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The Big Story: Las Vegas Buying Guide 2016





Jewelers know better than to believe that what happens in Vegas stays in Vegas. The buying decisions made in the desert city will set the tone for the rest of the year, especially the make-or-break holiday season. With the help of our tips on trends that are gaining traction with shoppers, you’ll be happy with the purchases that follow you home.

The BIG Story by Tanya Dukes




Combining piles of lightweight necklaces is the next wave of compulsively collectible jewelry. Delicate strands with scattered stations or lariats perfectly suited for plunging necklines look sophisticated when matched together, and worn singly have a sense of chic simplicity. Their current popularity is owed to the prevalence of ’70s- inspired runway fashion, but their true appeal is timeless.

Midas Chain
36-inch necklace in 14K yellow gold
MSRP: $785
(877) 643-2765

Classique 14K
yellow gold necklace
with clear topaz.
MSRP: $850
(888) 341-2604

Zoë Chicco
14K vertical bar necklace with an ombré of white to black diamonds.
MSRP: $1,560
(213) 489-1226
Armenta Collection
Old World oxidized silver and 18K yellow gold 36-inch triple- strand necklace with white sapphires
MSRP: $2,990
(213) 489-1226



Will you stock it for the holidays?

➜ Already have pieces stocked in rose, yellow and white sterling silver. Our customers like the layered look! — Beth Cevasco, Scott’s Custom Jewelers, Akron, OH

➜ Long layered necklaces
are huge. We have some and more coming in. It is important to display these in layers so our buyers see the trend. — Michael Kano , Michael’s Jewelers, Yardley & Fair- less Hills, PA

➜ We will not push this, but might mention it to a client during a sales presentation and will have a few busts displaying the layered look. — Jennifer Hornik Johnson, Miller’s Jewelry, Bozeman, MT

➜ I love it. I wear it.I sell it! — Cathy Cook, Cathy Cook Jewelry, Vidor, TX


➜ It is hot. We have been doing this for some time now. Gold-filled is very popular
in this category. — Julie Brashier, Julie’s Jewels & Gifts, Greenville, SC

➜ Layering is definitely a way to sell more because we are modeling it for our customers. They sometimes buy it right off of us. — Karen Hollis, K. Hollis Jewelers, Batavia, IL

➜ We’ve been selling layering necklaces for years now. Good to see the trend is catching steam. — Marc Majors, Sam L. Majors, Austin & Midland, TX



There’s a pleasing symmetry to celebrating the union of two people in engagement or marriage with a two-stone diamond ring, so it’s no great surprise that the style has come around once more. Legendary couples across time — Napoleon and Josephine, John F. Kennedy and Jacqueline Bouvier — marked their nuptials with moi et toi rings, which only enhances their allure.

18K white gold sapphire and diamond two-stone ring
MSRP: $1,250
(888) 974-8264

Daniel Gibbings
18K gold ring with square cushion, teardrop rose-cut diamonds and brilliant-cut side diamonds (2.25 TWC)
MSRP: $7,850
(877) 565-1284

Sofia Kaman
Antique Moi et Toi ring in 18K and platinum with old-mine sapphire and diamond
MSRP: $1,750
(310) 310-3998

Forevermark by A. Link
You & Me head-to-head ring set in 18K white gold


Adwar Casting
14K engagement ring and wedding band set with diamonds (1.28 TCW)
MSRP: $1,400 (excluding center diamonds)
(516) 678-7755

Will you stock it for the holidays?

➜ I have used it in remounts when customers have different size stones. Most of the mountings are for smaller stones, but the pictures are a good starting point. — Julie Brashier, Julie’s Jewels & Gifts, Greenville, SC

➜ One of the major chain retailers has been advertising this design, so it follows that the look is gaining momentum. We do have a few rings in our cases that contain two gemstones — a bypass look — but we’re not going to get into this heavily. — Jennifer Hornik Johnson, Miller’s Jewelry, Bozeman, MT

➜ We notice more popularity in two-stone rings
for anniversaries versus engagements. — Allison Leitzel-Williams, Leitzel’s Jewelers, Myerstown, PA

➜ I do plan on testing a few two-stone rings, but am putting them in our diamond area, not engagement.
— Chris Wattsson, Wattsson & Wattsson Jewelers, Marquette, MI



There’s no rule that says fine jewelry can’t have a lighthearted side. Pieces featuring adorable creatures defy anyone to take life too seriously. Whether they represent a zodiac sign, favorite pet or a personal talisman, the jewels are a fun way to inject a note of playful personal style into the day.

Roberto Coin
Cheeky Monkey ring
in 18K gold and diamonds
MSRP: $6,500

Piedmonte Jewelry
Flowers of the Air pendant in 18K yel- low gold and rhodium with diamonds (0.11 TCW)
MSRP: $2,900

Tanya Farah
18K Royal Couture Cloud earrings with diamonds (approx. 3.50 TCW)
MSRP: $5,750
(212) 682-5188

Julie Lamb
18K yellow gold stacking ring
MSRP: $750

Sterling silver elephant earrings
MSRP: $90
(800) 722-7028

Will you stock it for the holidays?

➜ We like dogs … specifically Labs and retrievers. — Mark Kasuba, M. Edward Jewel- ers, Pitts eld, MA

➜ Fun pieces in sterling silver have been great add-on purchases for our customers, speci cally, birds on a limb, and butterflies. — Beth Cevasco, Scott’s Custom Jewelers, Akron, OH

➜ I’ve been the Queen of Whimsy. We always have and continue to offer fun and whimsical designs: dinosaurs, cute bunnies and woodland creatures, magical creatures like dragons, fairies, mermaids, unicorns, and castles. — Carol Drake, Touch of Silver Gold & Old, Nashville, IN

➜ Whimsy is always good in charms. — Cindy Fuller, Fuller Designs, Poplar Bluff, IN

➜ We will be creating in-house designs of our own for this category. — Murphy McMahon, Murphy McMahon & Co., Kalispell, MT

➜ If it is a cute elephant we can sell hundreds! — Charlene Little, Genesis Jewelry, Muscle Shoals, AL



When rose quartz became half (alongside soothing blue “Serenity”) of the two- color pair named as Pantone Color of the Year, it was perfectly timed to tap into the prevailing mood among jewelry designers. The soft pink is a neutral with a flattering wash of color that anyone can appreciate. And it’s not just quartz that’s in demand, but any gem with a similar blush hue.

Suzanne Kalan
18K yellow gold bangle with white diamonds and rose quartz
MSRP: $7,800
(818) 885-8420

Star Machine 18K yellow gold pendant with rose quartz and diamond pavé set in sterling silver
MSRP: $4,050
(877) 481-8706

Vahan Jewelry
14K gold and sterling silver ring with pink mother of pearl and rose de France doublet
MSRP: $2,875
(800) 365-6101

Dana Rebecca Designs
14K rose gold, pink quartz (3.76 TCW) and diamond (0.46 TCW) earrings
MSRP: $1,980
(800) 931-9085

Effy Jewelry
14K rose gold, diamond and rose quartz ring
MSRP: $1,995
(877) 275-3339

Will you stock it for the holidays?

➜ Rose quartz, pink sapphire and, of course, rose gold are selling well for us. We’ve made a number of custom pieces in pink this year.
— Beth Cevasco, Scott’s Custom Jewelers, Akron, OH

➜ We have used pink stones for years. Great gifts for push presents for baby girls. It is also a great gift for breast cancer awareness. — Julie Brashier, Julie’s Jewels & Gifts, Greenville, SC

➜ We do it as a year-round feature … pink diamonds seem to be hot. — Mark Kasuba, M. Edward Jewelers, Pittsfield, MA

➜ I can’t keep rose gold
or morganite in stock. — Michael Kano , Michael’s Jewelers, Yardley & Fairless Hills, PA

➜ Morganite is finally hitting our market. We’ve done well with it so far. — Chris Wattsson, Wattsson & Wattsson Jewelers, Marquette, WI

➜ Pink is the new black! — Adam Langdon, Adam Michael Jewelry, Omaha, NE

➜ We’ve always shown pink in sapphires and tourmalines, however now we are dabbling in rose quartz, as well as some pink opals. — Paolo Salamone, Paolo A Modern Jeweler, Cincinnati, OH



Spied on a whole crew of tastemakers for months now, super short collars and chokers are in the midst of a resurgence not seen since the ’90s. The abbreviated necklaces aren’t just throwbacks to the decade of Nirvana and grunge-chic, either. They can veer from Edwardian elegance to cool and contemporary with the right styling cues.

Karen Karch
Choker in blackened
silver with pearls
MSRP: $6,500

Baguette grosgrain choker in 18K gold with diamonds (0.50TCW)
MSRP: $3,045
(310) 962-4422

Steel and black PVD choker with black spinel
MSRP: $450
(305) 358-7017

Simon Alcantara
Sterling silver collar woven with ostrich feathers
MSRP: $865

Lana Jewelry
Electric choker in 14K yellow gold and diamonds (1.27 TCW)
MSRP: $5,995
(312) 226-5262

Will you stock it for the holidays?

➜ A blast from the past: Chokers are something we have never stopped working with and if they emerge again I feel they’ll take off. — Cindi Haddad-Drew, Cindi’s Diamond & Jewelry Gallery, Foxborough, MA

➜ Casual chokers are cool. We are repurposing items in the store on shorter chains and cords. — Elysia Demers, Barnhardt Jewelers, Spen- cer, NC

➜ Best suited to young, tight necks! The vain of a certain age won’t go for the look. — Tory Michel, Tory’s Jewelry, Marblehead, MA

➜ For alot of us it’s never really gone out of style. — Marta Jones-Couch, Elements Ltd., Des Moines, IA

➜ Not our style. We do much better with opera length.
— Marc Majors, Sam L. Majors, Austin & Midland, TX



There’s strength in numbers when it comes to gemstone jewelry. Clusters of stones have a striking impact in both vividly multicolored palettes and compositions featuring subtle shifts in hue. And a jewel set with a single stone is unlikely to have the dimension and texture found in a design set with an entire collage of stones.

Rock Candy 18K six-stone cluster ring with rhodolite, peridot, olive quartz, London blue topaz, iolite and amethyst
MSRP: $1,895
(888) 468-0888

Madstone Design
Melting Ice 18K rose gold ear climbers in amethyst, rhodolite and diamonds
MSRP: $1,600
(212) 518-6607

Graziela Gems
18K cuff with bi-color, pink and green tourmalines
MSRP: $10,100
(800) 961-1170

14K earrings in amethyst, garnet, pink tourmaline and diamond
MSRP: $3,198
(800) 800-8908

Vianna Brasil
18K yellow gold necklace featuring amethyst, blue topaz, citrine, prasiolite and diamonds (0.53TCW)
MSRP: $10,900
(561) 826-1100

Will you stock it for the holidays?

➜ Multi-gemstone fashion jewelry is very attractive, now the trick will be to source and sell it in a good price point for our area. — Julie Terwilliger, Wexford Jewelers, Cadillac, MI

➜ This is actually something I’ve wanted to try for quite a while. — Janne Etz, Contemporary Concepts, Cocoa, FL

➜ We love the multicolor look. Especially fun are frames filled with color, like a stained glass window! — Beth Cevasco, Scott’s Custom Jewelers, Akron, OH

➜ These pieces are always good sellers. — Marc Majors, Sam L. Majors, Austin & Midland, TX

➜ I think seeing more people experimenting with the color of their hair, getting tattoos, etc., we are bound to start seeing more expression in fine jewelry as well. Color always has a draw, but I think we’ll see more demand as millennials start shopping more for themselves. — Jennifer Farnes, Revolution Jewelry Works, Colorado Springs, CO

➜ Gemstone clusters of
small colored melee around major colored stones have had some interest but not the Tutti Fruitti look of the Art Moderne pieces of the ’50s. — Ed Menk, E. L. Menk Jewelers, Brainerd, MN



They’re a supporting player in lots of precious jewelry, but interlocking metal links (the bigger, the better) are the star attraction in a growing number of collections. Links look especially fresh when they make appearances in unexpected categories, like earrings, are dotted with gemstones or take on off-kilter shapes.

Marco Bicego
18K yellow gold
convertible link necklace with multicolored semiprecious gemstones
MSRP: $12,800
(866) 424-2346

Tango bracelet in 18K rose gold and pink sapphires
MSRP: $31,200
(800) 254-6020

Kelim Jewelry Design
Sterling silver bracelet
MSRP: $243
(301) 448-7367

Walters Faith
Saxon sterling silver hoop earrings
MSRP: $250
(917) 484-0490

WYS Jewelry
Multi-loop earrings in 14K gold over sterling silver
MSRP: $155
(646) 421-3049

Will you stock it for the holidays?

➜ Now this is hot! We love big heavy links and actually create some by hand. We also take a lot of trade-in of big, heavy pieces. — Paolo Salamone, Paolo A Modern Jeweler, Cincinnati, OH

➜ Everything is always bigger in Texas! — Morgan Bartel, Susann’s Custom Jewelers, Corpus Christi, TX

➜ We’re doing bold gold bracelets and they are selling. I’m cautiously optimistic about the necklaces. But the bracelets have a stronghold. — Andrea Riso, Talisman Collection, El Dorado Hills, CA

➜ I think chunky is a great trend and items like these should be a staple of every woman’s jewelry box. — Matt Doumato, Ephraim Doumato Jewelers, Smithfield, RI

➜ We are already seeing a growing trend in this area. Love the look. — LaTisha Holland, Arlene’s Fine Jewelry, Vidalia, GA



If there’s one piece of jewelry that instantly signals glamour it’s a long, dramatic earring. They’re making inroads again after being displaced by the teensy studs that have dominated recently. To keep the look contemporary, stick to designs with a clean, linear silhouette — from chandeliers to stiletto styles.

Anita Ko
18K and diamond
(4.60 TCW) earrings
MSRP: $21,225
(424) 302-0413


Lotus earrings in 18K yellow gold and diamonds (1.00TCW)
MSRP: $5,995
(800) 225-7782

Drop earrings in sterling silver bonded with platinum and simulated diamonds
MSRP: $210
(714) 826-8888

KC Designs
14K white gold and diamond (0.63 TCW) earrings
MSRP: $1,850
(800) 552-3790

Fern Freeman
18K and 14K gold fringe earrings with diamonds
MSRP: $7,800
(917) 217-1727

Will you stock it for the holidays?

➜ I personally love chandeliers, and the design possibilities are literally endless! — Janne Etz, Contemporary Concepts, Cocoa, FL

➜ It is always good to have earrings switch up in style. Women seem to change their earrings much more than other pieces. Change keeps them buying! — Tory Michel, Tory’s Jewelry, Marblehead, MA

➜ Chandeliers have been popular for us as a stand-alone statement style. Mini studs cannot match the impact of a chandelier earring! — Annette Kinzie, Leonard Jewelry, Stillwater, OK

➜ We sell them in small quantities and they’re delicate, not bold. I’m so happy the mini-stud wave is over. — Andrea Riso, Talisman Collection, El Dorado Hills, CA

➜ I am located in an ethnic area where chandeliers have always done well. — Shahraz Kassam, Shamin Jewellers, Surrey, BC



For some shoppers watching the hours isn’t enough reason to wear a traditional watch. But with their diverse range of functions — from tracking sleep to keeping tabs on the weather — smartwatches are attracting buyers who might otherwise ignore the category entirely. Some styles display their tech prowess proudly — others disguise futuristic features behind a traditional exterior.

WSD-F10 Smart
Outdoor Watch
with preset outdoor
apps, altitude, direction,
and atmospheric pressure
measurements, 50-meter
water resistant structure and
dual-layer display structure
MSRP: $500


44mm Helvetica 1 smartwatch with stainless steel case, MotionX activity tracking, Sleeptracker sleep monitoring, sleep cycle alarms, get-active alerts, adaptive coaching and automatic time alignment
MSRP: $950

Frederique Constant
42mm Horological Smartwatch in rose gold-plated stainless steel case with bi-directional communication using iPhone and Android apps, Sleeptracker function and MotionX motion tracker
MSRP: $1,295

Smart-Touch watch with light power generation, Bluetooth connectivity weather forecast, altimeter and navigation functions
MSRP: approximately $1,100

TAG Heuer
46mm Connected smart-watch with titanium case, Android operating system, RaceChrono Pro capability and 1.6GHz dual core processor
MSRP: 1,500

Will you stock it for the holidays?

➜ I’m all over it. Also want solar-powered watches and get requests for them every single day. — Andrea Riso, Talisman Collection, El Dorado Hills, CA

➜ A little, but not much. We carry Frederique Constant and have done well with the Horological Smart Watch.
— Steven B. Goldfarb, Alvin Goldfarb Jeweler, Bel- levue, WA

➜ These will change too quickly. I don’t carry watches anyway. — Dale Robertson, Dale Robertson Jewelry, Loveland, OH

➜ Possibly. The Northwest is a high tech area and these are popular. — Meg Rankin, J. Rankin Jewellers, Ed- monds, WA

➜ Anyone can buy just about any watch online now. Why bother carrying something that Amazon can sell with a lower tax rate? — Jennifer Farnes, Revolution Jewelry Works, Colorado Springs, CO



Man-made diamonds aren’t new, but as the technology that permits their manufacture grows more sophisticated and additional players enter the market, the gems are getting tons of buzz. The growing number of designers working with the material makes it an accessible alternative for consumers who have qualms about buying a natural diamond or are simply in search of a more a ordable diamond option.

14K white gold engagement ring with round brilliant Chatham Created diamond (1.00 TCW) and Chatham Created blue sapphire flame cuts
MSRP: $7,855
(800) 222-2002

14K white gold and diamond ring with lab-created center
MSRP: $3,825
(800) 877-7777

Diamond Foundry
Estella necklace in 18K yellow gold with lab-created diamonds
MSRP: $3,600 (excluding center stone)

Renaissance Diamonds
Earrings in 14K pink and white gold with lab-created pink and white diamonds
MSRP: $3,589
(888) 968-4877

Will you stock it for the holidays?

➜ Absolutely! We’ve already sold two and the requests seem to be growing. I think the millennials are going to turn the diamond industry on its head! — Mark Kasuba, M. Edward Jewelers, Pittsfield, MA

➜ We won’t stock these items, but will order them if our customers ask. The real dilemma is appraisals now. The lab-grown diamonds are making it impossible to do an appraisal if we didn’t source it ourselves. — Beth Cevasco, Scott’s Custom Jewelers, Akron, OH

➜ I will only sell lab-grown to a customer that specifically asks for it. I try to talk them out of it. Our store does not stock synthetic stones of any kind. — Chris Wattsson, Wattsson & Wattsson Jewelers, Marquette, WI

➜ This is something that will be very big. We have made
a large purchase of loose
lab diamonds and we are creating a website for this and plan on radio ads. — Tom Schowalter, Miner’s Den Jewelers, Royal Oak, MI

➜ We offer man-made diamonds as well as Moissanite for alternatives to diamonds. We find that many younger shoppers are more globally conscious and they really don’t like the environmental impacts of diamond mining. — Jennifer Farnes, Revolution Jewelry Works, Colorado Springs, CO

➜ Actually … maybe! — Pamela Hecht, Pamations, Calumet, MI



We asked our Brain Squad: What do you think will be the breakout category this holiday season?


Opals. And color in general.
— Amber Gustafson, Amber’s Designs, Katy, TX

Pamela Froman
Arabesque Arrow necklace with 18K yellow gold, boulder opals
and pavé-set diamonds (0.15TCW)
MSRP: $12,760
(323) 954-7436


Stacking bands are still moving out and mixing metal colors is getting momentum.
— David Blitt, Troy Shoppe Jewellers, Calgary, AB

Sethi Couture
18K gold bands with white and black diamonds
MSRP: On request
(415) 863-1475


Continue with climbers and multi-finger rings.
— Donna Soodalter-Toman, DIVA (Donna’s Infinite Variety of Adornments), Newtonville, MA

Florette diamond earrings in 18K yellow gold and diamonds (0.75TCW)
MSRP: $6,995
(800) 225-7782


What’s old is new. I think vintage styles are going to be big sellers this season. — Marc Majors, Sam L. Majors, Austin & Midland, TX

Just Jules
Art deco-style ring in 14K gold with center rose-cut diamond (0.50 TCW) and side and halo diamonds (0.20 TCW)
MSRP: $6,175
(480) 860-6211



Wilkerson Testimonials

Wilkerson Helped This Jeweler to Navigate His Retirement Sale Despite a Pandemic

Hosting a going-out-of-business sale when the coronavirus pandemic hit wasn’t a part of Bob Smith’s game plan for his retirement. Smith, the owner of E.M. Smith Jewelers in Chillicothe, Ohio, says the governor closed the state mid-way through. But Smith chose Wilkerson, and Wilkerson handled it like a champ, says Smith. And when it was time for the state to reopen, the sale continued like nothing had ever happened. “I’d recommend Wilkerson,” he says. “They do business the way we do business.”

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