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Brain Squad Members Share Their Hottest Sellers for February




Angelica bracelets by Royal Chain

Angelica bracelets by Royal Chain in recycled brass, with simulated  diamonds and gemstones. $25-35,

Angelica bracelets and gold chains are making a comeback … the layered look. It’s the ‘70s and ‘80s all over again! — Mark Kasuba, M. Edward Jewelers, Pittsfield, MA 

Top-Selling Jewelry
Brands in February

Pandora (5), Berco (4), Gabriel & Co. (4), Lafonn (4), Ostbye (4), Stuller (4), Rolex (3), ArtCarved (2), Carla (2), Classic of New York (2), Gemsone (2), Hearts on Fire (2), Kameleon (2), Quality Gold (2), Royal Chain (2), Simply Diamonds (2)

* Brands mentioned by at least two of 112 Brain Squad members when we asked what they would be reordering in March.

  • Belle Etoile has done very well for us lately. Their bold designs and self-purchase price point make it an easy choice for our customers! — Morgan Bartel, Susann’s Custom Jewelers, Corpus Christi, TX
  • Naledi bridal and Lashbrook men’s wedding bands. — John Hayes, Goodman’s Jewelers, Madison, WI
  • We had great success with Charriol. Their styling with the steel cable and accent colors made for some great Valentine’s gifts. They also had great backup with promotion materials. — Scott Kelly, Jems Jewels & Gold, North Wales, PA
  • Alex and Ani sales doubled. Pandora remains strong. Closed out a couple of lines at 50-75 percent off and that generated extra traffic. — Jeff Dennis, Jeff Dennis Jewelers, Gardendale, AL
  • In February, we sold many bench repairs! Folks seemed to be cleaning out their jewelry boxes and getting things fixed. One-of-a-kind, antique and vintage-inspired rings were the most popular purchases. — Jill Keith, Enchanted Jewelry, Danielson, CT
  • We got in some pieces from Royal Jewelry containing chocolate-colored diamonds, blue diamonds and black diamonds. We were surprised at how much people liked them and saw them as different for diamond jewelry. — Alex Weil, Martin’s Jewelry, Manhattan Beach, CA
  • Tucson bargains were unstoppable! Custom-made earrings in fine sapphire, garnet, precious topaz and morganite from BenKhoGems were a monster hit. Tahitian pearls strung with diamond clasps from Yen’s Jewelry — all went bye-bye! Happy jeweler dance! — Denise Oros, Linnea Jewelers, La Grange, IL
  • Imperial Pearl, great price points; sold almost all inventory from Christmas! New bridal from Ostybe. — Karen Fitzpatrick, Harris Jewelers, Rio Rancho, NM
  • Nothing in particular … but if I had been selling shovels, I could have made a killing! Too much snow! — Annette Evans, RD Allen Freeport Jewelers, Freeport, ME
  • We sold some nice bridal pieces and a good mix of designer jewelry. “Less is more” was the theme for our Valentine’s Day sales. We might have had fewer shoppers than before but bigger and better buyers. Damaso MartineZ seems to be a great fit for us this year. Their designs are flying out of here! — Marc Majors, Sam L. Majors, Midland, TX
  • No one item was hot. We distributed approximately 15,000 Valentine fliers from the Berco Company in Chicago by every door direct and had an excellent response mostly in the $199 and under price range, but we did make some sales from the flier at higher prices, too. — James Sickinger, Sickinger’s Jewelry, Lowell, IN

This article originally appeared in the April 2017 edition of INSTORE.


What’s the Brain Squad?

If you’re the owner or top manager of a U.S. jewelry business serving the public, 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.



Wilkerson Testimonials

When It’s Time for Something New, Call Wilkerson

Fifty-four years is a long time to stay in one place. So, when Cindy Skatell-Dacus, owner of Skatell’s Custom Jewelers in Greenville, SC decided to move on to life’s next adventure, she called Wilkerson. “I’d seen their ads in the trade magazines for years,’ she says, before hiring them to run her store’s GOB sale. It was such a great experience, Skatell-Dacus says it didn’t even seem like a sale was taking place. Does she have some advice for others thinking of a liquidation or GOB sale? Three words, she says: “Wilkerson. Wilkerson. Wilkerson.”

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Jewelry Pro Gear

A Magnetic Ring Builder, An Innovative Ring Remover and More Jewelry Pro Gear for September

This is the stuff you need for your store.




Diamond Detective

Lab-grown diamonds are all the buzz in the industry right now. Do you have the technology you need to tell lab-grown stones from natural gems? The Dia Screen X could be exactly what you need.


I Do, with Neil

Jewelry industry legend Neil Lane’s first book, Style Your Wedding With Neil Lane, hits shelves in early October. The gorgeous volume offers advice, encouragement, and inspiration on all things wedding, from developing an aesthetic to putting together the reception of your dreams.



Instant Attraction

Stuller’s new Magnetic Ring Builder gives customers the opportunity to experience custom design for themselves, thanks to the 800-plus mix-and-match possibilities that this interactive display system offers.


Can you even with this super cute Annalee clutch from Don Lucas? This fine white Italian leather bag is adorned with a gorgeous amber stone pendant. Custom stone color and cluster combinations available.


To the Rescue

The RingRescue Ring Remover set from Gesswein was designed by a team of doctors and engineers with one goal: to remove stuck rings from swollen fingers without a blade. This innovative device is easy to use and protects both ring and finger! You’ll be your customers’ hero.


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Brides Are Wearing This Red-Carpet-Inspired Diamond Jewelry, But It’s Not Rings

Hint: They’re often delicate and lacy.




THIS SEASON, BRIDES ARE taking their cue from the necklaces they saw on red carpets, particularly the elegant styles seen at Cannes Film Festival 2019. The standout diamond necklace hits a responsive cord among the wedding set. Delicate and lacy, often with a floral or celestial motif, these necklaces are striking without being overpowering, and they are versatile enough to shine on long after the big day has passed.


18K gold Star necklace with diamonds (8.46 TCW).




18K white gold Glow necklace set with diamonds (1.75 TCW).


Penny Preville

18K gold tiara necklace with diamonds (8.41 TCW).


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Tools and Services

The Gold Book from Royal Chain and More of This Month’s Service News

For true lovers of gold…




Worthy of Royalty

New from Royal Chain, The Gold Book 2019 is here to delight true lovers of gold. The collection offers a wide range of styles and price points, from edgy trend pieces to iconic classics and even men’s jewelry.

Congratulations, Madame President

The Contemporary Jewelry Design Group (CJDG) has announced that Judi Powers of Judi Powers Jewelry is the association’s new president. CJDG is a prominent national organization dedicated to the promotion of creative jewelry design and integrity and ethics in both business and design.

Flawless Clarity

The Diamond Producers Association has expanded its educational offerings to drive viewers to the DPA’s Total Clarity, an advocacy platform that shares beneficial information about the global diamond sector. Includes free social media assets, static images and video.

A Whirl of Pearls

The Cultured Pearl Association Of America’s 10th Annual International Pearl Design Competition (IPDC) is now open! Entries must be submitted by Oct. 4 and winners will be chosen on Nov. 1.

On the Shelf

Ritani’s new Virtual Shelf iPad app allows retailers to offer their customers access to an inventory of certified conflict-free diamonds and jewelry. Virtual Shelf can also be used to sell to other program partner retailers.

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