Editor's Note

Imagination and Innovation Continue to Propel the Jewelry Business Forward

The editor-in-chief shares some of what he saw at the Centurion Show in February.

Published

3 weeks ago

February 27, 2025

Trace Shelton Instore March 2025 Issue

ONE OF MY favorite annual trips is to the Centurion Show in Phoenix early in the year. It gives me the chance to take the pulse of the industry after the holidays. This year, there was a lot of activity, and the exhibitors I spoke to said they had a terrific show. That bodes well for 2025.

Another benefit to attending is that I get to see which direction top manufacturers are taking their collections. This year, I witnessed an abundance of creativity.

Hearts on Fire, for example, has launched a collection that does not feature large center diamonds. The Inside Out Collection, created by chief creative officer Yunjo Lee — a veteran of Tiffany and Mejuri — captures the fluid quality of fabrics. Diamonds are still the focus, and the collection allows Hearts on Fire to continue its brand extension into fashion jewelry.

Likewise, Tacori is venturing outside of its customary dainty engagement ring styles into more substantial designs, led by head of design Nadine Tacorian. And Bobby Jain, CEO of Fana Jewelry, talked about the success of the company’s recent “We Do” campaign, stating that they are leaning into the “made in the U.S.A.” message and imagery that’s beautiful yet grounded in reality.

I’ve been connected to the jewelry business for nearly three decades, but the innovative spirit of our industry never ceases to inspire me. I hope you find this issue equally inspiring!

Trace Shelton

Editor-in-Chief, INSTORE
trace@smartworkmedia.com

Five Smart Tips You’ll Find in This Issue

Advertise a “Tax Day Layaway Sale” on April 16 to target tax refunds; layaways receive 10% off. (Manager’s To-Do, p. 26)
Get rid of extra signs, mismatched furniture, dated displays and random décor items to freshen up your showroom. (The Big Story, p. 32)
For estate case displays, use old leather photo albums as risers to underscore the heritage of the pieces. (The Big Story, p. 32)
Show your salespeople how your bench jewelers accomplish various tasks so they can more easily close repair sales. (Jonathan Geller, p. 44)
Replace “click here” links on your website with more descriptive text. (Emmanuel Raheb, p. 46)

Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."