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48% of Surveyed Jewelry Retailers Report Sales Gains in August

Read on to see the brands and products that sold best.




48% of Surveyed Jewelry Retailers Report Sales Gains in August

Stuller because of their wide variety, quick service, and ability to ship overnight. — Susan Eisen, Susan Eisen Fine Jewelry & Watches, El Paso, TX

  • Lab-grown diamonds, which is all most young buyers are asking for. Gold jewelry without gems sold well, too. — Medford Chason, Treasure Hut, North Charleston, SC
Top-selling jewelry brands in August

Gabriel & Co. (7), Stuller (5), Seiko (3), Sylvie Collection (3), Allison-Kaufman (2), Empire Corp. (2), Fana (2), Hearts on Fire (2), Overnight Mountings (2), Parade Designs (2), RDI (2), Roberto Coin (2)

*Brands mentioned by at least two of 109 respondents.

  • Roberto Coin. Bracelets and bangles were hot. Hearts on Fire diamond jewelry, engagement rings, wedding bands and diamond studs. — Natasha Henderson, Saxon’s Fine Jewelers, Bend, OR
  • Zoe Chicco, permanent bracelets and gemstone rings and necklaces. — Laura Kitsos, Gem Jewelry Boutique, Oak Park, IL
  • Lashbrook wedding bands, Seiko automatic watches, and Sylvie bridal all have been strong. — Trevor Williams, Leitzel’s Jewelry, Myerstown, PA
  • Bridal. Most with lab centers but some natural — seeing a bit more natural sales. — Tom R. Nelson, Nelson Jewelry, Spencer, IA
  • We had a tough August. We did well with a brand that’s new to us called Lali. Price-point cute pearls and birthstone jewelry. — Andrea Riso, Talisman Collection, El Dorado Hills, CA
  • In August, wedding bands (FANA) and permanent bracelets (Royal Chain) were our best-selling products. There’s been an increase in weddings this month and heading into the cooler weather. We’ve been partnering with local hair salons and events, taking our permanent jewelry on the road and increasing in-store appointments. — Beth Greene, Conti Jewelers, Binghamton, NY
  • Platinum Born did well for us, as their catalog and price point were of interest to middle-aged men looking for birthday and push gifts for their significant others. — Rebecca Larson, Barry Peterson Jewelers, Ketchum, ID
  • Majolie, best summer jewelry, lots of layering. — Jennifer Krup, Jen K Designs, Woodmere, NY
  • Fana is on FIRE! Martin Flyer is flying out of here. Simon G. stands for “goodness”! And Gabriel & Co. is great! — Jon Walp, Long Jewelers, Virginia Beach, VA
  • IDD was a strong vendor for us, especially flexi-bangles and straight diamond bands. — Kyle Bullock, Bullock’s Jewelry, Roswell, NM
  • Diamond jewelry was sizzlin’ hot, leading with 33% of sales: natural and lab-grown diamonds from DiaGem, RDI and GN Diamond. Linnea custom and repairs held a strong 28%. Then up from last quarter, gold jewelry was impressive with 19%, followed closely by Bassali, Reko and Empire color bringing in a handsome 18%. HOT sales, cool vibes! — Denise Oros, Linnea Jewelers, La Grange, IL
  • Watches — new (Tissot and Citizen), pre-owned (Rolex and Breitling). Estate jewelry (particularly colored stone pieces). Diamonds/diamond rings for engagement. Wedding bands (particularly those made of industrial metals for men and diamond wedding bands for women). — Jennifer Hornik Johnson, Miller’s Jewelry, Bozeman, MT
  • Berco, T. Jazelle and Midas for gold and silver chains. — Sue Parker, Nyman Jewelers, Excanaba, MI
  • Diamond straight-line lab-grown diamond bracelets from SDC Creations, lab-grown diamond stud earrings and engagement rings/mountings from Parade Designs. — Laura Sipe, J.C. Sipe, Indianapolis, IN
  • Strangely, August was a month when appraisals led the income stream. I spent more time at the typewriter than the workbench. — James Doggett, Doggett Jewelry, Kingston, NH

Monthly SALES Survey

How Were Sales Last Month Compared to August 2022?

WAY UP 25% OR MORE: 11%
UP: 37%
SAME: 25%
DOWN: 25%

Total Brain Squad Responses: 161

  • Pearls, boulder opals and sapphires. — Gretchen Schaffner, Eytan’s Designs, Sherman Oaks, CA
  • ArtCarved bridal, Rembrandt Charms, Carla earrings, Stuller, estate anything. — Eileen Eichhorn, Eichhorn Jewelry, Decatur, IN
  • Custom engagement rings and wedding bands were big, all in lab-grown diamonds. Also, lots of colored gemstone centers too (lavender sapphire, turquoise and pearl). — Beth Cevasco, Scott’s Custom Jewelers, Dublin, OH
  • Custom continues to be strong. Sylvie flexible bangles sold well. — Stacey Lyon, Gehman Jewelers, Ephrata, PA
  • Allison-Kaufman color gemstone jewelry sells for us, and custom diamond sales are keeping us hopping. — Annette Kinzie, Leonard Jewelry, Stillwater, OK
  • Shula NY is awesome! Very innovative. Lots of custom. Mostly in-house remounts and handmade pendants. — Rick Nichols, Nassau Jewelry, Fernandina Beach, FL
  • Mined and lab-grown diamonds from J.S. Simmons Diamond Consultants. Yes, we sell both. Lab-grown earrings from Overnight Mountings. Tons of repairs. — Cliff Yankovich, Chimera Design, Lowell, MI

What’s the Brain Squad?

If you’re the owner or top manager of a U.S. jewelry store, you’re invited to join the INSTORE Brain Squad. By taking one five-minute quiz a month, you can get a free t-shirt, be featured prominently in this magazine, and make your voice heard on key issues affecting the jewelry industry. Good deal, right? Sign up here.



When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

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