list for holiday. When you are focused and you talk to a vendor or designer, they listen to you differently and speak with you differently than if you’re just randomly shopping around.
“We were looking for specific categories in diamond jewelry and merchandising and building our store picture very thoughtfully. We always look for new relationships but we were looking to strengthen certain existing ones.”
LUCIAN LEE, OWNER
HALE’S JEWELERS
GREENVILLE, SOUTH CAROLINA
“We go with a budget and a list and appointments, and we work pretty hard for seven or eight days. Long ago, the world used to come to us, but now we go there and once you adapt to that, it works. It was good — I did Luxury, and Couture for part of a day and JCK for a little bit. It seemed pretty upbeat.
“We did buy some bridal and fashion lines we had been contemplating. I spent some more money than I intended to.”
JOHN NICHOLS, SALES MANAGER
HUNTINGTON JEWELERS
LAS VEGAS, NEVADA
“I went for two days. It went fine; I liked the new venue, Mandalay Bay, better than the convention center. I was looking to fill in the empty spots and see what was new. It was pretty much like every show: Everything’s the same and everything’s different.
“I was looking for a little bit of the high-end platinum and 18 karat in diamonds and color. We did spend more than we did before but not a whole lot; we’re still operating on safe mode.”
PATTI WARNER, OWNER
PATTI’S FINE JEWELRY
PORTLAND, OREGON
“I went to stock jewelry and I also went with a specific agenda of looking for merchandise for my clients, who only want top quality. So I only went to the top vendors, who have top-quality diamonds and are still working in platinum. I did work with some of the German vendors for gold. I worked Old World Chain for bracelets.
“I came with no budget but when I found the right pieces, I knew instantly. I only will buy something that I know my clients are going to absolutely love. I know who they are and what they want to wear and who they socialize with.
“The show was amazing, upbeat. I’ve gone for several years but this was by far the best show. I loved the Mandalay. I think it was beautifully presented; everything was well lit; it was open and inviting. The best thing it had going for it was the ‘Ask Me’ people.”
