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8 Out of 10 Jewelers Surveyed Report Sales Growth in March

They also report on what jewelry sold best for them.




14K yellow gold ring featuring garnets with diamonds
14K yellow gold ring featuring garnets (3.29 TCW) with diamonds (0.16 TCW), $1,908,

Anything Allison-Kaufman! All product categories! I am reordering like a madwoman! — Karen Fitzpatrick, Harris Jewelers, Rio Rancho, NM

  • Pandora: still good for us. Le Vian: quality and loyal customer base. Quality Gold: gold hoops of all sizes, I can’t keep them in stock. — Valerie Goodwin, Vaughan’s Jewelry, Edenton, NC
  • Anything in yellow gold … Aurelie Gi and gold-plated Ania Haie were big hits in March. — Krystal Shiklanian, Radiant Fine Jewelry, Plymouth, MI
  • Custom jewelry is always a best seller for us, but it has doubled in volume over the last month. — Joy Thollot, Thollot Diamonds & Fine Jewelry, Thornton, CO
  • Hearts On Fire continues to do well for us. — Jon Walp, Long Jewelers, Virginia Beach, VA
  • The world is opening up again, and people want to be engaged. Gabriel & Co. engagement mountings, with the sweet spot at 1 carat. We are also selling quite a lot of Gabriel & Co. mountings for remounts. In silver, we are just about sold out of Frederic Duclos! — Shari Altman, B&E Jewelers, Southampton, PA
  • Benchmark, Lashbrook, Rolex. — John Przeclawski, Monarch Jewelry, Winter Park, FL
  • Diamond bridal is so strong! We are selling solitaires in all shapes and sizes paired with asymmetrical diamond bands, three diamonds are being requested again, and also settings with intricate details. — Annette Kinzie, Leonard Jewelry, Stillwater, OK
  • Custom, lab-created diamonds and a range of products from Shefi Diamonds. Shefi pieces just sell and sell. — Mark Clodius, Clodius & Co. Jewelers, Rockford, IL
  • Color (ruby, sapphire, emerald), self-purchase diamond fashion (yellow gold) and studs. — Jeff Nacol Turnbo, Nacol’s Jewelry, Wichita Falls, TX
  • Karat gold was where it was at. — Craig C. Curtis, Belfast Jewelry, Belfast, ME
  • Transforming clients’ old worn jewelry into something more current and wearable continues to be our main revenue stream. And Sylvie Collection bridal continues to do well! — Doreen Vashlishan, Werkheiser Jewelers, Bethlehem, PA
  • We’ve expanded our inventory to include crystals and they’ve done so well this month! After the year we’ve had, everyone needs extra good vibes heading into the spring and summer months, so our specially curated Good Vibes, Good Luck, and Good Night beginner crystal kits have exceeded our expectations. — Bethany Swoveland, Design House, Waco, TX
  • Noam Carver by CrownRing, Sylvie Collection, and custom. We are seeing a big increase in our custom requests. Everyone seems to want something unique to them. — Tracy Gibson, Studio D Jewelers, Woodstock, IL
  • Earrings! Diamond huggers, diamond hoops, diamond studs, it was like Christmas in March! — Jo Goralski, The Jewelry Mechanic, Oconomowoc, WI
  • We did great with remounts and redesigns this month! Stuller showcase was really helpful in getting some easy custom out! — Becky Bettencourt, Blue River Diamonds, Peabody, MA
  • Victorian and mid-century modern rings and/or styles went flying out the door! — Patty Gallun Hansen, Dorothy Gallun Jewelry, Cedarburg, WI

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.



This Third-Generation Jeweler Was Ready for Retirement. He Called Wilkerson

Retirement is never easy, especially when it means the end to a business that was founded in 1884. But for Laura and Sam Sipe, it was time to put their own needs first. They decided to close J.C. Sipe Jewelers, one of Indianapolis’ most trusted names in fine jewelry, and call Wilkerson. “Laura and I decided the conditions were right,” says Sam. Wilkerson handled every detail in their going-out-of-business sale, from marketing to manning the sales floor. “The main goal was to sell our existing inventory that’s all paid for and turn that into cash for our retirement,” says Sam. “It’s been very, very productive.” Would they recommend Wilkerson to other jewelers who want to enjoy their golden years? Absolutely! “Call Wilkerson,” says Laura. “They can help you achieve your goals so you’ll be able to move into retirement comfortably.”

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