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The State of Jewelry Retailing: Who’s Buying, Where and Why




The pandemic has changed the face of the jewelry industry, and a new, more customer-centric and user-friendly era has begun. With the U.S. jewelry market expected to grow by $18 billion over the next five years, what are the trends driving this growth and who are the customers who will be making these purchases? In this one-hour session, the panelists discuss the findings of the recent demographic and psychographic study conducted by The Plumb Club, including how consumers in each generation (Baby Boomers, Gen Xers, Millennials and Gen Zers) are motivated to buy, as well as how the pandemic, technology, lab-grown diamonds and a movement toward social responsibility are affecting purchasing.

Panelists include Sam Sandberg, president of The Plumb Club and chairman of A.Jaffe; Paola De Luca, founder of The Futurist; and Michael O’Connor, marketing director of The Plumb Club. Moderated by Trace Shelton, editor-in-chief, INSTORE.



Thinking of Liquidating? Wilkerson’s Got You Covered

Bil Holehan, the manager of Julianna’s Fine Jewelry in Corte Madera, Calif., decided to go on to the next chapter of his life when the store’s owner and namesake told him she was set to retire. Before they left, Holehan says they decided to liquidate some of the store’s aging inventory. They chose Wilkerson for the sale. Why? “Friends had done their sales with Wilkerson and they were very satisfied,” says Holehan. He’d enthusiastically recommend Wilkerson to anyone looking to stage a liquidation or going-out-of-business sale. “There were no surprises,” he says. “They were very professional in their assessment of our store, what we could expect from the sale and they were very detailed in their projections. They were pretty much on the money.”

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