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Commentary: The Business

Retailer David Blitt Would Rather Take the High Road

This business is built on relationships, after all.




SEVERAL YEARS AGO, I had a young guy come into my store looking for a diamond at a price that was too low. After a lot of back and forth, I said that the diamond he had found and was comparing to mine was not compliant with the Kimberley Process. He said, “I don’t give a damn about where and who the diamond came from. I just want it cheap.”

I told him I would pass on his business.

When new customers come in and start to tell me about all the greenwashing they have read, I try to set them straight with as unbiased a reply as possible.

Many of these buyers do not like hearing that what they read on the online site was not true and walk out.

I am not trying to say that I am better than anyone else. There are a lot of great people in the jewelry trade. If I am given the choice of acting morally correct or making a dollar immorally, or even getting into a “gray” area, I have always chosen the former.

When I hear that store owners are not interested in where a diamond comes from or giving full disclosure on the goods they sell, it’s disheartening. The majority of store owners I have met really like the industry for the great moments it provides, and they try to be open and honest. Even with all the headaches of running a complex business, there is an upside to job satisfaction.


Most recently, with lab-grown diamonds (LGD), my store has been presented with new dilemmas. I do sell them in my store. I feel the price will eventually hit bottom. How do I tell a young guy that the LGD in his ring may be worth 20-30% less in a month? The answer from a few store owners at a recent trade meeting was, “Are you their financial advisor?” In a sense, yes. If a client comes to a decision that is increasingly a price proposition, do we not have an obligation to be somewhat of a financial advisor? At the same group meeting, it was brought up that a person buying a mined diamond could lose more if they were to turn around and sell it back to someone shortly after their purchase. So, am I an advisor then? The short answer is, “Yes.” I feel many store owners forget that a large part of our business is relationship built.

Losing sales or profit to honesty never feels bad long term. Weeks or months later, it makes for a good story, and I don’t feel like I gave up something important to my self-esteem.



She Wanted to Spend More Time with Her Kids. She Called Wilkerson.

Your children are precious. More precious than gold? Absolutely! Just ask Lesley Ann Davis, owner of Lesley Ann Jewels, an independent jewelry store that — until the end of 2023 — had quite a following in Houston, Texas. To spend more time with her four sons, all in high school, she decided to close her store. Luckily, she was familiar with Wilkerson and called them as soon as she knew she wanted to move on to bigger, better and more family-focused things. Was she happy with her decision? Yes, she was. Says Davis, “Any owner looking to make that life change, looking to retire, looking to close, looking for a pause in their career, I would recommend Wilkerson. Hands down!”

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