Headlines

Independent Jeweler Sales Rose 12% in March — But Fewer Customers Are Buying

Edge Retail Academy data shows higher average transactions driving revenue growth while unit sales continue to slide.

Published

3 weeks ago

April 1, 2026

Becka Johnson Kibby

MONTHLY SALES PERFORMANCE

March delivered solid, premium-driven growth for independent jewelers. Gross sales increased 12%, driven by an 18% rise in average retail sale, while unit sales declined 5%. This continues the recent trend toward higher-value purchases, with consumers buying fewer items but spending more per transaction. March performance underscores a premiumization trend, with revenue growth driven by pricing and product mix rather than volume.

Performance By Region

Retail sales performance for March 2026 vs. March 2025, according to Edge Retail Academy data.

1. Canada: Down 6%
2. South: Up 21%
3. Midwest: Up 8%
4. Northeast: Up 11%
5. West: Up 6%

TOP PERFORMING VENDORS

The wholesalers with the largest increase in sales percentage year over year for March.

1. Stuller: Up 44%
2. Roberto Coin: Up 44%
3. IDD: Up 23%
4. Gabriel & Co.: Up 20%
5. Omega: Up 10%
6. Allison Kaufman: Up 5%

CATEGORY PERFORMANCE

Diamonds were up 15% in sales, up 17% in average retail sale (ARS) and down 1% in unit sales. Colored Stones & Pearls were up 31% in sales, 41% in ARS, and down 7% in unit sales. Sterling Silver & Alternative Metals were up 5% in sales, up 15% in ARS and down 9% in unit sales.

TOP PERFORMING VENDORS (PAST 12 MONTHS)

The wholesalers with the largest percentage growth increase in sales percentage year over year, rolling 12 months.

1. Stuller: Up 8%
2. Rolex: Up 7%
3. Gabriel & Co.: Up 3%
4. Cartier: Up 3%
5. Roberto Coin: Up 2%

Becka Johnson Kibby

Becka Johnson Kibby, CEO of the Edge Retail Academy, has more than 30 years of experience in fine jewelry retail management, training, and sales. She has held leadership roles with Robbins Brothers The Engagement Ring Store, Borsheims, Helzberg Diamonds, and Jay B. Rudolph. She is a sought-after speaker and continues to present seminars at major industry events, buying groups, trade shows, and professional organizations throughout the U.S. and internationally.

click to Comment(Comment)

Up Next

Hearts on Fire Turns 30 — and It’s Asking Women One Very Good Question

Don't Miss

TikTok Jewelry Leader Debuts Physical Storefront

After 35 Years in Kent, Bonaci Fine Jewelers Found the Right Partner to Close the Right Way

Bob Bonaci spent 35 years building a jewelry business and community presence in Kent, Washington. When he decided it was time to retire, he knew the process would take careful planning — and the right help. Fellow jewelers who’d been through it pointed him to Wilkerson. The results exceeded expectations. Wilkerson’s hands-off approach let Bonaci step back while the team handled every detail, meeting his personal and financial goals throughout. “It is phenomenal, the success that we’ve had.” Watch Bob share his retirement story.