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

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What Retailers Should Know About Today’s Consumer Revealed by The Plumb Club Research

The Plumb Club was pleased to present an important learning opportunity for all retailers on consumer jewelry shopping behavior, research habits and motivations to purchase. The knowledge shared came from the most current research and consumer survey initiated this year by The Plumb Club. This virtual presentation was open and free to the entire jewelry industry and held in the Jewelers Resource Center Auditorium on Tuesday, April 18th at 2pm EDT.

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Attending retailers received valuable insights into the shifting desires of today’s consumer and what that consumer expects from their retailers. Learning was shared on where consumers research fine jewelry and/or watch purchases, when jewelry purchase inspiration is most likely, where a consumer prefers to shop for fine jewelry and watches, and elements that help diminish barriers to trigger a sale.


Jennifer Heebner is an award-winning, 25-year veteran journalist in the fine jewelry industry. She is the editor in chief of #thisispearl magazine for the Cultured Pearl Association of America (CPAA), contributes to Rapaport, INSTORE, The GemGuide, and other trade publications, and spent 19 years at JCK as a staff editor.


Lawrence Hess has been in the jewelry industry his entire life. Professionally, he has had a career of over 40 years, spanning many disciplines, including manufacturing, sales, retail, product development, gemstone procurement and business management. Hess became The Plumb Club’s first Executive Director in 2009 and continues to hold that position today. 

Steven Lerche has spent his entire life surrounded by the diamond and jewelry business and helps lead Goldstar as COO. Steven is at the forefront of innovation within the industry and is focused on furthering the conversation on ethical business practices and creating a more sustainable marketplace. He sits on various Plumb Club committees, including being the Co-Chair of the Plumb Club’s Market Research Committee.


Jordan Peck is Director of Operations at Brevani, a second-generation jewelry brand based in NYC. As half of the brother sister duo behind the brand, he is deeply committed to the growth of the jewelry industry through collaboration, sustainability, and technology that will bridge the gap to the next generation of jewelers and consumers. He currently is a member of the RJC Global Task Force, President of the NY Jewelers Group, and Co-Chair of both The Plumb Club’s Market Research Committees. 

The insights that will be shared are part of a multi-faceted research study entitled The Plumb Club Industry and Market Insights 2023, initiated by The Plumb Club with the assistance of Paola Deluca, The Futurist, and Qualtrics, a world-renowned survey and analytics firm.  Any retailer wishing for more information on The Plumb Club Industry and Market Insights 2023, should contact their Plumb Club Member vendors or visit a member during the JCK show at The Plumb Club Pavilion. A full listing of Members can be found at


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